When Big Clients Are Prejudiced Against You

Xiao He, 26 years old, took the first time to serve as a district. manager In the past two months, he had not been able to break his M brand fridge into the Guangzhou market, which made him ambitious and started a military order before the director of marketing. He began to doubt whether he had the ability to serve as a regional manager. Although he had three years of experience as a front-line salesman, he had won the honor of the excellent salesperson of M enterprises with excellent results. However, the stalemate in the Southern China market is still making him lose his mind.

Guangzhou is the brand of many refrigerators. compete The most intense Southern China gateway has been gathered. Haier A series of domestic first-line brands such as Kelon, Ronshen and SIEMENS, Yi leakes, Panasonic and other imported brands of refrigerator products, at the same time, Hualing, Xinfei, snow and other second-line brands also occupy the low-end market here. At that time, X was the largest electrical distribution agency in Guangzhou, and its wholesale and sales network could cover the whole Guangzhou and even the most important cities and regions in the half of the Southern China region. It was the distributor who had to cooperate with the electrical apparatus manufacturers to enter Southern China. After entering Guangzhou, Xiao He also brought a salesman to contact with X company personally. However, because of the low popularity of M brand and little action in the market, the product had no unique innovation, and for another reason, though almost five rounds of negotiations, the other side still had no sign of cooperation.

Why did he return to his office in a depressed mood? It has been more than two months since he came here. He has signed a few small contracts in addition to the small cities on the edge of Guangzhou, but it is still hard to break through to such an important Guangzhou. The company headquarters has also been calling for a lot of calls: it is imperative to win the Guangzhou this month!

After dinner, his colleagues went out shopping. He sat alone in his dorm room and began to recall the whole process of his contact with customers. Although he felt that there might be some problems in his own, he was still puzzled.

According to the experience of Xiao He, there are several reasons for customers to reject products: first, the lack of popularity of the brand, two of the quality is not guaranteed, the three is the narrow profit space, and the four is the sales support of the company. Xiao he compares each other and finds that the key points of the Guangzhou issue lie in the first and the second. Brand lacks popularity, and customers and consumers are of course hard to trust their product quality. Brand awareness, now he can not solve a small problem, product quality problems, he can think of a way. So he decided to start from here.

　　第二天，他帶領其他三個業務員，一起去倉庫，搬出了四臺規格不一的冰箱，然后，每個人從頭到腳，由外而內的進行一項項檢查，同時將檢查出來的數據與海爾、西門子等著名品牌進行比較，發現除了諸如節能、省電、保鮮、電子溫控等概念相同之外，M冰箱無論在外觀、壓縮機運轉聲音大小，還是冷凍和冷藏室的設計，都與強勢品牌存在一定的差距，小何差點泄氣了!但在測試冰箱門的時候，一個細微的發現，引起了小何的注意，為了再次證實他的發現，他連續測試了10臺自己的冰箱，同時又專門去商場，乘促銷員不注意的時候，自己偷偷對海爾、科龍、容聲和西門子、依萊克斯，松下等品牌的冰箱進行測試，測試結果令小何自己也是感到非常的震驚和不可思議!

Three days later, he adjusted his mind and made a careful arrangement. He confidently knocked the door of his client office again. The general manager of the company, Ms. Wang, was receiving other customers. An hour later, the sales representative went away. He immediately started to smile and greet President Wang. But when Wang saw nothing, he said no, he said, "I said I didn't want to get into your goods!" Sorry, I'm busy. I don't think we need to talk anymore. Xiao He was ready to see him. He was still unhurried. He still smiled at her calmly. When she finished, He Cai said to her gently, "Wang, I just want to delay you for a few minutes today, and then I'll go!"

Well, then you can say quickly, I really have a lot of things to deal with, Ms. Wang finished, signaled to him to sit down on the chair on the left. {page_break}

Chief executive, Xiao he smiled and said to her, in fact, you are satisfied with the sales profits of our products. What you are most worried about is the quality of our products. Because consumers in Guangdong do not know about our brand, the company has not increased input in the dissemination, because there will be some obstacles in the sales of specific products, and the shopping malls under your company are the most popular and most famous shopping malls in Guangzhou. If you enter unsalable goods, it will bring impact to your business. Am I right? Thank you for your understanding!

