In this world, except for people with congenital IQ problems, even ordinary people are not stupid.

Such a simple truth can be understood as long as a person has a moment in his mind, the purchase price is high, the face is ugly, the thing is difficult to do, and the loss of moving goods must be borne by himself.

The cooperation with Nandu is different, not only the purchase price is cheap, but the other party can also take the initiative to undertake transportation, direct door-to-door delivery, and more importantly, not only responsible for the loss during transportation, but also the operation of repairing the damaged product.

There is such a good thing, which makes the other party secretly moved, and at the same time, he is a little puzzled, and directly asks him why he has never heard of a damage repair operation?

The First Clan

Hearing the other party ask Sun Yaoliang smiled again, he secretly told the other party that in fact, this damage repair operation has always been there, after all, this is a fragile product, if there is no damage repair operation, it is not very troublesome to rip off in the sales process?

It's just that the factory didn't cooperate with their small stores before, and they were directly supplied to the supply and marketing cooperatives and the three major companies, and these repairs were naturally given to the supply and marketing cooperatives and the three major companies, and of course they could not share these repairs with the cigarette paper shops after receiving the repairs. Isn't that the same thing?

Sun Yaoliang's explanation was very powerful, the other party understood it all after a little thought, and immediately nodded again and again, and at the same time couldn't help but scold the previous supply channel for being too dark, and they took advantage of it for a long time, and transferred all the risks to them.

After scolding a few words of mother, my heart was more relaxed, and I looked at the notebook that Sun Yaoliang took out of his pocket, on which the names of many cigarette paper shops had been written, and there were more than 20 of them.

Immediately, the other party hurriedly asked him if he could also join the direct confession list, at this time, Sun Yaoliang hesitated at first and did not answer immediately, but finally agreed in the anxious expectation of the other party, and recorded the other party's store name, address and contact name one by one.

Finally caught up, the other party was relieved to see this, but at the same time frowned, because he suddenly thought that his store was not big, and 100 pieces of soda were stacked up in a big pile, so much could he put there?

In view of this problem, the other party asked Sun Yaoliang if the operation of repairing the loss could be flexible, for example, if he purchased 100 pieces a month, he would be given a repair piece, and it would be difficult for him to calculate the amount of a single purchase.

Sun Yaoliang said that there is no way to do this, because this is the regulation of the factory, all shipments are with formal documents, their sales department after receiving the order to issue documents, the documents flow to the leadership side to sign, with the leadership to sign also need the financial department to review, a single purchase volume of 100 pieces of the corresponding customer to do damage procedures ......and so on.

This process is very troublesome, and it is not something that Sun Yaoliang can control personally, and it also involves several departments and leaders, so he can't do anything in this regard.

Seeing that the other party was a little disappointed, but there was a reluctant look, Sun Yaoliang seemed a little unbearable, and secretly gave him an idea, since his family can't get 100 pieces at a time, he can cooperate with friends he knows or the owner of a nearby cigarette paper shop, such as two or three families buy goods together, each family buys about 30 to 50 pieces, and they discuss the specific number themselves, as long as the total number of pieces reaches 100 at a time, Sun Yaoliang can give him a piece of goods according to the damage repair operation, so won't it solve the problem?

Hearing this suggestion, the other party's eyes suddenly lit up, and the whole person was refreshed when he slapped his thigh. He nodded in agreement, they were all people in this circle, how could he not know him? And the owners of several cigarette paper shops in the neighborhood are very familiar, and it is not difficult to say hello to them and buy goods together.

After all, the price of soda in Nandu is cheap, and the profit from them is much more than that of the supply and marketing cooperatives and the three major companies, plus the other party is also responsible for door-to-door delivery, which avoids the trouble of picking up the goods by themselves, and they also accept such a good thing.

As for the problem of repairing the damage, you can not tell them at all, how can they know if you don't say it yourself? What's more, there has never been any compensation before, and there is no need to mention it, so that this compensation loss will become your own additional income?

Thinking of this, the other party was inexplicably excited, nodded again and again in agreement, and he told Sun Yaoliang that he could contact several bosses he knew to jointly purchase goods, but in order to avoid trouble, he hoped that Sun Yaoliang would help him keep this secret.

Sun Yaoliang agreed, and asked the other party very considerately about the cigarette paper shop where he planned to contact the joint purchase, and recorded it in detail in the book. After remembering it, Sun Yaoliang patted his chest and told the other party that these houses will be each other's in the future, and he will greet the factory, no matter whether other people have a relationship or someone introduces him, he will not agree to the other party to enter this direct supply pilot, and only recognize you alone.

The boss was overjoyed by such a buddy's move, and immediately agreed with Sun Yaoliang to call him tomorrow at the latest and tell him the specific purchase quantity. In addition, there is no need to trouble the payment problem, just settle the goods directly in cash according to the arrival mentioned by Sun Yaoliang, pay the money with one hand and deliver the goods with the other, Sun Yaoliang is enough buddy, he is not false, everyone comes according to the rules.

shook hands with a smile and said goodbye, left the cigarette paper shop with a few apprentices, and waited until he walked out of the old Sun Yaoliang to restrain his stiff face with a little smile and ask a few apprentices.

"Did you understand what you just passed?"

Everyone nodded, Sun Yaoliang's communication with the other party was on the scene from beginning to end, and they didn't say a word according to Sun Yaoliang's request, just listened and didn't say anything, purely as a background board.

How did Sun Yaoliang get in touch with the other party, how did he open the topic, how did he talk about the topic next, and how did he get a certain common language ...... with the other party through the current supply channel model.

