In the book "Sales Without Winter", Ni Jianwei, a big boss in the major account sales industry, borrowed the process of Dugu Qiufeng and learning the sword in "The Legend of the Condor Heroes" to divide sales into four levels.
It’s summed up very well, so I’d like to share it with you.
The first stage: the sharp weapon is unintentional.
The book says: Fierce and fierce, invincible. Before the crown is weak, use it to compete with the heroes of the river sculpture.
Explanation: The young man has a strong character, an unstoppable sword, and is invincible. He competes with the heroes of the river sculpture.
Salespeople at this stage are generally new to the sales industry. They are full of ambitions and ideals. They have read many books about sales by large customers and absorbed the sales essence. In order to succeed, they work tirelessly every day like a chicken blood pump. They are tireless and eager to do it. Run yourself to death and exhaust yourself.
However, salespeople at this stage are generally the least valuable in their sales careers, and they are also the most valuable.
The reason why it is said to have no value is that generally speaking, if a salesperson at this stage visits 10 customers, he can usually only succeed in 0-2, and the profit is not high, so he has little value to the company;
The reason why it is valuable is that this stage is a stage of quantitative accumulation. The so-called development of things is a process of quantitative change leading to qualitative change. Without the accumulation of quantitative change in the early stage, how can there be a leap in qualitative change later.
The second stage: the soft sword is impermanent.
The book says: The Ziwei soft sword was used before the age of thirty. It was unlucky to accidentally injure a righteous man, so it was abandoned in a deep valley.
Soft swords are more difficult to control than hard swords and have their own rules. Only by understanding and mastering the rules of the soft sword can you use it better. However, you must follow the movement rules of the soft sword, and you cannot do whatever you want. Therefore, it accidentally injures capable people and righteous people, so it is regarded as ominous.
Sales at this stage usually last for 2-3 years in the industry, gradually forming their own sales model, and knowing how to win in a project through "recruitment".
At this stage, salespeople often worry about gains and losses. They often only see the surface of things, but cannot see through the inside. In order to win orders, they usually use "strange tricks", such as rebates, pursuing differentiated competition, following customers to their homes for talks, etc.
Yu Chang's current rank should be between Li Jian Wu Wu and Ruo Jian Wu Chang.
At this stage, salespeople visit 10 customers, and generally speaking, they can succeed in 3-5. Compared with the first stage, the quality of order making has been significantly improved, but it is unstable.
The third stage: heavy sword without edge.
The book says: A heavy sword without an edge, a skillful sword without skill, and relied on it to dominate the world before the age of forty.
Sophisticated people have learned to do things with ease, without showing their sharpness, but their power is even greater.
Salespeople at this stage have been selling for 3-8 years, or even longer. Generally speaking, if you run ten customers, the success rate can be between 60% and 80%.
Salespeople at this stage already have their own sales style, know how to attract customers, and are not limited to superficial forms. They can often show magic in the ordinary and win over some orders. At this time, their sales level is already very high. Even if they don't make much money in their own unit, they can still make money in other ways.
Salespeople who have reached this stage usually take the management route or start their own companies, such as the company's current department director, Chai Ning and others.
The fourth stage: The wooden sword has no stagnation.
The book says: After the age of forty, you will not be stuck in objects. All plants, trees, bamboos and stones can be used as swords. From then on, he practiced intensively and gradually reached the state where no sword is better than the sword. This is the state of excellent martial arts and also the state of excellent knowledge.
In this stage of sales, generally speaking, if you make 10 orders, 8-10 will be successful. At this time, they are no longer selling for money, but selling based on feelings and preferences.
This stage is also the highest stage pursued by sales staff, and can easily kill people in the previous two stages.
Chen Er glanced at Yu Chang and continued: "If we don't send people like Chai Ning to this project, it can be said that you have no chance."
Her words were very direct, and the implication was that Yu Chang was a rookie salesperson, not in the same rank as her, and would definitely lose if they competed with her.
Yu Chang was not at ease with the other party's sarcasm, who was born to be a high-level sales master, and who did not climb up the ranks little by little from the front line.
Yu Chang is young, energetic, dynamic, motivated and passionate. This is his greatest asset.
Victory and defeat are commonplace in military affairs. Without the process of failure, there is no joy of success.
"You are right, sales should be result-oriented. Without good results, all the processes will be in vain. But fortunately, our company is willing to give me, a newcomer, the opportunity to experience and grow."
"Then I wish you good luck." After Chen Er finished speaking, he drove away in a white Audi A3.
Chen Er's blows and insinuations did not make Yu Changsheng think of giving up. On the contrary, the ambition to fight became stronger and stronger in the deepest part of his heart.
