Know how Sales make money?
A netizen: Are you writing [IT circle]? Elephant: Yes. I am one of the author. A user: Do you know how IBM's Sales make money? Croissants: I don't know. A netizen: Will not? Niu Elephant: I didn't talk to people with people: so many people want to go to IBM, do you think that you are going to earn salary? ! I really want to listen? Croissant: Of course. Speak
Waiting for a long time, the other party came back to: "I am very busy recently, I have bidding today, we are the highest price. I can never have a few days." Then there is no below. "
It seems that the online interview is not easy, the old cow, I quickly put stupid: "The price factor is very important? How much competitor is more? IBM, Lenovo also competes with you?" Answer "Of course, the price is very critical .ibm is Vendors do not integrate, integrated up to do things, but we only encountered once, Lenovo is also written. "
After another half a day, Xu Nuohmao is pleased, and the other party began to speak.
I have a task this year 20 million. I don't want to think about it before. Yes, just a person, sell 20 million. But it is really going to do it. I used to engage in technology, I dare not think about sales, and I can't afford it. But dried on sale, I found out that sales have been exercised and I haven't worn. Sale is high, but it is really flexible.
Q: "The task is completed, meant you have a lot of commissions?"
A: The commission is not. You can't think of it, there is no in the Chengdu.
Q: "What do you earn? Salary?
A: Take a look, forenek. The small company has a commission, have you heard that IBM is commissioned? I didn't understand how to make money for a year. Loss, you are also ready to write IT.
Old cattle quickly and quietly listened to people.
Sales this thing, as long as you have a standard, you are a uncle. How can the key win?
Let's talk about this level of interpersonal relationships first.
I have seen that I have seen my life, I can't say it. Now I have to get it from the director of the door. I don't know what people surname, I will go to the office to talk. I didn't want to think about it before. Now I heard that there is a project, I only know that the unit is, and I don't even know the location.
The address was implemented on the road, and I came to the gate to start nonsense. Question: Who is looking for? Looking for Wang Kezhi, "surname Wang's). Question: That department? It is said that it is an office (office, that unit). The people who want to wear are like a dog, anyway, if you want to do everything.
Then, it was full of office buildings, and finally found any information center, computer room, computer room. Then I grab a person asked, is the king? If you have experience, answer you: Is it a Li Wan? For the right, Li Dong Li ...
Have experience, what do you? It's over, there is no danger to be bad, we are not polite, what is straightforward? The government agency, the civil servant is to do things for the masses, and also is afraid of complaints. It is really not to go. Let's go to other offices. I have gotten it. I know the Director is not surnamed Wang.
Most of the current units are hanging on a brand. Director, Director Room. As long as you enter the door, you can see people. Then introduce the situation, but also a big company, introduce a little, don't know that we also know Microsoft. In fact, some heads are still willing to have a strong company to come and go, but also do work well, you can have a good performance. I am also willing to be good. If you want to have a quality change, you have to charge. This is to analyze people, try to figure out, what is his mentality, what do you think? What background? What role is on the project? Who is it?
Four levels 1, the small soldiers: Responsible for the transition of the internal situation 2, the length: Let them don't say your bad words 3, the Director: Have your spokesperson 4, one hand: worship, strive to introduce the company's high-level introduction
We generally eat and drink is the first level of the Director, which is also this level for the commitment. A hand, first, courtesy. Then you have a certain relationship with you, listen to how to make a hand. He will give you suggestions according to his recommendations.
For example, a hall, after relationship with the duty, he tells you that the hall is long. Then you will prepare, wait for the opportunity. When there is a chance, the Director will inform you.
Opportunity: A day of the hall participated in a meeting, in a hotel. Ok, you immediately kill the hotel, learn about the conference hall, mix. Look at the intermediate rest, the right opportunity, pretend that you also participate in this meeting. Don't say that you participate in this meeting, you just say: Wang Hall, it hits it. Because I used to understand myself in the office, I generally reminded that the director was. I can't do it, I still thought that your company is also, if it is a meeting, it is better, and the night hall is long, you can take the opportunity to further contact.
