Spring Festival home, many people have found that the core commercial district of the county has become a cell phone street. OPPO, vivo stores astonishing degree of density, and Huawei mobile phone shops are also mixed in them.
In fact, in the past few years, Huawei handsets have been increasing their investment in sales channels, and in 2016 Huawei launched the implementation of the "Thousand Counties Project" and laid out the county-level offline channels.
Today set micro-network recommended from the "Huawei" e-column article "This group of Huawei people in the county, the village how to sell mobile phones?" The content that Huawei cell phone salesperson's private prosecution.
For example, before selling mobile phone to go to participate in the cell phone product line 'West Point' training camp, three days of closed training covering retail skills, including home delivery policy to explain, speculation, shop touring skills, passenger maintenance common sense and other courses.
The article said that the supermarkets are no smoke battlefield, different cell phone brands counter is the war between different armies, how to attract customers, how to turn into a deal, each side are secretly force, are in flames.
How to carry out routine work such as patrol shop, sweep the streets, the next cargo, training, speculation, visit, the countryside and other work.How to solve the problem of disorderly price of the machine, even some customers say 'Huawei is a miscellaneous brand, I want to see OV' , If we allow customers to re-recognize Huawei mobile phones and other issues. (Proofreading / blue sky)
The following is the article content:
This group of huawei people in the county, how to sell mobile phone in the village?
During the study period, I heard that Huawei was fast-paced and never imagined that just a month's tense retail and service practice ended when it received a travel mailer for three months and went to Shaanxi to participate in the 'West Point' training camp for the handset product line.
Remember the first notice when the brain was a blank space, and soon all kinds of tangled stuffed my brain: 'war training arrangements are done before the station shop practice done, this is not a waste of time?' 'How the department work And how to make up for the gradual gap between the graduates over the same period? 'All kinds of confusion immediately in my heart, has been affecting the mood of the first two weeks before departure, had to pray to be assigned to Guanzhong area, near Xi'an from point. Out dumbfounded, the list was impressively assigned to distribute the city 'Yulin' - 500 km from Xi'an, a city occupied by the Mu Us desert and the Loess Plateau.
Despite all kinds of tangles and military order, I quickly adjusted my attitude and took the organization's trust and exhortations to go to Shaanxi.
First good service to think about sales
Arrived in Xi'an, compact and rich three-day closed training paving the way for the future training content, covering retail skills, including home delivery policy to explain, speculation, shop tour skills, custody common sense and other courses to expand their own 'weapons Library ', and interdisciplinary research and development departments and colleagues gathered around, but also brought a lot of fresh and substantial information.With so many new knowledge and new skills, I also changed from the initial conflict into longing.
West Point training camp in Xi'an closed training unit flag
As soon as the training and training was over, I took the opportunity to Yulin. The main mobile phone market in Yulin City, Second Street, was the main battlefield for our first month's zero work. In the distribution of station stores, I was treated as 'special' 'Go to the most stringent management, the longest working hours Di ICT SEG shop from the morning meeting to clean the health, and then to the support of the speculation, a series of work to fully integrate themselves into the role of promoters.
Supermarkets are no smoke of the battlefield, different cell phone brands counter is the war between different armies, how to attract customers, how to turn into a deal, each side are secretly force, are in flair. However, I always think that first do a good job Services can think about sales.
Have met a female customer, into the store after all the models are consulted again, I also introduced and demonstrated one by one for their selling point, unfortunately, the final harvest is a 'I'll see it.' I conditioned like To blurt out: 'nothing to turn around first, if you like it will come back to us, walk! Welcome to the next.' And the staff standing aside disdain to 'education' I: 'look at the situation is not like to buy Phone, do not have to spend so much effort. 'I did not go to the heart .I did not expect the next day, the female customer pulled her husband once again came to the store, straight to the Huawei counter, directly bought two P10 plus. The advent of a single is a very distant thing, there are all kinds of stumbling, did not expect so easy to place a single I think, this is the kind of seed planting services, with enthusiasm to provide caring service is the best retail skills.
In addition to continuously explore and summarize the retail end of the marketing during the station, to observe the extraordinary place of friends, I also communicate with the same line of purchase needs and product use experience, with the store manager, promoters, sales clerk to grasp the store details Situation; gradually find out Yulin mobile market stock situation.During the battlefield in the daytime, the evening replenishment and deduction in a timely manner, the formulation and implementation of the next battle plan, mutual sharing and exchange and grow together.
'A county leader' to reverse the situation
A month later, I became the supervisor of the county. I was assigned to the poorest counties in Yulin City and went deep into the hinterland of the Loess Plateau to produce food. She became the leader of one county and was responsible for all the affairs of the four counties.
Due to limited manpower, a supervisor needs to be accountable to one or more counties. Although it is dubbed "a county long," the distributors in the area are different and each person has to fulfill the task targets of thousands of units. It is necessary to impact sales targets, but also to maintain the normal ecological environment of the local mobile phone market; it is necessary to allocate resource models, but also to balance the interests of all parties; it is necessary to consolidate the existing customer network, but also continue to promote channel coverage.
