Confessions of a Salesman

Chapter 91 Advancement of the Plan

Mr. Li nodded and said, "It's possible to complete it in this way. But you have to consider our sample delivery, test drive, inspection, and a series of problems. It all takes time, right? The running-in period for new customers, There will be many new problems, among which the supply volume is the biggest problem. Even if there are so many new customers, can you guarantee that we can supply in time? If the supply is not timely, the consequences will be disastrous.”

I sincerely accepted Mr. Li's opinion and said: "So, I need to see if the company's goals are the same as mine, whether I want to develop the company faster and better, the market is not waiting for anyone, I need the company support and need your support."

Mr. Li was not talking. After thinking about it for a long time, he picked up my plan again, looked at it and said, "I'll take it back and revise it for you first. Your plan needs to be specific and refined, and the goal should not be too unrealistic. After I'm done making changes, I'll send it to Lao Feng to have a look. Let's study it again, and then go to Mr. Wang to discuss it. This is a big deal, and I know you're in a hurry, but you can't be in a hurry. You wait for my news, and you act here. You can do it first, but don’t overdo it.”

I said gratefully, "Thank you, Mr. Li for your support!"

President Li shook his head and said, "I don't support you, I just don't oppose it."

After that, I talked to each of them again.First, Lao Liu sat down and said, "I will retire in a few years, and I don't plan to travel all the time. If you divide the area, give me a closer one. I will try my best to run, but if I can't get out, Don't push me away either."

I shook my head and said, "This is definitely not possible. What I want is not your best efforts, but the results. All right, let's go forward with all our strength. No, you won't be able to get along with me for a day." Liu was a little disappointed and said nothing more.

When Xiaohai came in, he lowered his head, obviously I said about him in a meeting before, I handed him a cigarette and asked, "How have you been doing these past few months? Why haven't you developed a new customer? what?"

Xiaohai replied in a low voice: "I ran to a few clients. They didn't pay attention to me because I was young. After that, I lost confidence."

I sighed and said, "Where are you running business, doing sales, are you going to beg for food? Didn't you run with Lao Feng for a while? Didn't you learn anything?"

Xiaohai complained: "He was too busy, he didn't see people all day, so he went to see clients twice with him, and the client saw him more than his own father, so he didn't need to talk at all, except for eating and drinking, just singing. What do you think I can learn?"

I smiled and said, "This is sales. Do you know why customers are so polite to Lao Feng?"

Xiaohai replied, "Because Lao Feng has a great momentum and can speak."

I said: "You're wrong, that's because Lao Feng let them make money and let them benefit. If you want to persuade a customer, first you have to tell them, what can you bring them? What can you let them get? Instead of begging them, you put yourself in the wrong place from the beginning, how can you do well? Think about it, I don’t want to be the first to eliminate you, and then I don’t know how to deal with you. Dad explained."

When Bao'er came in, he was smiling, but when he went out, his face was gloomy.Why, because I talked about her pain.

I said to Bao'er, "You saw it today, I don't support idlers here, and I can't do anything for anyone. You are good at everything, but you don't have sales experience, and people are too beautiful. Too beautiful people can't do well. Business, like you said when I was training, will think about you. Just like a model, you usually don't look for the facial features, which are too iconic, because then no one will look at the clothes, but only look at the clothes. Model. You have to be mentally prepared."

A few other people, I also tried the tone, because I am a newcomer, so I don't feel any pressure, and I have more confidence in myself. I can make more money with a plan like this. Of course I agree, but The pressure is relatively high.

I was about to go to bed at night when Lao Feng called and said angrily, "Are you going to turn the sky upside down? Mr. Wang hasn't successfully negotiated with the group yet. You'd better go ahead and put the sales plan out of the group. It's all out, are you planning to take your place?"

I knew that Lao Feng had nothing good to say, so I replied, "I saw the severity of the market. Do you know what Xiao Wu of Greene said about us? He even looked down on us. After the year, let our company have no place to stand. Let's look at other competitors, people don't take us as opponents, because people say that we eat royal rice, don't worry about food, don't worry about clothes, and have parents to support Hearing. Can I be in a hurry when I hear this? People want face, trees want bark, and if you slap the company in the face, isn't that just slapping your face? Isn't that slapping me in the face? I want more face!"

Lao Feng was anxious and scolded: "Then I'm shameless? This matter can't be rushed. If the company does not leave the group for a day, we can't do anything in a day. Even if we get a lot of customers back, the company has to protect it. Under the premise of the group's distribution, we can supply other customers, and this alone will kill us."

