"As a salesperson, first of all, you have to understand what you're selling. Especially in our machine tool sales, what you need to know is not only some of the most basic parameters. I don't require you to memorize the performance parameters of the CNC machine tools produced by our company, at least you have to be able to tell the customer what they want to know with reason when the customer asks. ”

In the training room of Jiuyi Heavy Industry, Yun Fei wrote some content on the blackboard in front of the training room, and at the same time talked to many older students who were working hard to write the most basic qualities that a salesperson must have.

Salespeople rely on a mouth. However, machine tool sales staff, not only a mouth can solve the problem, many customers who buy machine tools, maybe they do not understand machine tools, but when choosing machine tools, they will definitely bring professional technical personnel and experienced masters.

The sales staff of machine tools, especially CNC machine tools, may not necessarily fully understand, but at least they must be familiar with the various parameters of machine tools. These parameters are often the most concerned by customers. If the salesperson doesn't even know these basic things, there is no way to communicate with the customer, especially those technicians who can't make the decision, but the opinion can influence the person who can make the decision, their opinion is more important.

The boss is often concerned about the price of at least the machine tool, after all, in this era, there are not many models and types of domestic CNC machine tools, so the difference in price is not too big. If the difference in performance between the two machine tools is too great, as long as the vision is not short-sighted to the boss in front of you, the opinions of professionals will be seriously considered.

Professional things are left to professional people to do, and the boss only needs to be responsible for listening to the opinions of professionals. What the sales staff of Jiuyi Heavy Industry has to do is to use their professional skills to persuade those professionals.

Yun Fei recruited a resident sales staff inside the factory this time. They are all over 28 years old, and almost all of them are from the most basic front-line production workers, front-line managers and technical personnel. These professionals do sales, as long as they have theoretical experience in sales, they often bring better results than those more professional salespeople.

Machine tools are produced from their hands, and if they are not the salespeople who know their company's products best, no one else knows better.

Those machine tool agencies or individuals, many times just look at some machine tool manufacturers to give information, in front of the customer flickering. They don't know that the information given by machine tool manufacturers is often only theoretical parameters. Many customers buy machine tools after that. In the production process, it was found that the machining accuracy of the machine tool was too different from the parameters said by the seller.

Yunfei's recruited internal sales staff should tell customers not only the theoretical accuracy of the design, but also the machining accuracy of their machine tools!

"The reason why I broke the previous convention, the practice of other companies, to select sales personnel from the production and grassroots technical and management personnel within the factory, is not because our sales department can't recruit people, but no one knows our machine tools better than those of you who produce these machine tools. I need you guys to do it. It is to introduce the various professional things you know about machine tools to our customers. For example, our CNC lathes are compared with the products of other machine tool manufacturers. Where are the advantages and disadvantages...... "Yunfei gathered all the sales staff, including several of his elders, and the sales staff recruited and selected within the factory this time for professional sales training.

He knows a lot about these sales theories. Although he is not qualified to be a salesperson, he is more qualified than anyone else in the world to train his company's salespeople.

Yun Fei said, his eyes scanning the dozens of salespeople sitting under the podium a foot above the entire training room. Seeing this, everyone stared at him with a puzzled expression, and stopped, he was waiting for the salesperson's inquiry.

Sure enough, many people raised their hands, including Jiang Jianxing, who was specially notified by Yun Fei to come back, and several other elders, all stared at Yun Fei, waiting for Yun Fei to solve his doubts.

Yun Fei casually clicked on a person he didn't know who should be a technical worker in the front-line production.

"Boss, when others buy things, don't they all say in the good way, how come they come to us, and they say the bad things? If this is the case, others can only see the shortcomings of the products produced by our company, and they will not be able to see the advantages of our products at all. The new salesperson who was pointed to by Yun Fei and asked the question asked the doubts in everyone's hearts.

Yun Fei pressed his hands and motioned for the person who asked the question to sit down.

