Confessions of a Salesman

Chapter 822 Solving Puzzles
Several people looked at me at the same time, and I said loudly: "You will never give money in a timely manner, you will only add to the cake! You always lend money to companies that don't need money, and those companies that need loans to revitalize may just need your help." A little loan can restore the family business they have worked hard for generations, small business, how about you? You don’t even look at it! You just want to win steadily and control the risk to zero! Is that possible? No risk, where's the profit?

Is it because I have money and can’t lend it out, and I dare not lend it out, because I am afraid that if I go out, I will not be able to come back!Why are there so many bad debts and bad debts throughout the year!

Is it because your risk control is not good?no!It's because you haven't seriously investigated those companies and individuals who really need it! "

Zijun nodded again and again: "Yes, we also know about this problem, but the country also has policies, three loans and three no loans, five rules and eighteen rules! Under these policies, many enterprises that were originally eligible for loans are not able to get loans. To the money!"

I curled my lips and said, "You don't lend money to new customers who don't have fixed assets as collateral, and you give the green light to old customers who owe a lot of debt! The country didn't say that the policy is dead? You just don't know how to operate flexibly. To put it bluntly , I just don’t want to take responsibility! Working in a bank is a person within the system, with a staff, and there is no pressure from competition at all! It is said that there is no competition for employment, so how come there is no competition for layoffs? The state-owned enterprises have been restructured, so why are you still in the iron rice bowl? what?"

Zijun shook his head and said: "We also have business index assessment now, which is also under the pressure of competition! If you don't do well, you will also be laid off!"

I cut it and said, "What kind of pressure is that on you? How much money is loaned out a month? How much money is withdrawn? What if it fails to meet the assessment standards? Those who fail to meet the assessment indicators will be fired!"

Zijun fell silent.

I continued, "Stop wasting time on us! If we want a loan, we would have already figured it out ourselves!"

Zijun didn't speak again, but Mo Ke defended him: "Zijun is under a lot of pressure. The two children and four elderly people in the family are not in good health. The whole family depends on him alone. I know Zijun wants to save face. People, otherwise you wouldn’t ask me! Mr. Chen, don’t be so decisive, I think we can help if we can help, so let’s do it!”

I looked at Zijun's helpless and embarrassed expression. For his own family, an adult had to bear the pressure and insult he shouldn't have to bear. I was somewhat ashamed and soft-hearted.

I asked flatly, "How many gaps do you have in your hands?"

Zijun raised his head, looked at me sincerely, and said, "500 million, with an annual interest rate of 5%, and no handling fee."

I looked at Mo Ke, Mo Ke was also very puzzled, shook his head, and smiled acquaintancely.

Zijun didn't understand what we meant, thought we thought it was too much, and hurriedly changed his words: "There is still more than a month until the year-end assessment, I can still think of a way, as long as you help me solve the 1 million yuan!"

I asked Zijun curiously: "How do you evaluate, if you pay a few percent more than the safety loan, you can double the commission?"

Zijun seemed to have never thought about this question, so he thought for a while and replied: "Customers with a credit rating of 80 or more will be rewarded with 100 yuan for every 1000 million yuan in loans."

I frowned and said, "So few? It's hard to find customers with a score above 80?"

Zijun replied: "It's not that it's hard to find, it's just that it doesn't matter. It's hard to get. You also know that this kind of customers have long-term business contacts with the bank. There is no reason to be unfamiliar! In fact, I used to do a good job at the lower level, with less pressure. However, my family always felt that I was not motivated and just hung out in small places, and I was not promising in second-tier cities. When I had the opportunity to go to the head office, she insisted on me Fight, say that the future and money are definitely better than before, and you are not too young, if you don’t mess around, you will be like this for the rest of your life!"

I snorted and said, "There is a kind of good, called wife thinks good!"

