Smart 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 don't ask you to understand the products produced by our company. The performance parameters of CNC machine tools are memorized backwards, at least you have to be able to tell customers what they want to know with reason and evidence when customers ask."

In the training room of Jiuyi Heavy Industry, while writing some content on the blackboard in front of the training room, Yun Fei explained the most basic qualities that a salesman must possess to many older students who were busy writing.

Salespeople rely on their mouths.However, machine tool salesmen can not only solve problems with their mouths. Many customers who buy machine tools may not understand machine tools, but when choosing machine tools, they will definitely bring professional technicians and experienced masters.

Although the machine tool, especially the salesperson of the CNC machine tool, may not fully understand it, at least they must be familiar with various parameters of the machine tool.These parameters are often the most concerned issues of customers.If the salesperson does not even know these most basic things, there is no way to communicate with customers, especially those technical personnel who cannot make decisions, but their opinions can influence those who can make decisions. Their opinions are more important.

Boss, at least the price of the machine tool is often concerned. After all, in this era, there are not many models and types of domestic CNC machine tools, 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 so short-sighted that you can only see the boss in front of you, you will seriously consider the opinions of professionals.

For professional things, leave it to professional people. The boss only needs to be responsible for listening to the opinions of professionals.What Jiuyi's sales staff have to do is to use their professional skills to convince those professional people.

The on-site sales staff recruited by Yunfei in the factory this time are all over 28 years old, and almost all of them are from the most grass-roots front-line production workers, front-line management staff and technical staff.As long as these professionals do sales, as long as they have the theoretical experience of sales, they will often bring better results than those more professional salespeople.

Machine tools are made from them, and if they aren't the salesmen who know their company's products best, no one else does.

Those machine tool agency companies or individuals often just read the information given by some machine tool manufacturers, and then tried their best to fool in front of customers.They don't know that the information given by machine tool manufacturers is often only theoretical parameters.After many customers purchase machine tools, they only find out during the production process that the processing precision of the machine tool is too different from the parameters stated by the seller.

The internal sales personnel recruited by Yunfei should tell customers not only the theoretical precision of the design, but also the processing precision of their machine tools!

"The reason why I broke the previous practice, the practice of other companies, is to select sales personnel from the production and grassroots technical and management personnel in the factory. People who work on these machine tools know our machine tools better. What I need you to do is to introduce the various professional things you know about machine tools to our customers. For example, our CNC lathes are compared with products from other machine tool manufacturers. In comparison, where are the advantages and where are the disadvantages..." Yunfei gathered all the sales staff, including several of his elders, and the sales staff recruited and selected within the factory, to conduct professional sales training.

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

As Yun Fei spoke, he glanced at the dozens of salespersons sitting under the podium that was one foot higher than the entire training room. Seeing this, all the people stared at him with puzzled faces and stopped. , he is waiting for inquiries from these salespeople.

Sure enough, many people raised their hands, including Jiang Jianxing, who was specially notified by Yunfei, and several other elders, all stared at Yunfei, waiting for Yunfei to clarify his doubts.

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

"Boss, when people buy things, don't they always talk about the good things, why do they talk about the bad things when they come to us? If so, others can only see the shortcomings of the products produced by our company, and they can't see them at all. The advantages of our products." Yun Fei pointed to the new salesperson who asked the question, and asked everyone's doubts.

Yun Fei pressed both hands, motioning for the person who asked the question to sit down.

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

Seeing himself explaining this way, Yun Fei made the old sales staff below, including the original sales department, even more confused, so he could only helplessly rub his swollen head.

It is still in a seller's market environment. These salespeople have no idea that long-term and stable customers will bring them and the whole company much benefit in the future.

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

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

"Most of the most advanced CNC machine tools in our country enter China through the customs in the Pearl River Delta. My uncle Jiang Jianxing has done market research in the Pearl River Delta for nearly half a year. Now we ask him to introduce the situation of domestic CNC machine tools. "

There was warm applause in the training room.

Many people know Jiang Jianxing, not only because he is the boss' uncle.What's more, 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 will not get bonuses beyond the regulations.Therefore, most state-run machine tool manufacturers choose agents to build their sales channels.

Jiuyi Heavy Industry has clear regulations on rewards for those who sell equipment.Even if it is the most ordinary cleaner, as long as he sells the equipment through his own relationship, the bonus he should be given will not be less than a penny.

"For foreign CNC machine tools, we won't talk about them in a few days. Few people don't know the gap 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 CNC machines. Machine tools. In fact, the CNC lathes that we have now produced can compete with the mid-range CNC lathes imported from abroad. Compared with European lathes, there is still some gap, but they are definitely not inferior to those produced in Japan and Taiwan. It is slightly better in terms of precision, rigidity and convenience." Jiang Jianxing briefly talked about the comparison between the CNC machine tools produced by Jiuyi Heavy Industry and foreign CNC machine tools.

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

"If we compare with domestic CNC lathes, they are far better than other manufacturers' products. Our products can be positioned as mid-range. They are not domestic CNC lathes that can only produce much better than modified machine tools. Domestic production Most manufacturers of CNC lathes can only guarantee the processing accuracy of three to five wires because the imported ball screws are defective products from abroad, and the positioning error of the rotary tool holder is too large..."

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

"Did you hear? Our products are far higher than those in the domestic industry. Why do we tell our customers our shortcomings? The price of our products is cheaper than that of imported machine tools of the same grade; the precision is better than that of other domestic manufacturers. The machine tool is expensive, although the price is quite expensive, but our machine tool is worth the price! Therefore, what we have to do is to compare the price with the imported machine tool, compare the precision and performance with the domestic machine tool!" After Yun Fei finished speaking, His fist slammed heavily on the desk.

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

I thought it would be very provocative, but except for the newly promoted Xiaobai, it didn't have the slightest appeal to the old salesmen.Yunfei knew that they were still waiting to explain why they told customers about the defects of their products.After all, the CNC lathe produced by Jiuyi Heavy Industry is considered the best in China at present, although it has not yet passed the market test and demonstration.

"Well, we haven't talked about why we should tell customers the shortcomings of our products. No matter when, it is impossible to have a perfect device without a trace of defect. In the process of using our equipment, customers will gradually discover those things that are not even recognized by us. The problems and defects found by the experimenters. If our equipment causes heavy losses to customers due to the defects of the machine tool itself, under such circumstances, will customers continue to buy our equipment when the production scale expands? If we advance Tell customers, let them be prepared, will it still cause losses to customers?" (To be continued.)