The road to sales

1: Self-introduction and experience

I am from a county in Fuzhou City, Fujian Province. I have not graduated from junior high school. At that time, I went out to work at the end of 2007. At that time I was only 18 years old and came to Nanjing with great hopes. I started from the bottom of the store. I worked 11 hours a day for a year. In the second year, I was promoted to the foreman. I worked for more than a year and started to work hard with my own efforts. Manager. At that time, I was young, only in my early 20s, the market was booming, and money was easy to make. The business of the store was very good. I earned about 30,000 yuan a month. I was really proud of myself. I felt that society was just like this, and business was easy to do. Thinking about it now, we followed the market at that time, and the market was leading us. Thinking about it, we were young and ignorant, spending excessively, and in the end, we didn’t know where the money was.

In the blink of an eye, it’s 2015. The entire industry market is very poor and declining. It’s a semi-sunset industry. The money I earn is also declining. It’s just enough to support my family. At this time, the big boss If you are willing to let me go, then after your own analysis, this industry is no longer suitable for me. I have wanted to find another way out for a long time. Without saying anything, I packed up in a week and drove with my wife and children. Came back to my hometown county.

After eight years of working in Nanjing, I also summarized myself: I am not sloppy in big things, but lazy in small things. I have no problem with communication, I can complete tasks, and I can handle customer problems. , employees can make good friends. So what have I gained from this job? ①Everyone has seen the social experience, which is called bull ghosts and snake gods. ②Tempers are gradually polished by society, and they become very patient. Communicating with people is also better. Apart from these two points, I feel that there are really not many other gains. There is a saying: If you don’t advance, you will retreat. Indeed, in the later stages of this industry, I felt that I just went to work numbly every day, waiting for the elimination of the industry, without any idea of ??progress. No, so I retreated as soon as I got the chance, and while I was young, I quickly found another way out, a better one.

When I came back, I had a simple idea at first. I felt that I was familiar with the county and had some connections. It would be easier to start a business when I came back. I kept looking for projects when I came back. I looked around and ruled out all of them. Many businesses in the county were not doing well. The competition is huge, and the good stuff is taken away by people with connections.

I was at home for half a month, wandering around all the time. After someone persuaded me that sales is the best way to exercise my abilities and make money quickly, I immediately became determined to do sales. In the early stage, I actually had 25 My senior students in my early years kept asking me to learn, but at that time I always felt that it was informal. What I could learn online should be like a sales pyramid scheme, which is selling knowledge. But after I came back, I hung out with my seniors every day and watched the changes in my seniors. Compared with before, they were completely different. They were indeed very different. I was gradually attracted to Lan Xiaoyu’s sales. On December 5, 2015, I resolutely joined Lan Xiaoyu training and wrote my first summary on December 6. I found my first job on the 15th of the same month, selling medical equipment. I was a novice at that time, an all-around novice, and I didn’t understand anything. I was really not used to it at first. It was such a huge contrast to my previous life. I felt that life was dark, because at the beginning, I When I go to work, I sit in the office, with a boss chair, a computer, a cup of tea, my feet up on the table, watching TV, movies, and chatting with people. If you feel sleepy, take a nap and the day will pass. I am doing one thing numbly every day without making any progress at all. Now I have a briefcase with a notebook, a pen, and the company's product materials in it, running around visiting customers. The early visits were really tiring, but another advantage of mine is that I have strong adaptability. Since I have chosen to do sales, I have to do it seriously. At this time, I have already started the warm-up course. At that time, the boss If you don’t want to read or do anything, look at the pain points and copy them on the wall. Read them immediately when you are lazy. What I wrote was: Don’t you want to give your children a better educational environment, don’t you want your family to live a better life, don’t you want people to look up to you, think about these pain points, and do it quickly.

