Li Ruoyu told the company's employees in advance about the experience and theories summarized by these concrete experts in later generations, which is equivalent to letting the company's employees win at the starting line in marketing work and sales negotiations.

looked at Li Ruoyu with adoring eyes and said: "Mr. Li, then you can tell us about the specific methods and skills of marketing, and we will use them flexibly in the future." ”

Li Ruoyu smiled: "Okay, let's take this opportunity to say a few more words today." Concrete is different from general consumer goods, and general advertising, publicity, concessions, discounts and other promotional methods have little effect on concrete. Personnel promotion is still the main way to sell concrete. Therefore, it is very important to absorb and train excellent sales personnel in concrete marketing work. A person may have a lot of advantages, but if he is not strict and does not carry out lasting learning, he will also fall behind. Business knowledge, sales skills, sense of responsibility, and the correct concept of payment collection should be continuously strengthened. ”

"The concrete batching plant should establish a training system and a good incentive system. In the training process, the training of payment collection skills is actually more important than the training of sales skills. Arrears in the construction market are common and tend to get worse. Marketing without payment is not called marketing, it is called dedication and love. Whether a company is a charity or not, a company is profitable, so our sales staff should keep in mind that no matter when the payment is more important than the sale. The most effective strategy to ensure real business results is to strike first, take the fastest collection action, take the first to win, and whoever has the most and fastest recovery of funds is the real winner in the market. ”

"We must always instill the salesman must have the spirit of not giving up until the goal is reached, and at the same time to define whether the customer really has money not to repay, malicious arrears, before urging to be prepared to deal with various excuses, and at the same time require the salesman must be clear about the payment procedures, approval procedures, customary payment dates, settlement cycles, etc. Be familiar with the other party's settlement process, and you can immediately see through most of the other party's excuses. And ask the salesman to make an agreement to the other party, we will never break our promise, you should also talk count, for example, my company promised to advance the position before the company will never require your company to pay, but to reach the payment time unit must pay, so that the customer is an invisible pressure. At the same time, the legal documents and demand letters are served to remind the customer, and the customer is asked to sign the receipt as evidence. Requiring the other party to first write down an instalment guarantee or repayment plan can not only exert pressure on the other party to repay, but also ensure the continuity of the statute of limitations. ”

Li Ruoyu said so much in one go, everyone in the conference room was shocked by Li Ruoyu's broad knowledge, and shocked that what he said was very practical, and some people even thought that Li Ruoyu had never done sales work, how could he know so much, is this a genius? Self-taught?

Li Ruoyu continued: "In the management of the salesman, we should always emphasize the team spirit of the salesman, and the sales manager should personally negotiate with the salesman with the customer, so that the salesman can not feel that he is working alone and isolated. The group may be just a simple combination of people, and the expression may be a kind of chaos and disorder; However, the team has a strong sense of thinking and cooperation, and the team itself is a manifestation of competitiveness! There are many departments in the enterprise, the department itself is a small group, a number of small groups form a large group, how to make a small group into a small team, a large group into a large team? Independent thinking and effective communication are two must-haves. ”

"Most employees in the enterprise will not lack the ability to think, the key is whether to use it and where to use it? The rights, salary, performance appraisal, promotion, and transfer of personnel in the enterprise are all decided by the leader, so the leader will take it very seriously. There is nothing wrong with respecting the leader, but if it develops to the point where there is only the leader's instructions in the eyes, but in fact it is slow to respond to the needs of other departments and customers, then there is an invisible gap between departments and departments, and there is a fault line of communication; Departments don't buy each other, leaders have to coordinate at every turn, how can such a model participate in the fierce market competition? ”

"So the way we think about the management team should be transitioning from product sales to customer marketing, from leadership-centric to customer-centric. Emphasize that everyone should always think about what customers need and how to improve their work to meet customer needs as much as possible. Managers at all levels should also think about what methods and ideas their subordinates have proposed, and pay attention to encouraging subordinates to participate more in the analysis and suggestions of work, so as to cultivate employees' independent thinking. ”

"In addition to thinking about customer needs on a regular basis, effective communication between departments is extremely important. However, in the actual production process, communication often evolves into a kind of shirking responsibility and a kind of mutual accusation. When something goes wrong, the first reaction is not to think about how to solve it, but to say that it's not my fault, and then immediately think about whose fault it is and who is responsible. Anyone can find faults, but then there are very few people who follow up and propose rationalization, can this be considered effective communication? ”

"The two sides of the communication do not think about personal interests, but start from solving problems and meeting customer needs; While asking questions, put forward your own reasonable suggestions, pay attention to listen to each other's reasons, work together, collaborate to improve, and keep in mind that when it comes to any part of the company, there is only one pronoun for us, because only by keeping us in mind can we become a real team. ”

Li Ruoyu talked eloquently, he felt that he was back in his previous life, when he was the chief engineer, when he was training employees in the company, in the industry association, and in the university, he felt like an expert. Although it is a bit verbose, but the company's employees must be trained is also an important part of the company's development, if a company does not carry out effective training, then the ability of employees to work can not be improved, the company's development stamina will be insufficient, Li Ruoyu also wants to establish a multinational group, so it is better to start now.

Speaking of this, Li Ruoyu said: "You may not know that in fact, our first customer was introduced by a friend, not a customer that our sales staff talked about. This brings us to relationship marketing. Our commercial concrete industry actually has more relationship marketing than other industries. The customer is the God of the enterprise, the purpose of relationship marketing is not only to win customers, but more importantly, to maintain customers, because the cost of maintaining a customer is far lower than the cost of developing a customer, and the contribution of valuable loyal customers to the enterprise is very large, the concrete batching plant is not only a simple transaction with customers, but to establish a long-term cooperative relationship with large customers who may or get profits, so improving customer loyalty is an important task of the enterprise. (To be continued.) )