Rewrite the Technological Landscape

Two minutes later, Sun Xiaojing brought this man named Qin Mo to Meng Qian's office. According to the information he wrote, Qin Mo was already 35 years old.

The man behind Sun Xiaojing was well dressed, with sharp eyes, and he had an aura that made people willing to talk more, but his obviously thin body, thick bags under the eyes, and slightly rough palms revealed an indescribable vicissitudes.

After saying hello and taking a seat, Sun Xiaojing left first, and Qin Mo expressed his gratitude first, "Thank you, Mr. Meng, for being willing to accept such an unreasonable request."

"I've always longed for talents. If Mr. Qin really has two talents, if I miss it, I'm afraid I will regret it for the rest of my life."

Meng Qian's words gave me face and pressure, Qin Mo accepted Meng Qian's attitude very well, and said with a smile, "I want to come to Dafeng Branch to create sales, but I don't want to go through too long a newcomer period, so I Would like to speak to you directly.

If my understanding is correct, Dafeng Kechuang wants to focus on the development of the commercial software market this year, right? "

Meng Qian thought for a while, nodded and admitted.

Qin Mo continued, "The domestic commercial software market is very bad. Enterprises either don't want to use it, or use pirated or cheap generic versions. Therefore, even if Dafeng Science and Technology has a big customer like China Mobile, it still can't open the domestic market. What's the matter?"

"Not quite, but it's a common phenomenon."

"Then the company must have customers who are basically equivalent to a death sentence?"

"what you up to?"

"Mr. Meng can give me a client at will, and I will help you negotiate the client."

Meng Qian couldn't help laughing, "You have been asking questions since you entered the door. I don't even know your basic situation. You want me to hand over the company's customers to you?"

"It's not a company customer, but a customer who has been sentenced to death by the company. If Mr. Meng wants to go through the interview process, I can also chat with you. I just think it's meaningless.

I am a salesman, I have no academic qualifications or skills, I can only sell things, and for some reasons in the past few years, I can't show you good historical results, but I think I can do this job, I The best interview method I can think of is direct performance.

If you feel that one customer is not enough to explain the problem, two or three are fine. I don't need any money after the negotiation, and I don't need any help from the company. Mr. Meng, I know that my performance is unreasonable, but I am really eager for this job, and I really hope to have more room for development in Dafeng Science and Technology. "

The look in Qin Mo's eyes when he said the last sentence touched Mr. Meng inexplicably. Suddenly, Meng Qian seemed to see the self who wanted to change careers. No one wanted him, no one was willing to give him a chance, and no one understood his side. longing.

Although Qin Mo's overall performance is really a bit "reckless", but as he said, any company will have clients who have been sentenced to death. He is willing to use actual performance to prove himself first, and Meng Qian doesn't mind. Meng Qian didn't like the recruitment model at all.

After thinking about it for a while, Meng Qian logged into the company's CRM system to search for it. A few minutes later, He Yating gave Meng Qian a printed document.

"Yaxuan, a company engaged in foreign trade, the company is not small, with more than 1,000 employees. I have contacted the company's sales before, and the other party does have an idea to build an ERP system and CRM software, but the other party cannot accept our customized price. When it came to the reserve price, everyone thought it was an astronomical figure, and in the end this matter became unreliable.

By the way, do you know anything about business software? "

"Understood, it's enough to deal with customers." Qin Mo responded to Meng Qian while reading the information, "What was the price offered by the company at that time?"

"Two sets of customized systems, 500,000."

"Has the other party said a price he can accept?"

"Five thousand."

Qin Mo shook his head subconsciously, and then read all the information, "There is too little relevant information, anyway, it is an order of 500,000 yuan, why is there so little customer information."

"So can you still handle it?" Meng Qian asked directly.

"How much is the company's normal commission for employees?"

"Look at the performance, gradient commission, 5 to 30 points of net profit."

"How is the public relations fee calculated?"