"It's up to you to interpret that. Some people say that one good covers a hundred ugliness; There are also people who say that one ugly hides all the good. Why do I ask you to name the shortcomings of our products? That is, we are not afraid of others knowing the shortcomings of our products! What we need to do is a long-term business, and if we can maintain a good relationship with our customers, we must make them trust us. How do you get customers to trust? That is, before the customer uses our products, the defects caused by the design accuracy that cannot be achieved due to technical reasons are notified to the customer, so that the customer will consider it in more detail. ”

Yun Fei saw himself explain like this, which made the old salespeople below, including the original sales department, even more confused, and could only rub their swollen heads helplessly.

Still in a seller's market, these salespeople simply don't think about how much benefit long-term and stable customers will bring to them in the future.

"In addition to the new people who joined our sales team, everyone should know the performance of these domestic CNC machine tools in the market, right?" Yun Fei asked solemnly at the people below.

Half of the people in the entire training room were nodding their heads.

"Our most advanced CNC machine tools, most of them are from the Pearl River Delta customs into China, my uncle Jiang Jianxing in the Pearl River Delta did nearly half a year of market research, now we ask him to introduce you to the situation of domestic CNC machine tools."

There was warm applause in the training room.

Jiang Jianxing, many people know, not only because he is the boss's uncle. What's more, half of the hundreds of ordinary lathes sold by Jiuyi Heavy Industry were sold by him.

Jiuyi Heavy Industry is not like other state-owned factories, even if you sell more equipment, there will be no more bonuses than the regulations. Therefore, most of the state-owned machine tool manufacturers choose agents to carry out the construction of their sales channels.

Jiuyi Heavy Industry has clear regulations on the rewards of personnel who sell equipment. Even if it is the most ordinary cleaner, as long as he sells the equipment through his own connections, the bonus he should give will not be less than a penny.

"For foreign CNC machine tools, we won't say it for a few days, there are few people who don't know the gap between our CNC machine tools and those CNC machine tools imported from abroad. Of course, I'm just talking about those expensive mid-to-high-end CNC machines. In fact, the CNC lathes that we have now produced are finalized, and the performance can compete with the mid-range CNC lathes imported from abroad. Compared with the number of cars in Europe, there is still some gap, but it is definitely not worse than that made in Japan and Taiwan, and even slightly better in accuracy and rigidity. Jiang Jianxing briefly said the comparison between the CNC machine tools produced by Jiuyi Heavy Industry and foreign CNC machine tools.

With his words, many people below began to become full of confidence.

"If we compare with the domestic CNC lathe, it is far better than the products of other manufacturers, our products can be positioned to the mid-range, not at all those in China can only produce CNC lathes that are not much better than modified machine tools. For domestically produced CNC lathes, most manufacturers can only ensure the machining ......accuracy of three to five wires because the imported ball screws are defective products from abroad, and the positioning error of the rotary turret is too large.

Jiang Jianxing stayed in the Pearl River Delta for a long time, and often went to the customer's production workshop to see the equipment produced by other manufacturers. Therefore, I have a deep understanding of most of the equipment that exists on the market in China.

"Did you hear that? Our products are much higher than those in the domestic industry. Why do we need to tell our customers about our shortcomings? The price of our products is cheaper than the price of imported machine tools of the same grade; The precision is higher than the machine tools produced by other domestic manufacturers, although the price is a lot more expensive, but our machine tools are worth this price! Therefore, what we have to do is to compare the price with imported machine tools, and compare the accuracy and performance with domestic machine tools! After Yun Fei finished speaking, his fist slammed on the podium.

However, seeing that there were still a lot of people staring at him suspiciously, especially those old people in the sales department, Yun Fei was embarrassed.

I thought it was very inflammatory, except for those new whites, there was no appeal to those old salespeople. Yun Fei knew that they were still waiting for themselves to explain why they wanted to tell customers about the defects of their products. After all, the CNC lathes produced by Jiuyi Heavy Industry are already the best in China at present, although they have not been tested and demonstrated by the market.

"Well, we haven't talked about what we want to tell our customers about the shortcomings of our products. At any given time, there can be a device that is perfect without a single defect. In the process of using our equipment, customers gradually find problems and defects that are not even discovered by our experimenters. If our equipment causes heavy losses to customers because of the defects of the machine tool itself, in that case, will customers continue to buy our equipment when the production scale is expanded? If we tell the customer in advance and make them prepared, will it still cause the customer to lose? (To be continued......)