dancer on the knife

Since the company determined to develop enterprise customized training as its core business, with the cooperation of STT trainers' open classes, the business has gradually improved. Of course, most of the orders came from friends' introductions or customers' transfers. introduce.After all, I have been in this industry for more than five years, and I still have accumulated a lot of customers.Some were even clients from many years ago. Seeing that I was still in the training business, and when there was a suitable training business, they were obliged to give me the business opportunity.

The most admirable Party A

One day, the general manager of a company that makes profiles came to our company to inquire about training-related issues.It turned out that this company has not been established for a long time, and there are many problems in marketing and team building. They want to carry out a team and marketing-themed training after the Spring Festival.However, when I looked at the general manager, I admired him very much, because he was still wearing a brace on his head, so he must have been injured.So dedicated, so respectful.If it is an ordinary enterprise, you can wait for your body to recover before consulting and negotiating, or you can assign relevant personnel to negotiate.For such an enterprise, the business will definitely get better and better, after all, the "locomotive" is so powerful.

Later, Teacher L and I went to the unit to do a preliminary research work.Because it was directly connected with the general manager, the research in the past was naturally very smooth.This top-down business model is ideal, and it is several times easier than bottom-up business.The biggest advantage of negotiating directly with the finalist is that you can quickly reach a cooperation without asking for instructions.

A collaboration in a vest

There is a human resource management trainee in Guangdong who was working as HR in a large electric power company. When he learned that I was already engaged in corporate training business, he raised a demand with me, hoping to do a training session from technology to management. training.I also agreed on the spot, and the delivery can be realized.I thought this business had already been confirmed, but I didn’t know how to respond to the question raised later, that is, which unit should we use to sign the contract?I naturally answered that the contract was signed with a company established in Changsha.Later, the other party raised his own question: a training company from an inland city came to provide training to companies in a developed city. cause unnecessary trouble.It is suggested that I choose a unit in a first-tier city to cooperate with and sign the contract in their capacity, so that it is completely reasonable and compliant.

The first time I encountered such a problem, it really made people feel mixed for a while. The happy thing is that the other party is determined to give me the business, as long as I find a company to cooperate with; the worry is that the cooperation will bring financial risks. The other party's account has gone.Later, I found a company of a friend of a friend to sign the contract.After everything was ready, the other party told me in private, asking me to cooperate with him in a phone call.

That day, the client called me from a landline and came to negotiate with me to lower the price. I also knew that he was doing it for other colleagues to see, so I tried my best to cooperate.After putting down the phone, I feel that it is not easy to be an HR these days.It took a lot of effort to determine the partner, and there is no interest relationship, but I have to show it to the leader.

For this training, the single-day training fee has also broken through the highest value since the establishment of our company, that is, the one-day training fee is 23000 yuan. Of course, the teacher's salary is not low, 9000 yuan a day. The training earned nearly 9000 yuan.This is the training with the highest input and output since I was engaged in the training industry.This also strengthened my confidence in doing corporate training.And the company's business also entered a large state-owned enterprise for the first time, which can be regarded as a big leap.

The "super" big order from the establishment of the company

A fellow teacher D who works in the talent market recommended a client to me. At that time, Teacher D was mainly responsible for the recruitment business of qualification certification examinations in the unit. The client proposed the idea of ​​doing corporate training, but she did not do it here. So it was recommended to me.I remember that she had just come to Changsha from Shenzhen to develop, and we also had a lot of exchanges in terms of work, and we were very easy to talk to. In addition, we were all in the same place, so we had a natural sense of intimacy.

The first communication with the client introduced by Mr. D made me feel that this is a very "trench" unit, because the client said something that I still remember: "How much is your most expensive training per day? We need domestic training. The best teachers, money is not an issue.”

After knowing the client's strength, I really dare not recommend ordinary trainers to them, so I submitted the most high-end trainers to them.When they saw the price, they finally vetoed it. They felt that the company was doing systematic training for the first time. With such a high price, the superiors must have objections.

Naturally, I recommended a more suitable trainer to them, charging [-] per day. After referring to the previous prices of more than ten thousand, [-] to [-] per day, they felt that this price was really affordable, and finally determined a total of [-] After a few days of training, the sales of this single exceeded [-].This is the first time we have encountered such a large order. After signing the contract, I was as excited as a child, dancing and feeling that all the hard work in the early stage was worth it.

