Li Cheng didn't want to embarrass Mr. Yang over a drink. He preferred to have the two of them drink tea and chat while they finalized the deal. That way, he seemed like a true businessman.
But Mr. Yang is not really a Confucian businessman. When he talks about business, it is like squeezing toothpaste. Li Cheng was so angry that he had to talk to him in the most traditional way.
Mr. Yang was completely drunk. Even his assistant was drunken by Meng Jianghong and kept calling her "Sister Meng Jianghong."
Big sister? Meng Jianghong was annoyed and poured her two more cups.
There were only a few people at the table, and the only one who didn't give Mr. Yang a drink was Weng Xiaozhu. She was acting as a middleman in this negotiation, so it was difficult for her to clearly help anyone.
But she drank a glass for Mr. Yang, and of course, when Mr. Yang toasted Li Cheng, she also drank a glass for Li Cheng.
It was obvious that he couldn't continue the conversation after drinking so much. Li Cheng didn't want to take advantage of Yang's misfortune, so when Mr. Yang was too drunk to stand, Li Cheng had him taken back to the hotel.
The negotiations continued the next day, this time in the small conference room of the hotel where Mr. Yang was staying.
This time, Mr. Yang was no longer tense, but acted in his true self.
Seeing Mr. Yang's casual look, Li Chengxin said that wine is really a good thing, it can even skin people alive!
When Mr. Yang saw Li Cheng again, his smile seemed very sincere. He probably still remembered that he was drunk last night and hugged Li Cheng and called him brother.
But Li Cheng didn't take the matter seriously at all. What a man says after drinking should just be listened to and not taken seriously.
When Mr. Yang's assistant saw Meng Jianghong, he called her "Manager Meng" somewhat embarrassedly.
Meng Jianghong looked at the woman who was about the same age as her and said with a smile, "You should call me Big Sister. After we finish today, Big Sister will take you to visit the beautiful scenery here."
The assistant blushed upon hearing this. Meng Jianghong was also amazing. She walked over and put her arm around her shoulders affectionately, then slipped a small box into her bag.
"This is a commemorative coin issued by the People's Bank of China. Have fun with it."
In fact, these commemorative coins are all made of gold and are worth a lot of money.
Thanks to last night's banquet, the relationship between the two sides is much more harmonious today.
After the negotiation began, Mr. Yang took the initiative to say, "Since Mr. Li has taken over the most troublesome after-sales service, I will give some concessions on the agency fee."
Li Cheng asked, "How much?"
Mr. Yang thought for a moment and said, "Ninety percent off, no less."
Li Cheng nodded and said, "That's fair. However, what I want to talk to you about today is the matter concerning these six provinces and one city."
"Hmm?" Mr. Yang frowned.
"That's right. The six provinces and one city we originally talked about was just an administrative concept. But you and I are in business, so we need to look at things more comprehensively. Don't you agree, Mr. Yang?"
Mr. Yang didn't know what Li Cheng was going to say, so he said, "In business, making money is the most important thing. Looking at things more comprehensively will help you make money, of course."
Li Cheng nodded and said, "Okay, since Mr. Yang said so, I will continue."
Li Cheng continued, "The six provinces and one city we're discussing have vastly different economic levels and populations. Consequently, the demand for computers is enormous. I believe that if Mr. Yang were to discuss agency fees with the agents in these provinces and cities, they would undoubtedly bring up this issue."
Mr. Yang remained silent, agreeing with Li Cheng's point of view. At the same time, his heart trembled.
"So, Mr. Yang's 10% discount should be based on the specific agency fees for each province and city, not a 10% discount on the total price of seven million. Of course, I can't take advantage of Mr. Yang. Here are the specific amounts of agency fees for each province and city I propose. Please review them, Mr. Yang."
As he spoke, Li Cheng placed a piece of paper in front of Mr. Yang.
Mr. Yang was completely convinced by Li Cheng, who had always been ahead of him. Do you think he gave him a 10% discount just because they were so close after drinking?
If that were the case, Mr. Yang wouldn't be Mr. Yang anymore. He was the one who secured the Chinese distribution rights for that brand of computers, and he couldn't have done that with just financial resources.
Mr. Yang's 10% discount is a 10% discount on the package price. He is aware that the economic levels and populations of different provinces and cities vary. If he negotiates with each store one by one, the final price will definitely be different.
Therefore, the best way is to package everything, good or bad, and give it to Li Cheng.
But just one night later, Li Cheng raised this question, which surprised him.
Mr. Yang carefully looked at the prices written on the paper, as well as the GDP, population, and average income of each province in the previous year. Most importantly, Li Cheng also listed the sales volume of other brands of computers in the previous year.
Mr. Yang was stunned after reading it. He had never thought of conducting an investigation into some of the things mentioned above.
However, he could follow suit and prepare a similar document when he went to the head office next time, and show it to those tall-nosed, blue-eyed guys, so that they wouldn't always say that he only knew how to sell computers and didn't do market research.
Mr. Yang admired Li Cheng in his heart, but he couldn't show it on his face. He pushed the paper in front of Li Cheng again and said, "You made this thing just to get me to lower the price."
Li Cheng pushed the paper back and said, "Look carefully, there are two places where I offer a higher price than we agreed on."
How could Mr. Yang not see that those are two provinces with relatively high economic levels and populations?
"Also, although this city is small, its economy is considerable, and its population is of high quality. Therefore, the price I offer is higher than that of some provinces. Mr. Yang, you can't say that I'm trying to get you to lower the price with my offer, right?"
Mr. Yang nodded, knowing that Li Cheng’s price was very fair.
"Mr. Yang, business is about a win-win-win situation. That means you make money, I make money, and the customer is satisfied. That's the only interesting business. But to achieve this, you have to spend time researching and figuring out the best way to do it. Don't you agree?"
Mr. Yang didn't say anything, but leaned back in his chair, lost in thought. Li Cheng's offer this time was even lower than the 10% discount he had agreed to.
However, Mr. Yang is a businessman who values long-term business rather than a one-time deal.
At the beginning, someone bought the agency rights of a province from him, and then relied on various relationships to dump computers.
Of course, selling the computers was a good thing, and everyone made money. But that man was clearly not a true businessman. After making a lot of money from selling the computers, he just left everything behind, leaving all the trouble to Mr. Yang.
Mr. Yang found him and asked him why he gave up. The man told Mr. Yang that his connections had run out and the computers could not be sold.
Mr. Yang was so angry that he had to find a new agent. He used all the high agency fees that agent gave him to clean up the mess, and in the end he even lost a lot of money.
Therefore, when it comes to finding an agent, character is sometimes more important.
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