Losing Money to Be a Tycoon

Pei Qian was silent for a moment.

As expected, there was still a big, big gap between this so-called sales job and the sales job that he really required.

Pei Qian organized his thoughts and said, "Well, you can forget all of the previous ones."

"These things might be useful in other companies, but I can tell you very clearly that in Tengda, not only are they useless, they're counterproductive and will only have the opposite effect."

"So, forget about it completely."

"Next, I'm going to talk about a few rules in the sales department at Tengda that you must keep in mind, a few of them are prohibitions, that is, they must never be violated and must be strictly enforced, no one in the department can make exceptions."

Hearing this, Tian Mo hurriedly pulled out a small book from his bosom and prepared to record it.

When he was working at the agency store before, he had been criticized twice for sitting dry in meetings, and after that he had kept the habit of carrying a pen and paper with him.

Pei Qian continued, "The first rule is that all sales are strictly forbidden to contact customers to sell their business, phone calls, handing out flyers and so on are all exempt, and door-to-door visits are even more absolutely forbidden."

"Only when the customer actively comes to the door to ask questions, you can answer the customer's questions, and only what the customer asks can be answered truthfully, absolutely not to care about the content, deliberately leading to the sales content."

"The second rule, do not need to deliberately practice the ability to communicate with people, do not learn or train any words, how to talk normally, with the customer or how to talk."

"Surely basic manners must be in place."

"The third rule, don't maintain the relationship with customers, don't send a group message greeting on New Year's Eve, don't share some inexplicable content in your own circle of friends, don't be tempted to get close, people are not familiar with you."

"Article 4, there shall not be any competition between the employees of the sales department, not to compare, not to influence the mindset of employees with factors such as 'sales' and 'performance', whether in the daily or departmental work summary, do not do Rating."

"Article 5, customer relationships are not personal, it is strictly forbidden to have a distinction between 'your customer' and 'my customer', all share customers and serve customers together."

"Article 6, the department only has a fixed salary, no commissions, how much each person's performance is not directly linked to the salary, the specific pay scale will be given to you later."

"Article 7, when making introductions to customers, you must focus on the shortcomings and problems of the product, be matter-of-fact and not leave anything out ......"

Tamer had been taking notes carefully, but the more he listened, the more he felt that something was wrong, and subconsciously looked up frequently, fearing that he had heard wrong.

This is not right, huh?

It all goes against your own shallow sales knowledge?

In fact, to sum it up, the guiding philosophy has completely changed.

The traditional concept of the sales department, are through a variety of means to mobilize the enthusiasm of the staff, let them more frequent contact with customers, through phone calls, pulling relationships, etc., to establish a relatively tight sales network, let all sales are crazy to run results.

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 the top sales employees and high bonuses, are designed to motivate sales staff as much as possible, so that they can strengthen the competition and get more business.

The more the sales staff sell, the more the company naturally earn.

Pei always put forward these points, obviously with this kind of thinking is completely contrary to, with one sentence to sum up, is "eat a big pot of rice".

Salary is fixed salary without commission, employees with a pin, not to mention additional bonuses, even in the daily work are not to do evaluation, no recognition.

And, not only do you not need to develop customers, do not need to take the initiative to contact customers, even when customers come to you, by the way, pull some business content, sales pitch can not!

With these points written down, Tian Mo was confused.

On the one hand, he felt that his existing cognition had been subverted, and on the other hand, he felt a deep confusion after his cognition had been subverted: If I can't do this, I can't do that, so what else can I do as a salesman?

When Pei Qian finished speaking, Tian Mo asked, "Uh ...... Mr. Pei, I've taken down everything you said, but I have a question."

"As I understand it, the day-to-day job of sales is to go around to customers by making phone calls, handing out flyers and the like, and then maintaining the relationship with the customer to sell the product."

"Now that you say that you can neither initiate phone calls nor have to maintain a relationship with customers, how exactly do ...... customers come in? You can't expect a client to call me voluntarily, can you?"

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

Pei Qian was silent for a moment, Tian Mo's words really put him to the question.

Indeed ah, just when the customer comes to the door only reply two sentences, this seems to be really customer service should do ......

Pei Qian intended to create a sales department in the hopes of losing money to himself through reverse sales, but it seemed a bit off if he raised a customer service department.

There had to be a way to differentiate this sales department from the customer service department.

The main thing is that we have to give the sales department a way to proactively reach out to customers, not block it completely, and then it really becomes a customer service department.