Zijun sighed and said, "Who says it's not? I worked hard to get into the head office, but I'm the president of a second-tier city, and when I get to the head office, I can be a small director of the loan and investment department. 4 people, one year's task is 1.5 million loans, one person is 3000 million. The money is easy to loan out, but it can't be recovered! Our department is newly established, and all the newcomers who come from the local government are promoted. I don’t have any resources at all, what do you think we should do? I begged my grandpa to sue my grandma, so I only loaned out 2500 million, and there are still two customers with scores below 50 points, there is really no way!”

Mo Ke said very understandingly: "I can understand your difficulties, which is why I don't want to enter the banking system. Just now Mr. Chen said that banks are all iron rice bowls and there is no pressure from competition. The practitioners in the related industries are not without pressure, and the pressure is no less than that of our company. The policy at the top is stuck, and it has been very difficult since the implementation at the bottom. When dealing with money, if you are not careful, you will easily make mistakes, and it is impossible. Undoing the mistake."

Fatty and I clinked glasses, took a sip of wine, and said: "It seems that I am one-sided! How about this, Mr. Mo, you can arrange it yourself. Anyway, the loan pressure in the ancient town is relatively high. Ask Yaoyang how much more he needs. , let’s go from Zijun’s place!”

Zijun's eyes lit up, and he hurriedly touched me with a wine glass and said, "Thank you, Mr. Chen, for your support!"

I smiled and said: "As far as I can, any bank will be the one to get the loan anyway! If not, we have always had a contract partner, and we can also consider your unit! It's just that the bank we cooperate with is at the most difficult time for all of us. He extended a helping hand to us, and he never turned back, I have to pay back this love!"

Zijun heard the meaning in it, and asked me: "Mr. Chen, if you need help, just say it!"

I shook my head and said, "No, no! Our normal business relationship! There is no personal relationship!"

Zijun thanked you again.

I also said very sincerely: "Let me give you some advice, take a closer look, some small businesses do not have very large loans and do not have any collateral assets at all, but if you look deeper and see their Prospects and potential, you might as well help them, especially those who are in the industry. They really want to start their own business in a down-to-earth manner, but they don’t have so much money at hand. These companies are also accumulating more. A few million, the one-year task is completed! Like this one beside me..." I patted the fat man on the shoulder, I think his company needs your loan.

The fat man said with a look of embarrassment: "It's not that I don't help, it's just that the scale of my company is too small now, and there is no shortage of money!"

I cut it and said: "Didn't you act as an agent for Lotte's bathroom? The store doesn't need to be renovated? How many years have you paid the agency fee deposit? Once a year, the price will definitely increase every year, and the annual policy will also be different." It must change, I have heard that after this year is over, next year's agency fee will be doubled, before Lotte has grown so big, we should finalize the agency right for at least two years as soon as possible!"

The fat man said hesitantly: "But I don't have that much sales volume, so I'm sure I can't complete the task! If I sign it, it's a free sign, and I still have to be signed off tomorrow!"

I shook my head and said, "Why are you so unconfident in yourself?"

The fat man hummed and said: "I also studied finance before, and I never did sales. I just set up a stall at home. How much I can do depends on God!"

I sighed and said, "Are you waiting for God to give you food? How can this work? You have to open up your mind!"

Mo Ke interrupted and said: "Ask us more about Mr. Chen. He is a senior in the sales industry. The reason why Wanzhong's products sell so well is all thanks to Mr. Chen! It's rare to have such a good opportunity. Don't you Thank you, Mr. Chen, for your kind words, listen to Mr. Chen, and you will earn a lot of money!"

I hastily put it on and said, "You're starting to make fun of me, right? However, I can give you some advice! One is, don't be so rigid in your sales methods, wait for customers to come to you, and stick to it every day." In the store, wait for someone to come to your door. Open your mind, bathroom products are needed by every household, and you can go to see all the projects under construction, maybe there will be a large number of goods from you! Second, make full use of Vigorously publicize your appearance advantage, not only to let the customers who enter your store sell something, but also to let them use it, and promote it for you! So how can you attract customers to come to your door and repurchase? Your The store cannot be made into a traditional bathroom store, because there is nothing new in that way, just to compare prices. What you have to do is to make your store into an experiential 4S standard storefront. To make sales (Sale), spare parts ( Sparepart), after-sales service (Service), and information feedback (Survey) four-in-one experience store."

