After seeing the female office worker off.
The three people couldn't help but come over and ask questions. The first to speak was the salesperson who had just introduced the product to the female office worker.
"Mr. Chen, why is this happening? I'm just introducing products like you, so why does she buy from you and not from me?"
Chen Zhe smiled.
Do you want to know why?
"I want to know why?"
The other two nodded as well; they both wanted to know why.
Chen Zhe walked over and sat down. The salesperson immediately brought him a glass of water and looked at him reverently.
"The reason is actually very simple: I grasped the customer's needs, while you did not."
If this statement had been made before the client made the purchase, the salesperson would have been completely unconvinced. However, after the female office worker closed the deal, she was utterly convinced of Chen Zhe's abilities. He had spent a lot of time trying to persuade the client but failed, while Chen Zhe had simply said a few words and the client had made the purchase.
The contrast is just too obvious.
"Demand? How do we grasp the customer's needs?" another salesperson asked.
"This point is complicated to explain, but the principle is actually very simple: put yourself in someone else's shoes."
"Putting yourself in someone else's shoes?"
"Yes! It's about putting yourself in her shoes. Let me ask you, what do you think that customer's needs were?"
Chen Zhe asked.
The salesperson thought for a moment.
"Buy an air conditioner."
"Hehe, yes and no. It should be said that her need is to buy a special air conditioner, an air conditioner with superior features."
"ah?"
Chen Zhe's words confused the three of them.
"An air conditioner with superior features? Do you have such a thing in your store?"
"You can create something if you don't have one! Sometimes you can think of ways to close a deal. The key is whether you want to close the deal and whether you want to sell something."
"Of course we want to sell things."
"Mr. Chen, I still don't quite understand what you mean by 'superior' air conditioner?"
The store manager seems to be paying close attention to this.
Didn't you see what that woman was wearing?
"I see, she's dressed very fashionably and looks quite pretty. She's carrying a designer bag and has the latest phone. Is there a problem with that?"
"She's fine; the problem is your conversation with her just now."
"My conversation with her?"
The salesperson thought back, considered it, but still couldn't quite understand.
"Let me be blunt. The first impression that woman gave us when she walked in was that she was rich. But you were talking to her about the price, and she didn't seem to care much about it. So we can conclude that she wasn't very price-conscious. When you mentioned that all your relatives would buy this air conditioner, she frowned slightly. She probably doesn't like having the same things as everyone else, especially not like having the same things as your relatives. She needs something high-end, which we can tell from her clothes. Do you know what high-end things are in our store?"
"Is it the most expensive one we sell in our store?"
"That's not all. The most upscale items in our store are our brand and our chairman."
The three men were dumbfounded when they heard Chen Zhe say that.
"The chairman counts too?"
"Of course! That customer had slight signs of cosmetic surgery on her face, and all the things she used were brand names, which means she has a certain vanity, but she didn't show it too obviously. For someone who's a bit pretentious, you have to give her face. Obviously, a limited edition, and something personally signed by our chairman, is high-class enough. She can show it off to her girlfriends after she buys it, which is her biggest motivation for buying this air conditioner."
The store manager spoke again.
"But Mr. Chen, is it worth it to design a new air conditioner just for one client? Although I know you have a good relationship with Chairman Luo, did you get her approval? What if she doesn't agree? What if the air conditioner can't be produced and that client comes back to cause trouble? Wouldn't that affect us?"
"The problem you're considering does exist, but it's also an opportunity. If a customer is willing to spend money, it means there's a market. You all know the current environment; our supermarket's air conditioners are not selling well, and other supermarkets and the overall environment are probably in a similar situation. At this time, if a customer is willing to spend more money to buy a limited edition, it means there's a new channel. Moreover, the design process for the new air conditioner isn't that complicated. We only mentioned it's a limited edition; we didn't say it had various functions. We might as well just change the shell and have Mr. Luo sign it. I believe Mr. Luo will agree."
The limited edition was just a last-minute decision by Chen Zhe. Sometimes you need to be bold and decisive. You won't achieve anything if you're always timid and follow the rules.
The three of them thought it made a lot of sense after hearing it.
"Mr. Chen, could you teach us? We also want to sell air conditioners like you."
"That's what the salesperson said."
"Yes, Mr. Chen, why don't you teach them a couple of tricks?"
The store manager also looked at Chen Zhe with longing eyes.
"Haha, you guys are more professional than me when it comes to selling air conditioners. I don't have much to teach you, but we can discuss things together. For example, my first customers, that couple, clearly had a good relationship. They were very close, which means they were probably newlyweds or in the honeymoon phase. In this case, the woman's opinion is often more important, so we need to focus more on her. They repeatedly emphasized the price issue, which means they have a need, but the problem is that the price is too high, and they dare not buy it. That's why my subsidy policy played a crucial role."
"And the second one?"