Well, I have been writing the summary for 2 days now, and I am still in the warm-up period. At that time, I was only required to have 1 to 2 hours a day, and I did think about playing, going to bed, and not studying. But gradually, the deeper I study, the solidification of what I do becomes a habit. I am used to reading in front of the computer and writing summaries when the time is up. Even if it is to go out to socialize, get together with friends, etc., I will also do it when the time is up. I immediately thought, it’s time to study, I should quickly find a reason to go home. Slowly, I formed a conditioned reflex. When I wrote a summary, it was indeed relatively poor, because I haven’t graduated from junior high school. It is true that my writing style is much worse. Many times it is Words don't convey the meaning. But there is a saying in the course that stability is the most important thing. If you study stably, I believe you will eventually learn it. Gradually, with the deepening of the course, I now write and draw when I encounter problems, find reasons, and find solutions, which can be implemented. I will not look at things and do things based on my own experience as before. It's like having a routine. When I was working outside the store in the early days, I was a little selfish. I felt that it was the same if I did something, and it was the same if I didn't do it. If you can be lazy, just be lazy. Not anymore. Now I work with an entrepreneurial mentality. I will take the initiative to get more customers, and I will respect God and love people. Because the course said to work with an entrepreneurial mentality, I worked very hard at that time. I gradually used the four human skills I learned at the beginning, and the effect was indeed very good. For a novice like me, it is no less than A treasure-like existence. This was my first part-time job experience, and I resigned resolutely after 2 and a half months. The reasons have been discussed with the counselor and seniors.

After I resigned from my first sales job, oh, it was so sad. I didn’t make a penny for two months, and I had to pay for the damage and fines on the car. But in fact, I paid for it. It must be There is a gain, and this gain may not be money, but I have gained industry experience and sales skills, which is worth it, and it has also given me a better understanding of sales. So now that you have resigned, what should you do? Find a job, but what is the most suitable for you? Learning the three majors is not in vain. If you don’t understand, just ask questions. When you encounter problems that you don’t understand, just ask questions and put forward your own opinions. Advantages and Disadvantages, I finally analyzed my current situation. Due to family reasons, I decided to do it in the county first. Because I sold medical equipment in the early stage, I am more familiar with the hospital, and it is easier to get started with physical examinations, and I can also exercise better. I was introduced to do sales at a physical examination center in my county, and in the first month I sold 100,000 orders, setting a company record, because newcomers are generally not required to do performance in the first three months, and normal people can only do More than 10,000, so I am Lan Jiajun. These three major courses are not free to learn. If you want to do it, you must do it well. So most of the 100,000 achievements are referrals from village doctors. Our basic salary is 5 points. Although I don’t earn a lot of money, I feel a sense of fulfillment and glory now. Let me share my experience of this job.

Let me share with you some tidbits first: I’m afraid you may fall asleep after listening to the previous words. I’m sorry, but my level is limited. I believe many people feel at a loss when they come to a new industry. It’s just so strange and unaccustomed to it. It’s the same thing even when I just entered. I’ve been reading the materials for the past week, but I’m not just stupidly looking at the materials. Haha, people who have studied in the three majors need to use it. Looking at the company’s personnel structure, I found that, as for sales, I usually go out to run business, and no one takes me, so I can’t learn from the experts. So what should I do? I can’t expect others to take care of me. At this time, I discovered that the company The back office staff is a little girl who knows everything. Because she came earlier, she knows a lot of things. Haha, isn’t this the target I want to work on? Once I’ve taken care of the back office, I’ll have everything I want to know at my fingertips. . So everyone asks, how did you manage the back office? Haha, through observation, I found that the little girl usually likes to eat snacks, drink coffee, milk tea, etc. Well, during the Chinese New Year, my friends from the United States brought me a lot of snacks when they came back. I just needed them at this time. I gave them two packs of bubble gum for the first time, which was a bit too flattering. I jokingly said, I’m new here and I don’t understand a lot, so please give me some advice. It just happened to be a gift from a friend. I borrowed the flowers to offer honor to the old employees, hehe.

From this time on, I asked her if I didn’t understand anything about the company’s personnel structure, resource allocation, internal sales relationships, business knowledge, and things that needed attention. Small gifts, such as chocolate, milk tea, and breakfast, basically made her a very close colleague. So students, after listening to this useful information, you should know that this is what you should do when entering a new industry. Find a breakthrough to do favors. Only by getting the internal affairs in order can you be better able to deal with the outside world. In fact, including the later period, in order to grow better, I also did favors and added value to my sales colleagues, and learned a lot of industry knowledge from them. Haha, I only do favors, because during the warm-up, the boss It is said that the four tricks of favor are quick, and indeed, you gain a lot. Okay, let’s analyze the second section.

