Through the planning bureau, the design institute can get the latest project information. At the same time, I also have a large number of contacts in different related industries, such as air conditioning, fire protection, building automation and other industries, who can provide me with a lot of information, including internal news of the project's progress to a certain stage. At present, I have the information resources of all the projects under construction and proposed in several major cities in three northeastern provinces.
2. The preliminary work of the design institute.
This is even more important because each elevator has its own unique design. If we successfully convince the design institute to adopt my elevator, we will have greater advantages in the early stage, but this is not absolute, because the design institute is not Party A after all. It is worth mentioning that one of the methods I often use is to let the design institute and the designer of Party A successfully design the elevator without machine room according to the idea of KONE. At present, this kind of elevator without machine room is only mature and the price is the most competitive. So if this design is finally determined, KONE's elevator will almost 100% win the bid, which also gives me an idea: find the uniqueness of KONE's elevator and let the design institute design it, thus greatly increasing it. Of course, if you succeed, you need to give a certain commission to the relevant personnel of the design institute.
3 Contact Party A in advance ..
My method is different from that of almost everyone. At first, I was very low-key, and my publicity about the company and products was limited. I never said many features and advantages of our products at first. I tried to shape the identity of a foil. It is enough for me to maintain elegant and distinctive manners and a serious and responsible attitude, so that the other party has some good feelings. I just need to run with it first! Because foil is the least attacked and hurt by competitors. At the same time, I can observe all the competitors from a distance, and I will spend more time to analyze many complicated relationships within Party A, clarify the priorities, clarify the contacts here, and determine several main leaders of this project. And all this is done under the illusion of seemingly carelessness.
4 the first shot.
After I have determined the person in charge (usually middle managers), I will do a lot of understanding work. Knowing this person's personality, hobbies and personnel background, I will try my best to leave a good early impression on him through some small gifts and some like-minded topics. Then when the time was right, I took the initiative.
My first shot was almost always in a coffee shop. I think this is the best effective and economical method. I'll give him a call first. "Tian manager, when do you think you have time? I want to talk to you alone. Let's go this afternoon. The newly renovated Furama Cafe is very distinctive. You can relax after work. Frankly speaking, I have a high success rate in making appointments with clients in this way.
Face-to-face communication with him in the coffee shop can quickly narrow the distance between me and my customers, get a lot of information that I can't get in his company's conversation, and make a quick judgment on this project. The most important thing is to understand the needs of customers.
I think the most important thing is to understand the needs of customers and make plans to meet their needs accordingly.
5 choose a breakthrough.
When the above methods are successfully implemented, I will have a general understanding of this project, and I will clearly realize who is the most critical and how many people are there. Who can't offend? Who can play an influential role in this project?
After confirmation, I started to act. Because finding the right person is very, very important. I have very good interpersonal relationships in Dalian. If I want to conduct public relations with my boss, then I should consider starting with that interpersonal relationship. If these relationships are not very close, then I will settle for the second best and choose another method-"grasping the inside story". This method often produces miraculous effects in practice. The method is actually very simple. I will try my best to cultivate a confidant in Party A, who has certain real power, and it is best to be technically authoritative. Through him, I can know the latest internal situation of this project anytime and anywhere, even a lot of information about his boss's personality, interests, itinerary and so on, especially the information of many competitors, such as prices, preferential conditions, relationships and so on. I can even use him to create a subtle atmosphere within the company, and even use him to undermine the confidence of the boss and make him afraid to book elevators of other brands.
6 blockbuster
At this time, my work began to be overwhelming. I walked from behind the scenes to the stage, began to vigorously promote my products, began to instill my company's culture into customers, and began to show my personal style and even charm to customers. I went from foil to main bidder. I never do long-term follow-up. I only care about the projects that can be decided in 3-6 months, because I know that the customer's enthusiasm curve for a product is a quadratic curve, and neither short time nor long time is the peak. It is necessary to strike while the iron is hot. Talking about projects is just like Jin Yong's novels. It was dull at first, and then it burned like fire.
Generally, we know the situation in the first two months and attack in the second two months. I will focus on the short term and use my explosive power to win orders! One of the biggest advantages of this method is that it can keep me enthusiastic all the time, and my brain is always in a state of excitement, and a wonderful idea may appear almost anytime and anywhere.
7 the last blow
In almost all my projects, I have reached the final stage of reassuring customers and depressing competitors! My price is almost always the highest, and I have countless reasons to ask Party A to approve my price. But, in the end, if necessary, I will have a huge and amazing price reduction! This comes from the fact that I have done a lot of paving work in the early stage, so that the price can be reduced. The final blow includes many methods and specific project analysis. I may win the final victory through strong connections, preferential prices and services, internal disintegration of my "insider" and even national politics.
8 finishing work
Finishing is like finishing in Go, so be careful. When I am about to win the order, that is, when I am most attentive, I will do a good job in writing and use a variety of negotiation skills in the final negotiation to make customers sign the contract happily. It shouldn't take too long to finish the work. Sign as soon as possible Don't be disturbed by customers' business trip or illness, because they are asleep!
9 A blow to competitors
Even if I don't have any contacts, even if I don't have any insiders, I may still win the contract by cracking down on my competitors! I analyze my competitors more carefully than any sales I have ever seen. The subtlety of my competitor may be used by me, or it may be a clever way for me to attack him. I will almost know at the first time that a competitor's elevator product is temporarily unacceptable because of the stiff relationship with the labor bureau, and I will use it. I also often use the hidden dangers of some elevators in some aspects to undermine the confidence of customers. However, I never attack my competitors myself, and I never exaggerate. I will be vague on the surface, but I can make my customers understand my deep meaning. At the same time, almost all attacks on competitors are carried out through agents or my friends. My friends may be engaged in air conditioning or fire fighting, and they also have a certain friendship with Party A. Perhaps their seemingly casual words may make customers worry about a certain brand of elevator.
10 special method
In some cases, it is necessary to use some special methods, which may achieve miraculous results. Here are a few simple examples.
Bid. This method can be used appropriately, but it is not necessary. My method is to choose similar products that are not in the same level as the offensive and defensive alliance, and get Party A together, and then try to persuade Party A to accept one of our products. If Party A is strong, it may adopt my product, otherwise it will adopt other low-grade products.
Use of the internet
I am the first salesperson in the elevator industry in Northeast China who widely uses the Internet as a means of propaganda and attack. Internet may get a lot of information, which has a wonderful effect on customers' psychology. Through it, I can collect some very useful information for myself and some very unfavorable information for customers. In addition, we should make full use of the power of BBS, such as the elevator forum that tends to a certain brand. At the same time, racial and political factors can also be used as an auxiliary means of sales, although this is not necessary. The Internet played an important role in the more than 30 million project of Harbin Airport, because it coincided with the gas leak in Qiqihar.
I hope I can help you!