Example: How Do I Change The "Dead List"?

In the minds of most people,

As the elite team of the company, we were pferred to the deficit market in Dongguan.

The company mainly manages the entrance and exit and intelligent systems, but Dongguan's competitors are mostly small companies.

In addition to technology and technology, the quality of aluminum and stainless steel accounts for a great deal of cost in products. They make price war near the advantages of Guangfo's "building materials village", making the former team in Dongguan market repeatedly.

I have a pride of being recognized by the company and a solemn and stirring tragedy.

When the team moved to work, they pointed to a very stylish industrial park outside the window and said, "you don't have to go to the list. We have been there many times. They have signed contracts with other companies, and die!" the industrial park covers an area of 50000 square meters. It looks luxurious, dignified and generous from appearance, and has basically completed the whole work. It is doing the closing work of the fence and greening.

The entrance and exit measurement is about 20 meters, which should be considered as a medium-sized one in our customers.

In the evening, I returned to the garrison, and the luxurious Industrial Park continued to appear in my mind.

Our company's products are leading in hundreds of peers, both in quality and appearance.

Since the industrial park has been built so luxuriously, the boss must attach great importance to the quality and appearance. How can we use the products of a small company? But the former team has been there many times, and the reply has been "already booked" and our price is too high. How should we explain this?

I feel that tomorrow, anyway, we must go and find out, after all, this is not a small list.

At 8:50 in the morning, I drove straight to the industrial park, and the security guard waved to stop the car.

"Has he always arrived?" I said to the security guard.

The security guard asked, "did you have an appointment with Zeng?"

"Well, he asked me to talk about the project at 9 o'clock. Is he here yet?" I asked.

Actually, I knew that Zeng was already in the industrial park, and his "Lexus" stopped in the garden.

When I arrived, I learned the basic situation from my predecessor: Zeng, Taiwanese, "Lexus" and shoe factories.

The security guard waved and said, "he was always behind the construction site."

I didn't go directly to the back site, but I went into the front hall first, because the floor tiles were being put in. I wanted to see what brand building materials the boss used and understand the requirements of the boss from the side.

The workers in the hall are sticking the "x polo" floor. The aluminum alloy is "x Chang". The door has been installed. It is a brand I do not know, but the quality can be seen from the appearance.

As I guess, Zeng is a quality oriented person.

When I came to the construction site, I scanned the site, and everyone could not see a boss like him. Had he never been at the construction site? At this time, two young people who were similar to the company's administration were pointing to a middle-aged and old man who was sweating wet in a gray T-shirt and clothes. "That's Zeng Zong."

I was surprised that he was so out of tune with everything he owned. He was shouting loudly about how to conduct the construction of the excavator. He could see that he was very principled and of great quality. When he finished his turn, I quickly went up and shouted loudly (because of the noise of the excavator): "Hello, Zeng Zong!" {page_break}

When he saw me carrying my bag, he saw at once that I was promoting the business: "what's going on? I'm busy!"

I handed in my card: "it's a great honor to meet you. I'm Xiao Li, a business in Shenzhen X.

Shenzhen x gate is Asia's largest and the world's leading provider of entry and exit management system. We hope to be able to provide an entry solution for your company.

"* door Oh, your salesperson has come, we have booked."

When he had finished speaking, he turned and walked towards the construction site.

I wanted to talk to Zeng again, and he knew that he would never give me any chance. He pointed at me and said, "you don't want to come over."

No, I have to leave now.

When I went out, I handed a cigarette to the security guard. "You have no access to such a big entrance."

"Yes, but I heard that the door has been booked, and it may be installed soon!" said the security guard.

Is there really no chance? Anyway, we can't just give up like this.

Time is pressing. I took out my cell phone to call my colleagues in charge of other towns. "Xiao Zuo, are you busy in the afternoon? I need you to cooperate with me here."

"Yes."

"You bring the product information of Chang Chang (the most powerful competitor in Dongguan), remember to change our own shirts (a trademark on the collar)."

At 3 o'clock in the afternoon, my colleague Xiao Lai came. I asked him to visit Zeng Chang as an assistant salesman. He wanted to quote the price higher, the higher the better, and gave some details.

I let Xiao Zuo slip in from the fence in the construction, so as not to be questioned by security, while I chatted with the security guard at the gate to see if other products could be understood, or was there anyone else who was responsible for the procurement.

About 10 minutes or so, Xiao Zuo was sent out by Zeng. He described to me the process:

"Hello, chief!"

In the afternoon, I went to visit Zeng Zong together with the stationmaster.

When we met, we turned on our product information, turned left and right turned over a product of the H690 series, and forced us to quote live.

You know, before bidding for a product, you are not far away from it.

In the absence of a way, the director reported a price of 400 yuan per square meter than that of "Chang Chang".

Sure enough, he never talked to us again.

No way, we have to leave.

In this way, they prove that they are not at all. We must have the opportunity. The key is price.

