How can we do，then you will be called the world’s most cow employees?

A 23 years earn one billion a day.

It means he can,

41 days to get Tencent year revenue 41.6 billion,

100 days to get Ali’s annual revenue of 101.1 billion.

It is the same God-like presence of employees,

To make money faster than the printing press faster!

This is a record salesman hit the aircraft sales record,

Average daily speed of 2 orders.

Insisted for 23 years until retirement!

He is known as Boeing’s “number one rival”

Boeing in order to defeat him changed 8 sales director,

But all defeated one by one.

Leng Leng looked at him to a European aircraft manufacturer,

Be the Boeing keep pace with the world’s largest aircraft manufacturing company,

And increased its global market share from 13% to 50%.

For 23 years his aircraft have been sold for a lot more expensive and expensive,

But rare,

He is a lifetime favorite by customers.

Not long ago the 65-year-old announced his retirement,

His old client UAE direct moat set a 30,

Aircraft orders totaling more than $ 7.2 billion,

Only for him “a retired gift.”

This character is Airbus Group sales director,

Called “Mr.Airbus” (Mr. Airbus)

John Leahy.

He is called a living miracle by The Wall Street Journal!

During the reign of individuals, at least for the company to earn more than one trillion!

Recently, Ray has repeatedly postponed the retirement time officially announced that he will be officially retired in January next year, “the history of the most cattle salesman,” the legendary career is coming to an end, who will continue the legendary future?

Boeing replaced 8 sales director for him

But still unable to get back to heaven

Good product and good product competition, sometimes poor sales. One of the most important things Airbus has done in these years is the hiring of John Leahy 23 years ago,

His highly talented sales talent helped Airbus move from a small aircraft manufacturer in Europe to become the largest aircraft manufacturer in the world with Boeing aircraft.

In 1952, Lei Yi was born in the Queens borough near New York airport. As the airplane flew overhead every day, the little boy wished to be called a pilot.

But after his high school graduation, with his father’s obstruction, Rhee was forced to choose theology and philosophy, and the authoritarian father hoped that he would become a respected priest later.

But Ray did not want to, he has been interested in machinery and vehicles, a university graduated he started a taxi, and quietly save money, register for the pilot qualification exam.

Two years later, he got a flying instructor’s license and became the co-pilot of a night cargo flight.

With this work, the advancement of Lei Yi and took out the salary, studied at the University of Syracuse financial and traffic management MBA program, obtained a degree, he directly to the United States aviation bureau to vote resume, who knows people did not fancy him .

So, trance he came to the United States aircraft manufacturer Piper company, became a salesman.

Maybe sometimes you do not know where you are glowing, no resources, no contacts, he sold 38 aircraft in just one year, or the company’s total performance of the previous three years!

At the age of 35, Lei Yi fancy Airbus, into the group became a bottom salesman.

Founded in 1970, Airbus is a highly complex aircraft manufacturing consortium comprised of Germany, France, the United Kingdom and Spain. Internal positions are allocated on a nationality basis.

So, Lei Yi Airbus Group spent eight years, the performance has been the top three departments, but the sales director has been held by the British.

1994年，时任空客CEO皮尔森终于对这群英籍销售主管的业绩忍无可忍，让他们全部滚蛋，把业绩最好的雷义提拔成为销售主管。

即便雷义有能力，空客高层也没对他抱多大希望，毕竟当时空客最大的对手波音飞机公司，足足占了60%的市场份额，而空客只有可怜的18% 。

所以，空客高层的目标，只是希望雷义能把市场份额做到30%左右，谁知雷义一上任就立下军令状：

5年时间，把空客的市场份额做到50% ！

听了雷义的话，当时所有的董事会成员都苦劝雷义：现实点现实点，做不到可就太打脸了。

而且当时的波音公司根本不把空客看在眼里，销售主

In 1994, when Airbus CEO Pearson was finally overwhelmed by the performance of the group of British sales executives, let them all get out and lift the best performing Thunder into sales director.