Well, now I am very confident to tell you that Mr. Wang, our M brand refrigerator is better than any brand refrigerator sold in the mall now.

No? You are too conceited. You dare say that your refrigerator is better than SIEMENS and Alex?

Yes! How can I say that if Wang doesn't believe it, I can give you an experiment on the spot. If I lose, I will never step into your company from now on. If I win, I will have only one request: cooperate with us and enter our goods!

OK! That's a deal. I'd like to see what's good about your fridge!

Xiao he saw that the atmosphere inside the hall had reached the expected effect. He took the other managers to the company's downstairs with him. At that time, the driver and several other salesmen had already shipped 10 M fridge according to his prior arrangement, and arranged the refrigerator neatly along the street edge.

Thank you for the manager's appreciation. Xiao He stood in front of his fridge. He looked like a general inspecting his subordinates. Then he unhurried from his bag and took out a A4 print paper.

In fact, when it comes to quality, a refrigerator involves a lot of places. He told visitors that the M refrigerator is not much different from other brands, but the only characteristic is that the M refrigerator door adopts the latest international materials and manufacturing processes, so its sealing degree is more than 10 times stronger than that of the ordinary refrigerator.

The door of the fridge is generally sealed. How can you prove that the M refrigerator is stronger?

Well, please come closer. Now let's make an experiment. He said, with his right hand, he opened the door of a refrigerator lightly, put the A4 paper in his left hand gently, and then closed the door.

President Wang walked forward with suspicion. He clamped the white paper in the door of the refrigerator with his thumb and forefinger. He tried to pull it out gently and tried several times.

Again, force! The little one is blowing up the air. Ms. Wang only needs to increase her strength. She can only hear "zhe". The white paper is torn by two half of the king, half in her hands, usually thrown firmly in the door of the refrigerator.

It seems that there is no need for more explanation. Several other managers, who have taken the white paper from every child, have tested every refrigerator on the scene, but the result is just like that of Ms. Wang.

The effect of the scene is very satisfying. When the fire has arrived, Xiao He will tell you patiently: in fact, the most important part of the refrigerator is the degree of sealing of the door. Because the door will not seal, it will affect the refrigeration effect. If the refrigeration effect is not good, it will affect the normal operation of the compressor. If the compressor is not operating properly or overloaded, it will affect the life of the compressor.

Well, needless to say, Miss Wang interrupted what he said. What I want to ask is, is it not the same with other brands of refrigerators? Dare you say that the refrigerator with your M brand can have this effect? {page_break}

Xiao he saw that Wang was stepping into his trap step by step. He was very proud of his mind. But he still kept his face and smiled and said to Wang, "now, I want you to go to your shopping mall to do an experiment yourself.
So, more than a dozen people, led by Wang Zong, came to the Wangfujing shopping mall not far away. Wang couldn't wait to do the first thing, but also used the method just now to test the door of SIEMENS first. It's the same fate as SIEMENS! After that, several other managers have done such tests on almost all the refrigerators sold in the mall, so that the salesmen and customers in the mall don't know what's going on, they just stand aside and watch. It is a pity that all the refrigerator paper clips can be gently twitched without any kind of shredded paper similar to the M brand refrigerator.

Young man, I lost! Miss Wang admitted that she had failed, but she could see that her face was full of excitement. She said, your move is definitely better than any beautiful advertisement! Go! Get your contract, I decide to pay 5 million first, and quickly get me a batch of such fridge!

OK! Little excited! Almost all the tears are coming down!

Later, the promotion method of white paper testing the degree of sealing of refrigerator door was quickly popularized in all parts of the country, and produced remarkable results, especially at the scene of sale, which often impulses consumers and produces impulse to purchase. And the Southern China market has finally been fully opened up under the efforts of Xiaohe, and he has won the special honor of excellent regional manager.