"This is what we often call user needs in the IT circle, which refers to the pain points on the user's work business system. Perhaps this problem will cause the user's IT system to not operate normally in the future, which will lead to the user's normal work being unable to be carried out, unable to produce, unable to provide high-quality services to the work, etc. I know that the usual practice of sales in our IT circle is that sales personnel must understand the user's business needs. Maybe with pre-sales engineers or without, sales personnel can figure out the essence of such technical problems. After many sales have understood the problems that users urgently need to solve, they will start to do so.

How could the company's engineers make plans according to this need, and then the sales staff began to develop user relationships, search for the user's internal coach, want to write their products into the bidding letter, set up a plan for competitors until the bidding, bidding, and winning bids. However, few salesmen will stop at this time to think about it. This problem in the user's IT system is also the user's needs, and it is very urgent, which affects the user's perception and opinions in the eyes of leaders, and in the eyes of superior departments than their private interests. So think about it, is this also the user's needs?"

Immediately afterwards, Liu Gangyi asked and answered: "I think this is actually a kind of user's respect needs, because it will affect the user's position stability, whether it can be promoted, and other potential benefits. Only by helping users solve this urgent problem at the work level and satisfying the user's needs. I think you will enter the next stage with users, such as using some uab1e means to deal with users and eventually win the bid. Please remember that some transactions in uab1e are actually just a means, a means to enable us to achieve our goal, not the goal itself."

Wang Chenyu was deeply impressed by Liu Gangyi's explanation, because he believed that Liu Gangyi did explain the most important things in the sales process and cannot be ignored. His thinking was quite clear and his logic was meticulous. He nodded involuntarily.

This is Liu Gangyi continued: "We mentioned earlier that we should pay special attention to solving the urgent needs of users in their work, so what should we do? Maybe some people say, isn't it just to sell to users with their own company's products and let users recognize them? Explain the advantages of the product to users, take engineers to communicate with users in technical communication, and write a thick solution for users with a fixed template. Then we start to have user relationships. Here, I would like to ask everyone, is this most common IT sales process useful? Suppose you encounter a user who has no personal interest needs, does not enter the oil and salt and is also special, and is only concerned about solving problems, and just conducts sales work like this, can it be successful?"

Although Wang Chenyu always believed that there was no cat in this world that would not steal fishy, ​​and had never encountered a user like Liu Gangyi said, he still applied himself and thought about how to sell it when he encountered such a user.

Not only Wang Chenyu, but most of the people who listened to the lecture in the audience fell into deep thought, and no one answered the question Liu Gangyi just raised.

Liu Gangyi turned around and wrote a few words on the whiteboard: Consultant-style sales!

After writing, Liu Gangyi pointed to these words and said: "The answer I gave today is my experience as a salesperson for many years, consultative sales. The common sales process in the IT circle I mentioned earlier may sometimes be useful and eventually get the order. However, consultative sales are the most effective means to truly impress users and make users trust the company you represent, the technical strength and ability of your company."

Many people in the audience were not very clear about the meaning of the consulting sales written by Liu Gangyi, and they couldn't help but discuss it in a low voice. There was a buzzing sound of whispering in the conference room.

Liu Gangyi explained: "I don't know if you have noticed a detail, whether it is BmI, Puhui or other foreign manufacturers, what Tit1e is on the business card of the sales staff of users, they all wrote a Tit1e: Sales Consultant. What does this mean? In fact, it is to convey a message to the users. They provide technical consultation and service consultation to the users. Foreign manufacturers have a lot of experience in facing end users, although in essence, the ultimate goal of their sales staff to meet users is to use their products and solutions.

Users, but on the surface, will make users feel this point, but instead put on an attitude of thinking about what users think and what users are anxious about, helping users analyze the problem, find the root cause of the problem and then propose a reasonable solution at the technical level. In fact, the common sales process in the IT circle I mentioned earlier seems too 10. The success rate of orders is far less than that of consultative sales methods. The consultative sales method is actually a good way for foreign manufacturers to be trained and summarized in the foreign market and competitive environment before."

Wang Chenyu couldn't help but compare himself, especially the user named Liu he met on the plane he flew to Beijing to attend the year-end summary meeting. Since Wang Chenyu was not confident about the project in his hands at the beginning, the exchange between him and Director Liu was completely based on a neutral perspective to discuss the details of the technical solution.

Wang Chenyu had a very intuitive feeling, that this communication of topics without any utilitarian color made Mr. Liu particularly interested, and the two sides had a very harmonious chat. Wang Yuchen could not imagine that if Director Liu had already raised the urgent need he faced and needed Wang Chenyu to provide advice, Wang Chenyu would talk to the other party about how the common-profit product had advantages and selling points. Then Mr. Liu might not have talked deeply with Wang Chenyu, and it was very likely that he would give Wang Chenyu a perfunctory look out of politeness, and then there would be no further details.

If Wang Chenyu did not encounter this situation during the flight this time, nor did he have the intuitive experience of patiently understanding user needs from a technical level, analyzing needs and making a very reasonable suggestion in many projects, then Wang Chenyu may not understand how important this point Liu Gangyi said, and may also look at Liu Gangyi with doubtful eyes like some colleagues in the conference room, and cannot deeply understand it.

Until now, Wang Chenyu finally felt enlightened. From the beginning of his doubts and despises of Liu Gangyi to the point of admiration that he admired the object, Wang Chenyu experienced a major change of attitude of 180 degrees, because he had personal experiences and experiences about what Liu Gangyi said, but he never refined these experiences and sublimated them into a sales theory!
Chapter completed!