The fat man questioned: "Then what should I do? I can't make my store a public toilet, can I? There are toilets everywhere, sit wherever you want!"

I smiled and said: "If you really do this, you might become famous! My suggestion is that the front hall is an exhibition hall, showing the history of toilets from ancient times to the present, and then displaying the most advanced toilets on the market. The toilets are all displayed, such as automatic flushing toilets, massage toilets, music toilets... Later, we will really make a few experience toilets and install all kinds of toilets. Of course, you have to deal with the smell well, absolutely not on the ground. There is a drop of water, and it must be clean enough to sleep on the ground. Several large TVs should be placed in the experience hall, and there is a feeling of going home to the toilet, and I am reluctant to leave after entering it!"

The fat man was dumbfounded, looked at me and asked, "Can it work?"

Mo Ke said with a smile: "Mr. Chen's idea is hard to buy, and those who listen to his advice are now rich!"

The fat man still hesitated and said, "But how much does it cost?"

I looked at Zijun and said, "It's about money!"

Zijun immediately understood what I meant, and said to the fat man, "Don't you still have me? I'll just give you a loan! According to Mr. Chen's thinking, you can pay back the money in less than a year. I am confident, I will lend you as much as you want!"

The fat man rubbed his fists and said, "It seems to be really possible! I'm tempted to hear it!"

I reminded: "Also, don't focus on single products. Most of the people who buy toilets are customers for new home renovations. They will also buy related bathroom products. You can sell them all together! The sales volume of this part is not small. Also, you must have your own installation team. People nowadays want to be convenient, and they like one-stop service. If there is a problem, they can find you. You must be like a mobile phone or a car seller, pre-sales and after-sales Excellent service! Word of mouth is more important than anything else!"

The fat man nodded his head and said: "Great, if I do it, will many colleagues follow me!?"

I nodded my head and said, "I will! The Chinese are the strongest and have the strongest ability to imitate. Otherwise, why was the first human being discovered on earth in Africa, but the BJ ape-man was the first to learn to walk! It's just imitation Ah! This is all nonsense! Seriously, you have to protect your intellectual property rights, make some special things in your store, things that others cannot imitate, and apply for a patent. Or, your advertising Language, like that Trenshu, not all milk is called Trenshu, one sentence will kill your idea of ​​imitating your peers!"

The fat man was enlightened, and then I said: "Like that instant noodle advertisement, some people imitate my face, and some imitate my noodles! When people hear it, they feel that the instant noodles they sell are unique!"

I gave a thumbs up and said, "That's right! You have learned to answer quickly! By analogy, do you think you are born to be a salesperson?"

The fat man hummed, and said confidently: "Yes! I'm like someone who is rewarded by God!"

The two women laughed and teased, "Mr. Chen is your God?"

I smiled and said: "The master leads the door, and the practice is up to everyone! It's his comprehension that is better!"

One meal solved the big problem of the two of them. When they left, Zijun and Fatty rushed to pay the bill, and Mo Ke sneered at the side and said: "We are rushing to pay the bill now. This is Mr. Chen's shop. He can let you pay the bill." Pay the bill? Next time, bring some friends to eat with him next time, and praise him!"

The two are not arguing.

After they left, Mo Ke and I drank tea in the backyard, and Mo Ke said softly, "Thank you so much today!"

I poured a cup of tea for her, handed it to her and said, "It's just a mouthful!"

Mo Ke smiled and said, "I haven't had tea with you like this for a long time!"

I hummed and said, "Yes, since Wang Weidong..."

Mo Ke hurriedly made a gesture and said: "Stop! Don't mention the past! Actually, I'm looking for you today, and I have something else to give you some advice!"

I asked with a groan, "The company's? Or mine?"

Mo Ke replied: "There are all of them!"

(End of this chapter)