My eyes were closed, my head was up on the sofa, and I wanted to close my ears, so that the laughter would not come in and I would feel uncomfortable. I asked myself silently in my heart: do I really need those who forget me to be grateful to me? I failed in yong''en! Now, who can willingly follow me? Do I have to stay?


    At this time, a soft voice came from my ear: "manager, why are you here alone?"


    I opened my eyes and it turned out to be Xu Meimei. I had a sour nose, then closed my eyes, calmed down and said, "are you through the meeting?" She came to talk to herself at this time, which gave me a little comfort.


    I opened my eyes and looked around. The people who had just been called by general manager Ji had dispersed. Xu Meimei sat next to me and said, "I always thought you would dominate the whole sales department. I didn''t expect the company to arrange it like this."


    Xu Meimei''s words touched my pain, but I laughed, pretended to be calm and said listlessly: "Oh! It doesn''t matter. Isn''t that the same arrangement? "


    "Manager, don''t look so decadent! In fact, there are a lot of people who are watching you. They are watching how you deal with this change. " Yang Ruyu frowned and looked miserable. "I''ve heard Nanlin tell you many successful cases before. You are always the best manager in my heart. Believe me, you can do it, you will be more successful


    I listened, a wry smile, looked up at Yang Ruyu. Her big dark brown eyes are like the water in the Tianchi Lake, which can see the bottom clearly. The love and sincerity revealed in her eyes make him feel very warm. I need such eyes, just like the passers-by in the desert yearning for sweet spring.


    Seeing me staring at her, Xu Meimei lowered her eyes and looked at her hands tightly clenched in her chest. She didn''t know what to comfort me.


    I noticed that Xu Meimei''s hands were pale blue on the back of her bony hands, her fingers were white and slender, and her belly was pink. At the moment, I really want the person in front of me to be Wang Jin. If it is Wang Jin, I will stretch out my hand and hold it. I know that although Wang Jin''s hands are weak, they will certainly send warm current to warm my heart. However, that desire only exists for a moment, I secretly scold myself: am I still a man? Have I become so vulnerable? The workplace is like a boxing ring. It''s common for professional players to get bruised and even fall to the ground. Can''t they get up and quit the competition?


    "Thank you! I''m not like you said. I''m fine. " I said firmly.


    Although Xu Meimei brings some warmth, I can''t accept it. For me, it''s like a defeated general who secretly heals himself, and doesn''t want the soldiers to see that they are weak.


    Xu Meimei saw that my face was ugly, and she turned the topic and asked with a smile, "do you know what we learned in the morning?"


    "Oh, isn''t it basic sales skills?"


    "Yes, specifically speaking, the teacher talked about the" double six "sales process in the morning. I understand. If you don''t believe me, you can test me. " Xu Meimei''s eyes were very bright and said excitedly. Originally, I didn''t want to talk any more. I was surrounded by the enthusiastic Xu Meimei, with a smile on my face. He knew that "double six" is the traditional basic sales process of Yongen company, so he followed Xu Meimei''s words and asked, "well, what is the double six sales process?"


    She pinched the index number and said vividly: "the first six refers to the six steps of customer procurement: first, stabilization; second, triggering; third, standard; fourth, comparison; fifth, procurement; sixth, evaluation."


    "I''m quite familiar with it. Do you know the meaning of every step?"


    "I know! Stability means that customers are not aware of certain needs. Triggering refers to something, an opportunity or a threat that triggers a customer''s needs. Then they will make purchasing standards, and then compare the suppliers according to the standards before purchasing. After a period of use, the procurement will also be evaluated. "


    "Well said, what about the second six?"


    "The second six" refers to that the sales personnel take the sales steps one by one according to the first six process of customer procurement, and find the right person and do the right thing at the right time. The six steps are: first, preparation; second, exploration; third, scheme; fourth, proof; fifth, transaction; sixth, maintenance. " Xu Meimei counted her fingers and recited the last six steps in one breath. "I''ll explain these six steps briefly. Do you think they''re right?"


    I nodded with a smile, heart said: this girl is worthy of sales talent, memory and understanding ability are good.


    "Before we visit customers, we should be well prepared. For example, we should first collect information about various customers and industries, and make a visit plan. Then, when contacting customers, they "explore" the customer''s situation by asking questions, and find out some factors that may "trigger" or break the "stable" situation, so as to trigger the customer''s demand. This step can use the "spin" you taught us Xu Meimei talks faster and faster. "After that, according to the needs of customers, we should make appropriate ''solutions'' and then invite customers to visit the demo to provide strong'' proofs'' to promote the transaction. After the transaction, we should also pay attention to maintaining customer relations and providing good after-sales service, so that customers will be satisfied and become repeat customers, which will bring us repeated business and start the next procurement process. " Xu Meimei said, patted the chest, eyes up a turn, "Oh, almost did not breathe!"I laughed and forgot all my troubles, "well said! Some people only know the six steps of sales, but they don''t know what they are based on. Our sales are customer-centered, and these six steps are set up to match the customer''s six steps of purchasing. "


    "I understand that. You have told us before that sales should focus on customers'' behaviors and needs."


