After chatting all night, Zhou Jianping didn't take the initiative to mention the purpose of his trip, not that he liked to idle here, Zhou Jianping knew that freezing three feet was not a day's cold, judging from what happened before, those salesmen of the subsidiary company made Lao Song very disappointed, if you want to change this situation, it is not a few words that can work, this matter is not in a hurry, you can't reach it quickly, and when it reaches a certain temperature, it will melt the ice and snow.

"My brother has put in such a lot of effort, and he didn't just come to me to make small talk to me, right?" Lao Song took the initiative to lead the topic.

"Hehe, Brother Song thinks we're chatting? I don't think so. The conversation just now was very meaningful, which not only allowed me to find the crux of the problem, but also allowed me to learn a lot of knowledge from Brother Song. ”

"I'm a rough old man, what can I learn from me? However, the brothers talk well and have rich social experience, so it seems that there will be new improvements in the sales work of your unit in the future. ”

"Since the brother is concerned about the sales situation of our unit, the brother dares to ask, if our concept changes and the sense of service is improved, in the future, will our products still have a chance in the meat factory?" Seeing that the time had come, Zhou Jianping gradually infiltrated forward.

"Ouch, we're using another company's product right now, and I'm afraid your idea won't be easy to realize." Lao Song looked like he was not negotiable.

"Brother Song, when they went in and we came out, wouldn't it be the same?" Zhou Jianping gradually strengthened his words.

"The situation is very different, at that time your unit refused to change the packaging, and we could only change the supplier without hesitation."

"I understand what you're doing, but is it possible for the meat packing plant to consider using our products gradually, provided that your requirements are fully met?"

"This ----," Lao Song was silent for a while, he looked at Zhou Jianping, "Things are very difficult to do, you can't completely replace the previous customers." ”

"Big brother is too worried, I am not the kind of greedy person, if I want to survive, I have to let others have a way to live, as long as you open the door of opportunity for our products at the right time, even if it is just a crack in the door, I will be satisfied, as for whether it can be completely replaced, that is a matter of the future."

"Well----, let me think about it, and I'll talk about you later." Lao Song has the meaning of sending off guests.

Zhou Jianping sat motionless in his chair, he felt that if he was sent out of the door like this, it would take a lot of effort, and finally he would be sent home with the words "I'll talk about it later", which would not only be fruitless, but also frustrating. Judging from the previous conversation, this old Song shouldn't be such a person!

Thinking of this, Zhou Jianping said in a begging tone: "Brother Song, I finally found you on this trip, we chatted very speculatively, and there is a consensus on many issues, on the issue of raw material supply, can you give me a little promise, even if it is a small promise, I will go back and pay the errand." ”

"At first, you pretended to be nothing, and I thought you were coming with a purpose." Old Song Dao.

How new this is! You are not Zhou Jianping's mentor and friend, even if he is bored and wants to find someone to chat, he has never been with you in his life, and he will not come all the way to find you! If he starts with an impatient look, he won't be turned away by you?

"Even if there is a purpose, I won't make it too difficult for my eldest brother."

"Seeing that you are a real person, you are measured, and you have a lot of social experience, so I will give you this face. Well, from next month, the meat factory will buy 10 percent from your unit. ”

"Thank you, big brother! What about later? ”

"In the future, we will increase it by 10% every other quarter, and eventually your products will account for half of our consumption, right?"

"Our share can't be any more?"

"Half at most, no more." Lao Song said very resolutely.

"Well, thank you very much for the support of the eldest brother! My brother knows that I will come to see you often. It's getting late, and I have to take my leave. Zhou Jianping got up and was about to go out, and when he shook goodbye to Lao Song at the door, he said casually: "Our unit has formulated a new sales policy, after completing the basic sales quota, the excess part has a performance commission of five percent, if I can exceed the sales task, five percent of the performance commission, I only need two percent, and the remaining three percent belong to you." After speaking, without waiting for Lao Song to react, Zhou Jianping ran downstairs.

Lao Song said that from next month, the meat factory really purchased from the subsidiary, but under the temptation of Zhou Jianping's promise, the original plan to increase the purchase volume by 10% every quarter became an increase of 20% every month, and finally, within a year, the supply volume of the subsidiary company accounted for 90% of the total consumption of the meat factory!

Afterwards, I talked to Ma Xingwei about this matter, and the other party asked him: "Jianping, don't you feel distressed when you give three percent of the performance commission to Lao Song of the meat factory?" ”

"Xingwei, money is a good thing for everyone, especially people like me who are from humble backgrounds, whose family is in a remote rural area, and whose family is so poor that they have the deepest feelings for money, but the reality is that if I don't give up the three percent, I can't even get the two percent. In addition, through this incident, I was able to convince everyone in the sales department of the subsidiary, including the old man, that now they are respectful to me, at least on the surface, and they no longer dare to behave like before. ”

"The key is that your concept has changed, this is the biggest gain, as for your gang of turtles, they dare to be disrespectful to you, if you had told me earlier, I would have found a way to clean them up."

