Confessions of a Salesman

Chapter 1017 Sales Policy

A Liao hummed and said: "It seems to be such a truth!"

I looked at the report on the table and asked, "How is the sales this month?"

A Liao said with a little pride: "Breaking a record high! Even the old cars in my backyard have sold a lot!"

I looked at the salesman selling cars downstairs and asked, "Are those all your new hires?"

A Liao nodded and said: "Yes, Ah Hua invited them back, and everyone is a sales elite!"

I sighed and said, "You really don't know how to manage! I'm not talking about you, you have to entrust this matter to someone you trust!"

A Liao asked, "What do you mean? Are you saying that Ah Hua can't be trusted?"

I lit a cigarette, but was stopped by A Liao: "Stop smoking in my place, now my place is a non-smoking area, we sell cars, we can't see fireworks!"

I said displeasedly: "Your car leaks oil? You sit in the car, you can't smoke?"

A Liao retorted: "You can't smoke while driving!"

I cut my throat and said, "That's because I'm afraid you'll distract your attention, not because you're afraid you'll set the car on fire! Forget it, follow your rules here!" After finishing speaking, I choked out my cigarette.

Looking at Ah Hua again, he was instructing a salesman to entertain a customer who just came in to look at the car. The customer planned to come in to have a look at it. When he saw the salesman walking past him, he instinctively leaned aside. It didn't look very good. Want someone to bother him.

But the salesperson was very enthusiastic, so he posted it immediately, and enthusiastically pulled the customer into it. After taking two steps, the customer turned around and left.

Then, I saw Ah Hua dancing and scolding the salesman, who kept his head down and didn't speak the whole time.

I shook my head and said to A Liao: "Excessive enthusiasm will cause a sense of oppression by customers, which is not conducive to sales! It seems that he still only knows the superficial aspects of sales! Tell him to come up, and I will talk to him!"

A Liao said in embarrassment: "I took great pains to invite this back, so don't let me drive you away!"

I said with some displeasure: "Then you mean, don't worry about it, you're fine now, right?"

Seeing my expression, A Liao immediately said: "No, no, I will call him up immediately, you just need to educate him, but don't talk too much, young people are full of blood, talk too much, they don't like me. Listen, leave immediately! It's not easy to hire a good salesman these days!"

I hummed, nodded and said, "Don't worry, I'm just calling him. It's best if he can listen to it. If he doesn't listen, he'll be like that! But it won't delay your money!"

A Liao had no choice but to ask Ah Hua to come up.

A Hua was a little surprised, seeing me sitting in A Liao's position, and A Liao sitting in the chair next to me.

I asked Ah Hua to sit down first, and then asked, "How many years have you been working in Jianhua 4S?"

Ah Hua replied without thinking: "5 years!"

I hummed, and continued to ask: "Have you been the sales champion for 5 years?"

Ah Hua replied: "Not in the first year, not in last year, and in the middle three years!"

I smiled and said, "Amazing! Then why didn't you become the champion last year?"

Ah Hua replied honestly: "Last year, a sales director came and changed the sales policy. Our cars are not easy to sell!"

I groaned and said, "The sales policy has changed? Is it for you alone? Or for all salespeople?"

Ah Hua replied: "Everyone!"

I hummed and said, "So under the same conditions, someone surpassed you?"

Ah Hua nodded without explaining.

Instead of asking why, I said, "So, you're here?"

Ahua was stunned for a moment, obviously didn't understand what I meant, and explained: "No, I came here because Mr. Liao offered me good conditions!"

I sighed and said: "If the conditions are good, you agree, then have you thought about whether you are qualified for the job?"

Seeing that the form was wrong, A Liao hurriedly said, "Boss Chen means..."

I intercepted A Liao's words and said, "What I mean is that Mr. Liao asked you to be the sales director. With your current ability, you are not qualified for the job!"