Two: How to use the three elements to determine the direction of force.

First enter an industry. As the boss said, go through yourself, competing products, and consumers first, and analyze the advantages and disadvantages, etc. first.

Let’s talk about itself first. The company’s advantages are: ① It can be swiped with medical insurance cards, which represents national recognition, and ② it is a professional physical examination institution. ③The service is top-notch, ④the machines are all imported, and ⑤the doctors are hired by large hospitals with high salaries.

My advantages are: ① I own a car and can run many places that others cannot, because many of them are in the countryside. ②My friend used to go to the physical examination center, so I can borrow some help. ③Locals, ④Have some professional knowledge.

The company's disadvantages are: it is private, which gives people the impression of being expensive. It does not have the authority of a hospital, which gives people a sense of distrust. If there is a problem in the physical examination, you cannot see a doctor.

My disadvantages are: new industry, unfamiliar business, no customer accumulation.

The advantages of competing products are: public, well-known, and competitive prices.

The disadvantages of competing products are: poor service, small place, poor environment, and long inspection time.

Consumer thoughts: In addition to people who are aware of physical examinations (with certain financial capabilities), there are also company welfare physical examinations, state funding for civil servants, and medical insurance users. Most of the customers are pregnant. They are not sick even if they don’t get a physical examination, but they are still sick even after a physical examination. Unless you feel sick, you will go for a physical examination or go to the hospital. (In this regard, we should focus on practicing our speaking skills, exploring customers' pain points, and instilling in them awareness of physical examinations)

Summary: The company's advantages are quite sufficient. In the county, as long as people accept that the county and the city have the same The quality of the physical examination is even cheaper. The pricing in the city is based on the top three.

After sharing the overall industry, my idea is very simple, just ask questions. If you don’t understand, ask questions. If you encounter problems, ask questions. So now it’s time to question your own efforts.

First of all, my performance is composed of three aspects, ① individual customers, ② village doctors, and ③ group orders. Because group orders are project sales, they need time to grind, and it is difficult for novices to start. It is not easy to open orders, and many good units have been taken away by colleagues. If you want to do group orders, you need time to screen. , find high-quality customers, and then have the opportunity to place orders, that is not what I want. I want to achieve results from the beginning, so that the director will pay attention to me, and the company will provide more resources in the future, so If you want to achieve results quickly, after doing my own questions and analysis, I used the target segmentation method to segment it. I think it is better to start with referrals from village doctors. ① The threshold is low, ② you can practice your skills and discover yourself through communication. Question, ③ can produce results quickly.

After using target segmentation to find the direction of efforts, we have to continue to use the three majors. First, we use questioning thinking, empathy, and raise some main questions. The results of the analysis are as follows:

①What can I get from the referral by the village doctor? First of all, the company's policy is that village doctors will get a 15% commission for referrals. This is profit-driven,

②When will the village doctor make a referral? First of all, we are a physical examination institution, and we do physical examinations. So the patients must have problems themselves and when they need it, the doctor will recommend the patient to come for a physical examination. Secondly, there are people who want to have a physical examination.

③What proportion of referrals by village doctors are based on human feelings? Because we have competing products, only when the village doctors trust us can they trust our physical examination institution. Therefore, we must first be humane and squeeze into the customer's mental ladder. The four tricks of "famousness" are written in "The customer already has a fixed supplier?" Focus on being a favor, and with favor you can slowly beat the competition.

Based on the comprehensive judgment, the village doctor can introduce the patient composition as follows: the problem can be actually solved by the profit-driven approach, and the village doctor can choose us only by doing the favor, because there is still a competing product, how can we make it happen? The key is that village doctors choose us.

Next, we will continue to analyze the competing products. The competing product is a private hospital with medical insurance. The main purpose is to see a doctor, and the physical examination is incidental. So let’s start with the analysis of competing products: What are the advantages of competing products for referrals?

① The commission for competing products is 20, which is a bigger profit driver than ours.

