Adamson works as a sales manager for Youmei Seating Company. Recently, he got a definite news from the company headquarters: Kodak founder Eastman donated a huge sum of money to build a concert hall, a memorial and a theater in Rochester. The seats needed in this batch of buildings are looking for businesses outside. If these orders can be won, the company's performance will reach a new level.
The company headquarters assigned this task to Adamson's department, and the boss gave him the advice: get the order at the least cost.
After Adamson took the order, he immediately convened a meeting to discuss countermeasures. Regrettably, after discussing for a long time, everyone did not come up with a feasible plan. Just as Adamson was at a loss, the assistant brought another bad news: I heard that Eastman was a weird person. People from many rival companies went to negotiate with him, but he was kicked out of the office within 5 minutes. In this regard, everyone said there was nothing they could do.
Adamson has always faced difficulties in doing things, but this time he also obviously felt very difficult. When he got home from get off work, his wife Mary asked him with a sad look, "My dear, what's the matter with you?" Adamson told his wife the truth again. The wife smiled and said: "Eastman must have his own characteristics, you might as well pay attention." The words awakened the dreamer, and the words of his wife made Adamson pause.
In the next few days, Adamson had been on the go. With a small gift, he visited friends around Eastman one by one. He even went to the renovation company that helped Eastman decorate the office, and went to the library to check materials. After nearly a week of preparations, he is quite sure about winning this order.
That morning, Adamson came to Eastman's company and was introduced to the office by the secretary. Eastman was immersed in a pile of documents without even looking at Adamson. Taking advantage of this time, Adamson quietly looked at the decoration of the office.
After a while, Eastman looked up and saw him, and asked, "What does the sir do?" The secretary gave a brief introduction and then withdrew. Adamson smiled and said: "I took a closer look at your office just now. From my long-term experience in interior decoration, I have never found any office that can be decorated so exquisitely." "Really? This is my own. Designed!" Eastman said proudly. Adamson walked to the wall and touched the board with his hand, and said, "If I read it right, this board is made in England." Eastman stood up happily: "Yes, this is for me to study. The friends of the indoor oak made a special trip to the UK to order the goods.”
Next, Eastman was in a very good mood and led Adamson to visit his office, from wood to proportion, from proportion to color, from color to price and his design. After passing, they all introduced them one by one.
Seeing Eastman talking about his happiness, Adamson asked him curiously about his experience. Eastman talked to Adamson about his miserable childhood, how the mother and son struggled in poverty, how the camera was invented later, and his plan to make a huge donation to the society. Adamson listened carefully and sincerely. Praise him for his kindness.
In this way, the two of them chatted for a whole afternoon, still talking about each other. Finally, Eastman also invited Adamson to have a meal at his home, and after the meal, he visited the process of painting wooden chairs. From beginning to end, they never talked about business. Later, Adamson not only received this order, Eastman also delivered a large number of other orders to him, and the two also forged a deep friendship.
In the process of sales, the secret of obtaining orders is not whether you can advertise to the other party eloquently. Sometimes, sincere appreciation and proper compliment can get the other party’s favor and let the other party take the initiative to make transaction decisions.