Even with Thunder’s ability, Airbus executives did not hold much hope for him, after all, when Airbus biggest rival Boeing Aircraft Company, a full 60% market share, while Airbus only a poor 18%.

Therefore, the goal of Airbus high-level, just hope that Thunder can make the market share of about 30%, who knows Thunder took office on the military order:

5 years, Airbus’s market share to 50%!

After listening to Lei Yi, then all the members of the board tried to persuade thunder: the reality point of reality, can not be too face-shaving.

And Boeing at the time did not look at Airbus at all, and sales executive Ryan Raymond heard Ray’s rhetoric even more laughable: Airbus could have 50% of the market and my dog could do the job president!

However, the next day, Ray is the time to slap everyone face.

As Airbus sales director for 23 years, Leyi signed a large single:

In 2007, Emirates ordered 70 A350s and 11 A380s worth $ 23.5 billion;

In 2011, Qatar Airways ordered 80 A350s and 3 A380s worth $ 22.6 billion;

In 2011, AirAsia ordered 200 A320neos worth $ 18.2 billion.

 

Lei Yi and AirAsia Vice President shaking hands

The most powerful is the November order, a Dubai Aircraft Exhibition, where he and his team won 510 aircraft orders directly, with Airbus and US investment agency IndigoPartners signing a preliminary agreement to sell 430 of the aircraft to them for a total value of more than 42 billion euros, or about 330 billion yuan, has become the history of the largest order!

Rough statistics, just in 2017, Lei Yi has won 875 aircraft orders, according to the price calculation, the amount of more than 100 billion US dollars!

Under Ray’s leadership, Airbus pulled its market share to 50% in 1999, and Boeing was on an equal footing for just 4 years!

By the 21st century, Airbus is even more hyperbolic. For 11 years in 16 years, aircraft sales have been higher than those of Boeing. At one point, the market share has risen from 18% to 65%. For the 23 years Airbus has changed from Airbus to 8 sales directors No one can restore the disadvantage.

In order to stop Thunder, many Airbus competitors will have been staring at Thunder’s dynamics, trying to determine where Thunder is now, analyzing which airline he will negotiate with next, and trying to get his business going.

But even so, Lei Yi signed a large single no less, making the former Boeing sales director Toby Brett can only laugh: In fact, we love Ray justice, with him, the company can rely on his loss (Robbed of business) now.

Ray’s sales experienceThis 5 sell recommendations must not be missed

1, selling products is to sell their own, please stay energized forever.

Lei Yi has a famous saying: “Sell the product is to sell yourself.”

What he means is that the person who can sign the bill most must be the most energetic and contagious person. No one is willing to do business with someone who looks half dead or awake.

Thunder two decades ago, two-thirds of the time spent on the plane, someone asked him how many hours he has spent on the plane, he said: “I can not count the answer, I only know that sometimes, When I was at home eating dinner, I would habitually want to wear a seatbelt. “This action made him quite awkward, and even sleep in bed at home is a waste of time, must be flying on the plane only practical.

In order to maintain energy, he never drank, meal is also based on light, fitness one hour a day, each time after the plane, will not go directly to see customers, but first do 20 minutes of aerobic exercise.

Due to self-discipline, Ray’s has maintained a very good state of mind, the customers say that every time Ray appears in front of them, are full of energy, gestures are contagious, it is easy to be infected by his words.

2, offensive routine, well-versed in products and competing products

We all know salesman to understand their own products, but why should we understand? Many people do not know.

Lei’s point of view is: to understand their own products, the purpose is to find their own products and user needs matching point, the more you know, the easier it is to find matching points, the higher the success rate.

Thunder most do not like the kind of holding the same set of sales words over and over to have been talking about the salesman, he believes that the understanding of their products is never-ending, know as much as possible.

