Chapter 3 2. Hide the heart that wants to cry

When the bird's wings begin to plump, she should learn to fly by herself.After going through the new stage of being reborn, the headquarters sent Dong Mingzhu to take over the Anhui market, which meant that she had room for independent development, and she was ready to start a big fight, but Dong Mingzhu had mixed feelings after hearing that it was taking over the Anhui market.At that time, Anhui was a relatively backward province in the domestic economy. How to develop this market in the early 1990s when air conditioners were still considered a luxury?How big is the market space?How confident are you?Faced with these questions, Dong Mingzhu was a little at a loss.But soon, she regained her confidence that she would never back down in front of any difficulties.

In the face of opportunities and challenges, only those who can stand the test can become the best among people.Dong Mingzhu gave herself enough energy and was determined to win the Anhui market in one fell swoop. She was confident that she was well prepared, but the reality was still cruel. The difficulties she faced were far beyond expectations.From the very beginning, it seemed like God was joking with her.The immaturity and imperfection of the legal system at the beginning of the development of the market economy have given many dealers the opportunity to harm the interests of production companies, such as defaulting on payment for goods.Therefore, a good salesman must first be a good debt collector.When he arrived in Anhui, Dong Mingzhu's first test was not to sell, but to recover an arrears of 420,000 yuan.At that time, apart from sales, the job of the salesman was to ask for accounts.As the saying goes, "The old man owes the debt, and the grandson borrows the debt." Since it was a seller's market at that time, many enterprises and sales companies adopted the cooperation method of paying after delivery, so that promotion can be carried out to a certain extent. But it is extremely unfavorable for the remittance of sales.Due to the drawbacks of this system, salesmen spend half of their time chasing money in a year.A dealer in Hefei owed Gree a payment of 420,000 yuan, and after repeated urgings, he still refused to pay it back.This is a bad debt left by her predecessor, and Dong Mingzhu can ignore it. Even if she can recover the debt, she will not get a dime.Dong Mingzhu's stubborn temper is inborn, and it's only natural for Nine Heads of Cows to refuse to repay their debts. It's useless for you to be a rascal with me!You have to get your money back no matter what!In the commercial society, it has always been a very troublesome thing to ask for debts. What's more, what Dong Mingzhu encountered happened to be a scoundrel.

To get the money back, Dong Mingzhu only has confidence but lacks experience.After all, she had never done such a thing before.The debtor is an electronics company in Hefei, which is quite large in scale, and the other party is acting like a rascal because it is stronger than Gree.Dong Mingzhu first chatted with the other manager about the sales of Gree air conditioners in a more sincere manner, and then politely asked for the checkout.It can be said that it is justified and well-founded. If it is replaced by someone who knows a little bit of self-knowledge, he will definitely obediently repay it.However, the other party's reaction was very surprising. When the other party heard that the account reconciliation was required, his face changed, and he said arrogantly: "What account is accounted for? I am consignment sales of millions or tens of millions of products, and they are stored in the warehouse. No one dares to ask for an account. You are also a novice. Have you ever done business before? This is what business is all about. You give me a batch of goods, and I will pay you when they are sold out. It is as simple as that. What is the account? Right?" Dong Mingzhu argued hard, but the other party avoided it on the grounds of a meeting.This was the first time Dong Mingzhu encountered such a scoundrel, and she was choked up for a while, not knowing how to deal with it.After thinking about it, she decided to give full play to her patience and deal with the other party in a "grinding" way.Litigation is unrealistic, and concessions are also unfeasible. According to the essence of the idea of ​​"treating others in the same way", dealing with rogues must be done in the same way as rogues.If you don't give me money, I will spend it with you, and I will not stop until I achieve my goal.After making up her mind, Dong Mingzhu went to "siege" every day.She stayed at the other party's company for a full forty days, and during these forty days the other party played a game of "peek-a-boo" with her.The other party either does not come to the office, or promises to return the goods the next day, but on the next day, they are slandering empty plans. The means of delay have been exhausted, and there is only one purpose - not to pay back the money, let alone return the goods.One day, the other party was forced to have no choice but to agree to Dong Mingzhu to take back the Gree inventory in the warehouse. It was getting dark at that time, and the two agreed to pick up the goods in the warehouse the next day.

