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.
A netizen: So many people want to go to IBM, do you think it is to earn salary? ! I really want to listen?
Croissant: Of course. Speak
Waiting for a long time, the other party came back to come back: "I am very busy recently, I have bidding today, we are the highest price. Can you
In the result, it took a few days to know. "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 many competition opponents? I
BM, Lenovo also compensates with you? "
Reply "Of course, the price is very critical. IBM is the manufacturer does not integrate, integrated up the inter think about it. I only encountered one
Second, Lenovo also was 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 truly do
Just then it is. I used to engage in technology, I dare not think about sales, and I can't afford it. But doing sales, understand the sales
I found that sales were very exercised, I hated that I didn't dry. 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 earn 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. I have heard it now.
Where there is a project, I only know the unit, and I don't know if I have a 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, do they want to do every way.
go with.
Then, it was full of office buildings, and finally found any information center, computer room, computer room. Then 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?
Finished, no king
If the attitude is bad, we are not polite, and it is very straightforward. The government agency, civil servants are for the masses
Things, there are also scared complaints, it's really not going to go, go to other offices, already have gains, know that the Director is not surnamed
king.
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
Introduction, but also a big company, introduce a little fool, don't know, 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 he psychologically?
What do you think? What background? What role is on the project? Who is it?
Four levels
1. Xiaobing: Responsible for telling you the interior situation
2, the length: Let them don't say your bad words
3. Director: Have your spokesperson
4, a hand: Baihui, strive to introduce the company's high-level
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
Director who has a certain relationship with you, listen to how to make a hand. He will suggest it to act according to his suggestion
.
E.g
A hall, after relationship with the Director, he told you that the hall like ancient play. Then you will prepare, wait for the opportunity. Chance
The Director will inform you.
opportunity:
A man of a day 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 you participate in this meeting
, You only say: Wang Hall, it hits it. Because I used to understand myself in the office, I generally reminded that the director was 嗷
. I can't do it well, I thought about your company, 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.
Yes, I know that there is such a company to achieve the purpose.
In the future, the report will not be card. However, if you know that the director has a relationship company, you will need it.
Very familiar people 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 director is not
Let you win a bid 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: Advocation is not. 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? Like IBM, HP, Cisco, generally public offer
70-95% OFF, that is, only 30% -5% price. Sales has a large right, and others should not interfere. 95%
OFF is a 95% of the price, this price is List Price, open offering. OFF is also called discon.
Simply put, a single (or a device) offer 1 million, I can sell you 50,000, you have 200,000, 150,000, two
It can be divided.
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, and we are definitely, there is a diverture left.
It should be better than 200,000. I have been preparing to talk to the Director, I have no experience, think about it, I will leave our head, I will head, let him go
Talk with the president. The result was a big loss. The reason is that the task of our department has been completed, the head is not in a hurry, I want to put 200,000,
As a result, the kid did not talk, lie to me. Our price is the lowest, the technology is the highest. I am going to find a doctor, I feel that it is attitude
Changed, Best can't help but tell me: Stupid, key tasks must be talked to himself. Finally, I didn't work.
I vomiting blood.
He continued:
It is of course simple, but you can take a margin. The last one is the person concerned, but the winning the bid
To factors are still in your solution, good technology, good equipment, good service, etc.
For example, I have a standard, the user chooses IBM's products, and there will be a lot of Si (integral business) to bid, then I
Who is BM Sales? 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 will come
. 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 S
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, you can't let
I am always lost 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. In case no delivery, winning the bid
After that, the company is not available, 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
Tang zero, the floor price will come out. Going back and going to IBM, how much is HP, your IBM is so dark.
However, these methods must be used with caution. After all, it is a small trick. Generally, the manufacturer is strong, our system integrates manufacturers.
There are more.
Speaking here, I am a word: "You can sum up these theories, then you must make a lot of money in the future, I also
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
The government is responsible for education. This person responsible for education, there is a relationship between a government department, just in this department
, But he can't sign, let me sign. Ok, sign, talk to the company, talk to a certain customer relationship
, Need to give customers 500,000, then give customers 300,000, we two 100,000 per person.
I ask: Is there such a big number? Or are you just an example?
Not big, 10 million projects, 500,000 really don't count. This order is this order today is this situation. Another person
Do the relationship, but the industry I am responsible. I actually hit me, I actually wanted to sell the list. Clever, the customer came to our company to find him, he is not there. The front desk is asked, it belongs to the industry I am responsible, call me and
Customers talk. I feel that it will not be as simple, how can some customers take the initiative to find a door? Haha, the customer got two minutes,
First, HP's Sales hit the phone, saying that he let customers find me. I said that you die, you think you are the Lei Feng in HP.
. Then, our company gave me a phone call and said, he is half a year with this, let me not go. I am very politely
: Who is our buddy? Of course you have done is yours, how can I do that kind of thing that picks up? Both buddy gratitude
Ah, saying that I deeply righteously. Also say that the list will take it down, please have a HAPPY.
Putting down the phone, I will give a phone call for the project management department, saying: The recent company issued a document, one, no
Let the non-integrated department integrate the qualifications to hit the cram, help other company bursts. You will send this file again, strong
Turn, after discovering, even if the bid is not signed, we must check it.
The project management department is a civilian, if we can't make a mission, they follow bad luck, they will fight for you, because he
Our tasks are our task, so he quickly sent an email.
Oh, then I am looking for me, division of labor: I will bid, he to do relation, profit 4: 6 open, who is the task who takes 4;
Just take the task.
This project costs 3 million, and there are several black, and it is not necessary to report 4.3 million. This kind of thing is not good, people are more, nature
It caused high bidding price, so it is not good. But if you win, I have to take it, I will take up to 100,000. Look at it now
What is the relationship between 丫, can't be a bouting.
If there is any private money, it is not good, no private money is low, good. Fair, the old man is the most fair.
After finishing these words, he offline, so far he didn't get on the line.
