How Do Excellent Salesmen Make Use Of Business Relationship?

When it comes to "kinship", any Chinese may think of those who are close to their own feelings. Besides relatives, there are classmates, alumni, comrades in arms, colleagues and so on.

In the autumn of 2005, a company recruited more than 50 college students. After more than one month's intensive training, five college students stood out and became the focus of the company's training. One of them, Ren Yuanyuan's classmates, impressed me most.

The boss of the company asked me which student in this group of college students can take the heavy responsibility. I have no doubt recommended him to Ren Yuanyuan.

The boss assigned her most important provincial hospital.

Before she arrived, two medical representatives had worked in the hospital, and the sales volume was 1500 boxes a month.

The two medical representatives said that such sales have been saturated and there is no chance of growth.

However, I think the hospital can achieve 3000 boxes / month, because there are still several departments without development, so there is still great potential for growth.

Ren Yuanyuan's understanding was very good. She didn't work directly like other medical representatives to visit the doctor directly, but did a detailed investigation of the hospital situation, and then carefully planned the strategy of visiting.

In the survey, she found that a director of a small department was her alumni, and her major was the same.

She went back to school and asked her advisor if he knew the director.

In the world, there is such a coincidence for a conscientious person. Her mentor is the head teacher of the director.

After knowing the background of his master, Ren Yuanyuan visited the director with confidence.

The following is a dialogue between them:

Ren Yuanyuan: Hello, ray director! I am a medical representative of a company. My surname is Ren Yuanyuan. You can call me Xiao Ren.

Director Lei: what can I do for you?

Ren Yuanyuan: I saw your introduction at the registration place, and I knew that we were alumni.

You graduated from China Medical University in 87, didn't you?

Mr. Lei: Yes! When did you graduate?

Ren Yuanyuan: I just graduated this year. Our school teacher Zhang Xiande is your class teacher, is he? He is my graduation thesis instructor! He says hello to you!

Mr. Lei: is that right? How is Mr. Zhang now?

Ren Yuanyuan: Mr. Zhang is not in good health now. You can go and see him when you are free.

Director Lei: I am not good. I have been busy with my work and forgotten my mentor.

The ancients said, "one day is a teacher, and one is a father forever."

"I am really unfilial!

Ren Yuanyuan: Mr. Zhang has heard that you have made many achievements in medical research.

He told me that when you were a graduate student, you studied very hard, and you had a strong ability to innovate. You often forget your daily life in order to study a topic, didn't you?

Mr. Lei: where! Where! Miss Zhang has won the prize.

(a brilliant smile on his face) {page_break}

Ren Yuanyuan: I must learn from you in this respect.

(like a spoiled voice) since we two are together with a teacher, I will call you brother in the future. I am your little sister, OK?

Ray director: OK! Little sister, where are you from?

Ren Yuanyuan: I am from Qidong.

Director Lei: the seafood in Qidong is really good.

Ren Yuanyuan: you must have been to Qidong, haven't you?

Mr. Lei: Yes, I started a lecture last year.

The initiator is very polite, please invite me to eat local seafood, which is really unforgettable and can not be eaten in the provincial capital at all.

Ren Yuanyuan: what kind of seafood do you like best?

Director Lei: steamed hairtail.

Ren Yuanyuan: I also like steamed hairtail.

(white lie) brother, I will not bother you if you are busy with your work. I will call on you next time when you are free.

Mr. Lei: OK, next time you are welcome to come again.

(he kept sending his little sister to the door.

)

Eleven golden week is coming. Ren Yuanyuan has been trying to figure out how to send the best hairtail to his brother.

When she got home in September the 30th, she discussed the matter with her father.

The father told her that he would get up at five tomorrow morning and arrive at Lusi port early, so that he could get the freshest hairtail.

On the second morning, Ren Yuanyuan got up at four o'clock and urged her father to take her to Lv Si port as soon as possible.

When father and daughter arrived at Lusi port, the two day was not yet bright.

Their father and daughter waited for about an hour before they saw the fishing boats enter the harbor, carefully selected five Jin, large and fresh hairtail and other distinctive seafood, and asked the fishermen to pack the hairtail according to the highest requirements of freshness preservation. Then the father sent her to the station directly and drove to the provincial capital by car.

Around 10:30 in the morning, Ren Yuanyuan arrived at the long-distance bus station in the provincial capital and telephoned brother Shi.

Brother Shi was very surprised. Today is the first day of the eleven golden week. The little teacher and sister unexpectedly sent their hairtail to their home.

On that day, the whole family ate a lot of seafood and praised the smell of seafood.

From then on, Ren Yuanyuan was the guest of the master's family.

The director of a large department of the hospital is a very introverted person. It is difficult for medical representatives to deal with him.

The former salesperson of the company spent more than a year, exhausted almost all the means, and still did not establish business relationship with him.

Ren Yuanyuan discussed this matter with brother Shi. He promised that he would be invited to dinner next week.

At the table, he told the director, "this is my little sister," he asked him to take care of in the business.

The director readily agreed.

Later, the hospital sales volume reached 3500 boxes / month, of which 2000 boxes of incremental is Ren Yuanyuan's performance.

This is the power of industry!

Almost all salesmen have business relationship, but most salesmen do not make good use of this relationship. They do not realize that this relationship will have a significant impact on sales performance.

Think carefully about your own industry circle, what relationship can be used, and then make careful planning, so that we can quickly narrow the psychological distance with our customers, immediately produce a family relationship, other business problems will be solved.

In modern society, the relationship between people and human beings is dominated by occupation.