"It is included in the cost, but approval is required."

"Understood, then Mr. Meng can give me a cost price calculation method."

"Okay, I'll ask the secretary to give it to you later, what else do you need?"

"No."

Meng Qian's eyes moved slightly, and he said deliberately, "Selling to a big account, no resources and contacts, no time to lay the groundwork, no company cooperation, are you sure you can do it?"

"Not sure, but you can try."

Now that Qin Mo said so, Meng Qian didn't ask any more questions. Although normal people definitely can't do it, those who dare to sell themselves like this must be people who have a wrong understanding of themselves, or they must be really capable, Meng Qian There is also a glimmer of expectation.

After Qin Mo left, Meng Qian kept an expectation of returning to his work status. On the 24th, at 1:00 pm on Sunday, Meng Qian was in the office to discuss with He Yating about his itinerary for the Neon Country in a few days, when someone knocked on the door suddenly.

"Qin Mo?" Meng Qian looked him up and down, Qin Mo's bags under his eyes were heavier than before, and this time he also had obvious dark circles under his eyes.

However, Qin Mo at this moment has an indescribable sense of joy compared to when he first met. Although he looks more haggard on the outside, his mental outlook makes people feel a lot more energetic. "Mr. Meng, the technical team can I have taken over, the previous plan needs to be modified to a certain extent, the other party needs to add a few functions, please come up with a draft as soon as possible, I will make a quotation, and let the other party pay the deposit as soon as possible."

Seeing Qin Mo's determined look, Meng Qian was quite surprised. After all, it has only been four days. After taking the document in Qin Mo's hand and looking at it for a while, "The added sections are not complicated. Based on the original design plan Modify it, it can be made in a day or two, and the price is not much different from before, can the other party accept it?"

"Of course." Qin Mo nodded firmly.

Meng Qian motioned him to take a seat, "Can you tell me how you did it?"

Qin Mo took out another document from his briefcase, "This transaction is my interview question, I naturally prepared a detailed problem-solving process, Mr. Meng please read it.

To be honest, this is a very high-quality customer, but it is a pity that the previous sales may not have paid enough attention to this customer, so that so little information can be submitted in the end. "

Meng Qian glanced at the new document, and he was attracted by the first page, because it stated the entire organizational structure of Yaxuan and the relationship between the organizational structures, "This is a family business."

"That's right." Qin Mo pointed to the above relationship lines, "Yaxuan is a standard family business, and almost all the core positions in the company are relatives of the boss, but such an important matter has not been noticed before. .”

"Why is a family business important?"

"The previous salesman approached Yaxuan for purchasing, and gave him a ten-point kickback. I don't know if Boss Meng knows about this."

"I don't care too much about sales." Meng Qian really doesn't know about this user, but Meng Qian knows that the company's sales will basically give kickbacks. Big customer sales, public relations fees, and kickbacks are all things that are not in the industry. Everyone knows the rules, it's just that the general bosses don't put it on the surface.

After all, it seems to be a disgraceful means of competition, but everyone does it, and if you don’t, it’s useless if your stuff is good.

Realizing that Meng Qian didn't want to talk about this detail, Qin Mo stopped talking about this issue, "Actually, we could have negotiated this business before, but we took one step less.

To put it bluntly, doing sales is a process of constantly digging needs and using various strategies to meet them, because without desires one can be strong, but there are very few people who can truly be strong without desires. Almost everyone has needs, and these needs are the foundation of sales transactions. "

Qin Mo turned to the next page of the document, and Meng Qian saw that it marked the corresponding needs of the company's core members, "Mr. Wang of Yaxuan is obviously interested in our company's business software. This is his demand. He He hopes to use these software to improve the company's efficiency, but the product price is too high, which makes him hesitate.

But his demand is real. It can only be said that compared with the price and demand, he has lowered his demand. After all, the effect of this thing is difficult to predict.