Of course, this way must not be to call, send flyers and so on, this way is too dangerous, because the cost is very low.

Nowadays, the leakage of personal information online is so serious that you can buy a lot of phone numbers of target customers with just a little bit of money, and call them one by one to harass, add contact information and sell them, which is simply an almost no-cost thing, as long as you pile up manpower and make enough phone calls, you can always get a few customers.

Sending out flyers and other ground pounding is similar, and it will always work if the sales force is stacked up.

Of course, if the entire sales department has been maintained at a relatively small number of people, such as a total of just a dozen people, no matter how many phone calls and flyers, the effect will be minimal.

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

So, you have to find a way that has a higher safety factor, spends a lot of money and is less effective, so that you can feel safe and bold to recruit harder in order to spend more money in the future.

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

"I've certainly thought about that already."

"After you carry out the preliminary preparations, I will allocate money for you to open a store, and then all your sales work will be carried out in the store. There's no need to deliberately call and send out flyers to contact customers, just be in the store and wait for them to come in."

"As for the office area of Shenhua Haojing, it will serve as your headquarters office, with the core cadres working over here, and the rest of your sales staff working in the stores."

That's the solution Pei Qian thought of, to be indecisive in a situation and open a physical store!

Without a doubt, opening a physical store is one of the most money-burning of the many ways to do it.

This is because having a physical store means that there will be rent, utilities, and various other expenses.

Like regular telemarketing, the costs involved are low, just find a remote office area, put up a dense work station, a phone and computer for each person, and pay them a small base salary to make wild calls.

But if there is a physical store, it means that there will be rent, utilities and other expenses, but also for the image of the company has to give the staff unified with uniforms, engage in decoration and so on, this spending on most of them.

Of course, in this regard, Pei Qian open physical stores, a little bit not too good experience.

Of course, in terms of opening physical stores, Peiqian has a little bit of bad experience, such as Internet cafes, fish takeaways, hosting gyms and so on.

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

What's more, sloth apartments and Against the Wind Logistics have been losing money, so what's there to be afraid of?

So, Pei Qian felt that he had planned in detail and meticulously laid out this time, and with Tian Mo as the head of the entire sales department, it should be nine-tenths of the time.

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

If all the people from the sales department were crowded here, and they didn't make any phone calls or distribute any flyers, who would the customers find in the office building?

If there was a store, customers would at least be able to find a place, which was relatively reasonable.

Also, a store is considered a symbol of strength.

For a big housing agency like the Sumitomo Group, the stores were spread all over the cities, and each store covered an area around it, which made it easier to figure out the entire region and formulate different strategies for the different situations in each city and region.

Mr. Pei didn't say what kind of store he was going to make, so Tian Mo didn't think too much about it and thought it might be the same kind of store as the Sumitomo Group.

Pei Qian a little calculation, really want to engage in a store or something like that seems to still need a period of time to prepare, the location of the store, decoration, inside the specific structure of the diagram, as well as sales staff dress, training and so on, all have to prepare a little.

And these preparations let Tian Mo responsible for certainly is not very good, have to arrange some professional personnel.

It's not that we have to make these preparations perfectly, but we are afraid that Tian Mo doesn't know anything and is too slow to prepare, so the sales department hasn't been set up after the settlement, which is too delaying.

Thinking of this, Pei Qian said to Tian Mo, "Okay, that's it for today."

"I've already told you some of the basic codes of the sales department, after you go back, this period of time is to memorize these codes, memorize them word for word, and then always keep them in mind, you can't violate them."

"I'll arrange for the others to do the preliminary preparations, and I'll inform you when they're ready."

Tian Mo was stunned, "Uh ...... is there any other work?"

"Other work? No." Pei Qian shook his head, "In the short term, your entire job is to memorize this content, I'll have to spot check it when I see you next time, it's not okay if you can't memorize it."

Tian Mo hurriedly nodded, "Don't worry, Mr. Pei, I will absolutely memorize it word for word!"

After confirming that he didn't have any other tasks, Tian Mo carefully put the small book away and left General Manager Pei's office.

Although it wasn't clear what kind of plan General Manager Pei had, but it gave Tian Mo the feeling that he was unaware of it, as if as long as he completed General Manager Pei's request seriously, all the problems would be solved naturally!

Tian Mo walked out of General Manager Pei's office, suddenly feeling confident and full of hope in his life!