Convening everyone in the sales department to hold a meeting, Yuan Liang can only be for the sake of showing off, and Yuan Liang has to ask Wang Ping's opinion on the specific issue of financial software sales.

After the meeting ended, Yuan Liang asked Wang Ping to call a few core backbones who had just arrived from Suzhou City to the office.

"Sister Wang, let's talk about the situation in Su City and some of the problems you encountered in the process of promoting the trial of financial software!"

Wang Ping glanced at several core personnel under him, "The main problem is that you can't break into the high-level of the city government, and cities like Sushi, Jinling, and Hangcheng basically have some financial software suppliers for the city government."

In Suzhou City, we met a company, their financial software is a set of table statistics programs, and there is no applicable invoice template on the software.

When we go to promote the financial software, as long as the younger financial personnel have used our software, they are very welcome, but after reporting to the leadership, the progress of the software trial will encounter resistance. ”

Yuan Liang nodded, this is the disadvantage of going from the countryside to surround the city. No matter when and where, the people of the country pay attention to acquaintances who are easy to do, and the current government affairs system, when the policy has not yet reached the foothold, as long as there is a usable financial system, the leadership will not pay too much attention to it.

"What else?"

"There is also the issue of kickbacks you just mentioned, this problem is very serious, in Su City, we contacted three units, and at least two of the handlers expressed their intention to get kickbacks.

It's just that because our financial software is free to try and can't be cashed out for the time being, these people always like to play official when they sign a trial contract.

Many of our team have never done sales work, and they have little experience in communicating with customers, including me, and they lack the ability to adapt to some unexpected situations, which is mainly responsible for me, and I did not do relevant market research in the previous training. ”

Yuan Liang couldn't help frowning when he heard this, although Wang Ping had said related problems when he was in the United States before. But now that Wang Ping is still taking it out, it means that she has no good way.

However, the most optimistic point about Wang Ping is that Yuan Liang dares to take responsibility.

"That, go and call Zhang ...... Assistant Li came in to take the minutes of the meeting. ”

Waiting for Li Mingyu to come in, Yuan Liang sorted out his thoughts before saying: "The strategy of surrounding the city in the countryside remains unchanged, and when it has not entered the top level of the city government, it can only be promoted in the region in this way.

In two days, I will go to Suzhou City with you to understand the specific situation of Suzhou City first.

As for the rebate, I have just said, so I won't go into too much detail here, but let's talk about sales. ”

In the current environment, the level of domestic business people is generally not high, and it is not an overnight thing to build an elite-level sales team.

Many of these newcomers have some work experience, but their previous experience is not suitable for the sale of financial software.

The sale of financial software is not the same as selling software, and if financial software wants to have enough influence to survive for a long time, it is far from qualified to just introduce software functions and teach customers how to use them.

The government department itself is a gathering place for a bunch of elites, and it is difficult for financial software to form regional influence and affect the decision-making of upper-level departments with a group of business novices to open up the market.

The bones can be put down first, but not without gnawing. The purpose of the countryside surrounding the city is to influence the city's decision-making, not to bypass the city and develop blindly.

"You come one by one, treat me as a customer, and let's simulate the problems you encounter in software sales."

In the office, in addition to Wang Ping, there are five sales backbones selected by him.

But what is the level of these people, we still need to find out again.

Yuan Liang's method is also very simple, that is, ordinary speech training.

And the reason why Li Mingyu was allowed to come in was to let her make a good record and make it easier to organize it into useful speech materials.

After a preliminary understanding, Yuan Liang also roughly understood the problems existing in these business personnel.

After nearly a month of training by Wang Ping, these people have become quite proficient in the functions and operations of financial software, but their own sales skills are far from up to standard.

These people are definitely not up to standard when they are used to open first-tier provincial capitals, but they can be trained as soon as possible when they are used in some cities that have little impact on the pattern.

"In this way, let's start with Soviet Province, temporarily abandon the first-tier provincial capitals, and tackle key problems one place at a time.

Each business person must make a record of the software trial in the area he is responsible for, so as to facilitate the business follow-up of the second and third times in the later stage. ”

In the case that the level of business personnel is not up to standard, the route of advancing at the upper level of the network without a relationship will not work.

If we want to open up the network of relationships at the upper level, we can only influence the choice of decision-making departments by encircling the cities through the countryside.

At that level, some of the-stirring sticks encountered in the sales process are no longer so important.

After an afternoon of investigation, Yuan Liang did not rush to let Wang Ping take people to Su City, but left everyone behind and prepared for a three-day training.

Three days is far from enough time to train a qualified salesman, but at least Yuan Liang can convey his ideas.

"Sister Wang, let's do this for the time being, after the three-day training is over, we will release it together when the time comes. After arriving at the local level, we will focus on building a regional sales system. ”

These people recruited by Wang Ping are definitely not enough to be put in the national market, and it is far from enough to rely on the training of the headquarters to promote financial software throughout the country.

The regional sales system can often achieve unexpected results in local promotion.

At the end of the meeting, Yuan Liang couldn't help but rub his eyebrows, the jet lag when he just returned to China was not reversed, and he couldn't help but feel a little dizzy at this time.

Li Mingyu on the side handed over a glass of water in a timely manner, and Yuan Liang took the cup and looked up at her.

"Why did you come here and not study abroad?"

Li Mingyu nodded awkwardly, "That, I came in by myself." ”

"That's not what I mean, Zhang Ying and Wei Kang are all here, I can't stop accepting you just because your brother is a shareholder. Just right, show me the minutes of the meeting you made. ”

Li Mingyu breathed a sigh of relief and handed over the folder.

Yuan Liang opened the folder and sketched it roughly before handing it back to Li Mingyu.

"The words are good, you polish the part I circled, print it out and send it to the salesman." When I turned around, I saw your brother and told him, I'll talk about it tomorrow, I'll go back and sleep for a while. ”

"Back to the dorm?"

Yuan Liang looked at Li Mingyu suspiciously.

"Wei Dong and Sheng Liangcai rented a house outside, not at school, I'll help you book a hotel, you can rest first!"

Yuan Liang remembered that it was still summer vacation.

"Let's book with Sun Zhi and them, I'll go downstairs first, and I'll go with them later."

Thinking that Sun Zhi was still in the company, Yuan Liang had no intention of resting.