At seven o'clock in the morning the next day, Zhao Xiangdong woke up on time and called Liu Yin to call her up. This is a habit that Xiang Dong has formed over the years, no matter how late he goes to bed the night before, as soon as seven o'clock arrives, he will simply get up from bed, take a cold shower, and then go to breakfast.

Last night, I had a meal with the army until more than ten o'clock, and when the old classmates met, there was always something to say. The army knew that Xiang Dong was not good for what was in the cup, and he didn't persuade him to drink. After eating, the army was going to drag them to karaoke, but Xiangdong didn't want Liu Yin to come into contact with these glamorous things all at once, so he pushed it off on the grounds that he wanted to see customers early the next morning.

After eating a hearty breakfast in the hotel's cafeteria, Zhao Xiangdong and they went straight to Nanbin Telecom, and before half past eight, they had already appeared in the lobby on the first floor of the telecommunications building, and even the round-faced little girl who had received them yesterday was surprised by the visitor who came so early.

In the interval of waiting for Zhang Feng to come down to meet him, Zhao Xiangdong told Liu Yin that the daily work of the telecom operator management department is to hold meetings, and the general meetings start at nine o'clock, so the half-hour time from half past eight to nine o'clock before the meeting is the best time to meet customers, especially for customers who are not familiar with it, or who are hiding from them, it is necessary to use this trick, commonly known as "blocking". This is teaching by word and deed, Liu Yin silently kept these bits and pieces in her heart, which played a very important role in her future growth.

This time, Director Zhang Feng soon came down to meet them, this is a lean man in his forties, a pair of sunken eyes rolled up, condescending, and his indifferent expression was revealed. Zhao Xiangdong knew that this kind of person was not easy to deal with, and he had to be overwhelmed in momentum, so he stared at this arrogant guy tightly, and introduced the situation of the United Information Company in a tone that was neither humble nor arrogant. Xiang Dong understands very well in his heart that when dealing with customers, he must be humble in language, but he must occupy the commanding heights psychologically, and he will not be able to win the project by bending his knees humbly.

After listening to Zhao Xiangdong's introduction, Zhang Feng was expressionless, saying that they were still working on the project and had no plans to start the project immediately, so he asked them to go back and wait for news. It can be heard that this is a standard excuse, if the project waits for the tender to be issued, it is basically a foregone conclusion, and the work must be done in advance. At the same time, Zhang Feng also mentioned that they have to listen to the opinions of the provincial company before they can decide how to do the project, and now everything is not a certainty, this statement is not necessarily groundless, Xiang Dong thought in his heart, but it may also be a trap to divert attention.

Since he did not know how deep the background of the joint information was, the director did not dare to send them away easily, but listened to Xiangdong spend half an hour talking about the scene, and even the banner of the national IT industry was raised.

When leaving, to return the guest list to the front desk, Zhao Xiangdong took out a cartoon version of the mouse pad from his bag, this kind of gadget printed with the logo of the joint information is a good thing for the front desk lady and the chief secretary, sure enough, the round-faced little girl smiled like a flower on her face. Details determine success or failure, and small places often play an unexpected role if they are used enough.

On the way back, Zhao Xiangdong always felt that there was something wrong with the meeting with Zhang Feng just now, but he couldn't think of it for a while, and Xiang Dong, a customer with an arrogant attitude, had also seen a lot, which was not a big deal in itself. So what is it exactly? Ask Liu Yin, this little girl? Sometimes a woman's intuition is more sensitive, but she still lacks experience in dealing with clients, so she probably can't see anything.

Do you want to go to the provincial company? Zhao Xiangdong took out his mobile phone and wanted to call an inside line in the group and ask for information from the planning department of the provincial company. Suddenly, there was a flash of inspiration, by the way, I didn't hear Zhang Feng's phone ring once for half an hour just now! For the head of such a critical department, this is extremely abnormal, what is the problem here? Gotta figure it out.

Thinking of this, Zhao Xiangdong immediately called the front desk of Nanbin Telecom again, and it was the little girl with a round face who answered the phone with a sweet voice.

This time it was a nice woman's voice that answered the phone, mature, elegant, and gave people a very comfortable feeling, which made Zhao Xiangdong immediately have some good feelings. After listening to Xiang Dong's brief self-introduction, the woman on the phone readily agreed to the request to visit, asking them to come over on time at three o'clock in the afternoon.

The director of the Network Research Institute is Jiang Xueling, but Zhao Xiangdong did not see her in person this time, but met with her engineer Pu Gang, who explained that President Jiang had a temporary meeting, so he asked him to talk to Zhao Xiangdong and them first. Zhao Xiangdong later learned that Jiang Xueling was called Mr. Jiang because her other title was the deputy chief engineer of Nanbin Telecom. Park Gang is a young man in his early twenties, and he can be seen to be a very technical person. If Jiang Xueling is really a key figure in this project, it is entirely possible to hide behind the scenes, and the big fish will not surface easily.

After talking to Park Gang, Zhao Xiangdong made a brief arrangement for the next work.

"Liu Yin, in the past two days, you have been staring at this Pu Gang, be sure to take a closer look at Jiang Xueling and the bottom of the Internet Research Institute. I went to the provincial company to find out what they thought. ”

"Okay, so how long are you going?"

"I'll leave early tomorrow morning, and I'll be back the day after tomorrow if I'm fast. By the way, tomorrow you will move to the Hongxiang Hotel to live, and it will be more convenient. ”

"Hmm."

