Chapter 997 - The Standard of Tengda Sales
Chapter 997: The Standard of Tengda Sales
Pei Qian remained silent for a moment.
Indeed, there was a huge gap between this so-called sales job and the real sales job that he requested.
Pei Qian organized his thoughts and said, “Yes, you can forget everything that happened before.”
“These things might be useful in other companies, but I can tell you very clearly that in Tengda, not only would they be useless, they would be counterproductive and would only have the opposite effect.”
“Therefore, forget it completely.”
“Next, I’ll talk about a few rules in Tengda’s sales department. You have to remember them well. Some of them are prohibited, which means you cannot violate them. They have to be strictly enforced. No one in the department can be an exception.”
Tian Mo quickly took out a small notebook and prepared to record upon hearing this.
He had been criticized twice for sitting around doing nothing during meetings previously, when he was working at the intermediary company. After that, he had maintained his habit of carrying pen and paper with him.
Pei Qian continued, “First, all sales are strictly prohibited from contacting customers to promote their business. Phone calls, flyers, and so on are not allowed. Visiting is also absolutely prohibited.”
“You can only answer your client’s questions when the client comes to you. You can only answer whatever the client asks. You cannot divert the topic and deliberately direct them towards buying.”
“Second, you don’t have to deliberately practice your ability to communicate with others. You don’t have to learn or train any speaking skills. You have to speak to your clients the way you normally speak.”
“Of course, you have to have basic courtesy.”
“Third, don’t maintain your relationship with your clients. Don’t send well wishing messages to your clients during the holidays. Don’t share strange content in your circle of friends. Don’t try to get close to them. They don’t know you well.”
“Fourth, the employees of the sales department must not have any competitive relationship. They must not compare. They must not use factors such as ‘top sales’ and ‘performance’ to influence the employees’ mentality. They must not make ratings in daily or department work summary.”
“Fifth, customer relationships are not personal relationships. There is strictly no distinction between ‘your client’ and ‘my client’. Everyone is to share their clients and serve them well.”
“Sixth, is that the department only has a fixed salary and no commission. Everyone’s performance is not directly related to their salary. I’ll give you the specific salary standard later.”
“Seventh: When you introduce the products to your clients, you must emphasize the flaws and problems of the products. You must be meticulous and not miss anything…”
Tian Mo had been taking notes seriously, but the more he listened, the more he felt that something was amiss. He subconsciously raised his head, afraid that he had heard wrongly.
Something didn’t feel right.
It was completely different from his superficial sales knowledge!
To put it simply, the guidance concept had completely changed.
Traditionally, the sales department used various methods to motivate employees to contact customers more frequently. They built a relatively tight sales network through phone calls and pulling connections, making all sales run wildly for more sales.
Whether it was the so-called ‘expanding customer relationship’ or ‘maintaining customer relationship’, including meetings within the sales department, team building, public commendations and high bonuses for the sales title sponsors, it was all to mobilize the enthusiasm of salespeople as much as possible so that they could strengthen competition and obtain more business.
The more salesmen sold, the more the company would earn.
The few points that Boss Pei had suggested were obviously completely opposite to this line of thinking. To summarize it in one sentence, it was to be compensated without regard to performance.
The salary was fixed and there was no commission. The employee would not even be given an evaluation or commendation, let alone a bonus.
What’s more, not only did he not need to expand his customers, he did not need to contact them on his own accord. In fact, he could not even take the initiative to talk about business content and promote it!
Tian Mo was confused after memorizing these points.
On one hand, he felt that his understanding had been subverted. On the other hand, he felt deeply confused after his understanding had been subverted. He could not do this or that. What else could he do as a salesperson?
After Pei Qian finished speaking, Tian Mo asked, “Er… Boss Pei, I’ve noted everything you said, but I have a question.”
“From what I understand, the daily job of sales is to look for clients everywhere by making phone calls and distributing flyers. Then, they would maintain their relationship with clients and sell products.”
“Now, you’re saying that I can’t take the initiative to call, and there’s no need to maintain my relationship with the client. Then… how are the clients coming? I can’t expect them to take the initiative to call me, right?”
“If that’s the case, I don’t think this department should be called the sales department. It should be called the customer service department…”
Pei Qian was silent for a moment. Tian Mo’s words really stumped him.
Indeed, if he only replied to customers when they came knocking, that would seem to be what customer service should do…
Pei Qian planned to set up a sales department in hopes of losing money through reverse sales. However, something seemed amiss if he were to raise it to become a customer service department.
He had to think of a way to distinguish the sales department from the customer service department.
The main thing was to give the sales department a way to contact the customers. He could not block them completely. If that happened, they would really become the customer service department.
