Chapter 209

"As a salesperson, first of all, you must understand the products you sell. Especially for our machine tool sales, you need to know more than just some of the most basic parameters. I don't ask you to recite the performance parameters of the CNC machine tools produced by our company. At least you have to tell the customers what they want to know when the customers ask. "

In the training room of Jiuyi heavy industry, Yun Fei wrote some contents on the blackboard in front of the training room and talked about the most basic qualities that a salesperson must have to write to many older students who are writing hard.

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

Although the sales personnel of machine tools, especially CNC machine tools, may not fully understand, they must at least be familiar with various parameters of machine tools. These parameters are often the most concerned problems of customers. If the salesperson doesn't even know these basic things, there is no way to communicate with the customer, especially the technicians who can't make decisions, but their opinions can influence the people who can make decisions. Their opinions are more important.

The boss is often concerned about at least the price of machine tools. After all, in this era, there are not many models and types of domestic CNC machine tools, so the price difference is not too great. If the performance difference between the two machine tools is too large, as long as the vision is not short-sighted enough to only see the immediate boss, we will seriously consider the opinions of professionals.

Professional things should be done by professional people. The boss only needs to listen to the opinions of professionals. What the sales staff of Jiuyi heavy industry have to do is to convince those professionals with their professional skills.

The resident sales personnel recruited by Yunfei in the factory this time are all over the age of 28. Almost all of them are front-line production workers, front-line managers and technicians from the most grass-roots level. As long as these professionals have theoretical experience in sales, they will often bring better results than those more professional salespeople.

Machine tools are produced from them. If they can't be regarded as the salesperson who knows their company's products best, no one else knows better.

Those machine tool agent companies or individuals often just read the information given by some machine tool manufacturers and try their best to deceive customers. They don't know that the data given by machine tool manufacturers are often only theoretical parameters. After many customers buy machine tools, they find that the machining accuracy of machine tools is too far behind the parameters said by the seller in the production process.

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 previous practice and the practice of other companies to select sales personnel from the internal production and grass-roots technical and management personnel of the factory is not that our sales department can't recruit people, but that no one knows our machine tools better than you who produce these machine tools. What I need you to do is to introduce all kinds of professional things you know about machine tools to our customers. For example, what are the advantages and disadvantages of our CNC lathe compared with the products of other machine tool manufacturers... "Yun Fei gathered all the sales personnel including his elders and the sales personnel recruited and selected in the factory for professional sales training.

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

Yun Fei said, glancing at the dozens of salespeople sitting under the podium one foot higher than the whole training room. Seeing that here, all the people stared at themselves with a puzzled face, and stopped. He was waiting for the salespeople to ask.

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

Yun Fei casually selected a person he didn't know who should be a front-line production technician.

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

Yun Fei pressed his hands and motioned the questioner to sit down.

"It depends on how you understand it. Some people say that a good cover a hundred ugly; Similarly, some people say that one ugliness conceals a hundred good. Why do I ask you to tell us the shortcomings of our products? That is, we are not afraid that others will 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 to inform customers of the defects caused by the design accuracy that cannot be reached due to technical reasons before customers use our products, so that customers will consider them in more detail. "

Yun Fei saw his explanation, which made the old salespeople, including the original sales department, more confused. He had to knead his swollen head reluctantly.

Now they are still in the seller's market environment. These salespeople simply don't realize how much benefit long-term and stable customers will bring to them and the whole company in the future.

"In addition to the new members of 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 the people in the whole training room are nodding their heads.

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

Warm applause broke out in the training room.

Many people know Jiang Jianxing, not only because he is the boss's uncle. More because he sold half of the hundreds of ordinary lathes sold by the whole 91 heavy industry.

Unlike other state-owned factories, no matter how much equipment you sell, there will be no bonus exceeding the regulations. Therefore, most state-owned machine tool manufacturers choose agents to build their sales channels.

Jiuyi heavy industry has clear provisions on the rewards for personnel selling 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.

"We won't talk about foreign CNC machine tools in a few days. Few people don't know the gap between our CNC machine tools and those imported from abroad. Of course, I'm only talking about those expensive medium and high-end CNC machines. In fact, the performance of our finalized CNC lathes can compete with that of medium-sized CNC lathes imported from abroad. Compared with the number of cars in Europe, there is still some gap, but it is absolutely no worse than those made in Japan and Taiwan, and even slightly better in accuracy, rigidity and convenience. " Jiang Jianxing briefly described the comparison between the CNC machine tools produced by Jiuyi heavy industry and foreign CNC machine tools.

His words, however, many people below began to become full of confidence.

"If we compare with domestic CNC lathes, our products are far better than those of other manufacturers. Our products can be positioned to the middle level, and are not domestic CNC lathes that can only produce much better than refitting machine tools. For CNC lathes produced in China, most manufacturers can only ensure the machining accuracy of three to five wires because the imported ball screws are foreign defective products and the positioning error of the rotary tool holder is too large... "

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

"You hear me? Our products are much higher than those in the same industry in China. Why tell customers about our shortcomings? The price of our products is cheaper than that of imported machine tools of the same grade; The accuracy is higher than that of machine tools produced by other domestic manufacturers. Although the price is a lot more expensive, our machine tools are worth this price! Therefore, what we have to do is to compare the price with imported machine tools, the accuracy and performance with domestic machine tools! " After Yunfei finished, he hit his fist heavily on the desk.

However, seeing that there are still many people staring at themselves in doubt, especially the old people in the sales department, Yun Fei is embarrassed.

I thought it was very provocative. Except for those new Xiaobai, it had no appeal to those old salespeople. Yunfei knows that they are still waiting to explain why they want to tell customers about the defects of their products. After all, the CNC lathe produced by Jiuyi heavy industry is the best in China at present, although it has not been tested and demonstrated by the market.

"Well, we haven't talked about why we should tell customers about the shortcomings of our products. No matter when, there can be no perfect equipment without a trace of defects. In the process of using our equipment, customers will gradually find problems and defects that have not even been found by our laboratory personnel. If our equipment causes great losses to customers due to the defects of machine tools, will customers continue to buy our equipment when the production scale is expanded? If we tell our customers in advance so that they are prepared, will it still cause losses to customers? "