The other party is a super powerful unit. Since the training is arranged on weekends, the training is considered overtime, so the training also sends training subsidies. It is said that this operation is to encourage everyone to participate in the training.After listening to such a policy, our entire team is also eye-opening.In the end, this training allowed us to earn 42500 yuan, and the gross profit reached 71%.The successful delivery of this order is a great encouragement to the team, and it has also accumulated a wealth of project delivery experience for the company's development.

Three training sessions in one day

After the corporate training business was gradually opened up, we also took advantage of the victory to further dig deeper with the help of existing customers, and then successively developed training for some large companies, including the sales skills training that successfully won the Sany Heavy Industry Group, Zoomlion, Weiwei, etc. Training for management personnel of Sheng Group, Maohua Group and Baisha Group.These units are very representative and have a high influence in the industry, which allows the company to accumulate good industry experience.

I remember that on December 2009, 12, the company conducted training at the three units of Zoomlion, Dacheng Technology, and Yulong Communication. Since Yulong Communication was in Shenzhen, we had not established a company there at that time, and the personnel in Changsha I couldn't walk away for a while, so I had no choice but to ask the trainer to help solve the problem of teaching assistants.This day also refreshed the new height of the company's business.This was completely unimaginable to me before.

Big order won in less than 1 hour

When the phone rang, I thought it was another sales call, but when I found out that the other party wanted to do corporate training, I felt as if I had been beaten with blood, and I was full of enthusiasm.For a person who runs a business, business is the best motivation.Knowing from the phone that the other party wants to do a systematic training, the phone communication is not as good as face-to-face communication, so I decided to go there in person, so that I can get more demand information and be more conducive to business negotiations.

The client is an enterprise engaged in mining trade, and its office is located in a villa area.According to the location found on the Internet, it is the first time to enter the villa area where rich people gather, and look at the picturesque community, which makes people feel that their own social status has also increased a lot.The office is in a villa, which happened to be purchased by the general manager himself.Since the client is older than me, I call her Miss H.I don't know when it started, but I like to call people who are older than me brother and sister. Anyway, I think calling them like this can shorten the distance between each other.For a person like me who used to be introverted, now I have become "glib", which really changes my personality by starting a business.

Ms. H was very pleased to see that it took me less than an hour to show up in the villa office after I put down the phone, and I responded so quickly to the training needs.In addition to understanding the detailed needs one by one and introducing our training programs, I also promised to issue a training plan within two days.After learning about Ms. H and contacting other colleagues, I made a big move, which is to share with Ms. H how to choose a suitable trainer?How to choose suitable training institutions and courses?It just so happens that the skills I mentioned can strengthen the advantages of our company, but without hitting our peers, it is a sales skill, and more importantly, it can establish a customer's preconceived impression, so that they can conditionally use us as an important reference when choosing object.

Since submitting the plan, I have been in high-frequency communication with Ms. H.I understand the importance of communication too well, because I have lost orders because of poor communication.In the end, we won the system training list, a total of 8.5 days of training camp, which will start after the Spring Festival.We signed the contract years ago, and the other party also paid in advance for the training.In order to express my gratitude, I specially invited Ms. H to have a meal, and would like to take this opportunity to consult and exchange some training details.During the meal, Ms. H told me:

"Do you know why you chose your company?"

"Want to know very much."

"You are the one with the fastest response time I have ever seen. You showed up at our office in less than an hour, and received the training plan the next day, which proves that your unit is very strong in execution. In addition, the plan is also very suitable for our needs, and the price is just right. It is within the budget. Another point is that you are very friendly and make people feel very down-to-earth, and we are assured of cooperating with your unit."

After getting the high evaluation from Ms. H, I even said thank you.This is the first time a customer has given me face-to-face feedback on the reason for the purchase.In terms of affinity, I really thank myself for the habit of laughing. If I didn’t have this habit, I might lose a big order.People, stick to a good habit and develop it to the extreme, there will always be unexpected gains.

Every order that is closed will not be so smooth, and there will always be various problems, and the essence of sales is to solve problems, and only the pleasant cooperation between the two parties can achieve a win-win situation.In the training business one by one, the personal plan and sales ability have been greatly improved.The best learning comes from practice, and it is in practice that one's abilities can truly be improved.