"Jun Yan. Pen "Fun" Pavilion www.biquge.info" Ke Hong greeted Ye Junyan and said with a smile, Ye Junyan in front of him put on a suit, looking a little immature and jerky, and a little shy and immature, but on the other hand, Ke Hong's side, due to the change in his figure, he looked more mature and stable after changing into a suit, and his temperament was more elegant and calm.

"Brother Hong......" Ye Junyan responded nervously, while Ke Hong patted him on the shoulder, "Relax, you are going to study with you today, just watch what I do on the side." ”

"However, Brother Hong......" Ye Junyan frowned, "Today's customers seem to be very difficult, my father has dealt with them a few times before, and I heard that it is particularly difficult to serve." When my brother and they talk about business, they have to ask the people's congress for health care or something. ”

"Don't worry," Ke Hong patted Ye Junyan on the shoulder and smiled, "We don't do that, we win with our mouths." You must know that using those means to please others is actually putting yourself in a passive situation, and when people are happy, they will agree, and if they are unhappy, they will refuse, which is actually not good for you. ”

Ye Junyan suddenly groaned, and Ke Hong continued: "What we have to do is to let them see the benefits of cooperating with us, and then take the initiative to ask to cooperate with us. This also saves you from looking at other people's faces, you know? ”

Ye Junyan hesitated: "I don't know, my cousin used to tell me that you have to learn to bow to others in these business matters, and my dad is too, he always greets people with a smile when talking about business, and he is not as tough as usual, and he has to say something against his will, but I don't like to nod his head in a low voice......"

"In the final analysis, your dad and your brother's behavior is to beg others to cooperate with you, to put it bluntly, it is the other party's charity, which of course allows you to make money for a period of time, but it is difficult to form a long-term cooperative relationship, why?" Ke Hong smiled and said, "Because the other party is giving you a handout, it is because you are in a good mood that you make some money." ”

Ye Jun looked at Ke Hong in puzzlement, and Ke Hong continued: "And what is needed for long-term cooperation? It is that both parties can make money, and if both parties can make money when they cooperate, and they will make a steady profit, then why not continue to cooperate? If you don't tell him to continue to cooperate, he will come and ask to continue to cooperate with you. Of course, this is only ideal, after all, we still have competition from our peers. ”

Ye Junyan nodded, and Ke Hong continued: "So, what about the competition between peers? ”

"Lower the price?" Ye Junyan asked tentatively, Ke Hong smiled slightly, "Of course this is a way, but I don't recommend blindly lowering the price, after all, it will also affect your own value." The best way to do this is to make the other party aware of the difference between working with us and working with other contractors. ”

"I seem to get it." Ye Junyan pondered and said, Ke Hong nodded and said, "For example, the reduction of costs, and the smooth flow of logistics." In addition, in addition to letting the other party see the benefits of working with us, you can also occasionally smear competitors, such as this contractor often defaults on employees' wages, which can become a big hidden danger and so on. ”

Ye Junyan suddenly smiled: "Brother Hong, it turns out that you will also use this method......"

"This is called trickery, this is called fair competition." Ke Hong smiled and said, "That's what everyone does. ”

Speaking of this, Ye Junyan asked with interest: "But, Brother Hong, how do you know these things?" ”

"Well, it's like that." Ke Hong replied, of course he couldn't say that he was dealing with these difficult customers in the future, so he could only say that, and then he patted Ye Junyan on the shoulder, "Let's go." ”

This time the customer is a foreign customer, because the domestic customer said that it is easy to get it done, and it is difficult to get it done, and it is difficult to get it done, and it is only necessary to let Ye Junyan's cousin and those people come to invite those customers to have a meal and then take care of the health care to get the contract, but foreign customers are not so short-sighted, and people will consider the interests of the entire company, not their own interests.

