< p > the longer I touch and roll in the business world, the more I realize that < a href= "//m.pmae.cn/news/index_p.asp" > Sales < /a > products or services have nothing to do with that product or service itself.

Sales is to create a trust that comes from finding common ground between you and your customers.

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< p > as a CEO, I know that I am often in the position of a salesperson, especially with the CEO of potential customers.

But Beryl is just a little fish in the sea of the medical service industry.

I want to establish relationships with the heads and brains of the big hospitals, as if they were not invited to the White House for dinner. The probability of success is very small. They are likely to be stopped by the guys wearing sunglasses.

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P gradually, I realized that the best way to sell is to let communication break away from our products and services.

In fact, the higher the level of a leader, the less interested he is in the characteristics and benefits of your product.

In your first few exchanges, your products and services should not be the subject of discussion.

Another way to build trust is a good way to sell.

In this process, you only need to be patient and keep your principles.

The following is the specific method: < /p >

< p > 1. becomes the leader of thought.

What I did was nothing special: an outsourced medical service call center.

We are an independent entity and Research Institute responsible for solving the thorny problems encountered by patients during their medical treatment.

We provide medical managers with their urgent cases and piles of data.

This allowed Beryl to win the credibility that I had never thought of before, and our service business was flourishing.

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< p > 2. looking for common passion.

My personal interest in business is corporate culture and employee loyalty.

These two points are what most CEO is good at and willing to talk about, especially in the medical industry that is undergoing cultural pformation, < a href= "//m.pmae.cn/news/index_z.asp" > CEO < /a >.

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< p > 3. knowledge sharing.

Once I find out that CEO who is communicating with me is interested in something, I will continue to talk about new news about this matter and convey relevant information.

I often print an important article to someone else, and attach a handwritten note (I am still in the era of analog signal).

This kind of human touch is still a very effective way to establish interpersonal relationship.

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< p > 4. for advice.

Instead of selling to CEO, describe your vision and strategy to your company and ask if you are on the right track.

Top management is usually very happy to give you some pertinent suggestions.

When you do well, he will buy your things.

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< p > 5. is to write a book or write articles to interview managers.

Now I am writing third books on medical services.

I have interviewed 25 hospitals, CEO, which are still being collected.

The interview shows that you are very interested in him, and the interviewees are not alert.

Most people are honored to be interviewed.

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< p > notice that I did not mention one thing, that is, < a href= "http://cailiao.sjfzxm.com/" > Product < /a >.

Many of my customers don't even know what my company is doing.

However, I may have identified the potential challenges and interests of my potential customers, and we have begun to build trust.

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