Story one: Socrates studies with it

       The ancient Greece has big philosopher Socrates, one day, young people want to approach his philosophy. Socrates leads him to arrive at a riverside, made an effort him to advance suddenly in the river. The young people thought at first Socrates in cracks a joke with him, does not care. Finally Socrates also jumps to the water, and goes all out to press him toward under water. Right now, young people really has flustered, seeks livehood the instinct makes him to spell tries Socrates to lift, crawls the ashore. The young people asked relentlessly why Socrates does want to do this, Socrates replies: “I only want to tell you, makes any enterprise to have place seeks livehood certainly that big determination, can obtain the true harvest”. If a sales personnel have likely by Socrates according to successful desire time which is such intense in the river young people seeks livehood wants, will do everything possible to serve its purpose, the resistance will be the help strength, will be brave toward, but extremely, moreover success desire will then develop greatly is quicker. Therefore said that business center of figure will decide the sales personnels professional profession development the altitude.

Story two: Sells the leather shoes

       Two different company's salesmen, follow orders to an island to sell the leather shoes. On after two people island, discovered that on the island the resident has not put on leather shoes' custom. A salesman gives the headquarters returned telegram: This island does not have the leather shoes market. Then, direct step toward homes. But another salesman's report is: This island resident has not put on the leather shoes, the market potential is enormous. Finally, he has remained down, passed through certain time the development, the success has seized this island leather shoes market. The sales personnels face the market, should according to the circumstance, the transformation thought that the innovation be accommodating, acquires the market innovative ideology, explores and develops, seizes the latent opportunity by the market superficial phenomenon, the person altruism has, the human has me to be superior, subdivides and unearths the market to create the market.

Story three: West Qi pushes stone

      In the ancient Greece myth, has one about the west Qi story. West Qi Yin violated the law in the forehead, therefore is punished by the deity the society to suffer hardships. The deity to his penalty is: Must push a stone to climb mountains. Every day, west Qi Du used the very big effort to advance that stone the summit, then went home to rest. But, when he rests, the stone automatically will roll down. Therefore, west Qi Jiuyao does not stop pushes that stone toward the mountain on. Thus, what west Qi faces: Forever without limits defeat. West the deity must punish Qi, is also must suffer his mind, will cause him at “forever the without limits defeat” in the destiny, will suffer hardships and calamities. But, west Qi is not willing to admit defeat. Each time, when he pushes the stone climbs mountains, he thought: Pushes the stone to climb mountains is my responsibility, so long as I push up the stone the summit, my responsibility. Because west the deity is unable to punish Qi again, puts him to return to the forehead. The sales personnels in the sales process, unceasing will bump into each kind of difficulty, the setback and so on, west must look like Qi to be the same, adjusts the good point of view, insisted that point of view decision success or failure. Has bumped into the question, should ponder calmly, deals calm, the analysis pondered, can definitely solve the problem.

Story four: The lukewarm water boils frog

      American some famous university has performed such an experiment, throws the cauldron which a live frog boils, the frog when the close water surface jumps suddenly returns alive. Then puts in a live frog in the lukewarm water, in uses the flame the water heating, the frog happy to tour slowly in the water tours, has not felt the god of death slightly oncoming, when the water temperature heats up to the certain extent wish escape, all without enough time, finally had already been boiled die in the pot. This experiment showed to the people the human and the organization when is encountering the crisis suddenly, can concentrate the complete strength to deal with, finally can turn danger into safety; But human and organization, in bitter experience not too obvious crisis, but crisis when worsens slowly, actually will not bring to the attention, crises and so on result intensifies to the certain extent wants to melt actually all again without enough time. The sales personnels in view of adopt what kind of sales strategy in the sales process to be very essential, present's customer is mature, often must make a flank attack circuitously, proceeds in an orderly way, slowly seeps, finally boiled thoroughly the customer.