The YUP! CEO Talks program ‘LEARN EFFECTIVE MARKETING FROM MR TÈO – SALES FOR SMES’ took place on the evening of 25/05/2018 in Ho Chi Minh City, featuring Mr. Tèo Tiếp Thị.
The CEO TALKS event has passed, but its impact remains. The practical experiences Mr. Tèo shared at the CEO Talks session on 25/05/2018 made selling feel so easy! It was humorous and not as harsh or difficult as we often imagine, especially for those who understand that selling is an art!
Mr. Tèo Tiếp Thị is the familiar name of Trương Anh Tuấn, founder and head of Tèo Tiếp Thị and Friends Joint Stock Company. He entered the profession by chance, initially just to “support himself,” but his success was no accident. It came from seriousness, persistence and effort!
With more than 17 years of hands-on sales experience, he sees salespeople as indomitable warriors on the front line!
During the sharing session, he presented practical sales techniques in a humorous, approachable style that even someone who knew nothing about sales could easily grasp.
Regarding Knowledge, He Shared:
He described 2 types of customers: existing and new. Naturally, customers who have bought 3 or more times and had good product experiences are existing customers, and vice versa. Similarly, there are 2 types of products: existing and new.
According to him, linking the 2 product types with the 2 customer types above allows us to develop specific plans, strategies, and objectives when approaching different customers with suitable products. Mr Tèo emphasized: “We must measure customers' needs and sell products suited to them.” Even if a product is good and the service perfect, it will sit unsold in a warehouse if it does not suit the customer.
From Humorous Stories of His Own Early Career Experiences, Mr. Tèo Drew These Sales Principles:
Spread risk; do not put all your eggs in one basket
Remove Things That Do Not Suit Your Target Customers
Do not focus on an excessively broad market; target a few specific customer groups.
Do not exploit or take advantage of personal relationships to make sales
Do not use a single sales story for every audience; build rapport differently with different people.
Every product has its own distinctive approach to business and distribution. The flow of products always has a consumer market.
Selling through credibility is the top priority, followed by products and services
Offer a minimum of 2 and a maximum of 3 options so customers have a choice, and help them select the most suitable one.
Asked about entrepreneurial spirit and exemplary entrepreneurs, Mr Tèo offered 3 very Vietnamese and truly relatable examples:
Entrepreneurial spirit: Roaming lottery ticket sellers are the largest, most persistent and resilient sales force, never giving up or accepting a rejection until they have sold all their tickets (at least 300 tickets).
Memory and systematic organization: The general-store seller at the alley entrance, with more than 100 items large and small, remembers every price, knows when to reorder, and arranges fast-selling items within easy reach and slower-selling ones higher up…
Ability to connect and bundle products: Vegetable and meat sellers at the market can help a man or child who knows nothing beyond “I am making sour soup today; please sell me what I need…” They call fellow vendors and move between vegetable, meat and fish stalls to sell us 1 package containing the ingredients for sour soup.
Wonderful, is it not? This edition of CEO TALKS, with Mr Tiếp Thị's witty, approachable sharing of hands-on experience, gave us a completely different view of Sales. It is no longer a dry, boring profession of clocking in each morning, looking after customers, clocking out, writing reports, and so on…
Mr. Tèo instilled a love of Sales by showing that Sales is not selling goods but selling emotions, solving suffering and bringing customers happiness through the salesperson's credibility and heart.
”Choosing a life of serving others like a daughter-in-law; selling until our hair turns gray!”
That was how successfully the talk show unfolded. See you at the next CEO TALKS on 29/06/2018, with an equally engaging speaker and a fascinating topic!
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