Pei Qian was silent for a moment.

Sure enough, there is still a big, big gap between this so-called sales work and the sales work that I really require.

Pei Qian sorted out his thoughts and said, "Well, you can forget all these things before. ”

"These things may be useful in other companies, but I can tell you very clearly that in Tengda, these things are not only useless, but will backfire, and will only have the opposite effect."

"So, forget about it completely."

"Next, I will talk about several regulations in the Tengda sales department, you must firmly remember that there are several prohibitions, that is, they must not be violated, they must be strictly enforced, and no one in the department can be exempted."

Hearing this, Tian Mo hurriedly took out a small notebook from his arms and prepared to record it.

When he was working in an agency store, he was criticized twice for sitting in meetings, and since then he has always retained the habit of carrying pen and paper with him.

Pei Qian continued: "First, it is strictly forbidden for all sales to take the initiative to contact customers to promote business, calls, leaflets, etc. are not allowed to talk, and it is absolutely forbidden to visit the door. ”

"Only when the customer takes the initiative to come to the door to ask, can we answer the customer's question, and can only answer what the customer asks, and we must not take care of him left and right, and deliberately guide the sales content."

"Second, you don't need to deliberately practice the ability to communicate with people, don't learn or train any speech, how you usually speak, and how you talk to customers."

"Of course, the most basic politeness must be there."

"Third, don't maintain the relationship with customers, don't send group messages and greetings during the New Year's holidays, don't share some inexplicable content in your circle of friends, don't go to the close at every turn, people are not familiar with you."

"Fourth, there shall be no competition between the employees of the sales department, shall not compare, shall not use the 'sales crown' and 'performance' and other factors to affect the mentality of employees, whether it is daily or in the summary of the department's work, do not make a comparison."

"Fifth, the customer relationship is not a private relationship, and it is strictly forbidden to distinguish between 'your customer' and 'my customer', and everyone shares customers and serves customers together."

"Sixth, the department only has a fixed salary, no commission, and everyone's performance is not directly linked to the salary, and the specific salary standard will be given to you later."

"Seventh, when introducing to customers, we must focus on the shortcomings and problems of the product, and we must not have any omissions......

Tian Mo was recording carefully, but the more he listened, the more he felt that something was wrong, and subconsciously raised his head frequently, for fear that he had heard it wrong.

Isn't that right?

It's all completely contrary to your shallow sales knowledge?

In fact, in a nutshell, the guiding ideology has completely changed.

The traditional concept of the sales department is to mobilize the enthusiasm of employees through various means, so that they can contact customers more frequently, through phone calls, relationships, etc., to establish a relatively close sales network, so that all sales are crazy to run performance.

Whether it is the so-called "expanding customer relationships" or "maintaining customer relationships", including internal meetings within the sales department, team building, public recognition of sales champions and high bonuses, they are all aimed at mobilizing the enthusiasm of sales staff as much as possible, so that they can strengthen competition and obtain more business.

The more salespeople sell, the more the company naturally earns.

The points put forward by Mr. Pei are obviously completely contrary to this line of thinking, and can be summed up in one sentence, that is, "eating a big pot of rice".

The salary is a fixed salary and no commission, and the employee has won the sales crown, not to mention an additional bonus, and there is no evaluation or commendation in daily work.

Moreover, not only do you not need to expand customers, you don't need to take the initiative to contact customers, and even when customers take the initiative to come to the door, you can't pull some business content and sell it by the way!

After writing down these points, Tian Mo was confused.

On the one hand, he felt that his existing cognition had been subverted, and on the other hand, because of the subversion of these cognitions, he felt a deep confusion: this can't be done, that can't be done, so what else can I do as a salesperson?

After Pei Qian finished speaking, Tian Mo asked, "Uh...... Mr. Pei, I have written down everything you said, but I have a question. ”

"In my understanding, the daily work of sales is to go around looking for customers by making phone calls, handing out flyers, etc., and then maintain the relationship with the customers to promote the product."

"Now you say that you can't take the initiative to make phone calls, and you don't need to maintain the relationship with the customer, so ...... How exactly do customers come in? You can't expect a customer to call me, right? ”

"If that's the case, I don't think this department should be called the sales department, but the customer service department......

Pei Qian was silent for a moment, Tian Mo's words really stopped him.

Indeed, only reply to two sentences when the customer comes to the door, which seems to be what customer service should do......

Pei Qian plans to set up a sales department, hoping to lose money to himself through reverse sales, but if he raises and raises a customer service department, it seems that something is wrong.

We had to find a way to distinguish this sales department from the customer service department.

The main thing is to give the sales department a way to actively contact customers, and it can't be completely blocked, so it will really become a customer service department.