I didn't understand the truth, so I said, "Of course I know this, it will take half a year for us to develop a new customer to supply the goods. In this half year, Mr. Wang still can't fix the group? We can't wait until then. Let's do it again? It's too late then? Do you think I'm talking about this?"

Lao Feng didn't speak for a long time, and after a while, he said, "You brat, I'm thinking more than I do now, I'll go back the day after tomorrow, and we'll have a good discussion with Mr. Wang. We've grown. Your company of the Ministry of Railways has signed it. three-year contract."

This is beautiful in my heart, but I said, "What is my Ministry of Railways company? It's the company's. I didn't plan to count it on my head. Besides, it's the contract you signed, not me!"

Lao Feng said dissatisfiedly: "You don't want to come with me. I don't need two money from you. Whoever has it is whoever has it. I said, how can you be so confident in your heart? I was shocked when I made it. The indicator was originally planned."

I smiled and said: "It's more than that. At the end of next month, the director of Hunan No. [-] Special Motor Factory will go to Shenzhen for a meeting. Your old subordinate will help us introduce it. If this happens, this indicator will be counted. Shit! This is a major customer of more than [-] billion a year, with the Chinese prefix!"

Lao Feng also said happily, "Where did you get it, so many customer resources? How come I don't know? How many bad things have you done behind my back?"

I smiled and said, "It's so inappropriate to say that, my wife heard it and thought I was your junior!"

Another swear word on the other end of the phone and hung up.

After Mr. Li showed me her revised sales plan, I was greatly inspired, and found that I was still too immature, and I was still not thinking about things thoroughly.

For example, the reform of the salary plan requires a transition period, because most of the people are newcomers, have no sales experience, and their professional knowledge is not strong, so it is impossible to develop new customers in a short period of time, so only the basic salary can be obtained. is not possible.

For another example, the sales targets I formulated were too idealistic. I only thought about the increase in customer purchases, and I never thought about the shrinking of some customers. For example, the DY division of Sanyo, due to the continuous impact of domestic TV sets, their market is constantly shrinking, which is very difficult. It is possible to withdraw from the Chinese market.

In addition, Mr. Li helped me to detail and concretize many plans so that they can be implemented better.

After reading it, I said with emotion: "Mr. Li, they all say that beauty and wisdom cannot coexist, and it doesn't seem to suit you. I'm not flattering. Your optimizations and details are so good. Zhongren, what I think about is still too immature, and I am eager for quick success, I will review it!"

President Li smiled and said: "Your praise skills are too clumsy, but I have to criticize you. If you are just aggressive, you must be thoughtful in doing things. This is a major event. If you send it to President Wang like this, He must have scolded you bloody, and Lao Feng must have said that you are still too immature to be able to take on big things."

I said sincerely: "I accept the criticism later on, but I don't accept it when I say that I praise others as being clumsy. These are my words from the bottom of my heart!"

In the evening, Lao Feng and Chen Pupu rushed back. Lao Feng and I went to Mr. Li and went to Mr. Wang together.

Seeing that the three of us were looking for him, Mr. Wang hurriedly asked, "What's going on? Want the three of you to look for me together?"

Lao Feng joked: "It's all on fire. I just received the news that Greene has officially entered Yingke. This was what we expected, but the scary thing is that we haven't noticed that this year. By July, the sales volume reached 7 billion, which is basically the same as ours. In addition, I have collected some data, let's take a look!"

After speaking, he took out a document from his bag.On the profile is a list of our company's competitors:
The first state-owned enterprise unit "AH Tongling Wire and Cable Factory" has an annual sales volume of 215 billion, of which 120 billion is exported, and the rest is domestic.

The second is the Taiwan-funded enterprise "Taihua Electromechanical", with an annual sales volume of 190 billion
The third is the Suzhou Sino-foreign joint venture "Jialing Machinery", with an annual sales volume of 80 billion.

Greene ranks sixth, and the top ten sales are basically more than 20 billion.

After reading the material, Mr. Wang asked Lao Feng, "I have also read this material. The form is relatively serious, but it is not as burning as you said."

Lao Feng sighed and said: "Mr. Wang, what you see is only the surface, you don't realize that the small factories that we didn't like before are now in the top ten, what is Geling? Look at it. Looking at the expansion market all over the world, I heard that I bought another piece of land in Nanping, and I will soon start two new production lines. If we do not advance in the market, we will retreat. We can no longer close our doors and watch the theater. Will be squeezed out of the top ten!"

(End of this chapter)