Please eat more people, not you. When you at least give you the reason, I strongly tell the director, don't give the opportunity, go back. Human, there is such a contact in the field, and then returning to the original city, I always feel that it seems to be close. In fact, there is a good impression to the hall, know if there is such a company, it will achieve the goal.
In the future, the report will not be card. However, if you understand that the director has a relationship company, you need a very familiar person to do it. Otherwise, only the way of reviewing the target.
The budget, the director of the bid, certainly won't go, increase the work of the president, and strive to evaluate the first. At this time, the hall will not let you win a little difficult.
Let's say how to make money.
Last time I asked people: "The task is completed, meaning that you have a lot of commissions?" People answered: Advance. You can't think of it, there is no in the Chengdu.
Then how do they earn money? "What do you earn?"
This Sales then said:
Different in traditional rebates. Every Sales has the right to discount, how much is the discount? IBM, HP, Cisco, generally 70-95% OFF for public offerings, that is, only 30% -5% price. Sales has a large right, and others should not interfere. 95% of OFF is 95% of the price, this price is List Price, open quotation. OFF is also called discon.
Simply put, a single (or one device) offer 1 million, I can sell it for you, you have 200,000, 150,000, you can divide it.
Q: Is it as simple? Then you should earn a lot of money? A: Similar situation, but all make me idiot, huh, no experience, pay for a year. I am a single year, I spit blood. The user said that it is better to take 100,000. We are definitely, there is a diverture left, and it has promised to give 200,000. I have been preparing to talk to the Director, I have no experience, think about it, I will give us a head, I will head, let him talk to the president. The result was a big loss. The reason is that the mission of our department has been completed, the head is not airs, I want to put 200,000, and the kid didn't talk, I lied to me. Our price is the lowest, the technology is the highest. I am going to find a doctor, I feel that I have changed, I can't understand, and I will tell me: Stupid, the key task must be talked to himself. Finally, I didn't make me breath. He continued: Of course, the penalty is as simple, but you can take a mark to make a penny. The last one is the personnel relationship, but the main factors winning the bid are still in your solution, good technology, good equipment, good service, etc.
For example, the user chooses IBM's products, there will be a lot of Si (integrators) to bid, then who is IBM Sales support? Who is a user relationship to support who; users like who, who is supported. If there are two products competition, such as IBM and HP, IBM wants everyone to vote IBM products, then the chance is coming. I am a big company, IBM hopes that I represent it.
We go to do our customer relationship, you don't support me, I will go in it, put low prices, mess. Let your IBM support for Si don't think about it. If you want to put the low price, you will go to the IBM cry. Ok, heroes. I am your agent, can't always make me always lose money? Who will dare to be your agent in the future! Besides, the company's high level will also ran to IBM. Anyway, I won the bid, and you don't look at it. If you don't give the goods, after winning the bid, the company does not contribute to the goods, is it very faceless? There is also a way to run to the user's bad things, let the user change the HP product. HP is definitely grateful to you, the floor price is coming out. Going back and going to IBM, how much is HP, your IBM is so dark.
However, these methods must be cautious. After all, it is a small trick. Generally, the manufacturer is strong, and our system integrates more time.
Speaking here, I am a word: "You can sum up these theories, then you will have to earn a lot of money in the future, I don't worry about your mission."
He replied: Not only theory, it has been used in practice. There is a single, especially fun today.
The big company is detailed, and the industry you are responsible cannot intervene. This is the mine-free Jinke. Ok, I am responsible for the government, another responsible education. This person responsible for education has a relationship in a government department. It is just that this department has a project, but he can't sign, so I have to sign. Ok, sign, talk to the company, a certain customer relationship, need to give customers 500,000, then give customers 300,000, I am 100,000 per person.
I ask: Is there such a big number? Or are you just an example?
