If you have a negative attitude from the beginning, the best-selling goods will also become unsalable.
1960, the company officially renamed Ricoh optics as Ricoh. 1963, I was promoted to vice president of Fukuoka Branch, but I have only been in Ricoh for nine years. At this time, Ricoh's copier business developed rapidly, resulting in some false phenomena. My job at that time was to coordinate and manage these things. The employees in the branch were young and leaderless, and I became a middle manager again.
At the same time, my sales method of focusing on software functions has gradually become a topic in the press. I also become a news person from time to time, and I am named as a business consultant, which is very famous in this circle.
1963 65438+ 10, President Shimomura sent me to Korea for business.
He said: our Korean agents can't sell at all. They can sell one or two a year, and we don't know what they are doing. Let me have a look.
President, I'm just the deputy manager of Fukuoka Branch. Wouldn't it make more sense to send someone from the trade department of the head office? However, people in the trade department know a little English but don't know how to sell. Just a business letter. If you want to understand, you should know something. Try to see what happened.
At that time, Japan and South Korea had not resumed diplomatic relations, and they had to have a name to go there. Despite Ricoh's copier products, it didn't sell any fame. So I made a speech on office automation in Korea by using the title of my own business person, and at the same time, I got permission from the Korean production headquarters to come to Korea in the name of promoting products.
Now South Korea's Xindu Ricoh Company is a local legal person, and its office machinery has a market share of 70% in South Korea, which is a large enterprise. Last year, Xindu Ricoh Company recruited 30 employees, but 2,000 people rushed to register, which was very popular. But when I went, it was a small enterprise with only five employees.
At that time, South Korea was not fully electrified, similar to Japan in 1948. After I arrived in Korea, Yu Legend, the general manager of this company, said to me:
Times have changed, and Ricoh photocopiers have no market here.
I'm angry: don't say that, it's because you're not going to sell it at all!
After that, I dragged Yu Xiangqi to the roof and said to him, Look, Yu Xiangqi, isn't the street in Seoul crowded with people? With so many companies and families, it is strange to sell 100 units a year.
How is that possible? Tanaka, don't just talk big.
Yu's rebuttal made me fly into a rage, because I yelled, will you get anything if you return it first and then sell it? Sincerity is the market!
This is also what the chairman of the city village asked me to say to him. All right, I'll teach you how to sell it.
I took him to the production headquarters first and asked the director there to introduce us to talents. Then, I spent a month visiting the government management committee, First Wool Textile Company, Hanyi Bank and other large enterprises. For example, when we visit the Seoul metropolitan government, we should first point out that household registration management is not feasible, and then focus on how inefficient the affairs there are. Every time I announce that I am from Japan, I get considerable results. They even called Mr. Zhang in awe of a teenager in his early thirties, and I made full use of their psychology.
I'm going to give a speech this time. Please come and listen, it's free.
Wherever I go, I will never leave my mouth to give a speech and invite a wide audience.
So one day, South Korea's East Asia Daily published a serial article about Japanese office automation and the current situation in South Korea, which was published for two weeks in a row. This article draws the reader's attention to how backward South Korea is in office automation. In this way, my name gradually became known in Korea. Of course, I visit everywhere, and it is necessary for Yu Xiangqi to accompany me.
Look carefully, you can learn this job as long as you look more. Yu Xiangqi followed me around silently.
Finally, Toastmasters was officially held. We don't take any money from the audience, and all expenses, including rental fees, are borne by us. At that time, it was all settled with 6.5438+0.5 million yen, and the reception fee was only 300,000 yen. And the audience came to 80O people, most of whom were the customer representatives I visited. My speech was very specific, and I even named it: Teacher Li, like the way you used it there, there will be blind spots in this place, and so on. The whole speech lasted two or three hours. At the end of the speech, I said: In short, in order to solve the focus of the above problems, this machine is the most suitable. At the same time, he pointed out the Ricoh copier displayed behind him to the audience. This series of activities enabled me to successfully sell 50 photocopiers.