Of course, this route must not be a phone call, handing out flyers, etc., which is too dangerous because the cost is very low.

Now that the leakage of personal information on the Internet is so serious, you can buy a lot of phone numbers of target customers by spending a little money, and calling them one by one to harass, add contact information, and promote them is simply an almost cost-free thing, as long as you pile up manpower and make enough calls, you can always get a few customers.

The way of sending out flyers and other pushes is similar, as long as the number of salespeople is piled up, it will always have a certain effect.

Of course, if the entire sales department has been maintained at a relatively small number of people, such as a total of a dozen people, no matter how many calls and leaflets are distributed, the effect is minimal.

But the problem is that Pei Qian's purpose in this sales department is to spend more money, if he only supports a dozen people, even if the benefits are all full, how much can it cost?

Therefore, we have to find a way with a relatively high safety factor, more money, and poor results, so that we can confidently and boldly recruit people in the future and spend more money.

After thinking about it for a while, Pei Qian quickly thought of a good way to spend a lot of extra money.

"Of course I've thought about that."

"After you've done the preliminary preparations, I'll give you the money to open a store, and then all your sales will be in the store. You don't have to make a phone call or send flyers to contact customers, just be in the store and wait for customers to come to your door. ”

"As for the office area of Shenhua Haojing, it is your headquarters office, the core backbone is working here, and the other sales staff are working in the store."

This is the method that Pei Qian thought of, if he was undecided, open a physical store!

There is no doubt that opening a physical store is one of the most cost-effective ways to burn money.

Because having a physical store means that there will be various expenses such as rent, utility bills, etc.

Like general telesales, the cost is very low, just find a remote office area, put up a dense workstation, a phone and a computer for each person, and then pay them a basic salary to make crazy calls.

However, if there is a physical store, it means that there will be various expenses such as rent, water and electricity bills, and for the sake of the company's image, it will have to be uniformed for the staff, decorate and so on, which will cost a lot.

Of course, in terms of opening a physical store, Pei Qian has a little bit of a bad experience.

For example, touching fish Internet cafes, touching fish takeaways, hosting gyms and the like.

But on the whole, if the real industry makes money, it can continue to spend money by opening more stores, and the risk is relatively controllable.

What's more, the sloth apartment and headwind logistics have been losing money, what are you afraid of?

Therefore, Pei Qian felt that he had planned in detail and arranged carefully this time, and Tian Mo should be the person in charge of the entire sales department.

When Tian Mo heard that he was going to open a store, he nodded slightly, thinking that it was finally normal.

If all the people in the sales department were crowded here, and they didn't make phone calls or hand out flyers, who would be able to find customers in the office building?

If there is a store, customers can at least find a place, which is relatively reasonable.

Moreover, the store is also a symbol of strength.

For a large real estate agency like the Zhujia Group, the stores are all located in various cities, and each store covers a surrounding area, so it is easier to understand the situation of the entire area and formulate different strategies for the different situations of each city and region.

Mr. Pei didn't say what kind of store he wanted to build, so Tian Mo didn't think much about it, thinking that it might be the same as the kind of store of the Sumijia Group.

Pei Qian thought about it a little, it seems that it still takes a period of preparation to really build a store or something, the location and decoration of the store, the specific structure diagram inside, as well as the clothing and training of the sales staff, etc., all have to be prepared a little.

And it is definitely not good to let Tian Mo take charge of these preparations, so he has to arrange some professionals.

It's not that these preparations must be done perfectly, but the main thing is that Tian Mo doesn't understand anything and prepares too slowly, and the sales department has not yet been set up when the time comes, which is too delayed.

Thinking of this, Pei Qian said to Tian Mo: "Okay, I'll get here first today." ”

"I have already told you some basic rules of the sales department, and after you go back, this time is to memorize these rules firmly, memorize them word for word, and then always remember them, and you can't violate them."

"I'll arrange for someone else to do the preliminary work, and I'll let you know when it's ready."

Tian Mo was stunned for a moment: "Uh...... Are there any other jobs? ”

"Other work? No. Pei Qian shook his head, "In the short term, all your job is to memorize these contents, and I will check them next time I see you, but I can't memorize them." ”

Tian Mo hurriedly nodded: "Mr. Pei, don't worry, I will definitely memorize it word for word!" ”

After confirming that he had no other tasks, Tian Mo carefully put away the small notebook, and then left Mr. Pei's office.

Although it is not clear what kind of plan Mr. Pei has, the feeling to Tian Mo is that he is not aware of it, it seems that as long as he earnestly completes Mr. Pei's requirements, all problems will naturally be solved!

Tian Mo walked out of Mr. Pei's office, and suddenly felt full of confidence and full of hope in his life!