    "Look, I just praised you. I''m not modest. There are many tricks in each step! For example, how to ask questions, how to demonstrate, how to make a plan, and how to promote a deal, you have to study hard! "


    "Yes, don''t worry. But I want to ask you, why not seven or eight steps? "


    "Well, I think so. These six steps are sales process, just like chess score, for beginners. If there are too few steps, they are not meticulous, difficult to master and slow to learn. And there are too many steps, which are too complicated for simple sales process and beginners. However, if you really want to make a big order, the steps are quite complicated. Sometimes you have to double it. There are twelve steps! "


    "Yes! Will you teach me later? "


    "Don''t worry."


    "Xu Meimei, the training begins!" Ji always shouts to this side.


    Xu Meimei answered, and then turned to tell me: "want to open up, I wish you happiness."


    "Thank you! It''s all right! " I replied as if nothing had happened.


    General manager Ji and I participated in management training, which was different from Xu meiwanzhou''s sales skills. There are several regional managers in the training class, and the title is "sales management of front-line managers". The trainer, surnamed Wu, with a flat head, is kind-hearted and looks like a Bodhisattva. He is about 40 years old.


    Mr. Wu first introduced his own experience. Listening to the content, the experience is quite rich. But when I saw that he was young, I didn''t agree: is this teacher bragging? So successful, why didn''t you become CEO?


    Before the teacher started training, I had no interest. My head is full of ideas for the next step. During the break, I saw Mr. Wu smoking on the sofa in the hall. I wanted to challenge him and explore his depth. So he walked over and sat down next to Miss Wu and asked, "can I ask you a personal question?"


    "Go ahead, please." Wu said.


    "You used to be so successful, why are you now a lecturer?"


    Mr. Wu said with a smile, "do you think it''s better for me to be a CEO now?"


    I didn''t expect Mr. Wu to speak so directly. I was embarrassed to smile and say, "I''m just interested in your career development."


    "At first, when I was a manager, I also dreamed of becoming CEO." Mr. Wu said to me calmly.


    I felt that he was very patient and cultivated, so I nodded and looked at Mr. Wu. I wanted to continue listening.


    "But then, as my position got higher and higher, I found that there was only one CEO in the company." The teacher raised his eyebrows and laughed, "and even if I become CEO, I will encounter many things I don''t like."


    "What don''t you like?"


    "Oh, that''s a lot! For example, CEOs are often helpless because of corporate politics, and even don''t have enough decision-making space. "


    "So you prefer to be a lecturer."


    "Yes, I can only say that for me, this career is very suitable. So I left the workplace and started a consulting company in partnership with a few friends. " The teacher took out a business card and handed it to me. I just saw it printed: sales management consultant, Wu Wei.


    "Your name is very interesting, Wu Wei. It means doing nothing." I don''t quite agree with Wu Wei''s statement. I think a manager who can''t be CEO is a loser to some extent. Although Wu Wei''s frankness has given me some respect, I still feel that Wu Wei seems to be a man with no lofty ideals.


    "Oh, yes. I prefer to read Lao Tzu''s books. Lao Tzu often talks about inaction. I understand that it means "doing without intention." Wu Wei said with a smile.


    "Profound, I don''t understand." I laughed and shook my head.


    "Ha ha, it''s just to have an ordinary heart. The competition of skills can''t compare with the competition of mentality. Only by not paying too much attention to the results, can we really do things well. Like some athletes, the heart is too eager for gold medals, the result of this mentality to the game, often fail I still have a blank face.


    "Not yet? It doesn''t matter. I''ll communicate with you later. However, I think the names of you and general manager Ji are also very interesting. If you have time, look at my books. "


    "I hear that kind of book is only loved by old people and frustrated people, isn''t it?" I said, "you know what? Recently, I have something very depressing. I don''t want to talk to anyone, but I want to ask for your advice. "


    "Thank you for trusting me. Tell me about it."


    "Half of my territory was taken away by my boss and handed over to one of my former subordinates. Frankly speaking, it was Mr. Ji, who also promoted him to the same position as me. And Mr. Ji always didn''t agree with me before, and I heard that he still had professional ethics problems. ""Well, there''s a lot of that in the clients I''ve served." Wu Wei said.


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