You can see that we were always interested in our products, but our prices were 50% higher than others.

Close range

On the morning of the third day, I decided to visit Zeng again.

At the entrance of the industrial park, I found that he was planting a tree in the garden, a camphor tree.

After I said hello, I said, "Zong, let me do this work! I grew up in the countryside. I should do better than you."

I reached for the shovel in Zeng's hand, but he never agreed and said that our product was too expensive. He had already ordered it.

Now he said, "who else will believe in it?" I said to him, "what you saw yesterday is indeed the high-end product in our product, otherwise you will not see it."

From that expensive ceramic tile and aluminum, you can see that you are an entrepreneur who attaches great importance to brand and quality.

The entrance and exit is the important position of your enterprise's facade and security. I believe you will also pay special attention to {page_break}.

I was so helpless when I was suddenly caught up in the situation that I didn't know what to do.

When I was in a hurry, I suddenly remembered the massive car recall of Toyota Corporation recently.

So, I was in a hurry: "Zeng, first of all, we have a product failure. I do not deny it, but I want to explain two points to you: first, I think no matter which company produces products, it is impossible to never fail, let alone this product has been used for more than two years.

I believe you have heard about the large-scale recall of the world auto giant TOYOTA. Second, you can also see the honest side of our company through this incident. Other companies may visit your old customers when you make this list. After they have solved the problem, they will take you to see it. Even if the product is not good, they will buy a security guard to tell you that the product is good.

And we never do it because we believe in our quality! "

He never heard anything, but he could see my approval.

I took out my cell phone to call the after-sale service department for phone call, and told Mr. Zeng that we would arrive at the scene within 24 hours after receiving the repairs.

Die single

Back at the office, we started talking about prices.

This time, when I made the plan, I made a price of 2080 yuan and a square meter, and told him that this is my biggest authority.

When I think of it, I want to give an integer at most, leaving 80 yuan as a "step" for me.

But he always looked at it and said, "your products are good, but others are worse than you." they are all made of metal. Can the price be so bad?

Now I think of Zeng's "Lexus". "Zeng, what you said is true. It's all made of metal, but you just see the surface."

Just like the "flying degree" that I set up is four wheels plus a pile of metal, your Lexus is also seen from the outside, but only if you have opened Lexus can you know the difference between them.

On the other hand, I set off "flying degree", which is a tool of walking instead of anything, and you can express the image and nobility of your successful entrepreneur by opening Lexus.

"But your price is too high."

He always nodded.

"Well, it's been 2000 yuan. I'll apply to our manager."

I don't want to argue with Zeng's value too much. Too many arguments are bad for everyone.

"1800 yuan."

He always reported his expected price.

It is very important to know the expected price of a client or the price of the project budget in the sale. Similarly, the customer will also test your reserve price in various ways in the negotiation.

Zeng did not offer a very low price to test my reserve price, which should be the foreshadowing of our previous work, so that he subconsciously buried the quality of our products with "Lexus".

{page_break}

"1800 yuan? I really didn't dare to fight on the phone.

This is good. Zeng, we all want to work together, and we all want to cooperate happily. We are not embarrassed for all of us. The compromise is 1900 yuan. I venture to apply to the manager.

But we really haven't done this price. If you can't apply for it, will you please excuse me? "Compromise is my common method in price negotiation. When everyone is in a stalemate, compromise can give each other a step.

Zeng always said to me, "please apply first."

In fact, we can sign this product for 1200 yuan, and the company has already given us a reserve price. The so-called "application price" is just a skill of price negotiation.

But if I apply "down", he may ask me for a lower price. He will feel that our price is very heavy. Even today, he will not sign the bill and keep the price more than others. Then I will be more passive.

So before I apply, I must win the promise of Zeng.

"Can you book it today?"

"You apply first."

"Zeng, you have made me feel embarrassed!"

"How did it embarrass you?"

"Zeng Zong,

If your company's business personnel encounter such a situation outside, he has applied to you for a super low price that you have never done before, but he later failed to sign the order. Would you like to feel that the salesperson is not qualified? Do you think such a salesperson will be bad for your business development? "

At this point, Zeng always nodded satisfactorily and revealed a rare smile from a dignified boss: "ha ha, your company is just like your kid doing business without making money."

I called the manager, "I spent a lot of time," and finally applied for 1900 yuan.

22 meters plus matching, a total of 96000 yuan of a "dead single", all of a twists and turns finally signed.

On the second day, I called Zeng and told him that the remote control failure of the electronic factory had been solved after the sale.

Summary

When faced with tasks that others consider impossible, they must not give up easily, do not be afraid, and bravely push away the unknown dark door. Pushing it away may not be a colorful world, but it will never be an abyss.

Collecting and learning all kinds of information at ordinary times is a magic weapon to deal with emergencies.

When customers say "no", it is mostly an instinctive reaction to self protection, not how bad you are.

No one is afraid of it, but since you choose to sell, giving up is more terrible than rejection.