Many domestic customers, the company makes money or loses money, they don't care at all, as long as they can get benefits from this contract, but many foreign customers pay attention to whether this business can bring profits to the company, how much profit can be brought to the company. Therefore, Ye Zhengyan rarely receives orders from abroad, and he doesn't know how to deal with foreign customers.

The place where the meeting was arranged was in the office of Ye Zhengyan's company, and the secretary who served coffee to Ke Hong was Ye Junmo.

"Ah Hong, it's coming, it's coming!" After Ye Junmo pushed open the door, he put two cups of tea on the table and urged, "Those two customers will arrive soon, you are still here with a hippie smile!" This business is very important, a big business! ”

"I see." Ke Hong said, looking at Ye Junmo with interest, this girl is wearing an OL suit, wearing a pair of black-framed glasses, and wearing big red lips, she is unexpectedly quite feminine, and she also looks a lot more mature, you must know that this girl is only twenty-one years old this year in terms of age, but now she has the taste of a wife.

"Yo, you little girl, you're really beautiful when you dress up like this." Ke Hong laughed and teased, Ye Jun gave him a blank look, and said angrily: "What's the matter, you still want to do the same to your sister-in-law?" Get me serious, the customer will be here soon! ”

As he was talking, Ye Wanjun took two foreign middle-aged men to the door of the office and pushed the door in.

The two foreign men were Mr. Cross and Mr. Victor, and they had already learned about them through their homework. He also learned that Mr. Cross was English, and Mr. Victor was French, and that both were employees of a foreign clothing company.

Due to the relatively cheap labor, many foreign garment companies will choose to set up factories in Huaxia to carry out assembly lines, and then send their own people to supervise, so as to reduce costs, which is almost the default rule in the industry.

The two sides exchanged a few words of greeting, and Ye Junmo served coffee to Mr. Victor and Mr. Cross.

"Black coffee, no added sugar." Ye Junmo put the black coffee in front of Mr. Victor, and then put another cup of coffee in front of Mr. Cross, "This is your latte." ”

The two of them casually raised their eyebrows, obviously the two cups of coffee were very good for their taste.

"Success often depends on the details, and the details are these things." Ke Hong whispered back in Ye Junyan's ear, Ye Junyan nodded, and then Ke Hong said in fluent British English: "Hello, I'll get straight to the point." This time, I would like to establish a long-term cooperative relationship with your company, not a one-time cooperation order. ”

"But you know, we actually worked together once before, and it didn't turn out to be satisfactory, right?" Mr. Victor immediately replied, "Although there is no problem with the quality of your company's garments, they are not excellent, which does not meet the requirements of our company, and our company requires the best garments, and there can be no thread." ”

"That's right," Mr. Cross immediately chimed in, before Cohon could speak, "although our company is not a big brand, it is precisely because of this that we need to use our characteristics, that is, absolute quality assurance, to retain our loyal customers." If that's the case, why should we work with your company? Not to mention long-term cooperation. ”

The other party came up with a lot of crackling nagging, and he didn't give Ke Hong a chance to speak. This tactic is actually very common, just like those telemarketing, they keep talking, and don't give the person on the phone a chance to say until they finish what they want to introduce.

Of course, many people will hang up the phone directly and rudely, but most normal people will still choose to listen to the other party politely and say that they are not interested, so this allows the other party to achieve the purpose of sales.

Now these two gringos are actually the same principle, they keep talking about the various disadvantages of the Ye family and the unsatisfactory results of the last cooperation, in order to force the Ye family to lower their own value, so as to occupy the active situation. But Ke Hong won't be so stupid, on the one hand, he is ready, on the other hand, this set is not effective for him at all.

Some novices in business negotiations, such as Ye Junyan, usually can't remember what the other party said when they are forced to talk, and they will be confused at that time. But Ke Hong won't, he remembers clearly what the other party said, and when the other party said these words, Ke Hong thought about the disgust of the rebuttal, and then adjusted the word order and logic according to the overall dialogue of the other party.