My non-stop and breathless working style surprised Yu Xiangqi.
"You can really run, Tanaka ..."
"You guys, you are too slow."
So, Yu Xiangqi's company told me that I could spend money at will. I relax in nightclubs every night, and I often visit nightclubs with Miss B B King as the hostess. Miss Jin is a 95 cm girl with a full bust and not very outstanding appearance. When I came home, she chased me to the airport to see me off. Still tears. I don't want my wife to notice me when I write to her later, which makes her angry. After returning to Japan, I immediately reported to the village president.
Hehe, I sold 50 sets. You are doing very well.
At that time, the monthly output of Ricoh photocopiers was 500, and the monthly sales of each branch was about 20 at most. In contrast, I sold 50 sets by myself, which became a great achievement.
Why didn't Korean sales go up before I went? Because Yu Xiangqi is fundamentally negative. He takes it for granted that it is impossible for a country without universal electricity to buy photocopiers, let alone actively promote them.
Every transaction has two sides. Not only will there be negative aspects, but there will certainly be positive aspects for us. So I said to Yu Xiangqi: Isn't there so many people in Korea? Aren't there so many offices? The same thing, because people's understanding is so different.
I think, before you lose confidence in a job, you should first confirm whether your attitude is positive or not.
People who have never touched iron shoes have no sales.
The key is how to make the hard work of running around bear fruit.
1June, 963, promoted to general manager of Hiroshima branch. After only one year in office, Hiroshima Branch's very quiet sales were brought back to life, so he was quickly promoted to deputy general manager of Tokyo Branch.
1965 Ricoh introduced diazo copy paper, which means that copying is no longer just imaging, but has the function of double-sided copying, making the wet electronic Ricoh copier gradually enter the market.
One day, I was confessed by President Shimomura. What will the sales volume be like this time?
Questions that should be asked to the general manager of the branch were also asked to me. It should sell well.
How many sets do you think you can sell? 400 sets. No problem.
What makes you so sure?
There are 780 Ricoh photocopiers in the household registration and personnel management offices of various government departments, and some of them are updated to hundreds. Agricultural association? It is also a big family, as long as we can win this big family.
Full-time Agricultural Cooperative Association is a national farmers' group, which provides various services, consultation and protection for farmers from agricultural policies, technologies and agricultural products sales. I am proficient in the whole market layout. Which industries will this copier have buyers, how many enterprises there are in these industries, and so on. It's easy for me, who has visited customers all over the world.
In short, I take my feet and take pains to sell them. Personal computers are more common now, and customers are willing to come to the store to buy them. At that time, few people came to the store to buy photocopiers. Therefore, how to establish more agency stores and expand the sales network has become a major problem.
I think it's not good to be a salesman who refuses to exercise his feet. The same customer has run three times. If you want to run five times, you must have this heart. I'd rather go for nothing, it's empty, and it's hard to sell without throwing caution to the wind. It's no good getting discouraged after being shut out a few times. If there is still time for depression after being rejected, it is better to spend it with your brain. I always take a lot of business cards to sell, mainly when I am turned away. At this time, I will leave a note saying that I visited, but it's a pity that you are busy and not in the office. It's rude. Such business cards often get better results than interviews. It doesn't seem enough to leave a business card when the customer is away. What should I write? After repeating this several times, the customer will take the initiative to say to you: I'm really sorry to trouble you to run so many times. Therefore, we should seize this opportunity to attack.
1June 965 13, I was transferred to osaka branch. At that time, the sales volume of Daban Branch was only 1/3 of that of Tokyo Branch, which was a total loss. When I went to Osaka to work, I heard the salesman there say this:
The Osaka market is owned by Tami Industrial Co., Ltd., which monopolizes half the sky. There is no bigger agent here. They say we can't do it, but what can we do?
All in all, it's an excuse.
So, according to my own personal experience, I told them my sales experience day after day.