I was removed to four counties to carry out daily work such as patrolling, sweeping the streets, getting goods, training, speculation, visiting and going down to the countryside, etc. During the daytime, I am busy working in the cell phone business circle and at night planning or reporting events. Counties go back and forth and never know where to live tomorrow.
Skembling machine trouble is the biggest problem we encountered.Scene has a Huawei cell phone store located in the core area of the bus station to sell the mainstay of the machine, the door, light boxes, horizontal brow and the counter is the boss out of pocket Procurement, the boss's willingness to cooperate is very weak, that from the Yulin office to mention the goods and channel goods spread too much, they will have a great loss.
However, there was a 180-degree shift after an event at Huawei's mobile phone shop next door, and the company carried out promotional materials, programs and the stage support for the store's "Double 11" event. Together with Zeng Guoyi, In addition, the company also provided support for channel partners with gifts, training and promoters, so that the core customers will be given priority allocation to resource models , Enjoy the price-fixing model of the insured policy.Seeing so many benefits, Yonghong shop owner take the initiative to contact us the next day, expressed a strong idea of cooperation and eventually became a part of Huawei's channel system.
Expand the township market
The channel sink to the township
At present, Huawei's channel system is covering the county market and deep plowing, while the next level of the township market is blank.In response to the call of the Chinese region, I and Guoyi a joint county supervisor, the contractor and postal representatives and areas Of the major distributors to carry out township sweeping streets and negotiations.
Our pedestrians took a van and took the materials and cell phones to shuttle in the hinterland of the Loess Plateau. After more than two weeks of expanding our township customers, we went to more than a dozen villages and towns under the jurisdiction of the four counties of Suide, Qingjian, Mizhi and Zizhou, Successfully put on archives, exhibition stands, image display cards and other materials, established ten stores of cooperation intention, completed more than 80 sets of distribution channels for Huawei goods, found out the township market, spread the brand image of Huawei and expanded the radiation of channel goods Scope, understand the interests of all partners, appeal for the follow-up of China's township subsidence strategy to explore the experience.
Hard to remember the road is not yet clear, but there is a scene has been stuck in my head .I remember an early morning departure, traveled three towns is already evening, the return of Country Road without streetlights, dark, the car at a fork in the mouth Open the wrong way, has been open to the end of the road only to find that already lost when we get off the phone to find the signal to see when the navigation, suddenly looked up and noticed a bright overhead of the sky overhead loess slopes quiet night, In addition to a light shining a light, leaving all the stars and the moon.This scene seems to be deliberately reserved for us, is our daytime successful customer development, 'timely incentives', I was kind of say no Out of the moving.
A special training
'What is the meaning of this brand of Huawei's national brand plan? What is the point of each counter?' During the shop patrol, we often receive questions from clerks.
'Huawei is a miscellaneous brand thing, I want to see OV', in the face of such disdain for customers, our staff and promoters want to refute, but can not tell the difference.
Promoters and clerks' understanding of the company is also rather superficial. The existing training did not specifically design content to stimulate the sales enthusiasm and brand recognition and pride of the trainees, which hindered the further sales promotion. Therefore, I recalled participating Huawei University induction training to watch corporate videos after the blood, impassioned mood, think of planning a special training.
After careful preparation, we carried out the first intensive training experiment in the authorized store in Suide County, Huawei .Two small Huawei negotiation table that night, packed with a total of 29 shop staff and promoters. Limited conditions, no The right projection screen, we use the already scrapped spray cloth attached to the light box projection.
I and my partner, Guo Yi, introduced the sales and sales skills of new models and so on, interspersed with interactive and questioning from time to time, and the training atmosphere was constantly warming up. In the finale, the prepared three company promotional videos were broadcast: "Huawei National Brand Program Propaganda "Introducing Huawei's business scope and international image, Huawei We share HUAWEI's corporate culture of" Customer Focus, Striving for Striving and Persisting in Hard Work for a Long Time, "and" Dream It Possible "song MV Promoters understand the story behind the ringing ringtone everyday.
As the video shows, Huawei is the way it has always been based on hard work. Through the concerted efforts of all Huawei Huawei brands in the world to continuously expand the rankings, all of you here are also part of Huawei, Is Huawei's front-line sales of the elite terminal, it is with the efforts of all of you, Huawei can again and again to achieve new glories. "During the screening, I on the side of this encouragement to the scene. Just less than 5 minutes of the film, tells the 4 Different Chinese people struggle story, strong appeal, the audience is also very input, after the play have plucked the palm .To see this scene, I instantly felt the purpose of this training has been achieved.
Later visits found that the new Huawei culture part of the training content feedback is very good, greatly inspired salesman enthusiasm, enhance their brand recognition and pride .This experience as a Yulin team's first move, in the ' West Point 'training team to do to share, get the other training team's positive response and learning promotion, sense of accomplishment arises spontaneously.
Here to thank the company to employees such an opportunity to exercise, go to a foreign land for the market to open up the territories, sharpen their own temper.It is the company to build a broad platform, making countless young people like me, to 'rural areas' deep plowing, In the retail position, we, no regrets in the battlefield, in the front-line battlefield, we are flourishing.