The reasons for the failure of market sales are various, and the lack of promotion is an important factor. The level of promotion ability often depends on the aggressiveness of the sales staff. A successful salesperson must have a strong sense of initiative, acting in action, is willing to brain and legs.
The story of "selling ghosts"
When the Ricoh Copier was first introduced to the market in 1958, it happened to meet the Japanese Civil Law Amendment, which stipulated that all Household registration must be based on couples, which means that the household registration card of the municipal department must be rewritten. In the past, such documents were all handwritten, and the project was quite voluminous. Ricoh’s salesman Tanaka said that he had found an opportunity to use the Ricoh copier to launch a revolutionary “changing pen movementâ€.
However, to go to the government department to promote sales, you need to demonstrate in advance. On the night before the demonstration, Tanaka’s letter went to the relevant officials one by one with a large bottle and other gifts. “I will thank you for your presentation tomorrow. I am thankful.†The attitude is quite sincere and cordial. So on the day of the demonstration, there were these weighty supporters. After the demonstration, regardless of whether the other party decided to buy, Tanaka said that they always asked them to leave the machine for trial. Compared with manual labor, it is obvious that it is simple and quick, so many departments try to buy it after trying.
Tanaka said that it is not enough to explain the dry sales by mouth. If you want customers to be convinced, you need to have all kinds of data and materials for actual sales. At the same time, you must fully understand the customers. Tanaka Dow often takes information about sales, profit, and inventory machines to go home for analysis. "Only relying on the three-inch tongue to sell, when you get home, you will not sleep, you will not have a big break." It is through unremitting efforts that Tianzhong Daoxin has repeatedly promoted success and won the nickname "Mr. Ricoh". .
In January 1963, the company sent Tian Zhongdao to South Korea. Ricoh’s agent in South Korea sold one or two photocopiers a year. After Tanaka’s arrival in Japan, General Manager Ricoh Shoichi of South Korea said to him: “The development of the times is different, and Ricoh Copiers have no sales here.â€
Tanaka’s letter disagreed. He firmly believed that there was only a market in his heart, so he spent a period of time visiting the government’s administrative committee and the former Maozhi Company and Hanyi Bank. No matter where he went, Tanaka did not leave the speech and invited guests. So one day, South Korea’s East Asia Times published a serial article titled “The Status of Japanese Office Automation and South Koreaâ€, pointing out how backward South Korea is in office automation. The article has been published for two weeks in a row, causing concern in South Korea.
A series of speech promotions enabled Tanaka to successfully sell 50 photocopiers. At that time, the monthly output of Ricoh Copiers was 500 units, and the monthly sales volume of each branch was as high as 20 units. In contrast, Tanaka’s sales of 50 units became a remarkable achievement.
Marketing requires aggressiveness and leg
Why did Tian Zhongdao’s sales go to Korea before? The reason is that Qi Xiangqi’s fundamental attitude is negative. Tanaka said that if the attitude is negative at the beginning, then the best-selling products will become unsalable. Before you are discouraged, you should first confirm whether your attitude is positive.
Indeed, if the salesman goes to sell once and can get a "buy" reply, then there is no need to promote the industry. Tanaka said that it is not acceptable to do sports and not to exercise. The same customer, people run three miles, you have to run five miles, prefer to run white, do not run is not good sales. It is not advisable to be discouraged after eating a few closed doors. If you have time to be dejected for eating a closed door, it is better to spend this time on your brain.
Selling is by no means a simple matter of pushing products to sell. Successful sales are the result of wisdom and hard work.
Tanaka said: "The level of intelligence and strength is a measure of people's standards, but good ideas only come when you are very engaged in the work you like." It is because Tanaka Daoxin devoted himself wholeheartedly Work has come up with ideas and tricks one after another, and has won success in practice, earned the reputation of "sales ghosts." The failure of many sales people in reality is that they lack the strong enterprising spirit and the style of action that is strong in Tanaka. In fact, marketing is a systematic project. It is not necessary to have a perfect planning plan. It is necessary to implement a lot of detailed things. If you have a plan and don't know how to implement it, this plan will always be a solution.
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