After rebirth, I became a great master

Chapter 77 Critical Path
Sure enough, Zhou Haoran guessed right.

Director Xiao is young and beautiful.

I also agree with the idea of ​​advertising on TV stations.

This is actually not surprising.

Young people in this new era all watch TV, so who still reads newspapers? These days, newspapers are read by people over 35, primarily staff members of government agencies and public institutions.

However, Director Xiao's approval is meaningless.

She has no say.

We must seek approval from the big boss Yang Jingzhong.

Boss Yang is very strict with financial power. Even if it is an expenditure of 100 yuan, he has to sign it personally.

Zhou Haoran wants to meet Boss Yang.

But he wasn't there.

He said he went out to discuss cooperation.

However, Boss Yang has a mobile phone, so you can call him directly if you have any questions.

Zhou Haoran got Boss Yang's cell phone number and Director Xiao's pager number and left the electric kettle factory.

Go make a phone call first.

Contact Boss Yang.

"Hello, Mr. Yang. I'm Zhou Haoran, the chief salesperson at Red Star TV. I'd like to visit you to discuss advertising for electric kettles. Can we make an appointment?"

Zhou Haoran didn't have any hope.

Sure enough, Boss Yang's response was very cold: "Oh, advertising... I don't care about this matter, go to the marketing department to find Director Xiao!"

Then he hung up the phone.

These days, mobile phones still charge for both directions, so there is really no time to chat.

Zhou Haoran could feel the other party's evasion.

Director Xiao has made it clear that she only has the right to make suggestions, and the approval of money must be decided by Boss Yang.

There are only two reasons why the other party refused to make an appointment.

First, they are unfamiliar with the situation and are unwilling to meet with the salesperson because they are afraid of trouble.
Second, I am very busy and probably don’t have the time and energy to chat with the visiting salesmen one by one.

Zhou Haoran had lunch outside and didn't treat himself badly. He just ordered a crab roe bun with two dishes and a soup, and spent 22 yuan per person.

While eating, I took out a small notebook to take notes.

The morning was very fruitful.

The handwriting is clear and not sloppy, with a total of four lines -

"Private enterprises are not standardized, and they all have the final say."

"Goal: Get the boss."

"Task breakdown: Step one, establish a communication channel; step two, convince the other party by leveraging the TV station's strengths; step three, sign the contract."

“The key path: establishing connections with private enterprise owners.”

Zhou Haoran was not satisfied with these four lines of records.

Even if the task is completed, it is still too troublesome.

You need to meet the boss of a private enterprise, build a trusting relationship with him, visit him repeatedly, defeat your competitors, persuade him to advertise on TV, and finally sign the contract.

This is still at the level of "technique".

Different strategies should be adopted when facing different opponents and different situations.

We still have to find a breakthrough in the "Tao".

It’s best to do everything in one go.

Zhou Haoran wrote the sixth line.

“The optimal solution: connection = persuasion = signing a deal.”

……

In the afternoon, Zhou Haoran visited the Narcissus Washing Machine Factory, a well-known local factory in Haigang.

This is a state-owned factory.

In the short term, it's easier to collaborate with state-owned companies than with private enterprises. However, in the commercial advertising sector, the market share of state-owned enterprises will continue to decline, and private enterprises are the long-term trend.

This is also Zhou Haoran's plan. State-owned enterprises are short-term, relying on "techniques" to quickly sign contracts and earn commissions on signed orders; private enterprises are long-term, using "principles" to pursue large-scale layouts and pursue more long-term benefits.

Narcissus Washing Machine Factory is a state-owned factory. Zhou Haoran’s only purpose in coming here this time is to sign the contract.

There are no other considerations.

This weekend, Zhou Haoran screened the customer information he had.

There are a few clients that are simply impossible to deal with.

They have all entered the stage of bankruptcy reorganization or sale.

There are still five customers left, so it is more likely that we can win them over.

One of the easiest customers to deal with was the Narcissus Washing Machine Factory.

This is a client of Xie Heping, a veteran employee in the sales department.

He had actually already taken over the washing machine factory.

The reason why the contract could not be signed for a long time, and even why Xie Heping considered this customer an "impossible task", was mainly because Jiang Feibiao, the vice president in charge of the market of Narcissus Washing Machine Factory, asked for too much, far exceeding the restrictions of the station.

Zhou Haoran didn't care.

He called Vice President Jiang directly according to the information in the customer's file.

"Hello, Mr. Jiang. I'm the head sales representative for Red Star TV's Lifestyle Channel. I'd like to discuss advertising opportunities with you. When do you think you're available?"

Zhou Haoran is full of expectations for this business.

It is easier to cooperate with "bad guys" than with "good guys".

Because "bad guys" can be easily tempted by profit.

Being a "good guy" won't do. You have to impress him with morality, trust, character, etc., which is complicated.

Only a rookie like Dongfang Lang would be so angry if he met the dishonest Guo Zhiyuan.

Zhou Haoran doesn’t think so.

It is precisely because Guo Zhiyuan is not clean that he has the leverage to firmly grasp the opponent's pain points.

In order to make better use of it.

This vice president Jiang Feibiao is not a good person.

This became the key path for Zhou Haoran to win this order.

"People from Red Star TV?" Jiang Feibiao said, speaking in a stern voice, using a mobile phone. "Didn't you say you wouldn't cooperate?"

Zhou Haoran explained, "Mr. Jiang, the previous salesperson's skills were too poor to fully understand your instructions. I've demoted him. For a major client like the Narcissus Factory, I think it's better to go there in person."

Jiang Feibiao was very curious, "What kind of chief are you?"

“Chief Sales Consultant.”

"What kind of position is this?"

"To put it simply, I'm the best salesperson in Red Star TV." Zhou Haoran smiled. "I only take over important projects that the lower-level sales staff can't handle."

Jiang Feibiao was relatively calm and said, "Hmm." "I don't care who you are. I only have one request: 25% rebate. Not a cent less! If you're okay, then come over. If you're not okay, then don't come. Don't waste everyone's time!"

Zhou Haoran smiled and said, "Mr. Jiang, I want to discuss cooperation with you with infinite sincerity. Let alone a 25% rebate, even if it's a 50% rebate, I think we still have room for discussion."

"Huh?" Jiang Feibiao was slightly stunned, then surprised, "Are you serious? You're not kidding?"

Zhou Haoran said seriously, "Mr. Jiang, I'm the chief salesperson at Red Star TV. How could I joke with you about something like this?"

"Okay, okay..." Jiang Feibiao's spirits suddenly brightened. "Oh, by the way, what's your name?"

"Zhou Haoran."

"Oh, Zhou Haoran, I got it. Just come over here. When you get to the mailroom downstairs, tell me your name. I'll send my secretary to pick you up."

"Okay!" Zhou Haoran had already guessed that it would go so smoothly. "Mr. Jiang, I'll come visit you right away."

Jiang Feibiao smiled and said, "Okay, come over here, I'm free!"

Zhou Haoran smiled and said, "I'm just outside the factory. I'll be there in a few minutes."

"Okay! Come on!"

Jiang Feibiao was very happy.

I feel like I finally met a salesperson who can get things done.

(End of this chapter)