Intelligent Industrial Empire

"As a salesperson, first of all, you must understand the products you sell. Especially for our machine tool sales, what you need to know is not just some of the most basic parameters. I do not ask you to know the CNC machine tools produced by our company. The performance parameters of the company are back-to-back, at least you have to tell the customers what they want to know when they ask."

In the training room of Jiuyi Heavy Industry, Yun Fei wrote some content on the blackboard in front of the training room, and at the same time explained the most basic qualities that a salesperson must possess to the many older students who are working hard.

Sales people rely on a mouth.However, machine tool sales personnel can solve problems with more than just one mouth. Many customers who purchase machine tools may not understand machine tools, but when choosing machine tools, they will definitely bring professional technicians and experienced masters.

Although sales staff of machine tools, especially CNC machine tools, may not fully understand, they must at least be familiar with various parameters of the machine tools.These parameters are often the most concerned issues of customers.If the sales staff don’t even know these most basic things, there is no way to communicate with customers, especially those technical staff who cannot be the master but whose opinions can influence those who can, their opinions are more important.

The boss usually cares about at least the price of machine tools. After all, in this era, there are not many models and types of CNC machine tools in China, so the price difference is not too big.If the performance of the two machine tools is too different, as long as the vision is not short-sighted to only see the boss in front of you, the opinions of professionals will be seriously considered.

Professional things are left to professional people. The boss only needs to be responsible for listening to the opinions of professionals.What the sales staff of Jiuyi Heavy Industry has to do is to use their expertise to persuade those professionals.

The resident sales staff recruited by Yunfei in the factory this time are all over 28 years old. Almost all of them are first-line production workers and first-line managers and technicians from the most basic level.These professionals do sales, as long as they have theoretical experience in sales, they will often bring better results than those more professional sales personnel.

The machine tools were produced from them, and if they weren’t the salespeople who knew their company’s products best, no one else would know better.

Those machine tool agency companies or individuals often just read the information provided by the machine tool manufacturer and fudge hard in front of the customer.They don't know that the information given by machine tool manufacturers is often only theoretical parameters.After many customers have purchased the machine tool, they discovered in the production process that the machining accuracy of the machine tool is far from the parameters stated by the seller.

The internal sales staff recruited by Yunfei should tell customers not only the theoretical accuracy of the design, but also the machining accuracy of their machine tools!

"The reason why I broke the past practice, the practice of other companies, to select sales personnel from the internal production of the factory and the basic technology and management personnel is not because our sales department cannot recruit people, but no one is better than yours. The people of these machine tools know our machine tools better. What I need you to do is to introduce the various professional things you have learned about machine tools to our customers. For example, our CNC lathes and the products of other machine tool manufacturers In comparison, where are the advantages and disadvantages..." Yunfei gathered all sales staff, including his elders, as well as the sales staff selected from the factory's internal recruitment this time, to conduct professional sales training.

He knows a lot about these sales theories. Although he is not competent as a salesperson, he is more qualified than anyone in the world to train his company's salesperson.

As Yun Fei said, he glanced at the dozens of salespeople sitting under the podium one foot higher than the entire training room. Seeing this, all of them stared at him suspiciously, and stopped. , He is waiting for the inquiries of these sales staff.

Sure enough, many people raised their hands, including Jiang Jianxing and several other elders who were specially notified by Yun Fei to come back. They all stared at Yun Fei and waited for Yun Fei to solve his confusion.

Yun Fei randomly clicked on someone he didn't know who should be a skilled worker in front-line production.

"Boss, when other people buy things, they don’t always say good things, but why they get to us, they say bad things? If this is the case, others can only see the shortcomings of the products produced by our company, not at all. The advantages of our products." The new salesperson who was pointed at by Yunfei asked questions and asked everyone's doubts.

Yun Fei squeezed his hands and motioned the person who asked the question to sit down.

"It depends on how you understand it. Some people say that one ugliness is good; others say that one ugly is good. Why do I ask you to tell the shortcomings of our products? That is that we are not afraid of others. Know the shortcomings of our products! What we need to do is a long-term business. If we can maintain a good relationship with customers, we must make customers trust us. How to make customers trust? That is to do business before customers use our products Tell the customer about the defects caused by the design accuracy that cannot be achieved due to technical reasons, so that the customer will conduct more detailed consideration."

