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真诚和感动


21世纪的今天,科技飞速发展,经济高速增长,人们物资生活已到了一个极其丰富的时代。改革开放以来,随着小平同志的“不管黑猫还白猫,只要能捉住老鼠就是好猫”的口号影响下,人们的意识发生了非常大的变化,市场经济意识在大家的脑海中深深的砸下了根,一些人变得很浮躁,做事急功近利,特别是从事销售行业的人们,近年来的一些重大事件就能说明这点,比如“苏丹红”、“三鹿奶粉”“达芬奇家具”等等。让很多的消费者深受其害,也深恶痛绝。
美洛是一家从事舒适家居系统集成和销售的民营企业,从业11年来,以高品质产品和专业的施工、售后队伍为依托,以服务每一位客户为宗旨,在重庆暖通行业内确立了属于自己的行业地位,也赢得了广大客户的认同和赞誉。
MOULUR is a private enterprise engaging in home life integrated system and sales. Eleven years in the industry, it has high quality and professional construction and after-sales group, aiming at serving every customer. Therefore, it has a high reputation in HVAC industry and wins the trust and approval of its customers.
我到公司也近8年了,许许多多感人的事迹数不胜数,我觉得公司能有今天的发展,首先,离不开公司领航者的英明决策;其次,离不开公司各团队的奋力拼搏;当然,也离不开公司每位员工的无私奉献。接下来我就给大家讲一个发生在我身边小故事。
I’ve joined the company for eight years, during which time I saw a lot of moving things. Today’s achievement of our company is the result of leader’s right decision and hardworking of every one. Next I will narrate a short story.
他是一位公司的销售副经理,从事销售工作时间不算很长,但总给人一股“拼命三郎”的气势。他善于把握每一个销售信息,尽可能的把信息转化为销售业绩,所以,在公司的销售中也名列前茅。
He is a vice manager in sales department. Although not working for long time, we look him as a workaholic. He is good at seizing sales information, and changing it into sales performance. Hence he is among the top of sales ranking.
有一次,他的一个客户介绍了一个朋友给他,说是有我司这块的需求。于是他立即电话预约了那位客户进行实地沟通和介绍,并适时的约该客户到公司体验中心进行了体验和参观,给该客户留下了较好的印象。根据与该客户的沟通得知,该客户为一家民营企业的总经理,特别注重细节,文化程度不高,说话比较直接,做事很执拗。
One time, his customer introduced him a friend who had demand in our area. Therefore, he immediately contacted with his friend, and made an appointment with him and left him a good impression. After communication, he got to know the customer was a manager of a company who was very stubborn, especially cared for details and spoke directly. 
在接下来的沟通中,该客户根据自己的想法和需求,就电梯这块提出了一系列的要求,希望能根据这些要求来为其做相应的方案和报价。他细致的将这些要求记录下来,并及时与电梯事业部的相关人员进行了沟通和探讨。根据他所记录的这些要求,需要做的方案和报价大约得有20多份,需要几天时间才能完成。他一方面耐心细致的安抚客户,另一方面积极协助电梯事业部的同事赶工,在他的协助下提前一天完成了所有的方案和报价。他满心欢喜的拿着这些方案和报价去与该客户进行沟通时,该客户却提出需要进行实际体验,同时觉得价格太高,有另选其他品牌的意向。当时,他的心情都快跌倒了谷底。
In following communication, the customer raised a series of demands according to his opinion and needed a scheme and quotation. My colleague carefully took down these needs and discussed with other related staff in no time. According to his need, there were about more than 20 schemes and needs several days to finish. On one hand, he comforted the customer; on the other hand, he actively assisted staff in Elevator Department so they finished all the schemes a day earlier. When he held the quotation to communicate with the customer, the customer thought the price was too high and planned to choose other company-. Hearing that, he was deeply depressed.