"Xingwei, I'm not a child, why use you everywhere, what you can face alone, try to solve it yourself, are you right?"

"That's true, but don't carry it alone in the future, talk to your friends, at least help you come up with ideas, three stinkers beat Zhuge Liang."

Manager Liu, a subsidiary company, also praised Zhou Jianping for regaining the big user of the meat factory, "It is more difficult to fight for the lost market back than to develop new users, Jianping, you must have your own unique method, and I don't want to inquire about your secrets, but when I transferred you to the sales department, my decision seems to be too correct!" ”

"Manager Liu said seriously, there is no secret to sales work, to talk about the method, it is nothing more than sincerity, patience, diligence and service, to put it bluntly, it is the concept and consciousness."

"Ideas and awareness? What do you mean? Lao Liu is quite interested in this topic.

"The so-called concept, mainly refers to the way of dealing with users, the previous products are national plans, how much users need, report the plan in advance, we arrange production according to the plan reported, and then I sell you to buy, the sales staff sit in the office, the butt does not have to move, just open a list to fill in the receipt, the warehouse keeper can deliver the goods with the order. Now the situation has changed, not only there is no plan, there are also new users and similar product manufacturers in the society, looking for new customers need our salesmen to take the initiative to go out, and the competition of similar product manufacturers also need them to take the initiative. That's why you need to change your business philosophy. ”

"What does consciousness mean?"

"Consciousness is after-sales service, I've never heard this before, right?"

"It's unheard of, the products are all sold, why do you still need service?" Lao Liu also felt very fresh.

"Now the situation is different, we must first establish a sense of service, and we will strive to improve this awareness in the future. Manager Liu, do you want to know how we lost the big user of the meat factory last year? ”

"Isn't it because similar companies compete with us?"

"That's just the superficial reason, our products are reasonably priced, the quality is stable, it stands to reason that we are not afraid of competition, but should become the winner of the competition." However, for the convenience of use, the user asked us to replace the 25 kg of packaging with 10 kg, I don't know if the packaging workshop is afraid of trouble, or our sales staff is afraid of trouble, anyway, rejected the user's request, and we compete with the company, but people take the initiative to cater, just such a simple reason, the meat plant supply department immediately decided to abandon the subsidiary, and instead purchase our competitors' products. ”

"Lost a big user for such a simple reason? I really didn't expect it! The people in the sales department never told me, it seems that they are afraid of trouble. ”

"I also think that they are afraid of trouble, and there can't be any obstacles in the packaging workshop. These people used to be uncles, which is a typical lack of after-sales service awareness. ”

"In this way, some of the other old customers that the company has lost may also be due to this." Lao Liu Dao.

"Eight or nine are not far from ten, because the product quality of our Huaxing Light Industry Machinery Factory subsidiary company is excellent, the price is reasonable, and the difference is poor in this regard."

"It seems that the sales department has come to the time to vigorously rectify! If we don't change our concept and establish a good sense of service, if we continue like this, the sales situation of our subsidiaries will not fundamentally improve. ”

"Manager Liu, let's talk about the matter, I'm not suing in front of you, I think the company should make it clear to the sales department and give them the opportunity to change themselves." Zhou Jianping said.

"A lot of opportunities have been given before, and they won't have a chance in the future." Lao Liu's words are meaningful.

The next day, Manager Liu talked to the old party of the sales department, "According to the needs of the development of the situation, the company decided to change the sales department to an open department. ”

The old party didn't know what he meant, "Manager Liu, what is an open department?" ”

"The so-called open department means that the personnel are not fixed, and the entry and exit are voluntary. If you are willing to continue to do sales, you can stay in the sales department, and if you are not willing to do sales, you can also be arranged in other departments. "Lao Liu has done his best to his subordinates.

"What do you mean, the position of section chief is not fixed?"

"Yes, even if you are willing to continue to do sales, if you still want to be a section chief, you have to re-compete."

"Competition? Does that mean that there are still others fighting with me? The old man was still in a dream, thinking that he was the head of the sales section.

"You can't say that someone is competing with you, because the position of sales section chief is no longer fixed, anyone who has the ability can be it, and if you want to be the sales section chief, you have to participate in the competition. If you feel that you have an advantage, then stay, if you don't know the bottom of your heart, I can transfer you to another department. ”

Old Fang thought for a moment, "I want to see who wants to compete with me for this position." ”