Then, when the time came, Sun Yaoliang guided the other party step by step to go deeper according to the routine he had already prepared, and at the most appropriate time, he first threw out the so-called direct supply pilot, and also took out a prepared notebook to show the other party the list of so-called shopkeepers who had confirmed cooperation. Then Sun Yaoliang also used price concessions, door-to-door delivery, and loss repair models to attract the other party, and easily negotiated cooperation with the other party.

Sun Yaoliang's operation was to see everyone stunned, originally everyone thought that talking about business was nothing more than to be honest, the two sides were one and two were two, what to say, and impress each other with sincerity and attitude, so as to complete the task.

But Sun Yaoliang's methods were beyond everyone's expectations, his methods were completely different from what they imagined before, but the effect was so good that everyone was amazed.

In less than half an hour, Sun Yaoliang was puzzled to negotiate the business, and directly won all the supply channels of several other cigarette paper shops through the object of negotiation. There is such a boss who is "eating inside and out" and has been staring at the boss who is making up for damage and making extra money, even if the cigarette paper shops he mentioned may not be 100% won, at least the possibility of winning is very high.

The apprentices that Sun Yaoliang brought with him were all very smart people, so they could naturally understand this. But some people asked Sun Yaoliang suspiciously, that is, to ask if this practice is suspected of some deception? If someone finds out, will it cause trouble?

"Deception? How can you think that? Who have we deceived? Sun Yaoliang lit a cigarette and took a puff, and asked with a solemn expression: "Let me ask you, can you do what I told the other party just now?" Whether it's door-to-door delivery or damage repair operations, are these the services we sell? Even including the price issue, is it the price we are selling at the moment? ”

"That's right, but you just said the pilot list, and the ...... for the other party to jointly purchase goods." The young man hesitated and replied.

"The pilot list is no problem." Sun Yaoliang said: "Pilot, anyway, it's all an attempt, and it's normal for fifty to become one hundred or two hundred." Those who engage in sales should be used flexibly, and besides, those people written in my book, can you guarantee that they will not cooperate with us? If you negotiate with them next, how can this be called a deception? ”

"In addition, joint purchases are also beneficial for both parties. For us, there is a big difference in cost between batch delivery and single delivery, and it is more beneficial for us to deliver large quantities in large quantities than to deliver small pieces of piecemeal. ”

Seeing that the young man was a little speechless, Sun Yaoliang smiled: "Do you think that it is difficult to solve the problem of repairing the loss if you purchase goods jointly, and the boss who cooperated just now may have swallowed this repair loss by himself, right?" ”

The young man nodded.

Sun Yaoliang said earnestly: "You have to make it clear, we are just selling, what is the focus of sales?" It is to sell the goods and get the money back, so as to complete the sales task. Moreover, our position is not on the other side, in a branch factory, we first safeguard the interests of a branch factory. Now you feel that the other person has selfish intentions and should not do this, but the problem is that they have different perspectives. Let me ask you, in fact, the compensation policy has always existed in Nandu, why do ordinary cigarette paper shops never know about this policy? ”

"The reason is very simple, the supply and marketing cooperatives and the three major companies have never given them the damage, their thoughts are actually the same as the boss just now, this compensation is into their own pockets to take advantage of, since it is in their own pockets, how can they give others this advantage in vain?" He Xiao suddenly interjected.

Sun Yaoliang glanced at He Xiao, with a very appreciative look in his eyes.

He nodded and said: "He Xiao is right, people are selfish, in fact, not only people, but also units." As I said earlier, this damage repair policy has always existed, but why has no one ever told these cigarette paper shop owners before? It is precisely because of this selfishness. ”

"That's what the supply and marketing cooperatives do, and so do the three major companies, so why can't the owner of the cigarette paper shop do this? Isn't it a bit extreme for us to use this reason to accuse the other party? If you want to blame, then all the supply and marketing cooperatives and the three major companies should be blamed, is this possible? ”

"In sales, the necessary means and strategies are inevitable, stupidly let others see all the hole cards at a glance, such a person is not a salesman, is a fool! We just need to do what we should do well, maintain our bottom line, as for the means are secondary, the key is the goal! ”

"In the conversation just now and the final success of the cooperation, I did not cross the bottom line as a salesperson, nor did I deliberately hide or exaggerate from the other party. In addition, I also think about the other party and give the other party a lot of convenience, whether it is home delivery or damage repair, or unit price discounts, etc., which is not affordable for the other party? Many things can not only look at the surface, but also look at the core, to think deeply and ponder, and then understand all this, and then apply all this to the actual situation, and then you can almost become a qualified salesperson. ”

Seeing that everyone was thoughtful, including the young man who asked the question just now, Sun Yaoliang nodded slightly.

After giving them a few minutes to digest their words, Sun Yaoliang threw away the cigarette butt and said to everyone: "Okay, many problems will be encountered in practical work in the future, and experience is accumulated little by little." We are now short of time, the task is tight, the rest will not be much, it is now 1:20 in the afternoon, everyone according to my previous group to two people as a group divided into three groups of people, each group is responsible for a region, with the model I just used to negotiate with customers. Give everyone four hours, and after four hours, go back to the factory to report the progress, and discuss the problems encountered today and the solutions to the problems. ”

"Alright, time is pressing, let's start, I'm waiting for your good news!"

Clapping his hands, Sun Yaoliang announced the work arrangement, everyone glanced at each other and then responded in unison, and then divided into three groups in a group of two, each going to the area that had been divided a long time ago.

Watching them leave, Sun Yaoliang had a smile on the corner of his mouth, he had great expectations for the six people he selected, and he really hoped that he could get the good news they brought back after five o'clock.