I said: if someone comes to sell Ricoh photocopiers for the first time, they will meet a customer who says Ricoh photocopiers are so good that they want to buy one. Please do introduce them to me for a long time. If you only hit the nail on the head two or three times and assert that the customer has no hope, it will still be incomprehensible. I even ran 10 times to see the real Buddha.
I told them my experience without reservation, and the audience gradually began to understand.
Indeed, if a salesman can get a reply after selling once, there is no need for the salesman industry. If you take the trouble to run, your customers will at least be moved by your enthusiasm for work: in this case, let's hear what you have to say. As long as you have this attitude. Even if there is a breakthrough. Leg diligence is a necessary condition for a salesman, and it is not without risks in his business career.
I declare: as long as I am granted full authority, I will call Osaka Branch for a counter-offer.
I am fully prepared to work in Osaka branch, because I have an important agreement with President Shimomura.
You go to be the deputy general manager and reorganize the Osaka branch. That won't do. Why did you only go to the deputy general manager?
Interrupt the request of the city and village president on the spot, until later, it was the talk of Ricoh Sanay Group.
Do you really want to be a general manager? Do you want a promotion? The urban and rural chairman said angrily.
I don't want this title. Since you asked me to do it, I hope it is discretionary. Reorganizing a branch that has been losing money since we started our business is not an easy thing to give up halfway As long as you grant me full authority, I guarantee that Da Gui Branch will turn a profit.
But what if you don't do it?
This didn't stop me:
Then remove my name. I want nothing more.
I see. But at first, I will go to work in the name of deputy general manager, and I will meet your requirements as soon as I see the opportunity.
It is undoubtedly a gamble in my business career to make a written military order to rectify a branch that has been losing money since its opening. Of course, I dare to pat this chest is not groundless. I am also a working-class person, and I will never deliberately say such stupid words and big words that will get me burned. This is because I believe that the experience and skills I have accumulated in previous sales can help me succeed.
However, everything has a side that you won't understand unless you do it yourself. I came to Osaka with the belief of success or failure.
In Osaka Branch, I first carried out a series of reforms. There are too many unreasonable places. The first thing I noticed was that the management department was too conservative and stubborn, which made the communication fee due to the sales department not fully recognized. If you spend a little more, the head of the management department will complain to the business director; This is beyond the standard. The general manager of the branch stands on the side of the management department, only knowing how to keep money, and the people in business class dare to be angry and dare not speak. If you force people to sell machines for several social expenses, how can you sell them?
So, I announced the cancellation of the layers of approval procedures.
Whether the budget amount is guaranteed is another matter, and the important thing is to sell it.
On the other hand, I stipulate that all reimbursement documents are approved by me, and the management department only goes through the formalities. Needless to say, the reception fee, even I have a look at the daily income and expenditure report of each business office. To my surprise, this kind of loss is not only caused by the disadvantages of layer-by-layer examination and approval, but also the overlapping of management courses, management courses, general affairs courses and other institutions, which makes the procedures and routine work complicated and abnormal. I merged the three departments into a management class, and digested the manager class by setting up a manager group in the management class. I asked the manager to show me all the expenses for the first day every day. In addition, I use someone with sales experience as the management section chief. At the same time, girls are no longer set up to answer orders as in the past, and all calls are answered by the management director.
I check the accounts every day, and if I find anything unreasonable, I will mark it immediately, and I will trace it to the handlers afterwards.
Business director, it doesn't matter to spend this money. You can't get close to that customer without spending some money.
Or: Don't be such a lavish flower company!
I make judgments based entirely on my own practical experience, which is very strict in a sense. However, due to these measures, the situation of big dealers' branches has changed from the situation of calculating only around the budget in the past, and in fact, the money in the budget has also lived.
The second thing I did was to cut down on useless expenses.
At that time, there were four or five vans in each business hall with no more than 20 employees. What did he say when you said you would cut back? You should demonstrate Ricoh copiers everywhere. These cars are not too many, and you won't lose them at all.