So, Lei is not only familiar with all the data on all Airbus models, but also the data on the Boeing models, and is known for its acute intelligence.

Once on the Northwest Airlines to promote the A320, Raytheon has been in accordance with the preparation in advance, this model for Northwest Airlines reason to say it again, such as less fuel consumption, large cabin capacity, but the other seems unmoved.

Lei Yi looked at each other’s negotiators and vice presidents Austin, a bit overwhelmed, he suddenly remembered that Austin was a pilot, did 25 years before the pilot was promoted to executives, and the A320 has just adjusted the cockpit, easier to operate Pilot’s space is bigger.

As a result, Ray cleared his throat and began his “performance.” He first exchanged views with Austin about his previous pilots’ experience, those tough night shifts, the narrow cockpit, the annoying noise, After agreeing, talk about their own A320, operability and comfort even pilots are full of praise.

Finally, he stopped suddenly and looked at Austin. He said in a single word:

“One aircraft – fuel efficient, boss satisfied; spacious cabin, passenger satisfaction; easy to operate, pilots satisfied; we are satisfied with the plane, what are the reasons not to buy?”

In this way, a 28 A320, worth 2.5 billion US dollars of the big single won.

The man who worked with Thunder for many years said he was in fact a shy and humble person, but at the same time he was ambitious and said that if he did not reach a certain number of sales, he would quietly knock him to the bottom.

3, all sales, before the meeting has begun.

Thunder once said: When you meet the customer began to sell, then you are 100 years behind.

What he means is that before you sell, you have to put your horsepower at the starting line.

Said above exercise, maintain status, understanding of the product, are Thunder in the pre-sale preparations. In addition, he also believes that sales have “home advantage.”

In his view, to go to the customer company to talk business, there are too many uncontrollable factors, such as their own poor workmanship, under-prepared, so close to the transaction that negotiations, Ray justice must be on Airbus in Toulouse, France Headquarters meeting room.

Airbus Group is headquartered in Toulouse, France

4, show more advanced than others!

Prior to Raytheon, Airbus sales directors showed their customers their high-tech aircraft, always loving the projector, projecting photos one by one, and then slowly and customers to explain.

Lei Yi took office immediately flew this set thrown into the trash, then come to millions of euros invited famous director to airbus filming videos, how cool on how to shoot.

He left a famous saying: selling high-tech products, we must use high-tech to show!

Airbus A380 commercials

Airbus Giant A380 R & D success, how can we sell it? Lei Yi specially designed an A380 aircraft simulation driver, placed inside the airshow, the simulator has four routes, the picture realistic, but also to simulate weather such as lightning storm.

A380模拟器

一般的航展销售手段都很无聊单一，这个“模拟器推销法”一出现，立马引起轰动，得到了不少客户的关注。

所以，做销售，工具真的很重要，与其用嘴巴说自己有多专业，不如想想有什么工具能让自己变得更专业。

5、把顾客当学生，而不是上帝

顾客最终是否选择你，取决于你和客户的关系，如何从陌生到被信任，是销售最大的挑战。

或许你会说，搞关系不就是陪客户吃吃喝喝吗？那你就错了，吃吃喝喝谁不会啊，你会客户也会，那又有什么区别？

雷义觉得，品牌和顾客的关系不是上帝和服务员的关系，也不是狼和羊关系，而是师生关系。

品牌是老师，顾客是学生，老师要辅导学生完成一门功课——如何买到最合适的商品？

这就解释了，顾客明知道你要赚他的钱，为什么还要听你推销？因为他不知道哪家的产品最适合自己，怎么买最有利，他需要从你这里获取资讯，更进一步地说，是内幕资讯。

所谓的内幕资讯，可不是什么商业机密，而是你作为一个专业人士能够给予的建议。

雷义飞行员出身，又卖了多年飞机，所以对航空运输业有很深的认知，所以他常常一边推销飞机，一边专业分析对方公司的未来，对方就像学生听书一样，获益匪浅。

因此，雷义和不少顾客都建立了这样的“师生关系”，一边卖飞机一边给对方当指导，其中阿联酋航空最为夸张，不仅和空客成为长期合作伙伴，听说雷义要退休，还主动订购了30架A380，总值72亿美元，只为送给雷义作为退休礼物！