Ahua said very unconvinced: "Why am I incompetent? Since I came here, the performance here has risen sharply, and the sales have doubled. Isn't this incompetent? Then tell me, what kind of talent is there?" Is it worthy of a job!?"

Seeing my ugly face, A Liao hurriedly said: "Don't talk to Mr. Chen like that, he has his own reasons for talking about you like that, just listen to him!"

Ah Hua doesn't know my background, he probably hasn't seen me since he joined the company, and no one probably told him, what is my background?
But when he heard that A Liao had done this, he couldn't refute anymore, he lowered his head, held back his breath, and didn't speak.

I said with a straight face: "You refute me without even listening, which in itself shows your problem! I can say that, there must be my reasons! Let me tell you, to be a sales champion and a sales director It’s two concepts, you sell well, but you can’t drive the whole team, can you be considered competent? What are your job responsibilities, do you know?”

A Hua lowered his head, not daring to speak.

I continued: "The beauty invited at the door was your idea, right?"

Ava nodded.

I snorted and said: "Glamourous, not all sales techniques are suitable for us! Attracting customers is important, but you also need to look at the customers you attract, whether they are effective customers? Those who come to watch the excitement, attract a little It doesn’t work! Also, you have to designate different sales strategies according to different customers! Let’s talk about the customer who probed his brain just now, right? Don’t be too enthusiastic about him, just let him take a look first when he comes in. If he is really interested Yes, I will come to you of course! If you are not interested, no matter how enthusiastic you are, he will not sell it, and he hasn’t read it yet, so he is so scared by you that he is not even interested in watching it.”

Ah Hua hummed, probably accepting my statement.

I didn't think he was so disgusted, so I lowered my voice and said, "There are many kinds of sales. Not every salesperson needs to be eloquent! Now the honest salesman is the most popular. Ask you what to answer, and professional knowledge is required." Yes, but you don’t need to talk about professional things with every customer, and they may not understand! According to the different needs of different customers, formulate different sales strategies. I think you will definitely know these things, but you can do it yourself No, you have to teach your subordinates too! You lead the team, you have to understand that your responsibility is the overall sales, and you are responsible for the sales of the entire company!"

I looked at A Hua's expression, he was silent, knowing that he had listened.

My face softened a little and I said: "You are motivated and willing to work. The sales champion brings you income and honor, but you can't keep living on your laurels without spending a hundred days. You are so young, but you have to think about it." Progress, now that you have such a level and such a platform, shouldn’t you think about how to strengthen your ability? Not only you can sell, but you are capable! Management ability is also important, and the three kinds of talents are the most promising in the future , one is sales talent, one is professional talent, and the last is management talent! You are no problem with sales, I believe that you are no problem with the professional knowledge of automobiles, so it is time to put some effort into management ?”

I looked at A Liao and A Hua again and said, "Management ability is not what you think it's easy to answer. You think it's enough to manage people. You have to be able to make your subordinates obey you, and you have to let them all be good at it. Capable, capable, and willing to do things for you! Cultivating talents is the most basic experience of management ability. How many nails can you drive when you are covered in iron? Team work is the last word! At the same time, in addition to cultivating talents, you You have to make achievements in the company's operation, such as the establishment of the company's overall system, the company's financial loopholes, and the company's future development direction. These all require your professional advice. Do you think that you are just a salesperson? Director, don't you need to worry so much? The development of the company depends on your sales, so your opinion is the most fundamental and important to the development of the company."

A Liao hummed and said: "My biggest problem now is that no one can give me professional advice, so I can only make many decisions by myself, and there have been many wrong decisions, like the ones signed in the previous contract. , there is a big problem, if you were there, Ah Hua, you might have given me a lot of reasonable suggestions, and now we are not so passive!"

I continued: "Ah Hua, now I say you are incompetent, is there a problem?"

Ahua raised his head slowly and said, "I've been taught! I know my problem now!"