Of course, this method could not be through making calls or distributing flyers. This method was too dangerous because the cost was very low.
Now that there was such a serious leak in personal information online, he could easily spend some money to buy a huge number of targeted clients’ phone numbers. He could call them one by one to harass them, increase their contact numbers, and promote them. It was basically a costless thing. As long as he accumulated manpower and made enough calls, he could always pull in a few clients.
The method of distributing flyers was similar. As long as there were enough salesmen, there would be a certain effect.
Of course, if the entire sales department maintained a relatively small number of people, such as only a dozen or so people, the effect would be minimal no matter how much they called or distributed flyers.
However, the problem was that Pei Qian had set up this sales department with the aim of spending more money. How much money could he spend if he only raised a dozen people? Even if he maximized the benefits and benefits, how much money could he spend?
Therefore, he had to find a safer way to spend more money and be less effective. That way, he could be at ease and hire more people in the future.
After some thought, Pei Qian quickly thought of a good way to spend more money.
“Of course, I’ve thought about that.”
“After you finish the preparatory work, I’ll give you money to open a shop. At that time, all of your sales work will be done in the shop. You don’t have to deliberately make calls or distribute flyers to contact customers. You just have to wait for customers to come to the shop.”
“As for the office in Shenhua View, it will be your headquarters. The core members will work here while the other salespeople will work in the shop.”
This was the plan that Pei Qian had thought of. He would open a physical store as long as he met things that he could not solve!
Opening a physical store was the best way to burn money without a doubt.
That was because physical stores meant rent, utilities, and other expenses.
For ordinary phone sales, the cost was very low. They could find a remote office area and set up densely packed work desks. Everyone would have a phone, a computer, and then distribute some base salary for them to make calls.
However, if there was a physical store, it would mean that there would be rent, utilities, and other expenses. What’s more, for the sake of the company’s image, they would have to get uniforms for the employees and renovate the place. That would cost a lot.
Of course, Pei Qian had some bad experiences opening physical stores.
For example, Fish-Catching Internet Cafe, Fish-Catching Take-Out, Deposit Fitness, and the like.
However, on the whole, if the physical industry earned money, they could continue to spend money by opening more shops. The risk was relatively controllable.
What’s more, Sloth Apartments and Upwind Logistics were still incurring losses. What was there to be afraid of?
Thus, Pei Qian felt that with his detailed planning and meticulous planning and Tian Mo being the person-in-charge of the entire sales department, he would definitely win.
When Tian Mo heard that he was going to open a shop, he nodded slightly and thought that it was finally normal.
If everyone from the sales department were to squeeze here without making any calls or distributing flyers, who would be able to find an office building?
If there was a shop, customers would at least be able to find a place. That would be more reasonable.
What’s more, stores were a symbol of strength.
Large real estate companies like the Home Corporation had shops all over the various cities. Each shop covered the surrounding area. That made it easier to understand the situation of the entire area and formulate different strategies for different situations in various cities and regions.
Boss Pei did not specify what kind of store he wanted to open, so Tian Mo did not think too much about it. He thought that it might be similar to Home Corporation.
Pei Qian did some calculations. It would take some time to prepare if he really wanted to set up a shop. He had to make some preparations for the location of the shop, renovation, the specific structure, the clothing and training of the salespeople, and the like.
Tian Mo would definitely not be able to take charge of these preparations. He had to arrange for some professionals.
It was not that he had to make the preparation work especially perfect. He was mainly afraid that Tian Mo would not understand anything and prepare too slowly. It would be too much of a hindrance if the sales department could not be established by the time of the settlement.
At that thought, Pei Qian said to Tian Mo, “Alright, that’s all for today.”
“I’ve already told you some of the basic principles of the sales department. When you go back, remember these principles firmly and memorize them word for word. Then, remember them at all times. You cannot violate them.”
“I’ll arrange for someone else to do the preparatory work. I’ll inform you when it’s ready.”
Tian Mo was stunned. “Er… are there other tasks?”
“Other tasks? No.” Pei Qian shook his head. “All you have to do in the meantime is to memorize these contents. I’ll check the next time I see you. You’ll fail if you don’t memorise them.”
Tian Mo quickly nodded. “Don’t worry, Boss Pei. I’ll memorize every single word!”
Tian Mo carefully kept his notebook and left Boss Pei’s office after confirming that he had no other tasks.
Tian Mo did not know what Boss Pei’s plan was, but he felt that it was brilliant. It seemed like as long as he fulfilled Boss Pei’s requirements seriously, all problems would be solved!
Tian Mo walked out of Boss Pei’s office and suddenly felt full of confidence. Life was filled with hope!