The next day, Li Siyan announced the news, which met everyone's expectations.
"Give me some energy. Going out to visit customers with the old sales staff is a great opportunity for you to practice learning. I hope you can cherish and value this opportunity."
Everyone suppressed the excitement in their hearts and agreed repeatedly.
When they were divided into groups, Yu Chang and Fang Lin were assigned to the medical and health group. The salesperson who led them was named Zhang Jiahua, who was from outside the province. It was said that his performance was enough to rank among the top five in the company.
Zhang Jiahua seemed passionate and high-spirited about taking us two newcomers out to visit customers. On the way there, he also shared his experience in sales in the past few years with Yu Chang and Fang Lin.
Yu Chang and the other two listened quietly to her story, feeling a little fond of the Hunan girl in front of them.
The first customer he visited was the Maternity and Child Health Hospital in Ta District. From the conversation, it could be seen that Zhang Jiahua and the other party were already old acquaintances.
As soon as he entered the door, Zhang Jiahua said enthusiastically: "Brother Peng, I brought two new friends to meet you today. I would like to take this opportunity to recognize you."
"Hey, it's Jiahua here!"
The name of Brother Peng mentioned by Zhang Jiahua is Peng Linyu. He is the administrative deputy director of the Maternal and Child Health Hospital. He is about forty years old and has slightly thinning hair.
Before the visit, Zhang Jiahua had informed the two of them that because the administrative director was about to retire, he had almost no regard for anything and had delegated the work and authority in his hands to the deputy director, so his right to speak was very important.
The other party called Zhang Jiahua "Jiahua", which showed that he had known her for more than a day or two, and also showed that Peng Linyu recognized Zhang Jiahua's work and person.
"Yes, Brother Peng, I haven't seen you for a long time. I miss you. Come and see you."
She used "you" instead of "you", which shows that the two of them are treated as equals when communicating and getting along.
Peng Linyu smiled but did not answer. After letting us sit down, he poured tea for each of us and said, "Jiahua is so awesome. He has already started taking apprentices."
Zhang Jiahua smiled and said: "Where I am today, it's all because of Brother Peng's food. I'm not qualified to lead people. I'm just a soldier under Director Chai!"
The director Chai she refers to is Chai Ning, the director of the Medical and Health Department. It is said that this person is a legendary figure who has broken many company records and created the company's largest single winning bid amount to date, which has never been surpassed.
After exchanging pleasantries, Zhang Jiahua introduced: "These are the new colleagues in the company, Yu Chang and Fang Lin."
Yu Chang and Fang Lin both smiled at each other as a greeting. Seeing that Peng Linyu did not move to shake hands, neither of them took the initiative to extend their hands.
Although they are newcomers, both of them are relatively knowledgeable.
After a few pleasantries, Zhang Jiahua saw that the time was almost up and went straight to the topic, saying: "Brother Peng, how is the progress of the information security firewall and platform project mentioned last time?"
"It's still in the preliminary planning stage, and project indicators and budget indicators have not been released yet." Peng Linyu did not hesitate when he answered.
"Why is this year's procurement budget target set so slowly? I remember that in previous years it was set in September, but this year it is almost the end of October. If it is delayed, it will be too late to complete the construction this year."
"Yeah, I'm quite anxious too. The Information Department has urged me several times, involving data security and platform security. This is not a trivial matter for the hospital. I have communicated with the financial management several times, but it still doesn't work. The higher-ups are coordinating If it’s not in place, the project can’t move.”
"Is there any way I can urge you to hurry up? Brother Peng!"
"I have already thought of all the ways that I should think of, and I have tried all the things that should be tried. There is nothing I can do for the time being!"
"Haha, Brother Peng is joking. Others don't know about Brother Peng's ability, but I don't know it either. As long as Brother Peng works hard, there will be nothing he can't do."
"By the way, Brother Peng, regarding the selection of solutions, our company did a product demonstration and solution explanation last time. From a technical perspective, we also conducted corresponding demonstrations. Has it met the needs of our unit?"
Zhang Jiahua said "our company", not "your company" or "your company."
"Technical solutions and product selection should still be based on the opinions of Mr. Dong. After all, he is a professional. I am only responsible for following the corresponding procedures."
"Okay, so I won't delay Brother Peng's work. I'll go talk to the old director?" Zhang Jiahua asked in a questioning tone. When speaking, Chang Yu also noticed that her eyes were fixed on Peng Linyu.
"That's okay. We should communicate with the old director more on the technical level. Our administrative and logistics staff will fully respect his opinions."
After exchanging a few more pleasantries, we stood up and left.
After going out, Zhang Jiahua asked us to go to the fifth floor first and she would come down later. After saying that, she turned around and entered Peng Linyu's office again.
Although he was new to the business, Yu Chang vaguely understood Zhang Jiahua's purpose of turning around and entering Peng Linyu's office again, and it was precisely turning around and returning that was the key to closing the project.