Zhao Xiangdong looked at Liu Yin, and then said: "I have a suggestion for you, go to a big shopping mall to buy two sets of better professional clothes, and it's time to change your student image." ”

"Order!" Liu Yin playfully replied: "I'm going to ask you for reimbursement!" ”

Liu Yin really didn't disappoint Zhao Xiangdong, after two days, she was already very familiar with Park Gang, maybe it was easy for her peers to communicate, even Park Gang's girlfriend Xiaofang also got to know her, and the three of them had a meal together.

Jiang Xueling is a senior middle-level supervisor of Nanbin Telecom, and has been the director of the computing center before, and Park Gang is her right-hand man. The Network Research Institute is a newly established department, specializing in the planning and research of communication network construction, that is to say, part of the responsibilities of the Planning and Construction Department are separated, which is not only to meet the needs of the rapid development of the data network of telecom operators, but also a move by Director Wang of Nanbin Telecom in the internal personnel layout. As for why Director Wang did this kind of layout, Park Gang couldn't say clearly.

At that time, the telecommunications department still had a semi-official status, so the leadership of Nanbin Telecom was called the director and deputy director, rather than the general manager and deputy general manager. It is said that Director Wang is an extremely strong leader, who has worked hard in Nanbin Telecom for many years and has achieved outstanding results.

Zhao Xiangdong also got some information in the provincial company.

Qian Qian, director of the Lingnan Provincial Telecommunications Planning and Construction Department, is a sleek person, and his remarks about the broadband network project in Nanbin City are basically the same as Zhang Feng's, that is, to let the manufacturers go back and wait for the news, which is obviously not what Xiangdong wants to hear. However, from Director Qian's words, I heard that he had a lot of complaints about Director Wang of Nanbin Telecom, saying that this Boss Wang was too arbitrary, and the functional departments below were all like decorations. The functional department that Director Qian refers to is probably the Ministry of Planning and Construction, Xiang Dong thought to himself, it seems that Director Wang not only cut Zhang Feng's power, but also did not even buy the account of the provincial company, which is strong enough, but doing so will offend many people, isn't this Boss Wang afraid?

Zhao Xiangdong also met with the South China manager of the CCO company in the provincial capital. Lingnan Telecommunications is one of CCO's most important customers, generating tens of millions of dollars in sales revenue for the U.S. company every year. But the CCO's focus seems to be on provincial companies, and their main partner is Yada, a well-known returnee company where Lingnan Telecom started. So Yada, CCO and Lingnan Telecom seem to be a strong iron triangle partnership, which is a situation that worries Zhao Xiangdong.

For convenience, after Zhao Xiangdong returned from the provincial capital, he also opened a room in the Hongxiang Hotel. At this moment, in the guest room of the Hongxiang Hotel, Zhao Xiangdong began to analyze the collected information, and Liu Yin listened and took notes from time to time.

"It is now basically certain that the Network Research Institute and the Ministry of Planning and Construction are the two departments related to Nanbin Telecom's metro network project, and these two departments are in conflict, which is a very common phenomenon within operators."

"On the surface, it seems that the Ministry of Planning and Construction is the competent department for this project, but in fact, Director Wang's establishment of the network research institute must have a deep meaning. The question is to what extent Mr. Wang will be able to withstand the pressure from the provincial company to move forward with the broadband metro project, which is a huge investment. Therefore, we must find out Director Wang's background and style of work as soon as possible, so that we can do the corresponding work. ”

"Of course, the first step, we still have to do Jiang Xueling's work first, have you made an appointment with her?"

"I made an appointment a few times, but I was pushed down." Liu Yin said a little frustratedly.

"It's okay, rejection by customers is a regular thing, and this is something that you have to bear to do sales." Zhao Xiangdong smiled and comforted Liu Yin, thinking that this was the time to test your endurance, and then he asked, "So is there any news from Pu Gang's side?" ”

"Park Gang is busy with the capacity planning of the metropolitan area network, and Mr. Jiang has to hold meetings with Park Gang every day to discuss, and he has to go to the districts and counties to do research on the current situation of the network, which is very nervous, after all, Park Gang has never been exposed to broadband network technology before."

"Oh, that's a very important piece of information! Didn't they look for someone from the manufacturer? ”

"I heard Park Gang say that I had an exchange with the CCO company in the early stage, but it seems that Mr. Jiang meant that he wanted to plan by himself and didn't want to be subject to the original manufacturer, so he didn't do anything anymore."

At about ten o'clock in the afternoon, Zhao Xiangdong dialed Jiang Xueling's phone. After hearing the request to meet at first, Jiang Xueling still declined, saying that it was enough for them to communicate with Park Gang. Zhao Xiangdong emphasized his identity, and said that he had just contacted the provincial company and wanted to communicate the situation with Mr. Jiang. Jiang Xueling was obviously moved, it seemed that she still wanted to know about the dynamics of the provincial company, but she probably didn't want to agree so quickly, so she said that they would go to the district and county for research the next day. Zhao Xiangdong insisted again that only ten minutes would be enough, and finally persuaded Jiang Xueling to take time to meet before leaving.

It's not easy! Zhao Xiangdong took the opportunity to teach Liu Yin another lesson, telling her that the more difficult the customer to do, the more valuable the work, the customers with real power will not easily approach the manufacturer, we are difficult to do the work, others are also difficult, such customers as long as the relationship breakthrough, it is very valuable. On the other hand, the people who are easy to get are often the ones who eat you, take you, but can't help you.

In addition, the time before leaving work every afternoon is the time when a person's psychology is the weakest and the most susceptible to the influence of other people's thoughts. It is said that this is the result of the research of Nazi psychologists in Germany, so Hitler's important speeches were basically arranged at this moment. It's also the best time for us to do customer work, Zhao explained.

Looking at Liu Yin's admiring eyes, Zhao Xiangdong couldn't help but feel a little proud in his heart. This little girl is still a little sensitive, well, I have to teach her well!