② Because competing products are hospitals and have medical insurance, they can admit hospitalization and be reimbursed with the New Rural Cooperative Medical System. Both physical examination and medical treatment are available, and patients only need to pay a small amount of money.

③ Competitive products performed better in the early stage and had a better relationship with village doctors.

④The amount is larger than ours and the money drawn is more.

So what are the disadvantages of competing products?

①The professionalism of physical examination is not as high as ours.

②After being referred by the village doctor, you will not go to the village doctor for subsequent treatment.

③The environment is relatively poor in all aspects

④If there is anything wrong with the inspection, the village doctor must have certain responsibilities.

Let’s do a comprehensive analysis: the advantages of competing products are all our disadvantages, so we must start with the disadvantages of competing products to find differentiation. We are professionals, and you are responsible for your customers when you come for inspection. If the inspection place is good, the price is not expensive, and it can solve practical problems, then the customer will feel that you are a very reliable and valuable village doctor. Medical ethics, then village doctors get not only money, but also prestige, which cannot be bought with money. Then start with storytelling and do cultural packaging. Let me tell you a story. ① First of all, there was a referral from a competing product, but the result was inaccurate. A patient who originally did not have cancer was found to have it. As a result, the customer did not believe it and went to the city for a re-examination. The result was that there was no cancer. This is significant. When an accident occurs, customers come to the hospital to cause trouble, which is a huge blow to the reputation of competing products and the reputation of village doctors. This is also a breakthrough point for us. ② In terms of professionalism, because we are professional and relatively competitive from the county level, there are many cases that were not detected by other hospitals but were detected by our hospital. There are many cases where problems were detected in advance due to physical examinations, thus saving their lives. This is also our selling point. ③ From a financial point of view, although the referral to a competing product will get more money, once the referral is made, there is basically no follow-up treatment at the village doctor. Then we can tell a story about the fact that we only have physical examinations and no medical treatment.

Summary: Don’t compare referral prices with competing products, only compare professional ones. Avoid your own disadvantages and highlight your own advantages when negotiating. Refine your speaking skills to the point where you can communicate well with village doctors, starting from your own profession. McKay 66 The four tips of favors must be used. Favors are very important. Only when the favors are good can he trust your company's professionalism and help me make referrals. What we have to do now is to squeeze into the customer's purchasing sequence. Don't worry about the advantages of competing products. Just focus on doing favors. Once the favor is good, the subsequent problems can be solved.

Let me tell you more; originally, our individual customers received a 30% discount, while the customers introduced by the village doctors received a 35% discount. The introduction of customers by the village doctor can also be said to be self-interested in an altruistic way.

Then I have prepared four tricks for this, because the company used to do very poorly in referrals, and some customers were also very bad, so I prepared four visits for this. First, get the data sheets from previous referrals from the company's finance department, look at those who have cooperated with us, and select high-quality customers. ① During the first visit, you need to have a preliminary impression, and you need to rely on my friend, who used to do referrals. My friend is a good person, and he is also a good doctor in the village. Furthermore, we must rely on the dean of the hospital, who is a celebrity in the medical system.

For the first time, you only need to tell the village doctor about our referral policy. The points are 15 points, regardless of whether there are activities or not. Like before, the points will not be reduced if there are activities.

② Taking advantage of the 3.8 women’s event and the company’s 45% discount, Dongfeng came for the second visit. He brought a lot of coloring pages and emphasized them repeatedly. The event still has the same 15 points. This is true even if the company is losing money. This is to repair the previous customer relationship and let the village doctors know that our policies are true.

③This is the key point. This is driven by strong interests. First of all, we have the most high-end examination, genetic examination. This is what I applied for with the director. The original price is 38,800, which can give village doctors a 40% discount. When it is launched, village doctors can get 3,880 yuan, and the price advantage is very obvious. The package is exactly the same as that of the provincial tertiary hospital physical examination institution. Their original price is 38,800 yuan, which is not discounted because it is well-known. Then our final package is sent for examination. The institution is the same, but the price is so much discounted. Isn’t it very tempting? This recommendation from the village doctor is a nail in the coffin. Maybe it will explode at some time. And with this strong profit stimulus, the village doctor will follow us The chat is also different. With this introduction, many subsequent referrals will be easy to talk about.

