Wang Chenyu immediately spoke out: "No, such a work is still very important, but we cannot just do the work of decision makers, but we must have supporters at the level below the user. All actions must be from the bottom up, and the supporters below the user will first propose it, so that the decision makers will follow the flow and make the decision!"

Wang Chenyu answered the question raised by Liu Gangyi almost without thinking, because Wang Chenyu had encountered this situation, and he solved the problem with his own ideas and finally won the order.

In fact, Liu Gangyi asked the question just now, and was about to talk about it by asking and answering it himself, but he was not upset because Wang Chenyu jumped out to interrupt. Instead, he looked at Wang Chenyu deeply again and said, "You are very correct. My answer coincides with you. Sales should do this."

Wang Chenyu smiled and didn't say anything because he suddenly felt that he was a little too ostentatious during this training, which would lead to dissatisfaction and jealousy among others? After all, this year, the team he led in the company completed the annual sales task.

What Wang Chenyu didn't notice was that Guo Yongheng also looked at him at this time and nodded easily.

Liu Gangyi continued: "Decision makers are of course important, but we need to see that relying solely on decision makers to help us is flawed. In fact, in a project, no matter which level of people in the user's project decision chain is our coach, we cannot rely solely on one person, but try to win as many allies as possible for users to help us, so as not to be misled or get some wrong information. Having said this, let me say one more thing, will you believe in the words and information that people who think they have done in a project?"

One person in this conference room nodded, while the other person, including Wang Chenyu, was shaking his head. Everyone had a different answer to this question.

Liu Gangyi smiled and said, "It seems that some people are lucky and have never suffered such losses. But I can tell you with certainty that as a competent salesperson, you need independent thinking ability and questioning spirit. Especially as a sales team manager, this quality is a must! Because sometimes, people from the user side will deliberately lie to lie to you. You think you have already done it, but he is actually a competitor's coach. In order to get competitors to win the bid, he will of course give you some wrong information to mislead you. If you do sales based on these wrong information, you will only enter a dead end and step into a trap designed by your competitors. This is also the reason why I said that when looking for a coach in the user side, you cannot only find one person, but you need to find multiple people. Because this is how to avoid being misled, sales personnel can verify through multiple channels whether what the user said to you is the truth and whether the information given to you is correct."

Wang Chenyu nodded involuntarily. Liu Gangyi said that he had reached his heart because he had seen such a situation in the process of project sales before.

Liu Gangyi began to ask again: "So since everyone understands the importance of finding a coach within the user side, let's discuss how to get a user and make him a hardcore supporter."

The whole room is full of old salesmen who have done a lot of projects. Naturally, they have their own understanding of the problems that they often encounter in actual work. The answers given at one time are diverse. Even Wang Chenyu sounded like an eye-opener. There are many methods for these old fried dough sticks, and this is the first time he has heard of many methods. But to sum up, no matter how the methods change, they are essentially nothing new.

Liu Gangyi had to stand quietly on the stage and wait for the people below to finish speaking. It took more than ten minutes. After everyone finished speaking, he wrote a few words on the whiteboard: Emergency.

Then, Liu Gangyi said: "In the business environment, both domestic and foreign users value interests. In particular, we have a unique relationship culture in China, which is a relationship society. This inevitably makes everyone's thinking go off the line, and they always think about the uab1e set. I don't deny that this set is an effective and important means, but please note that this set is not all!"

Most of the people in the audience were a little surprised because, judging from their previous practice, this uab1e method is basically invincible, so in their minds, such method is the most effective.

Liu Gangyi continued: "Everyone has heard of Maslow's theory of human needs hierarchy? According to the demand level he divided, people's needs from low to high are physiological needs - safety needs - social, emotional needs - respect needs - self-realization needs. Users are also humans and have their own needs. In fact, let's summarize, as long as they can meet the needs of users, they can handle users. Do you have no objection to this?"

Everyone stared at Liu Gangyi without saying a word, wanting to see what the sales training instructor invited by the company will say in detail next.

Liu Gangyi continued: "Don't just think that the needs of users are technical requirements in a narrow sense, and do not narrowly think that they are just the needs of the user's own private interests, but the sum of all these needs. Especially some of our old salesmen always focus on the needs of users' private interests, which is actually limited. If one day the salesperson meets a user who has no need for private interests and does not enter the oil and salt, will the salesperson not be able to deal with this user? No, the salesperson still has to deal with this user, what should we do? Is it a little helpless if you are a salesperson?"

Guo Yongheng said at this time: "This issue needs to be discussed in detail, because I have seen that many old salesmen who have been doing for a long time have come to report to me that Mr. Guo, I can't handle this user with all kinds of means and cannot get this order. This is actually just that the salesperson's thinking is fixed and limited to a certain fixed thinking mode. He still engages in user relationships according to his previous experience. If his previous methods and experience are not effective, he doesn't know what to do."

Liu Gangyi nodded, pointed to the four words on the whiteboard and said, "Please read, why did I write down the four words "urgent"? It is to remind everyone that the needs of users are not only at the level of private interests, but there are many aspects, such as whether the work problems can be solved, and if they cannot be solved, will the leader be dissatisfied with him? Can his position be maintained, etc. If the user wants to take a project, especially a large project, it will definitely not be because the money is spent at the end of the year, but there is a real demand in business! It must be that there is an urgent problem in the IT system of the user unit and has to be solved. This is a problem, not the user who thinks that the user is taking this big project for some people to make money from the project and have private interests!"
Chapter completed!