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Case: fat meat to the mouth is not eaten

Click times: 1673 release time: 2016-11-21 16:06:32
[foreword of case]
Sales staff can not survive without two magic weapons: one is contacts, the other is skills. Networking is the key to success. 70% of sales staff's success depends on personal connections and 30% on personal efforts.

[case background]
The real estate of a city has just taken the original workshop land of an industrial equipment, and is ready to develop a key resettlement community project. Because of years of sales, I have a high sensitivity to related engineering projects. I plan to start from a design institute in Chengdu. I have a full grasp of this project.

[organization structure]
Design Institute: Li Gong (good relationship)

[case description]
Use contacts to find business opportunities
When traveling with friends in the countryside, I learned a message that aroused my attention: a city property has just taken the original factory land of an industrial equipment, and is ready to develop a key resettlement community project. Because of years of sales, I have a high sensitivity to related engineering projects. I don't want to give up every sales opportunity in vain. People often say: do sales to see six ways, listen to all directions. The essence of marketing is to grasp every opportunity and get the final success.
Back at night, I turned on my computer and searched the Internet for information about the project. It is known from the Internet that the front-end design of the key resettlement project is completed by a design institute in Chengdu. I immediately found the key to open the project and decided to start with the design institute.
Design Institute visit, see people talk nonsense
The next morning, I decided to strike while the iron was hot to visit a design institute in Chengdu. I have been engaged in sales work in Chengdu plot for many years and visited the design institute. I rushed to the design institute and broke into designer Wang's office directly. Designer Li (referred to as Li Gong) is more than 40 years old and has been engaged in design for nearly 20 years. He is steady in character, warm in manner, rigorous in work, and a man of self-restraint. I have dealt with him many times, and I get on well with him.
Li Gong saw me knocking at the door and said with a smile, "what brings you here? Did you smell something again? "
I deliberately embarrassed smile and said: "brother Wang, what can not live up to you. I really want to know about a project from you today.
Li Gong joked: "you guys have a better nose than a dog. When you hear of any project, you will move. Nothing. You won't think of us.
I hastened to go up attentively and said, "brother Wang, you have wronged me. I didn't forget you. I wanted to invite you to get together several times. Aren't you busy all the time? Forget anyone. How can I forget you? "
Li Gong waved his hand with satisfaction and said, "you are a sweet mouth. Come on, what do you want to know?
I took out my notebook and sat down in front of Mr. Li and said, "I heard that Zhongmao real estate is preparing a new key resettlement project at the site of an industrial equipment factory. This project is designed by your design institute. Can you tell me something about this project?
The famous flower has the owner, the mood is low
Li Gong said with a smile: "this time your nose is slower than others, how did you fall behind others? This project was designed three months ago. "
My heart suddenly thumped for a moment, someone had already run in front of me. I even asked, "is there any other unit that has asked you about this project?"
Tell the details of the project
Li Gong said with a ha ha: "you people are like flies. When you smell something, you always rush in groups."
I saw that Li Gong didn't want to say more and didn't continue to ask. "Now the market competition is becoming more and more fierce, and our life is becoming more and more difficult. People like us look at you every day with companies on the top and brothers on the bottom. I have to ask brother Wang to help my brother to eat. "
Li Gong said with a smile: "OK, don't cry for poverty here. The resettlement project consists of 21 high-rise buildings, with a total floor area of 700000 square meters in front of bricks for external walls. This project is a provincial key resettlement project, and the requirements for external wall tiles are quite high. "
I carefully wrote down the relevant information in my notebook and asked, "do you know what special requirements this project has for external wall tiles?"
"I don't know. You have to ask the person in charge of the project," Li said
It seems that the information is complete, but there is nothing we can do
I was a little disappointed, but I didn't show it. "Mr. Wang, can you tell us something about a real estate company?"
Li Gong thought for a moment and said: I am not familiar with this company. I only know that the company is a real estate enterprise with state-owned background. Many large-scale real estate projects in Chengdu are invested and constructed by the company, and its strength is quite strong.
I immediately felt that this kind of company is generally deep and complicated. This project is still very difficult. I think I have almost all the information I want to know, so I didn't continue to ask. After chatting with Li Gong for a few words, he stood up and said, "brother Li, thank you so much. You've helped me a lot every time. I won't forget your care. You must make time for us to get together and give you a chance to repay you."
Li Gong also stood up and took my hand and said, "you're welcome. I can't help you either. It's OK to have you." He said and sent me out the door.

[case study]
In this case, "I" and Li Gong always play a similar person. His words and deeds are shaped by Li Gong's standards. In his words, he should not show exaggerated enthusiasm, nor be too humble or deliberately boastful.
The project is still in the stage of information collection. Through the visit of the Design Institute, we can master the relevant information of the project, and provide the basis for strategic planning for the follow-up work. The "I" in this case only focused on the information of the project and was alert to the competitors, but it did not attract the heavy industry view, which foreshadowed the final failure of the project.


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