④ Show our company’s special projects to village doctors to let them know our strength, because in the past these projects were all done by the city, and village doctors are very interested in these projects. It was me, McKay, who came out.

With these four bases, you can start to harvest. Among them, the weekend blessing text messages and small gifts are all used. In two of the four visits, I brought small gifts. ① Umbrellas with the company's LOGO. Because it rains a lot here, I gave a few to the village doctor. It's easy to talk about it with a small gift. ② Water cups are more practical things. Things are not about being expensive, but about being practical. , these are all applied by me and the company. Facts have proved that making full use of the company's resources is a must-have for a good salesperson. This includes small gifts, borrowing from the director, borrowing from the dean, etc. Anything that can help better complete the sales task must be Make good use of it.

In addition, during the visit, your own professional level is very important. You must have a good understanding of the items, prices, and functions of the physical examination. Furthermore, your speaking skills are very important to guide you. Village doctors should let them know the role of physical examination, pay attention to what kind of patients there are more in their area, talk to them about the examination items in the company, and let them feel our professionalism, so that they can trust our company's professionalism.

There is also the maintenance of customer relations after the order is placed. The price of the physical examination of the referred customer must be sent to the village doctor to let him know and let him feel that we are doing this business with care. , who are very concerned about the interests of village doctors, and the subsequent monthly settlements must be on time, and the performance of village doctors must be sent to them on time. There are also patients introduced by the village doctors. I personally take care of them. The service is 100 points. The feedback the village doctors receive is very good, so the reputation of this introduction is there. The village doctors gain both benefits and reputation. , how good. Of course, I have also prepared future value-added services, etc., which I won’t talk about for now. Now that I’m doing this, I have to concentrate on making it the best. I’ve thought of a lot of tricks later.

Three: Four tricks of favor and profit-driven approach to win over village doctors.

Next is a typical representative of one of the village doctors. This village doctor helped me introduce the performance of 40,000 yuan. This village doctor is the high-quality customer group that I focused on. So how did I get to know this person? A village doctor? One time the village doctor came to our place for a physical examination. I happened to go down and see him. The director introduced him to me, so I chatted with the village doctor and used MacKay to cut in. Then I knew that the village doctor was doing gastroscopy and they do it every year. Check, the stomach is an old problem. This was our first acquaintance, and we left each other's phone numbers. At that time, I felt that this person was an important customer of my village doctor, because he was a female, over 50 years old, and had been doing women's health care in three villages for more than ten years. There were many doctors in the village. She has prestige, and she can also play mahjong. Many mahjong players need physical examinations, so comprehensively considering, this is the customer I want to focus on tracking.

Now that I have encountered an opportunity, I must not let it go. I specifically asked the hospital to let me read the report first. I learned that this is chronic atrophic gastritis. This disease is long-term and needs treatment. So how can I do better next? Are you involved with this village doctor? Because this village doctor usually lives in the countryside, which is relatively far away, so it takes an hour to drive to the county seat, which is not very convenient. Haha, I immediately thought that the opportunity to do favors would come, so I called her one day and said, Sister Zheng: You Okay, I'm Xiao Lin, who's doing the physical examination. I happen to be going to the countryside today and I'm going to visit you. Since we had a good conversation that day, I have a good impression on me. He was naturally more welcoming, so I took advantage of this and said: Sister Zheng, let me show your report to the director for you and send it to you as well. It saves you a trip, and it saves him the time to come up and get it. Naturally, I feel happy. With this report as a foundation, it will definitely be much easier to talk about cooperation in the future. If I hadn't studied the three majors, I would have definitely let her know that I had sent her the report on purpose. That would have been too poor. After studying, I would have made sure to make the sales proposition vague, so that even if she accepted the favor, she wouldn't feel it. You owe me something.

