Dialect of local living hotel

I come from a communication technology background and travel abroad all the year round (the city where I travel is relatively fixed). I am in a fourth-tier city on business and stationed in this city. I have a very good relationship with the head of the technical department of a local operator and the following people. /kloc-after I transferred to the market in February of 0/5, the head of the technical department also made some orders for me. Now I have encountered a bottleneck. If I want to win a bigger order, I need to communicate with the manager of a higher level department. The department manager is 40 years old (on-the-job graduate) and has been promoted from county company manager to city company manager for two years. He has a daughter in junior high school, 10 years old.

I also visited the department manager four times, and each conversation lasted for 5- 15 minutes. The topic is mainly technical, and I feel that the leader is not very concerned (I also gave a gift worth about 3K, but the manager declined). The problem now is how to further close the relationship with the manager and pave the way for the following projects.

Reply:

Hello, man! )

It is inevitable that the gift will be rejected. Why? Gifts are too expensive! We don't know the manager very well. Give someone 3 thousand yuan as soon as you come up. How dare he take it? So since you are not familiar with the manager, how can you repair this relationship? I'll give you four tips, which are my usual tips: "Four tips for selling human feelings"

First, create files for customers.

Do you know who has the right to decide when you usually enter and leave the client company? Have you set up a file for customers? Do you know about the customer's personal situation, family situation, educational background, business background, special interests, lifestyle ...? Well, you may ask, what are the benefits of knowing this?

The reason is simple. We have to find the needs of our customers before we can get what we want. This information can be obtained by chatting with customers.

Second, give small gifts.

In order to close the relationship between customers, what you gave them 3,000 yuan is of little practical significance, and people dare not accept it. First, the relationship between customers is unfamiliar, and second, things have not been done. What should you do if you shoot?

Why don't we fold 3000 yuan into 20 small gifts? Yes, give him 20 small gifts to destroy the psychological defense of customers with quantity. This is the only way to give gifts. ...

There are two kinds of small gifts: one is to confirm his needs with customer information, where he is from, his hometown, or where his lover is from, his children ... With this information, it will be easy, OK, so there will be needs;

Second, we should combine our own characteristics or the characteristics of our products. The best gift-giving must meet three conditions: a, stimulate one's own advantages;

B, spend a little money to do big things;

C, create surprises for customers, can meet the demand.

Yesterday, a classmate asked me a question. I once replied to a gift-giving trick. Now let me show you an excerpt:

If we meet a sedentary customer, we will send the customer golf because of lack of exercise. If customers step on golf while working, it can play a fitness role of massaging Yongquan point. There is a Yongquan point on the sole of this foot. Huangdi Neijing says that "the kidney comes from a spring, and the spring is full of people". In other words, the kidney meridian and the qi of the kidney meridian, like the water from the spring, come from the foot, pour out and irrigate the whole body. Therefore, massage Yongquan point plays an important role in health preservation, disease prevention, treatment and health care.

Golf is very cheap, a few dollars each, but the concept of health preservation is very attractive to customers, and it is typical to spend a little money to do big things. So a sales expert, he often puts imported cigarettes and Japanese food in his bag, visits customers and throws them around. As the saying goes, eating people's mouths is short, taking people's hands is short, and the order of magnitude has arrived. The natural effect is great!

Third, the attack on the heart.

We should actively provide value-added services to our customers. What is value-added service? Is to do something meaningful for customers. Why provide value-added services? Because of your client, he also has clients. Well, we should regard ourselves as the customer's department and actively provide customers with all kinds of information about competing products, including business strategy and promotion plan.

If you have the opportunity to know the manager's daughter, or have access to it, can we send some interesting messages?

We have a classmate who sells medical software projects. One of his important clients got an important message through an order of magnitude visit. The client has an 8-year-old girl who likes drawing very much. Ok, how do we send gifts?

My suggestion is to search 100 painting stories at once, and then print them into a book with a line on the cover: "For future great painters"!

What kind of stories can be collected to impress the client and her daughter? I think, either parents should feel that painting is something meaningful to life, so as to support their daughter's hobby more firmly, or her daughter thinks that there is planning and wisdom besides painting, and she is open-minded ...

Ok, I'll copy four painting stories for you right away to see how good the stories are. If you are a customer, can it impress you?

Tread flowers and return to horseshoe fragrance.

Song Huizong in Song Dynasty loved art very much, and once put painting into the category of scientific research. For example, the painter painted a competitive demonstration with the theme of "walking flowers to get rid of horseshoe fragrance". How to understand this topic?

