Preface
Asking other people’s questions, the answer is not what was asked, it is already the answer, no need to ask again. . . Asking is boring. Not responding is an answer, changing the topic is also an answer, and responding directly is also an answer.
Mutual benefit and win-win, this is a prerequisite for cooperation. When you meet many people, you will find that there is not much cooperation, not the right people, and you look down on each other. Don't waste too much time and energy.
Rumors
1 visit
When exploring the market, you will always visit a variety of customers. When you meet for the first time, you will usually talk about some related cooperation points, whether the needs match. The most important factor in the visit is people, so you will encounter various Kind of person.
When looking at projects, we often say whether a project is reliable or not. In fact, we are also looking at whether a person is reliable. The first meeting is like a blind date. Look at the appearance of both parties and their abilities. If you hurry up, People are reliable, then it will take a certain amount of time to continue talking.
Since it is the follow-up that will take time and energy, one thing you must consider is what kind of return you will receive if you invest so much, and if not, whether there is long-term value. In fact, this is more utilitarian. One kind of purpose, after all, is still a cooperative relationship, and other relationships are not suitable for thinking in this way.
If a person looks very reliable and feels very compatible, in fact, the next story is a continuous process of verifying your own judgment. In this continuous process, you can verify whether it is really like your first feeling. Reliable, verify the reason for your judgment, and use this verification to continuously polish your judgment. . . Whether the judgment is right or wrong, then this experience will definitely make you remember three points. . .
Some people say that I was blinded at first, so in other words, if it is the next time, will I be blind again? This is the key. After all, many things can be stopped in time.
During the visit, you will encounter people in various roles, some are technical, some are management, see what kind of people say what, and the angle of attention of each person is also different, some people Meeting for the first time, all kinds of bragging, many opportunities are needed, some people meet for the first time, there are many challenges, some people meet for the first time, look at the fate. . .
Different types have different skills. . . This is a matter of sales. Different types need to understand different needs. For example, technical ones must be concerned about the related architecture and how to solve current problems; for example, management ones will focus on cost-benefit value.
The first visit is to get the relevant needs, the current background of the customer, the relevant pain points, the environment in which they are located, and why many ask them. The more you ask, the clearer the needs will become.
2 Solution
After getting the requirements, the next step is to write a solution. According to the obtained scenario, background, requirements, and goals, carry out the overall architecture design, analyze from the perspectives of computing, storage, and network, and get a unique solution.
According to experience, generally speaking with customers about related solutions, the probability of failure reaches 90%. You say you have this product, and the customer says it’s not good here and it’s inappropriate; you say you have this service, and the customer says there is no There are no bright spots in value.
The general solutions look the same. Only the solutions based on the needs can be close to the user scenario, solve practical problems, and bring extraordinary value.
If you can understand the meaning of a solution as long as you look at it, then the value of the solution may not be so great, so after writing the solution, you must talk about the details, the structure, why you do it, and do it. What is the value, what is the meaning of doing it, and what is considered according to it, is ever-changing.
3 Overall rhythm
From the perspective of the solution, each step should be very fast, from the completion of the demand, to the completion of the solution, to the final order, each step changes instantly.
After writing the solution, you can probably make a decision a week later. If sales are not connected within a week, business opportunities will be lost. During this time, prices will be compared, and various products, manufacturers, and services will be selected. Of course, this is also divided into large projects and small projects.
Whether it is large or small, it should be in a continuous state, with continuous follow-up and continuous feedback. It should also understand the relevant information of the competition, such as solutions, such as quotations, such as advantages, such as disadvantages.
Summary: According to the relevant needs of the visit, we can make a solution according to the demand. The solution must be personally stated, and the contract can be quickly promoted after the statement.
Sometimes the flowers bloom and the flowers fall. There is no need for nostalgia, and the ones that should go will always go. There is no need to be exacting, and the ones that should come will come sooner or later.
Words from the bottom of the heart are words of curse. If you want to say it in the bottom of your heart, everyone knows what the world thinks, and you have no way of knowing what the world thinks.