The first time I went to visit: I also specially brought 6 company umbrellas for her, because it rains often here, this small gift is more practical, the words are: Hello, Sister Zheng, this is my first time It’s a rainy day for me to visit, so I brought you a few umbrellas. If there are patients in your clinic who forgot to bring umbrellas, I can give them to you. With this background in mind, I started chatting with her. I didn’t specifically talk about the referral. I had to understand the matter first before we could discuss it better. Just chat: Sister Zheng, your village is relatively wealthy, so where do the villagers usually get their physical examinations? Do you want to have a physical examination? Then after chatting, I learned that they used to go to the city for physical examinations, and the trip lasted a whole day. Some even had to go to the city the day before. They had to get up at 5 o'clock in the morning. They had to queue up for the physical examination and it was crowded. It was okay. It's very inconvenient, so isn't this my opportunity? What the villagers lack is the distrust of medical examination institutions, and they are afraid that private ones are very expensive. With this information, hey, the purpose of the first visit has been achieved.

After I came back, I kept up with the text messages. Because everything was going well up front, I didn’t start texting from the weekend. It happened to be that time when the weather suddenly changed, and the temperature dropped from 17-18 degrees to 7-8 degrees. , I sent a text message at that time, Sister Zheng, the temperature has dropped by about 10 degrees recently. In the next few days, the temperature will be 5-8 degrees. Remember to put on more clothes. Two days later, I looked at the weather forecast and it said it would rain in the next few days. I immediately thought of Sister Zheng and sent another text message, Sister Zheng, there will be showers in the next two days. Remember to bring an umbrella when you go out.

With these two text messages as a base, I was ready for the second visit. I was ready to take advantage of the company for the second visit, because it happened to be Women’s Day and the company was doing activities for women. You can enjoy a 45% discount. Sister Zheng can not only allow the villagers to enjoy the discount, but also gain benefits. Why not do it, the premise is that the favor must be in place. This visit was still not empty-handed, because I found that the water cup in Sister Zheng’s clinic was cracked and thrown into the trash that day, so I immediately went to buy an exquisite thermos cup. Hey, always look for the customer’s needs, the boss taught me. Go down and say, Sister Zheng, one day I found that Sister Zheng's water cup was broken. It happened that a friend was selling thermos cups, so I just brought one down to you, which can be regarded as a way to support my friend. She was so surprised that she said, Xiaolin, you are so thoughtful. I want to thank you for sending me a text message that day. I happened to read your text message and took an umbrella with me when I went out. It started to rain soon. There are few people as attentive as you. With these foundations in place, it is now time to start the formal work. I showed Sister Zheng the 38 packages, explained the age groups for each package, and also talked about the discounts this time. Normally even a village doctor The introduction is also 35% off, and the set meal is 45% off, which is very cost-effective. With the foundation of favor, now it is time to drive profit. Sister Zheng, the company's policy, whether it is an event or not, is 15 points. Now with such a discount, it can not only make profits, but also help the villagers save money, and A physical examination is a good thing and is responsible for the family, so Sister Zheng immediately agreed to introduce me.

I went home happily and waited for the message from Sister Zheng. I didn’t expect the joy to come so quickly. One day later, Sister Zheng called me and said, Xiaolin, 12 people will come for a physical examination tomorrow. The work is done well. What preparations have I done in order to fully serve as a favor and provide services?

① With the help of the company, I applied for a company car to pick me up.

② When applying for a director, it was originally a 35% off discount for men, so I applied for a 40% off discount. This way, the customer became much more interested in group formation, became profit-driven, and organized a group for physical examination, which made him feel much more at ease.

Of course, these applications also add value to Sister Zheng and increase his prestige. After coming up for the physical examination, I specifically told the villagers that Sister Zheng asked for help to apply for this car. This male discount It was Sister Zheng who asked me to apply.

I also applied to the director for 12 umbrellas with the company logo. They were given to the villagers after a physical examination in the name of Sister Zheng. It happened to be a rainy day. This little gift, haha, I felt different immediately. After the physical examination, I was given an umbrella. With these value-added services, my image in Sister Zheng's mind suddenly became much taller, haha.