In "Flower Treading to Horseshoe Fragrance", flower treading and horseshoe returning are concrete things, which are easy to express, but the word "fragrance" is abstract, which can be smelled by the nose but not seen by the eyes, and it is difficult to express it through painting. The artistic expression of the painter who won the first prize chasing horseshoes with butterflies immediately reminds people that it is because horseshoes have a fragrance when they step on flowers, which attracts butterflies to fly around horseshoes, and the "floral fragrance" jumps to the paper. ...

An ancient temple hidden in the mountains

Song Huizong also wrote an ancient temple hidden in the mountains. At that time, many people painted the cornices of temples in the deep mountains, but the first painter only painted a monk carrying water in a mountain stream.

Frogs ten miles away from the mountain spring

This is a famous painting by Mr. Qi Baishi. 195 1 year, a famous painter, Mr. Qi Baishi, painted an ink painting of "Frog Rings Ten Miles Out of the Mountain Spring" for Lao She. There are no frogs in the picture, only a few tadpoles are swimming happily in the mountain stream. Although there are no frogs on the paper, Mr. Qi used wonderful associative techniques to show the painting theme just right.

The largest painting in the world.

Jim, a 9-year-old child, read a fairy tale about a child who wanted to draw on the water. In fairy tales, he succeeded and won everyone's respect and recognition.

Jim likes painting since he was a child. He used to doodle in the fields. He drew a 3-kilometer-long painting in the field, which was praised as a painting genius by the teacher. When he told his parents, relatives and teachers the idea of painting on water, everyone shook their heads. How can he draw on water? This is just a fantasy.

Jim is serious. Encouraged by his father, he came to the lake and waved colored pens overnight. After the lake left a ripple, the color changed into a bird. He hesitated for a long time and suddenly burst into tears. In his view, fairy tales are the opposite of reality.

/kloc-When he was 0/3 years old, Jim went to an academy of fine arts in new york for further study. He asked the teacher this question. The teacher suggested that you can draw on ice instead of water. Lake ice is everywhere in new york in winter, so you can draw the most beautiful pictures on the ice.

When Jim 14 years old, he announced to everyone that he would draw the biggest painting in the world on Lake Baikal! The news was very exciting and attracted the attention of the students. However, the journey was not smooth sailing. In the middle of the first painting, a crack suddenly appeared on the ice, and Jim almost died in the sea of ice. He wept bitterly for the failure of his creation.

When Jim 16 years old, he and his classmates began to create a second painting in Lake Baikal. The students forgot to eat and sleep, but when the painting was basically completed, a group of bandits attacked them, not only destroyed the painting, but also hijacked them into a cave, took all their money and threw them in the ice and snow.

But in this way, he experienced a heavy blow, and his creative dream has always inspired Jim. He is determined to draw a picture on the ice that will leave a deep impression on the whole world.

Well, when we collect 100 such painting stories, each story has a unique perspective. Will customers think that we are serious and spend a lot of time? Will they respect us?

Fourth, SMS, we send happy weekends every week to increase customer stickiness.

Doing these two things well is almost enough. The key is to support them by several orders of magnitude. We don't expect customers to get feedback by texting three or five times. No, according to my experience, it will take half a year to be effective. Take your time. It's called taking your time.

This is what I'm going to do. I use it very well. The relationship between customers and friends should be similar. We can talk to the manager and call each other brothers. We are all close friends. Why don't we discuss the bill behind closed doors?

Finally, I want to say a word to my buddy: You'd better find a master to take you to play, guide you by the side, and avoid many detours. Now your sales routine is a typical misconduct, the so-called direction is wrong, and your efforts are in vain. I suggest you find a master to take you to run, which is the right way to improve quickly!

Well, because of the limited time and ability, hehe, there are some bad places in the reply, please forgive me:)

I'm Meyer, with more than ten years' sales experience. I like to make friends with various sales experts and share them with you for free every day. Join the group if you want to communicate together, no advertising, no exchange of useless things. Maitou Weifa Free Exchange Group: 29266693 1 Verification: 346, giving away mysterious dry goods, but seeking a bosom friend and staying with you for 50 years!

The salesman recommended reading some books.

The weakness of human nature, cold reading and I'll tell you everything are called the three masterpieces for sale.

In particular, the author of "I tell you everything", "Lan Xiaoyu", is a gorgeous diaosi counterattack, which is especially recommended.