Chapter 1001 Guidelines for Tenda Sales Department
Pei Qian was silent for a moment.
Sure enough, there is still a big gap between this so-called sales job and the sales job I really want.
Pei Qian organized his thoughts and said, "Well, you can forget all this."
"These things may be useful in other companies, but I can tell you very clearly that in Tenda, these things are not only useless, but will be counterproductive and will only have the opposite effect."
"So, completely forget about it."
"Next, let me talk about a few rules in the Tenda sales department. You must remember them firmly. Some of them are prohibitions, that is, they must not be violated and must be strictly enforced. No one in the department can be exempted.
"
Hearing this, Tian Mo quickly took out a small notebook from his arms and prepared to record it.
When he was working in an agency store, he was criticized twice for sitting in meetings. After that, he kept the habit of carrying paper and pen with him.
Pei Qian continued: "Article 1, all sales are strictly prohibited from actively contacting customers to promote business, making phone calls, sending leaflets, etc. are strictly prohibited, and door-to-door visits are absolutely prohibited."
"Only when the customer comes to ask questions on his own initiative, can we answer the customer's questions, and we can only answer the customer's question truthfully. We must not ignore him or deliberately lead him to the sales content."
"Second, there is no need to deliberately practice the ability to communicate with others. There is no need to learn or train any speaking skills. How to speak normally and how to speak to customers."
"Of course, you must have the most basic courtesy."
"Third, don't maintain the relationship with your customers, don't send group messages to greet you during the holidays, don't share some inexplicable content in your circle of friends, and don't try to get close to people who are not familiar with you."
"Article 4: Employees in the sales department are not allowed to have any competitive relationship or comparisons. They are not allowed to use factors such as 'sales top' and 'performance' to influence employees' mentality. No comparison is made either daily or in department work summaries.
"
"Article 5: Customer relationships are not personal relationships. The distinction between 'your customers' and 'my customers' is strictly prohibited. Everyone shares customers and serves customers together."
"Article 6: The department only has a fixed salary and no commission. Each person's performance is not directly linked to the salary. The specific salary standards will be given to you later."
"Article 7: When making introductions to customers, you must focus on introducing the shortcomings and problems of the product, and do so in detail, without any omissions..."
Tian Mo was recording it carefully, but the more he listened, the more he felt something was wrong. He subconsciously raised his head frequently, fearing that he had heard wrongly.
Is this wrong?
Are they all completely contrary to my shallow sales knowledge?
In fact, in a nutshell, the guiding ideology has completely changed.
In the traditional concept, the sales department uses various means to mobilize the enthusiasm of employees and let them contact customers more frequently. Through making phone calls, building relationships, etc., a relatively close sales network is established, making all sales go crazy.
Ground running performance.
Whether it is the so-called "expanding customer relationships" or "maintaining customer relationships", including meetings within the sales department, team building, public recognition of top sales employees and high bonuses, all are to mobilize the enthusiasm of sales staff as much as possible
, allowing them to strengthen competition and obtain more business.
The more salespeople sell, the more the company naturally earns.
The points raised by Mr. Pei are obviously completely contrary to this idea. To sum up in one sentence, it is "eating from a big pot".
The salary is a fixed salary without commission. Employees receive top sales, not to mention additional bonuses. There are no evaluations or commendations in daily work.
Moreover, not only do you not need to expand customers, nor do you need to actively contact customers, you can even talk about business content and promote sales when customers come to you!
After writing down these points, Tian Mo was confused.
On the one hand, he felt that his existing cognition had been subverted, and on the other hand, after these cognitions were subverted, he felt a deep confusion: he can't do this, he can't do that, then I am a salesperson.
Yeah, what else can I do?
After Pei Qian finished speaking, Tian Mo asked: "Uh... Mr. Pei, I have written down everything you said, but I have a question."
"In my understanding, the daily work of sales is to find customers everywhere by making phone calls, sending flyers, etc., and then maintaining relationships with customers to promote products."
"Now you say that you can't take the initiative to call me, and there is no need to maintain the relationship with the customer. Then...how do customers come? You can't expect customers to take the initiative to call me, right?"
"If that's the case, I think this department should not be called the sales department, but the customer service department..."
Pei Qian was silent for a moment, Tian Mo's words really stopped him.
Indeed, I only reply a few words when a customer comes to see me. This seems to be what customer service should do...
Pei Qian planned to set up a sales department in the hope of losing money to himself through reverse sales, but it seemed a bit wrong to develop a customer service department as time went by.
We need to find a way to distinguish this sales department from the customer service department.
The main thing is to give the sales department a way to actively contact customers, and not completely block it, otherwise it will really become a customer service department.