Seeing his explanation like this, Yun Fei made the following old sales staff including the original sales department even more confused, and could only helplessly rub his swollen head.

Now they are still in a seller's market environment, and these sales staff have no idea how long-term and stable customers will bring them and the company as a whole in the future.

"Except for the new members of our sales team, everyone should know the performance of these domestic CNC machine tools on the market?" Yun Fei asked the people below seriously.

Half of the people in the entire training room were lighting their heads.

"Most of our most advanced CNC machine tools in China are imported into China from the customs of the Pearl River Delta. My uncle Jiang Jianxing has been in the Pearl River Delta for nearly half a year to investigate the market. Now let's ask him to introduce the situation of domestic CNC machine tools. "

There was a warm applause in the training room.

Many people know Jiang Jianxing, not just because he is the uncle of the boss.It is also because he sold half of the hundreds of ordinary lathes sold by Jiuyi Heavy Industry.

Jiuyi Heavy Industry is not like other state-owned factories. No matter how much equipment you sell, you won't get bonuses beyond the regulations.Therefore, most state-owned machine tool manufacturers choose agents to build their sales channels.

Jiuyi Heavy Industry has clear regulations on the rewards of personnel who sell equipment.Even the most ordinary cleaner, as long as he sells the equipment through his own relationship, the bonus he should give will not be less than a penny.

"For foreign CNC machine tools, we won't talk about it in a few days. Few people don't know the difference between our CNC machine tools and those imported from abroad. Of course, what I'm talking about is only those expensive mid-to-high-end machines. CNC machine tools. In fact, the finalized CNC lathes we have now produced can compete with mid-range CNC lathes imported from abroad. Compared with the number of cars in Europe, there are still some gaps, but they are definitely not inferior to those produced in Japan and Taiwan. The precision and rigidity are even better." Jiang Jianxing briefly said about the comparison between the CNC machine tools produced by Jiuyi Heavy Industry and the foreign CNC machine tools.

With his words, many people below began to become full of confidence.

"If we compare with domestic CNC lathes, it is far better than other manufacturers' products. Our products can be positioned in the mid-range. It is not at all domestic CNC lathes that can only produce not much better than modified machine tools. Domestic production For most manufacturers of CNC lathes, because the imported ball screws are foreign defective products and the positioning error of the rotary tool post is too large, they can only guarantee the machining accuracy of three to five wires..."

Jiang Jianxing stayed in the Pearl River Delta for a long time, and often went to the customer's production workshop to see equipment produced by other manufacturers.Therefore, we have a deep understanding of most of the equipment currently on the market in China.

"Have you heard? Our products are much higher than those in the domestic industry. Why do we need to tell our customers about our shortcomings? The price of our products is cheaper than imported machine tools of the same grade; the accuracy is better than that of other domestic manufacturers. The machine tool is expensive, although the price is a lot more expensive, but our machine tool is worth this price! Therefore, what we have to do is to compare the price with imported machine tools, and compare accuracy and performance with domestic machine tools!" After Yun Fei finished speaking, his fists were heavy. Smashed on the desk.

However, Yun Fei was embarrassed to see that many people were still staring at him suspiciously, especially the old people in the sales department.

What I thought was very inflammatory, except for the newly promoted Xiaobai, to those old sales staff, there is not the slightest infectivity.Yunfei knew that they were still waiting for their own explanation of why they wanted to tell customers about their product's defects.After all, the CNC lathe produced by Jiuyi Heavy Industry is currently the best in China, although it has not been tested and demonstrated by the market.

"Well, I haven't talked about why we should tell customers about the shortcomings of our products. No matter when, it is impossible to have equipment that is perfect without a trace. When customers use our equipment, they will gradually find that those are not even The problems and defects discovered by our experimenters. If our equipment, due to the defects of the machine tool itself, causes significant losses to customers, in that case, will customers continue to buy our equipment when the scale of production expands? Tell your customers in advance and let them be prepared. Will that still cause customer losses?"