I smiled and said: "That's right! If you know your own problems, you should improve! I think you are very promising, you are so young, and now you have met such a good boss, cherish it! The first thing to do now is to improve people After training, people must be constantly recruited, the best will survive and the fittest will be eliminated, the good ones will be retained, and the bad ones will be eliminated. As the company develops, you will naturally rise, so work hard!"

Seeing the bloody Ahua coming down the stairs, A Liao smiled and said to me: "You have the ability to fool people, I really want to study hard with you! This guy is more excited than listening to pyramid schemes." !"

I laughed loudly and said: "Don't worry about me fooling him or not, he listened to what I said, and it might help him in the future! Who can tell clearly, and, what I just said The words are also for you to listen to, you really think about it carefully, I have already done this for you, and the rest is up to you!"

A Liao hummed and said: "I know, I know! By the way, I have a new car model here. You can see if you want to drive it. To be honest, I'm not an old man who sells melons. This car is a real car. Not bad! The whole car is intelligent, and various performance indicators are also very good!"

I pointed to the car at the door and asked, "Is that the one? Pickup? Can it go on the road?"

A Liao explained: "Yes, four-wheel drive, turbocharged, dual-clutch! Full of power! I ordered 4, you can drive one away in a while!"

I was moved and asked, "How much is this car priced for? It's very luxurious, like a tank!"

A Liao said with a smile: "The price is 48. This is an imitation of the American Hummer, but we have a cargo box behind us."

I laughed and said, "48 to buy him? There are too many choices, who would spend money on a counterfeit product?"

A Liao scratched his head and said, "Someone really bought it, I think it's a good weapon to pretend to be X!"

I sighed and said, "Don't buy this model anymore. It's not practical, and there will be no market. In this regard, you should really listen to Ahua's opinion! The definition of our brand is people-friendly, cost-effective Well, don't make any high-end cars, that's not suitable for us! Occasionally sell one or two, but don't expect it to bring you much profit!"

A Liao pouted and asked, "Then do you want it?"

I shook my head and said, "No! It's too ostentatious! You can keep it and sell it yourself! It's not like you haven't been to Mr. Lin's garage. Is there any car I want!"

Alio cut and said: "Those are all cars from many years ago, can they be compared with the current cars? There is not even a driving recorder!"

I said disdainfully: "The old car is durable, and the engine is not broken for 50 years, especially the imported car. It's not that I'm adoring foreigners, it's really easy to drive!"

A Liao agreed: "I think so too, but who can afford it? At that time, if you had a Santana, you were a nobleman, and if you had a Crown, you had to be a department-level leader! How many people can be like Mr. Lin?" , a high-end car in a garage, if you don’t know Mr. Lin, you will think that Mr. Lin is a smuggler! A smuggled car in a garage!”

I smiled and said: "Who said it wasn't? When I first saw it, I was shocked. I just bought a Fit at that time! Mr. Lin said that my car was a toy car. Now that I think about it, it's true. Compared with his car, my car is not a toy car."

After leaving A Liao's 4S store, I went to participate in the performance of my parents' elderly choir. As a sponsor of their choir, I became their guest of course.

The Great Hall of the People in Zhuhai was full of crowds. It is estimated that only in the square can you see so many old men and old ladies, and they are neatly dressed and have a unified slogan.

I was in the crowd at all, and I couldn't tell who was who?
I had no choice but to squeeze myself into the crowd, pass through the grandpas and aunts, and enter the auditorium. Not to mention that it was really formal, the stage was decorated with flowers, and the banner above said; "Guangdong Senior Choir Zhuhai Division Final!"

I found my seat, and next to me was a young couple, both of whom looked like educated people. The man wore black-rimmed glasses, and the woman wore a scarf around her neck, with her arms around the man.

I passed them and sat next to the woman. The man nodded slightly to me, and I responded with a smile.

The competition started, the host didn't say anything, and started to let the players of the first team play. It was a choir in Tianhe District, Guangzhou. I have to say that this kind of choir not only had neat clothes, but also played with a unified slogan. It turned out to be quite thin.

(End of this chapter)