The salesperson had already picked up the notebook.
"The second one is clearly an office worker. He's walking briskly and seems very busy. You might not think of him as someone who makes many sales, but we need to think about it from the other side. This person, despite his busy schedule, still came to our store to browse. This shows that he has a very strong desire to buy an air conditioner. He's buying it for his mother, which shows that he is filial. We need to acknowledge his filial piety and emphasize our value."
The two salespeople nodded.
My notebook is already filled with notes.
Chen Zhe went to other stores, but since he hadn't been able to negotiate with the brands in those stores, he decided not to mention price subsidies for the time being.
He was just a regular salesman standing guard in the store, but even so, he still sold things in those stores, and he was the top seller.
Chen Zhe wandered around the appliance section of the supermarket and didn't return to Wang De's office until evening.
The phone rang as soon as he got back.
It was Luo Guifang's phone call.
"I heard you became the top salesperson at the supermarket today, and even used my name to scam people. What were you thinking?"
Chen Zhe didn't realize that Luo Guifang was angry, so he explained.
"Sister Luo, before answering your question, I'd like to ask how your air conditioner sales are doing recently?"
Luo Guifang paused for a moment.
"Sales have dropped significantly, and overseas orders have also decreased. If you hadn't reminded me to pay attention to employee benefits before, I might have gone bankrupt after this policy was implemented."
This policy has dealt a devastating blow to many enterprises in Donghai City, especially export companies. Luo Guifang had made some reforms because Chen Zhe had reminded her before, but the reforms were not thorough enough, and she lost many orders. The situation of Changhe Group is not very optimistic now.
"Sister Luo, the current predicament of large home appliances may only be the beginning. When the returned goods from overseas flood the market, that may be the real avalanche. Those companies that cannot export will have to turn to domestic sales, and prices will definitely drop significantly. The reason I am lowering prices is to seize the market in advance."
Luo Guifang expressed strong agreement with Chen Zhe's viewpoint.
“We are aware of this. In fact, we have been considering lowering prices, but if we lower prices easily, it will kill a lot of people. Some second-tier air conditioner brands will have no room to survive after we lower prices. And those people are my friends of many years. If I do this, I will kill them.”
The company's future is in his left hand, and the people who helped him in the past are in his right.
No matter which path she chooses, Luo Guifang finds it difficult.
Chen Zhe understood Luo Guifang's concerns because he remembered that there were three kinds of herbal tea on the market before.
The eldest and second eldest brothers engaged in a price war, which drove the third eldest brother to his death.
Haha, it's kind of funny when you think about it.
But in reality, the situation is pretty much the same.
When big brands engage in price wars, it affects the interests of many people, so they can't just lower prices arbitrarily. If they do, it's the people in their social class who suffer the most.
Low-end brands have their own way of surviving, and high-end brands have their own glory. Only mid-range brands are in a very awkward position; they can't go up or down, and they are always in a passive position.
“I am in a difficult situation right now. If I don’t lower the price, it’s questionable whether my company can survive in the future. But if I lower the price, my old friends who helped me before might all jump off buildings. Many people on the board are pressuring me, and I can’t make a decision.”
Chen Zhe comforted Luo Guifang for a few words, and then he thought of Zhao Rui, who was far away abroad.
"Sister Luo, if we can't find a market with the US Alliance, can't we go somewhere else?"
"You mean Zhao Rui, right?"
Zhao Rui has been dealing in used air conditioners overseas, as well as substandard air conditioners from Changhe Group. He's doing quite well in this line.
"Yes, do you think there's any hope over there?"
“I did consider it, but the market there is still too small; it simply can't consume that many of our products.”
The Xia Kingdom was the world's largest manufacturing country.
The United States and its allies are the world's largest consumer group, and the relationship between the two has always been closely intertwined. Now, the consumer countries are trying to strangle the producing countries, which is making entrepreneurs like Luo Guifang very uncomfortable.
If the products produced cannot be sold, then this huge company cannot continue to operate.
"Sister Luo, have you considered the DK platform?"
Online shopping?
"Yes, I have read a lot of relevant information. Our products go through layer after layer when they are exported abroad. Something that costs 2 yuan to produce may end up costing 50 yuan to foreign consumers. This is a lot of pressure for foreign consumers. We want to sell things, and they want to buy things, so why not get rid of these middlemen?"
"This... seems promising. Do you have a complete plan?"
Chen Zhe only mentioned it casually; he wasn't really that clear about the online shopping environment abroad.
He told Luo Guifang the truth.
"Okay, then I'll make a plan with my people. By the way, could your Linglong Club also participate? I've watched all your live streams, and your streamers have great potential."
"Of course, I'll go back and discuss it with my men."
Chen Zhe blurted out the words "Sister Hu".
"Okay, come to my company sometime so we can talk in person."
"OK."
...
Continue read on readnovelmtl.com