Case description
Xiao is a salesman of a company. One day, when he was negotiating with a big client, he was about to complete the transaction. Big customers suddenly put forward several practical requirements: reducing costs and making profits. After listening to this, Zheng Xiao felt that as long as it was solved, the list could be discussed, and the problem was not serious.
So he relayed the substantive requirements to the boss, hoping that the boss would agree. However, I was scolded by my boss. The boss said: Do you think about your cooperative customers and ask your company to make a profit on the basis of other companies?
Zheng Xiao quickly found a reason to express his thoughts: "I am also from the company's point of view. I have read the list of materials. It is possible to try to reduce the cost. And this is a big customer, the list is good, and our company has high profits! "
The boss continued: "Then you can communicate with those people in ministry of materials and equipment and ask them if they can actually reduce the cost. What is the lowest cost?" Then make a new plan for the materials and prices after reducing the cost and show it to the customers. If the customer agrees, then you can tell me again. If the customer doesn't agree, then your plan to reduce costs will not work at all. What customers want is the best quality and price, and what we want is to maximize the benefits. "
In the book, it tells that employees should treat the company's money as their own flowers, and have the concepts of cost budget and practical feasibility when pursuing the best interests of a project. Everything is considered for the company and does not harm the company; On the basis of interests, then negotiate with customers. Don't put yourself in the wrong position!
abstract
(1) Sometimes we need to know that Bao Qingtian is heartless. When dealing with customers with Huairou policy, we need to understand that we are working for the company and stick to our inner bottom line.
(2) The boss wants the result, not the discussion. If you can't make a decision within your responsibility, report the formula of "project+difficulty+multiple suggestions+soliciting opinions" to your boss.