After studying the three majors, I feel different. There are places where favors are used everywhere. So after this physical examination, I immediately went to visit Sister Zheng for the third time to understand this time. What is your feedback? Is there anything that needs improvement? Don’t be dissatisfied, haha. Continuing with McKay, I collected information to see if there was any place where I could do favors. I learned that his husband had a physical examination in January last year. It was time for the physical examination, and there was a value on the physical examination list that was very high and needed to be reviewed. It was another favor. It's time, among the four tricks of favor, target the client's immediate family members, hehe, then I applied to the director to get a 1,000 yuan physical examination card, and also specially helped put together a targeted package for Sister Zheng's husband. You need to fully leverage the company, because the company can give free physical examination cards to village doctors with good cooperation. Soon, the second batch of customers came immediately. I called Sister Zheng immediately. Sister Zheng: I applied for a 1,000 yuan card, put together a package, and gave your husband a physical examination. Your husband’s It's time for the physical examination. Let's come together next time you organize someone to come for the physical examination. Hey, is this a disguised order reminder? It not only met Sister Zheng's needs, but also satisfied my purpose. Then the second time I came for the physical examination, I said at the beginning that Sister Zheng had gastritis and needed treatment, so I took Sister Zheng to my dean, because my dean is a specialist in gastroenterology and is an expert, and generally does not give people The doctor did another favor. It should be true that all transactions are based on love. Only if you truly care about your customers will your customers care about your products.

Next, let me talk about the value-added services I have provided in order to expand the results. Normally, they have to pick up the report themselves in about a week, or we can mail it to them.

But then their reports will be incomprehensible, and the point of the inspection will be gone. So I applied to the dean. When the time comes, they will send all the two batches of reports together. I will bring a director to explain the reports to them in detail. Is this considered a value-added service? No other medical examination institution can do this like ours. , of course, I told the villagers in the name of the village doctor, and there was also the benefit of a group shuttle bus. The villagers felt so touched. Well, now that the director is gone, we can’t waste this resource. Haha, since the director I brought is an authoritative traditional Chinese medicine doctor, haha, when the time comes, I will ask the village doctor to organize a village doctor who can come to see the doctor and ask questions about the body. Miscellaneous diseases, etc., only those who can come are from our customer base. See if you can use this as a fulcrum to move the whole thing.

After the villagers have done well, the next thing to consider is to do favors for three people: ① the village doctor, ② the driver, and ③ the director.

First of all, the village doctor must make him trust me more so that he can communicate better and cooperate better. Therefore, the current human relationship needs to be continued to be strengthened. It is not strange to say courtesy to many people.

Driver: Because he was driving to the countryside, the road was quite far and not easy to walk. He went down. It was purely because the superiors were suppressing the subordinates, because there had never been a group pick-up by village doctors before. This is what I applied for. of.

So I definitely feel uncomfortable, so I have to do favors. Once we become good friends, it won’t be a big deal if the brothers drive to pick up the guests. And there will definitely be a group in the future, so I have to do favors in the early stage.

Director: Although if I go down at that time, the dean will ask the director to go down, then the director will not wait for the company and go to the countryside. I don’t know what I think, so in order to better carry out my own work , the director's favor is also essential. Only by making the director happy can the director carry out his work better, then the villagers will be happier, then the reputation will be good, and then there will be subsequent customers.

In the later stage, as long as the customer relationship is maintained well, the effect of word-of-mouth publicity will be restored. Which physical examination institution can do this? Send a special car to pick up and drop off, provide discounts for group groups, give small gifts after the physical examination, and send a director after the report is completed. Let me explain. Compared with the previous physical examination in the city, which took a whole day and was expensive, the advantages are too obvious. They only need to reap the results later.

Four; Summarize the harvest,

Human feelings determine whether to place an order, profit-driven determines the size of the order, do it with heart, respect God and love people, really all transactions are done because of love , you really care for your customers, and customers can really feel it. If you look at it, think twice, and think three times, it will come to nothing. If you think of it, you have to do it and execute it. No matter how much you read, if you don’t do it, it will be in vain. I have always felt that it must be done. You need to train yourself in practice and have a better understanding of the course. Finally, I would like to thank the three majors of my boss, the counselors, and seniors for their careful care, which allowed me to evaluate my heart when I was confused, and allowed me, a pure novice, to quickly gain a foothold in a new industry. If I had not studied the three majors, I would have There are no routines at all. Be grateful and keep working hard. This is a very small achievement. You must keep working hard and run up the business of group orders.