回来后,他反复思考了很久,决定改变以前的推进方式,他主动联系了该客户,并积极联系相应厂家人员与该客户进行对接,特邀该客户到厂家总部进行考察和体验,在他的不懈努力下,该客户终于应邀到厂家总部进行了考察和体验。
He thought over and over again then decided to change his way of promotion. He actively contacted with the customer and invited him to headquarter. After his perseverance, the customer agreed to his invitation.  
待该客户回渝后,他又及时联系该客户进行了情况了解,但是,该客户对此类电梯仍然不满意,并提出更换电梯品牌和种类的要求。眼看自己花了这么多的时间和精力即将荡然无存时,他并没有消极的放弃,而是第一时间与公司电梯事业部的相关人员进行了沟通,在最短的时间内更换成了公司其他品牌电梯的方案和报价,并在电梯事业部人员的协助下及时与该客户进行沟通,最终在历时近三个月的时间内说服了该客户,同意与他签订合同。
He contacted with the customer later on, while the customer was still dissatisfied with the elevator and demanded changing the brand and type. His time and energy were nearly in vain, but he didn’t give up. Instead, he discussed with other co-workers and made a new plan in the shortest time. He changed the brand and finally persuaded the customer after three months hardworking.
到了约定签合同当天,由于该客户的办公地点较偏远,据北环约有近一个半小时的车程。虽然,该客户给了他微信定位位置,但是,由于该客户的时间安排比较紧,要求他早上八点半前到办公室,所以,他早上六点多起床,连早饭都未吃,便根据导航所指风尘仆仆赶往签约地点,终于赶在约定时间以前到达了,该客户看了一下手机后愉快的签了合同。在接下来的开工定位和协助土建施工中,无论是他还是电梯事业部的人员,均未改当初的那股热情和积极。
The day finally came. The customer’s office was far away, about one and a half drive from our store. Although the customer sent him a location through Wechat, the time was tight, he had to arrive the office before half past eight. Therefore, he had to get up at six without having breakfast. That customer read the contract and signed it happily. In following construction, both he and other staff of Elevator Department were still positive as before.
后来在一次偶然的机会,我与该客户独处时,该客户很好奇且很正式地低声的问我:“你们公司的那个销售小伙子和你们老板是什么关系?你们公司销售人员一年的待遇有多少?年底你们公司有没有什么额外的补助或奖金?”我淡然的一笑后告诉该客户:“此人与我们老板非亲非戚,就是我们公司的一名销售副经理而已,他们销售的待遇多少完全取决于他们自己的销售业绩,到了年底完成了任务的销售公司才会根据完成的情况予以奖励。”
Later on, I stayed alone with the customer, he curiously asked me, “Is that salesman any relative of your boss? How much does a salesman earn a year?  Do you have extra end-year bonus or something?” I calmly replied him, “he is not a relative of the boss, and his salary and bonus only depends on his sales performance”
该客户听到此话后,眼神中流露出一种茫然和羡慕的表情。该客户感慨的告诉我,其公司的副经理一级的人员年收入均在20万元以上,但是,却很难看到像我们公司员工一样的工作热情和态度,相互推诿的情况却时常能见。
Hearing that, he envied a lot. He told me that the manager of his company earned two hundred thousand a year, but he seldom saw the enthusiasm like the salesman of our company, instead, he often saw buck-passing among his employees.
听到该客户的这番话,一种无比的自豪感油然而生。庆幸我能成为美洛的一员,庆幸我们公司有这么优秀的团队,庆幸我们公司有这么睿智的领航者。感谢公司老总给予了我们工作的机会,感谢团队给予我们的帮助,感谢自己的付出!感谢!
The sense of pride rose in my heart. Fortunately, I become a member of MOULUR and we have such excellent group, wise leader. Thanks for giving me the chance to work, thanks for the help they give me, and thanks for my effort. Thanks for all!
 
文稿:刘愿愿
Manuscript: Liu Yuanyuan
编辑:赵翼萱 
Editor: Zhao Yixuan

 
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