1985年，当雷义加入美国空客公司的时候，商用飞机业务还由波音和麦道公司主导。如今麦道被波音吞并了，空客已成长为波音最害怕的对

A380 simulator

The general Airshow sales are very boring single, the “Simulator Marketing Act” appeared, immediately caused a sensation, has been a lot of customer attention.

So, to do sales, the tools are really important, rather than using their mouths to say how professional you are, think about what tools make you more professional.

5, the customer as a student, not God

Whether or not the customer chooses you in the end depends on your relationship with the customer, how strange and trustful are the biggest sales challenges.

Perhaps you will say, do not engage in customer relations is to eat and drink? Then you are wrong, who eat and drink who will not ah, you will customers, then what is the difference?

Lei Yi think, brand and customer relationship is not the relationship between God and the waiter, nor the relationship between wolf and sheep, but the relationship between teachers and students.

Brand is a teacher, the customer is a student, the teacher to coach students to complete a homework – how to buy the most suitable product?

This explains, customers know you want to earn his money, why should you listen to you? Because he does not know which product best suits him, how to buy the most favorable, he needs to get information from you, and further, is insider information.

The so-called insider information, not what trade secrets, but you as a professional can give advice.

Lei Yi pilot and sold for many years the aircraft, so the air transport industry has a deep understanding, so he often while promoting the aircraft, while professional analysis of the other company’s future, each other as students listen to books, benefited .

Therefore, Lei Yi and many customers have established such a “teacher-student relationship” while selling aircraft while giving guidance to each other, of which Emirates is the most exaggerated, not only became a long-term partner with Airbus, I heard that Ray’s to retire, Also volunteered to order 30 A380, worth a total of 7.2 billion US dollars, only to give Relief as a retired gift!

When Leyi joined Airbus in 1985, the commercial aircraft business was dominated by Boeing and McDonnell Douglas. Now that McDonnell Douglas was annexed by Boeing, Airbus has grown to be the most feared rival for Boeing, and their position in aviation sales is now equal.

手，两人在航空销售的地位如今已是平等。

After the legendary air left,

Who will continue to write the future legend?

Legends, there are always the end of the day.

Just as Apple has Steve Jobs, Airbus has Thunder, although he is not a product engineer, but no one can surpass the contribution, announced three retirements, and three postponed retirement.

At Airbus for 32 years serving as sales director for 23 years to help Airbus sell 16,000 aircraft Lei Yi, and now finally announced the retirement in January next year, 54-year-old former Rolls-Royce company executives Schultz will replace his position.

Fabrice Brégier, Airbus president, said: “The will to win the victory is famous.”

Airbus CEO Tom Enders told Germany’s Le Monde: “Lei is unique as a salesperson and no one in the industry can beat him.”

The United States, “Wall Street Journal” directly call him: “The Living Legend” – a living legend.

In 2015, he was awarded the Outstanding Achievement Award by the Flying Club Foundation, which is equivalent to the Academy Award for the aviation industry. Previous winners include Armstrong, Former President George W. Bush, and current and former airline chief executive.

But Lei Yi is very modest about his achievements: I am just an ordinary person, because good luck has made some achievements.

As 67-year-old Ray leaves his office, Airbus will also enter a new era. The next successor’s inability to assume responsibility will be Airbus’s biggest challenge in the future.

His sales experience, first reading is very common, but more and more feel pragmatic.

The so-called Avenue to Jane, the method is actually very simple, the key is the latter part of the layout and exercise, no matter what position to focus on doing the best on the right, and some people can not copy our success, but the old man tell you The truth, everyone can do it.