Beginning of the arena
How to "perfect transformation" from a fledgling and smug young man to a workplace elite? How to go from "living deep in the ivory tower" to "smile and proud" in the workplace?
This step is easy to say, but it is not difficult to do. This is not only a role and identity change, but also a difficult process of "psychological weaning". To be a qualified and good salesperson, it takes more than others.
Meet with Russian customers
First of all, you must have good psychological quality; secondly, you must have skilled and professional knowledge and skills. We often joke that being a salesman is similar to being a firefighter. You have to be on call at all times and accept all kinds of blows and challenges at any time. Therefore, you need to have a good attitude and state, as well as professional knowledge and skills, in order to cope calmly in good times and adversities.
Colleagues engaged in the foreign trade business of construction machinery know that it usually takes about a year for new employees to develop customers. Surprisingly, Tina Ye developed her first customer within half a year of joining the company in 2013, which is from the UK. At that time, the excitement was beyond words, and he was excited for several days. But after all, it was the first order to enter the workplace, and the difficulties at that time can be imagined. From inquiry, order receipt, order placement, to a series of operations of import and export, in short, from pre-sale communication, in-sale negotiation, and after-sale service, we have maintained close communication with customers, and finally the project was successfully signed as expected. single.
Again, you still need to keep working hard, because "diligence can make up for one's weakness". There is a "10,000-hour Genius Law" on the Internet. I believe many people have seen it. Of course, this law does not tell you to work blindly, but to clarify your goals and constantly revise and improve your skills. Only then can you update iteratively and eventually grow. For a top player in the industry. As a salesperson, I focus on tactics and focus on execution. Accumulate sales experience and improve personal ability in the process of implementing the work deployment of superiors and completing work tasks and indicators.
Tina Ye has a typical case, that is, the Russian customer who was mistakenly thought to have no real purchasing intention at first, but her professional sense told her that she could not give up easily, so she always maintained a pleasant communication with the other party, made plans for them, Quotation, do a variety of product solutions. Later, the customer really came to the company for on-site inspection, and then she did a good job of tracking and receiving the whole process. The customer said that he did not expect our product quality to be so good, and at the same time recognized her professionalism and service, and finally successfully signed the order. These are due to her constant efforts to learn and improve, so that she can always be vigilant to judge the authenticity of customers and retain every potential customer who may make a deal.
From good to great
In an article published in the Harvard Business Review titled "What Makes Great Salespeople," the study found that top salespeople must possess two qualities: self-motivation and empathy.
One of the essential skills of a successful salesperson, a strong "self-driving force". Colleagues said that Tina Ye often taught them to have tenacity in business, and even if they were soft and hard for three years and five years, they would eventually win it. It is with such a strong "self-driving force" that she has been able to "pass five levels, cut six generals, and conquer cities and lands" over the years.
When the client visited the company for the first time, in order to leave a good first impression on the client, Tina Ye made perfect preparations. Adhering to the concept of service first, we first worked overtime in advance to prepare PPT for product display and comprehensive display of the company's strength, and explained the whole process in English. And make a comprehensive itinerary reception plan, such as hotel, catering, transportation, meeting, and event arrangements, to ensure that the entire reception itinerary goes smoothly without any flaws, so that customers feel at home.
The second meeting was when the client went to Shanghai for a meeting. Because the client had a tight schedule at the time and there were many things to discuss, he invited Tina Ye to meet them in Shanghai. At that time, there were 3 people in the client group, and Tina Ye went to Shanghai alone to meet them. After the first meeting, the second meeting and negotiation went smoothly, which greatly improved the chance of success.
Eloquence is not the most important thing, but the trust of customers is the most important. When we met for the third time, Tina Ye took our technical engineers and customers to Hangzhou on a business trip, and took them to visit the production plant that produces silo eliminators, so the customer had more confidence in us and soon signed a contract to place an order . This order laid a solid foundation for her to increase her order rate in the later stage, and also greatly improved her self-confidence.
Meeting New Zealand customers
Meeting with Clients in Saudi Arabia
The second essential skill of a successful salesperson is "empathy".Tina Ye often teaches his subordinates that doing business is not only about making tea, drinking, and talking shit, but doing business requires empathy. Always maintain communication with customers, treat them sincerely, and impress customers with service. "Thinking about what customers want, worrying about what customers need, and arranging customers' worries" is Tina Ye's "secret weapon". Serve customers with empathy, consider problems from the customer's standpoint, answer their questions, and provide the solutions they want. The salesperson is also the bridge between the company and the customer. When the customer raises some problems that we cannot solve, we should immediately ask our technical engineers or other colleagues to help solve the problem.
When Tina Ye made an order from a customer in Saudi Arabia, the customer came several times and negotiated and communicated for a long time. Through communication, service, and contact,Tina Ye senses the customer's response and makes adjustments based on these responses. For example, if a customer wants to place an order with a letter of credit, she will go to understand the relevant terms of service. For example, if the shipment arrangement is a problem, she will go immediately. Communication and coordination. Another example is that when she was a customer in New Zealand, she happened to encounter the epidemic. She first considered that workers needed masks, and it was difficult to buy masks abroad, so she specially sent 500 of them.
This is how she provides all-round, convenient, thoughtful and efficient services to customers. With cordial greetings, bright smiles, warm reception, and meticulous details, she achieves the psychological expectations of customers and wins the affirmation of customers.
Always persist, never forget the original intention
When cicadas are young, they need to live underground for three years, relying on the sap of tree roots. After three years, they will come to the ground and soar into the sky. This is like a person who can endure loneliness, insist on being in a dark environment, absorb nutrients little by little, and make grand plans when the time is right.
Meeting Argentinian clients
If you want to become a sales department leader, you must have strong business skills. Undoubtedly, if you want to be promoted as a department leader, you must have outstanding business ability and performance, otherwise it will be difficult to convince the public.
The vision must be long-term, do not rush for success. When working on the construction of the CC/LB dam water conservancy project in Argentina,Tina Ye took the lead and set an example. From 2015 to 2019, this process can be imagined. Various changes in various situations, such as changes in the global economic situation, as well as changes in national policies and changes in national leaders, will have a considerable impact. Internal influences include changes in the company's payment policy, workshop production progress, and more.
There is also a change in the project leader. Originally, it was negotiating with Argentina, and then it was changed to negotiate with The Gezhouba. But Tina Ye was not discouraged, and insisted on maintaining communication, docking and negotiation with customers at home and abroad. With its excellent business ability, after 5 years of negotiation and various difficulties and obstacles, the contract was finally signed in April 2019.
Under the epidemic, stick to the original intention. In the past two years, under the influence of the global epidemic, the international sea freight has skyrocketed, the government's approval policy has been adjusted, and the global economy has been depressed, which has led to changes in customers' budgets, and many projects have been stagnant. These problems make foreign trade business more difficult.
But Tina Ye said: "We will not go against our hearts and insist on it!" This year, she led the foreign trade team to receive a new order for a can silo, which exceeded the 3,000-ton large-capacity silo. From August 2021 to March 2022 this year, after more than half a year of communication and negotiation, we finally overcame various difficulties and successfully signed the order.
In the nearly ten years of Tina Ye's ten years in the company, she has long since become a sales benchmark in the team from an unknown salesman, and she has achieved a perfect transformation in the workplace. Be more proactive in thinking and keep improving and growing. She is dedicated to her job, has outstanding achievements, and is loyal and trusting to the company. She was promoted to Director of Sales at the end of 2019.
When it comes to future career planning, Tina Ye expressed the hope that he can lead the team to go down step by step, and at the same time, constantly break through himself and hit higher sales goals.