Only by competing with masters can you grow better. Chen Er is just one of many strong competitors in this project.
Opening the list given by Li Guanghua, Yu Chang learned the names of three investors, and one of them had a name that Yu Chang was very familiar with, that was Sunac Capital.
This made Yu Chang's eyes light up and gave him a little more confidence.
In the Echeng Economic Development Zone project, Yu Chang has already met Mr. Liu, the general manager of Sunac Capital, and through Chai Ning's relationship, he can get in touch with Mr. Liu. If the three investors compete, Sunac can win, and Yu Chang Have the opportunity.
After sorting out his thoughts, Yu Chang did not directly report the visit to Zhang Tian this time. Instead, he called Chai Ning and reported the relevant situation.
But now Yu Chang is still sure whether Sunac Capital can win this competition, so he has not mentioned letting Chai Ning bridge the gap for the time being.
However, Chai Ning understood his thoughts and said: "You can run away, I can come forward at any time if you need to coordinate resources."
"At the same time, Chen Er, you don't need to pay too much attention, it's just a defeat."
Hearing this, Yu Chang was slightly stunned and couldn't help but said: "Did she and Sister Ning ever have competition?"
"Well, it's a long story. I couldn't explain it clearly on the phone."
...
After hanging up the phone, Yu Chang began to collect his thoughts and think about how to run next.
After hanging up, Chai Ning called Director Chen of the Propaganda Department of Echeng and said, "Brother Chen, it is said that Sunac Capital is also preparing to participate in Yuancheng's leasing project. What are their chances of winning?"
Minister Chen did not answer Chai Ning immediately, but asked: "How long has it been before Ning Ning remembered to call her brother?"
"Sorry, Brother Chen, wasn't I in a car accident some time ago..."
Chai Ning told on the phone that he had been in a car accident and had been repairing it for a while. After going to work, he had accumulated a lot of things and was very busy.
This trick worked really well and successfully won Minister Chen's sympathy and compassion.
Female salesmen, especially beautiful female salesmen, have this advantage. They can instantly gain sympathy and care from middle-aged men by telling them about their miserable situation.
"I see. So are you feeling better now? Do you need my brother to come up and see you?" Minister Chen's voice became softer.
"No need, Brother Chen, I'm completely fine. I'll come down to see you later. Now I'll help my sister ask about Sunac Capital's situation in Yuancheng."
Half an hour later, Minister Chen called again. After Chai Ning answered the call, he said, "Is there any news? Brother Chen."
"Well, the Standing Committee has not yet made a final decision, but Sunac Capital has strong strength and good connections, so the possibility of success is relatively high."
The Standing Committee has no resolution, which means that the construction goals and directions have not yet been determined. Chai Ning thought about it and felt that it was still necessary to contact them in advance and establish relationships.
"Brother Chen, can you help me make an appointment with Mr. Liu from Sunac Capital?"
"We need to give this matter a try. After all, although we have had contact with each other in Goose City before, I am in the publicity department and I am not responsible for the specific matters."
"Well, whether it succeeds or not, I'm grateful to Brother Chen."
The final result of this incident was that Minister Chen did not make an appointment with Mr. Liu from Sunac, and Chai Ning did not tell Yu Chang what she had done. The next day, she quietly came to Yuancheng and walked into the county government.
Chai Ning once told Yu Chang that she had connections in Yuancheng and could come forward at any time if she needed help.
Yu Chang did not agree immediately. Doing a project, especially a big project, requires help from the company and team, but if you blindly seek help whenever you encounter problems and problems, it is not conducive to personal growth and progress.
Chai Ning naturally knew what Yu Chang was thinking, and instead of being angry, he was more appreciative. Therefore, she quietly entered Yuancheng without informing Yu Chang.
Through communication with Li Guanghua, things have become relatively clear.
1. Yuancheng’s leasing project is basically determined to be carried out, but how to do it and how much funds will be required need to wait further;
2. The funds involved in this project should exceed Yu Chang’s original understanding, otherwise the funding parties will not be allowed to participate. For projects worth tens of millions, local suppliers in Yunnan are also able to advance funds;
3. The county cybersecurity department and the cybersecurity departments of other institutions will form a project team to check products, plans, etc.;
4. Li Guanghua must be one of the team members of this project, but his attitude is still unclear. At the same time, his relationship with Chen Er is unusual. His relationship must be maintained and cannot be careless;
5. The competitors in this project are all strong and should not be underestimated.
After analyzing the current situation clearly, Yu Chang's thinking became clear, and he began to plan the next step of work.
Since a project team will be established, starting with the project team members should be a method. However, the current member information has not been determined, and it seems unrealistic to visit them one by one.
In the end, Yu Chang decided to start with the medical network security center.