Next, Zhang Jiahua took the two of them to visit the technical director. Yu Chang didn't know his specific name until later. He only knew that people called him Dong.
Dong Gong, a skilled worker, is in his fifties and will retire in two years. But even as he approaches retirement, his love for technology can be seen from the fact that when Yu Chang and others meet him, he is still servicing equipment.
Regarding the product solutions and technical solutions provided by the company, Dong Gong was relatively satisfied and spoke more straightforwardly, saying: "Besides you, there is another company that is also more concerned about this project."
This was a bombshell, but when Zhang Jiahua heard this, he looked a little nervous and said hurriedly: "Does Mr. Dong know which company it is?"
"I can't remember the specific company, but it seems to be related to the vice president of administration." It can be seen that Dong Gong did not hide anything from Zhang Jiahua and told the truth.
"What about their technical solution?" Zhang Jiahua calmed down and asked.
"The technical solution is also feasible. You only need to change a few links, build the platform manually, enter the administrator information, and then import user information based on the management information."
Zhang Jiahua felt the crisis, but continued calmly: "Then what does Mr. Dong think compared with our plan?"
Dong Gong glanced at Zhang Jiahua and already understood what she meant, and said, "I definitely support you. After all, the first and second phases of the project were all done by you. I can rest assured that they are left to you."
The focus now is no longer on Dong Gong and Peng Linyu, but on the higher-level relationship. Even Zhang Jiahua, who was not very experienced in the world, could think of this, but Zhang Jiahua couldn't have thought of it.
After coming out of Dong Gong's place, Zhang Jiahua asked Fang Lin and I to wait for her in the car.
Yu Chang guessed that he should have gone to find a higher-level person in charge, but it was not convenient to take Yu Chang and Fang Lin with him.
Yu Chang, who was waiting in the car, recalled the visit just now and fell into deep thought:
Zhang Jiahua visited the deputy director of the administrative department and the technical director Dong Gong respectively, who handled the procurement procedures. Next, she should go to the person who made the decision on the project, or someone with a strong say.
Because both versions of the plan can meet customer needs in terms of technical review, there is no problem of plan verification. Then there is only what Zhao Yong said before, to get customers and build customer relationships.
But Zhang Jiahua did not tell how to do it specifically, and Yu Chang did not ask again.
Although we are both selling, everyone has their own secrets. Some things can be shared, but some things can only be known by yourself. Even if they are rotten in your stomach, you cannot mention them to others.
This project finally became a public parameter due to competition between several parties, and Zhang Jiahua, with the help of Peng Linyu, won the bid with a price of 884,500, which was 110,000 lower than the bid price.
In the afternoon, we visited the Second People's Hospital of the city.
This hospital is going to carry out a comprehensive network upgrade and firewall equipment upgrade. As soon as you hear the name, you will know that the project amount is not small.
However, this project is not this year, but next year. Zhang Jiahua, Yu Chang and Fang Lin visited five departments in this hospital.
They are the Security Department, the Administration Department, the Technology Department, the Operations Department, and a deputy dean whom Zhang Jiahua himself visited.
The security department is not the security department, but the network security department. It is a department established for hospital information security. In some places, it is called the network security department.
The Operations Department is responsible for connecting the hospital system to various platforms, such as social security, off-site reimbursement, national expert joint consultation, and external publicity.
Of course, these departments have different names in each hospital, but their functions are similar.
The operations department and the technology department are relatively familiar with Zhang Jiahua, but the security department is a bit repulsive, probably because Zhang Jiahua usually has less contact.
I visited several departments, and the things, methods, and content of the discussions with each department were different. This was the biggest feeling that Yu Chang had when accompanying Zhang Jiahua today.
Sales is really a knowledge, and it is a very deep knowledge.
The entry threshold is low, but how far and high you can go is the result of a combination of talent, hard work, perseverance, and perseverance.
After the visit, Zhang Jiahua said: "This project's budget for network transformation alone is more than 8 million. Including the upgrade of firewall equipment, it will be at least over 10 million. If I can win this project, my performance next year will be nothing." No pressure at all.”
Yu Chang and Fang Lin both smacked their lips secretly.
For a project worth more than 10 million yuan, how much profit should there be? How much money can be earned by selling such an order?
You are right to think so.
Because salespeople must always be hungry for money. Only by always having this sense of hunger can they be more and more courageous on the road to sales.
"I believe that with Sister Hua's ability, we will be able to win this project." Fang Lin flattered her at the right time.
Zhang Jiahua smiled and said: "It's not that easy. However, for this project, 'Chai Dada' from our department also followed. With the efforts of me and her, plus Mr. Zhang's handling of various social relations, mobilizing resources, and winning There is still a possibility.”
"Today's visit is over. If you have anything you want to ask, you can ask me." Zhang Jiahua said on the way back to the car.
