Beidiao Workplace Illustrated Book

Chapter 288 Summer 2022 (2)

Chen Mo started to follow the salesman to visit customers, and these customers were all pan-industry customers.Some are state-owned enterprises, some are e-commerce companies, and there are also law firms, insurance, pharmaceuticals and other industries.As a pre-sale, the main job is to accompany the sales to visit customers, explain the company's products and solutions, and for some interested customers, even demonstrate the electronic signature system of e-signature, so that customers can feel the electronic signature personally. is how to operate and complete.

Chen Mo attaches great importance to every customer visit. Every time the salesman raises the need for pre-sales support, he has to ask the salesman in advance to understand what kind of customer this is, what is the background of informatization construction, what kind of needs and requirements does the customer have? The scenario of electronic signature application, and then he found relevant materials from the company's standard industry plan, and searched for the information of the client company from the Internet, and finally made a customized PPT solution to follow up the client's needs for reporting to the client.

After reporting at the Great Wall E-commerce Company, when they walked out of the client's company, the sales director Li Shutong and Chen Mo stood downstairs smoking a cigarette. Li Shutong said, "Chen Mo, did you make the PPT you reported?"

"Yes, it took me a day to make this PPT." Chen Mo replied.

"Your PPT is very good. Our company has so many pre-sales customers who follow me to visit customers. This is the first time I have seen a PPT made with such care. At first glance, this PPT is not a standard PPT downloaded from the company's oa system. , but you have really thought about it, and it is highly compatible with the needs of customers. So it gives people the impression that this is a customized report PPT specially made for Great Wall E-commerce." Li Shutong looked at Chen Mo and felt that The output capability of this pre-sales program that has just joined the job is really good.

"I think, if a standard PPT is used to report to the customer, the customer must feel bad, at least feel that it is disrespectful to use a standard thing to fool the customer, and a customized PPT, the customer may also be able to feel Our intentions and attention, at least from the sincerity of cooperation with customers, we have taken the initiative."

"Yes, what you said makes sense. I have to praise you to Brother Kai. You really put your heart into it."

Hearing Li Shutong's praise, Chen Mo couldn't help but feel that his previous efforts and hard work were not in vain.The so-called sense of accomplishment of the pre-sales manager is to be recognized by customers, but also to be recognized by sales.And these recognitions are the inexhaustible motivation to support pre-sales to take work seriously and take every plan output seriously.

But after all, Chen Mo has only been in the company for two months, and there are still many shortcomings in the product and business.The reason why a sharpshooter is a sharpshooter is that he is fed by bullets, and the pre-sales proficiency in business and product understanding is based on one actual combat project after another.Chen Mo will also be asked some questions that he cannot answer in the process of communicating with customers, which also reflects from the side that he still lacks a lot of professional knowledge about the electronic signature industry and the products of e-signature, so The salesmen have different opinions on Chen Mo, especially a girl named Song Shuangshuang, who thinks that Chen Mo's business and product communication skills are too poor.

Although Chen Mo knew in his heart that the salesmen had different opinions on him, but he couldn't help it. People said he was not good, and he had his own reasons. What could he do?Only by constantly learning and understanding the business can he reverse other people's prejudice against him.Forging iron still needs to be hard on your own. When you become a professional pre-sales in an industry, those negative voices will naturally disappear.

In mid-June, Wang Kai went to the Hangzhou headquarters to participate in the debriefing work of the company's middle-level leaders, and Chen Mo also joined the company for three months, and it was time to become a full-time employee.He is looking forward to Wang Kai's early return, and when Wang Kai returns to BJ, Chen Mo can report on his regularization.

Although the work was carried out in an orderly manner, Chen Mo also gradually understood some shortcomings of the product and the company. From time to time, he also heard other colleagues complain that the company's products are not as good as those of competing companies, and many projects have been followed up for a long time Finally, in the final bidding process, it was finally aborted.

He often asks Qin Xinghua, the company's business expert, about product knowledge. Qin Xinghua often says: "Our products are relatively simple, and the unit price is relatively small. We only solve the problem of electronic signature and electronic contract. Competing companies such as contract locks, they Binding with Fanwei can seamlessly integrate into the customer's OA system."

"The unit price of a customer is indeed very small. An order is only tens of thousands, and an order of more than 2000 is considered a big order." Chen Mo thought in his heart, the projects I did before are less than a few million projects, and the big ones are one Fifty thousand, [-] million.

"Then you still haven't seen smaller orders, some of which are only a few thousand dollars. We have to accept such orders. No matter how small a fly is, it is still a piece of meat." Qin Xinghua couldn't help smiling bitterly: "I followed the salesman to visit Customers, customers directly bargain with us on the spot, and set prices according to each contract. We said that each contract costs [-] cents, and if the customer negotiates with us, is it [-] cents? Is it [-] cents?"

"What about our bidding? Didn't you vote for a BJ Agricultural Bank project a few days ago? What happened in the end?" Chen Mo asked.

"The bidding failed." Qin Xinghua said: "There are many competing companies, not only BJCA and other traditional old CA manufacturers, but also contract locks, Fada, etc. all participated in it, and finally the customer chose BJCA." Qin Xinghua Dao: "Many customers of state-owned enterprises are still keen on traditional CA manufacturers. After all, these CA manufacturers are all state-owned enterprises. We say that they are also private enterprises. They are vulnerable to other state-owned enterprises."

Chen Mo used to work at HKUST Xunfei, TAL, and Cheetah Mobile. These projects are all led by the company, controlling the bidding, and every bidding, not to mention the companies participating in the competition, there are not even companies that deliberately disrupt the situation.All the bidding companies are led by the company. For them, bidding is just a process. But when he came to e-sign treasure, he knew that the so-called bidding was really bidding, and there was no accompanying company. According to this statement, several companies are bidding in earnest to grab the project.But this reduces the pressure of writing several bids as a pre-sale.

Chen Mo gradually realized that the industry of electronic signature is not as simple as he thought.Although the operation of each project is about products and customer relationships, e-signature often does not have an absolute advantage in many projects, whether it is in terms of products or customer relationships.

He also visited a well-known law firm with another salesman Yang Tao. He visited twice and explained the company's products and plans.The salesman thought that the project could be completed in the end, but the final result was that the customer chose CFCA with a state-owned enterprise background as his electronic signature supplier.

There are many BGs in the product, and the business relationship of sales is not very strong, even some salesmen who have just joined the job, making Chen Mo feel that their sales ability is simply too poor.Chen Mo, who had full confidence in the company and products, began to waver.The front side of the moon is bright and beautiful, but the back side of the moon is dark and obscure. Chen Mo began to pay more attention to the back side of the moon.

But he learned to comfort himself. After all, there is no perfect product, let alone a perfect company, and no perfect person.No matter how beautiful the company and product looked at the beginning, when you get to know it deeply, walk into it, and get in touch with it, you will eventually discover its shortcomings, its bugs, and its unsatisfactory places.Everything in the world is like this.
(End of this chapter)