"Don't panic, remember the other party's keywords." Ke Hong instructed Ye Junyan, "These people, since they are still coming to you, it means that they are still willing to cooperate with you, and they say that these are just to lower the price and open conditions." You have to remember that their key words are also two, the first is our competitiveness with other garment factories, and the second is the result of the last cooperation. ”

Ye Junyan nodded and hesitated, "But...... These are all ironclad facts, how can we refute them? ”

"Look at me." Ke Hong said with a smile, then turned to the two foreigners and smiled: "Yes, what the two of you said is very reasonable." In that case, why are you still here? Why don't you go and work with another company? ”

At that time, the other two were stunned, and seemed to be a little angry, Mr. Cross stood up and said excitedly: "Mr. Ke, are you insulting us?" Do you really think we can only work with your company? ”

"Of course not," Ke Hong replied with a smile, "Of course you can go to other companies to cooperate, but why did you still come here and give our company a chance?" I think we all know that because for now, our company is still your best choice. The reason? I guess you don't know as much about other companies as you do about ours, right? ”

The other party's expression suddenly froze, how powerful Ke Hong's psychology is, can his eyesight be wrong?

"Yes, although there are many garment factories that have a better reputation than our company, but after all, it is just a promise, and there is no basis for empty words. Everybody will say big things. Ke Hong said with a smile, "You don't know if their company can really deliver on its promises." And our company, although the quality of the clothes is not the best, but at least there will be no obvious problems. ”

The other party suddenly groaned, and Ke Hong continued: "As for the quality problem, I don't think it's our unilateral problem. You must also know that you get what you pay for, after all, our price was not very high at that time, and your company also said that it can only accept this price. Everyone is a businessman, and you should know that we can't do business with you at a loss, right? ”

At this time, the other party was speechless. In fact, Ke Hong had already investigated this matter, and at that time, these gringos opened their mouths when they were negotiating, threatening and intimidating with promises given by other companies at that time, and pushing the price very low. And Ye Zhengyan continued to fund at that time, so he took this order.

As far as the price offered by the other party is concerned, this quality is already good, after all, if you drive the price of a bicycle, it is impossible to ask someone to make you an aircraft carrier, right? That's a bit of a face-wrenching.

"So, I think it's a little hard for me to accept that you unilaterally rely on our company for quality problems." Ke Hong said innocently, "Of course, we can also make the same quality as those world's top garment factories, but the price will naturally be similar to those garment factories, do you think your company can accept this price?" ”

The two of them looked at each other, Ke Hong has now perfectly refuted the first keyword proposed by the other party, that is, the result of the last cooperation, but why do you want to continue to cooperate with them this time, and the question of cooperating with them for a long time has not been solved, so Ke Hong has to give them a reason to cooperate with himself for a long time.

"As for you, you asked me why I want to cooperate with our company, and it is a long-term cooperation." Ke Hong laughed when he said this, "I don't think you already know, do you?" It would be too modest to say that your company is a small brand, in my opinion, xxx may not be well-known in the world, but it has a considerable influence in Europe. ”

"When it's time to pat the ass, it's appropriate to shoot it." Ke Hong whispered in Ye Junyan's ear.

Immediately, he continued: "So, how can such an influential company not do research before coming to talk about business? You must also know that there are frequent wage arrears in Dongfang Garment Factory, right? However, due to the limited supply of material suppliers, the Nan'an Garment Factory does not have the best materials to make garments every year. ”

Ke Hong paused, let the two digest it, and continued: "This means that Nan'an Garment Factory, their quality is not stable, if the quality of the materials this year is good, the quality of the clothes is also good, and vice versa, it will be worse, so ......"

Ke Hong talked eloquently, and soon the two foreigners looked confused, and they couldn't think of any excuse to refute it, so they were satisfied and happily signed this five-year long-term contract with Ke Hong. (To be continued.) )