So at this time, we need to find other things to increase the price, so that Mr. Wang can improve his own needs. Before our sales, we went to the company to purchase. This is indeed a very common way.

Because the advice of people around you is one of the important reasons for a person to consume alone, which is why shopping guides in shopping malls especially like to ask men if your lover looks good in this dress, because under normal circumstances, men will answer that it looks good.

But the problem is that in this company, it is inconvenient for purchasing to open the door. "

"Because he is the boss' brother-in-law." Meng Qian looked at the above relationship network and said.

"Not only that, but also the brother-in-law that Mr. Wang can't trust. Mr. Wang of Yaxuan is like many bosses who have made some money. He raised a mistress outside and was discovered by his wife. So the company is like many companies with such a situation. There is a certain confrontation between the boss and the boss's wife.

So Mr. Wang never cared about his little brother-in-law, and even hated him very much. At this time, if he wanted this little brother-in-law to go to Mr. Wang's side to blow the wind, it would be tantamount to courting death.

But this purchase demand is also real. I talked to him about it. He really wants to earn our money, especially at the moment his sister and his brother-in-law have a bad relationship. Maybe they will get divorced someday. Naturally, he won’t be able to get his job. He must be able to keep it, he is now in the mentality of making a fortune if he can.

This is what he needs, what he really needs, he just doesn't know how to do it.

Going back to what I mentioned before, commercial software cannot judge the future. It is difficult for us to use the depicted future to make a boss spend hundreds of thousands, but we can let the boss see the current problems. , the company's existing problems.

Employees also have needs, and what employees need is to live less and earn more, so employees don’t want the company to introduce the system, especially the sales department, once the system is introduced, there will be fewer opportunities for them to be lazy.”

"Then how do you get Mr. Wang to pay attention to these problems?"

"On the one hand, I am the one to bring it up, and on the other hand, I am looking for other needs in the company, that is, the management of the sales department. The sales executives of Yaxuan are all Mr. Wang's brothers. These are people he can trust, and They also want the company to adopt the system, because the more employees work, the more money they can make.

It's just that Mr. Wang is unwilling to spend the money, and they can't say anything. And our benefits are not easy to deliver to them.

Then you can do something about purchasing at this time. Although he has a bad relationship with the boss, he is an old employee of the company after all. My sister is the company's finance manager.

Although the relationship between Mr. Wang and his wife is not good, the data on the financial side is objective. The problems in the sales department can be revealed by just looking at the data. Some psychological hints also appeared. "

Hearing what Qin Mo said, Meng Qian couldn't help laughing, "You're doing sales like making a spy movie."

"But this should be the normal state of big customer sales and even any sales. Knowing customers better than customers is the basic quality of a qualified salesman. Constantly digging needs and seeking breakthroughs in demand are the most basic sales strategies. It sounds complicated, but it is actually what a salesperson should do.

It's just that most salesmen are unwilling to spend so much thought on a customer, let alone rack their brains to find a solution when encountering difficulties.

Today's matter sounds like a movie, and that's because the client needs to dig into it, and it happens to have such a complicated relationship.

Some clients may be much easier, and others may be more difficult. If an order of tens of billions is in front of him today, does Mr. Meng think that this is something that can be done with just a few words? What needs to be paid behind this may really be more exciting than a spy movie. "

Meng Qian and Qin Mo looked at each other, "How did you learn about these things inside Yaxuan in such a short period of time?"

"I have my resources."

"What resource?"

Qin Mo hesitated for a long time, and Meng Qian made an unspoken expression upon seeing this, "Do you have a passport?"

"have."

"I'm just asking about your resources in the country, but I'm curious about how you can perform when you go abroad without resources. I'm going to Neon Country to discuss some business. Are you interested in joining us?"

Qin Mo immediately answered, "Okay."

Meng Qian turned to look at He Yating, "How long has it been since you got your business visa last time?"

"Take the express lane, three days."

"Okay, in three days, we will set off together."

Thank you for the hard dish historical materials!