Beidiao Workplace Illustrated Book

Chapter 295 Autumn 2022 (4)

On his first business trip, he experienced people and things he hadn't seen in 30 years. Chen Mo was immediately disappointed with the sales, and even more so with the homework helper.He knew the whole thing at a glance. After getting drunk and looking for a girl last night, he predicted that the homework help after-school service business, with such junk sales and channels, how could it be done?

The next day, Daqing took Shuwei and Chen Mo to meet another channel, which was more reliable than yesterday's channel, and the meeting place was directly chosen at the Education Bureau.This channel has a good relationship with a deputy section chief of the Education Bureau. Through the deputy section chief, several school principals were invited to the Education Bureau for a meeting. At the meeting, Shuwei gave some homework assistance to several principals, and the vice principal provided after-school services. report.

This was the first time for Chen Mo to listen to Shuwei's business report, and he just wanted to see how good Shuwei's ability in speech was.I also want to measure the success of this report based on the requirements of some key and standard actions when visiting customers before sales in TAL.

Although he has been away from Wisdom Education for nearly two years, he still has a clear understanding of the whole process of pre-sales and standardized visits and reports.After all, Zuoyebang is exploring this line of business. He wants to see how the Zuoyebang is doing now, and whether it will do corporate business.

Wang Shuwei opened the PPT and started to talk about the various double reduction policies and education policies issued by the country, then the development of the market and the education industry, and then the pain points and difficulties of after-school services. After nearly half an hour, there is no Cut to the chase.In the end, he was directly interrupted by the deputy section chief: "I'm sorry, Mr. Wang, let me interrupt, we have already understood these policies and requirements, you can go straight to the point, just talk about dry goods, just talk about your platform and products. "

"Okay, then I'll skip this and talk about the dry stuff." After his train of thought was interrupted, Shuwei adjusted his focus and began to talk about the company's products and solutions. Hastily finished.

For the whole speech, Chen Mo would naturally rate it in his heart, and he felt that Shu Wei's speech was just a pass with a score of 60.As the section chief said just now, the foreshadowing in front of him is too detailed. In the eyes of the principal and the section chief, this is simply nonsense. Chen Mo also saw from the expressions of the listeners that everyone is not interested in these, but Shu Wei hadn't noticed all this yet, and was still talking freely.

Instead, he didn't have more time, let alone a better mentality, to describe in detail the so-called dry goods, the products and solutions of those companies.

A 60-page PPT, is it possible that he still wants to finish it all?The time for the audience to concentrate on listening to the speech is only the first 10 to 20 minutes. If you don’t catch the listener’s heart and interest in the front, everything behind will be greatly reduced.

It seems that Shuwei lacks certain skills in speaking, and the company has no training or requirements for giving speeches before sales. The 60-page PPT alone is enough to show that No one is going to standardize and refine the actions and content of the PPT of pre-sales visits to customers.

A PPT for the first visit and report should preferably not exceed 30 pages, and the duration of the speech should also be controlled within 30 minutes. meticulous.

As a result, the first report left a bad impression on the leaders of the Education Bureau and the principal of the school.

At the end of the speech report, the principals in the audience and the school leaders in charge of business also raised some questions. Shuwei answered these questions fluently. Communication with customers is his strong point. He understands business and products. , is also a veteran in education informatization for several years, so he can answer the doubts of customers.

For this report, which is considered to be the bureau, Chen Mo made the following insights: First, the actions and materials of the visit are not standard, and the preparation work is very insufficient.What the bureau wants to hear, what the school principal sitting in the audience wants to hear, the salesman did not communicate clearly with the channel dealer, so that a general version of the plan was used to report, and the result was that this plan was like an old lady’s foot wrap, smelly And long.

This is the responsibility of the salesperson. He should communicate clearly with the channel dealer in advance, and urge the pre-sales to make customized PPTs that need speeches, and then go through the review and confirmation of sales, channels, and pre-sales before making a formal presentation. Reports and presentations.At this point, sales lack awareness of supervision, which also shows that sales are sloppy, unprofessional and careless in doing business.

The second is the unprofessional and careless pre-sales. Even if the salesman does not ask for it, as a pre-sales player, Shuwei should take the initiative to understand the needs of the audience, so as to customize the standardized PPT. There are those lengthy content in PPT, and the content of policies, demand pain points, market analysis and other aspects should be streamlined.The people sitting in the audience are all professional practitioners in the education system. They know more about the country’s education policy and the demand for after-school services than you do. You don’t need to play tricks in front of Guan Gong.

These also reveal the company's lack of requirements and guidance in terms of employee management and training, standard actions at work, and output materials.

Finally, it is the weak business relationship between the channel provider and the bureau or school.The reason why Chen Mo came to this conclusion is well-founded.Because the only leader of the Education Bureau present today was the deputy chief of the information department.That is to say, in the entire Education Bureau, the business relationship that can be reached through channels only stays at the department level, and it is a sub-subject.As for key decision-makers such as directors and deputy directors who really have the right to decide whether a project should be done or whether it can be done, the channels are still out of reach.And after the report is over, when the channel communicates with the deputy section chief, the deputy section chief always pushes back and says, "I have to report this matter to the leader, and the leader has to decide whether or not to pilot it."

From the words, one can feel that this is a not strong and well-behaved leader. With such a business relationship, it is difficult to win projects for the channel or the enterprise.

There are also school representatives who attended the conference room. Although the deputy section chief invited the principal of the school to attend, most of the people who came in the end were the vice principal, or the director, teachers, etc.This is enough to prove that the words of the deputy section chief were not strong enough, and the following schools did not pay enough attention to this report.

Just doing business in this way, can the business be done well?Chen Mo couldn't help laughing in his heart, what he laughed at was not others, but himself.He feels that he is really a tiger in Pingyang now, what kind of customers are they, what kind of sales are they, since he arrived in Quanzhou yesterday afternoon, he feels that these two days are a waste of life, because he knows that no matter what Whether it was the channel dealer who was drunk yesterday, or the deputy section chief who reported today, these customers cannot make orders.

(End of this chapter)