Of course, this method cannot be by making phone calls, handing out leaflets, etc. This method is too dangerous because the cost is very low.
Nowadays, personal information leaks are so serious online. You can buy a lot of target customers' phone numbers for just a little money, and call them one by one to harass, add contact information, and promote sales. It is an almost cost-free thing. Just pile on the manpower and call them.
With enough phone calls, you can always get a few customers.
The method of distributing flyers and other local promotions is similar. As long as the number of sales staff is piled up, it will always have a certain effect.
Of course, if the entire sales department has a relatively small number of people, such as a dozen or so people in total, no matter how many calls or leaflets are sent, the effect will be minimal.
But the problem is that Pei Qian's purpose in setting up this sales department is to spend more money. If he only supports a dozen people, how much money can he spend even if all the benefits are fully paid?
Therefore, you have to find a way that has a higher safety factor, costs more money, and has poor results, so that in the future you can confidently and boldly recruit people and spend more money.
After Pei Qian thought for a while, he quickly thought of a good way to spend a lot of extra money.
"Of course I've thought about this."
"After you complete the preliminary preparations, I will allocate money to you to open a store. At that time, all your sales work will be carried out in the store. You don't need to deliberately make phone calls or send out flyers to contact customers, as long as you are in the store
, just wait for customers to come to your door.”
"As for the Shenhua Haojing office area, it will serve as your headquarters office. The core staff will work here, and the other sales staff will work in the store."
This is what Pei Qian came up with. When he is in doubt, he opens a physical store!
There is no doubt that opening a physical store is the most money-burning method among many.
Because having a physical store means there will be various expenses such as rent, water and electricity bills.
Like general telephone sales, the cost is very low. Just find a remote office area, set up densely packed work stations, give each person a phone and a computer, and then pay them a basic salary to make crazy calls.
But if there is a physical store, it means there will be various expenses such as rent, water and electricity bills, and for the sake of the company's image, the staff must be uniformed and decorated, which costs a lot.
Of course, Pei Qian had a little bad experience in opening a physical store.
For example, Moyu Internet cafe, Moyu takeout, managed gym, etc.
But overall, if the physical industry makes money, it can continue to spend money by opening more stores, and the risks are relatively controllable.
What's more, Sloth Apartments and Headwind Logistics have been losing money, so what are they afraid of?
Therefore, Pei Qian felt that with his detailed planning and careful layout this time, and with Tian Mo as the head of the entire sales department, he should be very confident.
When Tian Mo heard that he was going to open a store, he nodded slightly, thinking that it was finally normal.
If all the people from the sales department are really crowded here, without making phone calls or handing out flyers, how can any of their customers find their way into the office building?
If there is a store, customers can at least find a place, which is relatively reasonable.
Moreover, stores are also a symbol of strength.
Large housing agency companies like Jujia Group have stores all over various cities, and each store covers a surrounding area. This makes it easier to understand the situation in the entire area and target the different situations in each city and region.
Develop different strategies.
Mr. Pei didn't say what kind of store he wanted to build, so Tian Mo didn't think much about it and thought it might be the same store as the one in the Zhujia Group.
Pei Qian thought about it for a while. If he really wants to open a store, it seems that it will still take a while to prepare. The location of the store, decoration, specific structural diagram inside, as well as sales staff's clothing, training, etc., are all
You have to prepare a little bit.
It is definitely not feasible for Tian Mo to be responsible for these preparations. Some professionals must be arranged.
This does not mean that these preparations must be done perfectly. The main reason is that Tian Mo does not understand anything and prepares too slowly. The sales department has not yet been established and the sales department has not yet been established, which will delay things too much.
Thinking of this, Pei Qian said to Tian Mo: "Okay, let's get here first today."
"I have told you some basic rules of the sales department. After you go back, you will memorize these rules verbatim and remember them at all times. You cannot violate them."
"I will arrange for others to make preliminary preparations, and I will inform you when they are ready."
Tian Mo was stunned for a moment: "Uh... are there any other jobs?"
"Other work? None." Pei Qian shook his head, "In the short term, all your work is to memorize these contents. I will do a random check when we meet next time. I can't fail to memorize them."
Tian Mo nodded quickly: "Don't worry, Mr. Pei, I will definitely memorize it word for word!"
After confirming that he had no other tasks, Tian Mo carefully put the notebook away and left Mr. Pei's office.
Although it is not clear what kind of plan Mr. Pei has, Tian Mo feels that he is unclear and serious. It seems that as long as he conscientiously fulfills Mr. Pei's requirements, all problems will naturally be solved!
Tian Mo walked out of Mr. Pei's office, suddenly feeling confident and full of hope in life!