Unexpectedly, when Dong Mingzhu rushed to this company early the next morning, she found that the door was closed and there was no one there.Dong Mingzhu was furious when she asked about the National Day holiday. Anyone with a discerning eye could tell that this was a trick they played. For businesses, holidays are the time to do business, so how could they have a holiday?Dong Mingzhu is following here every day, unable to use the avatar technique to sell products, the loss of time and money is huge, and no one understands and pays attention to all the efforts she has made here and the grievances she has suffered.The process of waiting is lonely, and waiting with great grievances is even more painful.Dong Mingzhu wanted to cry and complained, but after calming down, she chose to continue.Debt collection itself is a kind of mental and physical torture, but it is also a contest of tenacity. Dong Mingzhu never gives up lightly. Once she is sure of something, she will not abandon it or give up.The hard work paid off, and Dong Mingzhu finally blocked the opponent's boss again.She was irritated by the other party's arrogance, rudeness and countless times of dodging. She shouted in a low voice: "Are you still the general manager? You turned your back on your promise and returned the goods to me in person. Why is it that your words don't count? From now on, when you go to I'll follow wherever! I'm not like you, I will do what I say, and if you don't believe me, let's wait and see!" Dong Mingzhu's arrogance frightened the other party, and he knew he was in the wrong, so he waved his hand and said, "Okay, okay, forget it!" You are fierce, and I will return the goods to you tomorrow." The so-called resignation, gain wisdom.Dong Mingzhu has already suffered a lot of dumb losses because of the opponent's boss's untrustworthiness before, this time he can't be sloppy, just be careful.Early the next morning, she hurriedly washed her face, hired a Dongfeng, and drove straight to the door of the company.This time, she finally got her wish. She didn't get rejected again and entered the warehouse smoothly.Dong Mingzhu personally led the workers to carefully search for Gree products one by one in the huge warehouse and loaded them into the car, and then traveled long distances back to Zhuhai, thousands of miles away.After persevering for so long and suffering countless grievances, she finally took back what belonged to her. At this moment, Dong Mingzhu had mixed feelings.Before leaving, she poked her head out of the car window and yelled at the other party: "From now on, I will never do business with you again!" In an instant, all the grievances and dissatisfaction in the past were vented with that sentence Now, my heart after working so hard for so long can finally be at peace. Dong Mingzhu, who was traveling with the car, fell asleep beautifully on the bumpy car. This was the sweetest and most peaceful sleep she had in more than a month since she came to Anhui !Dong Mingzhu’s beautiful battle in Hefei’s debt collection incident made many people in the business world look at her with admiration. As a result, Gree’s management also noticed this woman who performed miracles.It was this difficult time that honed Dong Mingzhu's more tenacious character, with unparalleled tenacity and ruthlessness like an eagle.The harshness and harshness of the reality are not the reasons for being defeated. On the contrary, these external difficulties can create a strong character of a person. The so-called extremes must be reversed. Sometimes there is often a broad sky hidden behind the seemingly severe and difficult situation. Only the strong-willed Talents can keep the clouds open to see the moonlight.The debt collection incident in Hefei gave Dong Mingzhu another thought. Although this cooperation form of delivery first and payment later can promote sales to a certain extent, it is also extremely detrimental to the return of sales. The drawbacks of this system will make Some distributors with ulterior motives seized the opportunity and did not spend their minds on researching the market to expand profits, but thought about some crooked things all day long, thinking about how to use this settlement method to get undeserved benefits from the company.Outstanding people often have extraordinary temperament and talent. Dong Mingzhu is a person who is good at learning and summarizing herself.

After experiencing this incident, Dong Mingzhu thought about her situation more calmly and carefully, imagining opening another new situation.Although delivery first and payment later was a relatively common cooperation method at the time, Dong Mingzhu knew that if it continued, it would repeat the same mistakes, and such debt collection incidents would continue to repeat itself, and the cost of spending a lot of effort to recover money was too high , The loss of a lot of energy is not worth it, and the gain outweighs the loss. She doesn't want to repeat this experience again.To get rid of this predicament, the only way out is to re-establish business rules: implement payment first, and goods later, and never credit.After all, it is still very difficult to implement.At that time, the entire air-conditioning market adopted the consignment system of goods first and payment later, and Gree was not well-known at that time. It was a fantasy for Dong Mingzhu to insist on payment first and goods later.Dong Mingzhu spent a month investigating the market and traveled to many cities in Anhui, trying to make a breakthrough.As soon as many dealers heard this condition, they immediately vetoed it and waved their hands to see off customers.Dong Mingzhu is not a fuel-efficient lamp. Although she encounters obstacles again and again, she is not discouraged at all. She still keeps a confident smile and knocks on the next business.She always believed that there was always a door open for her.Hard work pays off, and this breakthrough was opened in an electrical appliance store in Huainan City, Anhui Province.The manager of this electrical appliance store is a middle-aged woman, a bit fat, and her honest appearance reveals the shrewdness of a businessman.The manager was moved by Dong Mingzhu's diligence and sincerity, and promised to advance the trial sale of 200,000 yuan of goods, and stop the cooperation if the sales were not good.In this way, Dong Mingzhu made his first business.Holding a thick stack of banknotes, her heart was surging, and she was determined to live up to the trust of the eldest sister.Dong Mingzhu cherished this opportunity very much. She did not sign the contract like other salesmen and let go of it. Instead, she provided personal service to the eldest sister, and kept coming to the door to give advice to the other party in order to sell the goods as soon as possible.But Gree was not well-known at that time, and it was difficult to win the favor of customers just by placing it on the shelf. If the sales situation is not opened up as soon as possible, the merchants will lose confidence over time.She first mobilized merchants to recommend the products to their relatives and friends for trial use, and then took the initiative to sell products to customers on the spot. Day after day, this trick really worked.God is fair, hard work will pay off.Finally, in the summer of 1992, the store’s 200,000 yuan air conditioners were sold out, surpassing other well-known brands for the first time.The female boss was impressed by Dong Mingzhu's star service, and paid for another batch of goods as promised.The firing of the first shot further strengthened Dong Mingzhu's confidence in the sales industry, and further affirmed her unique idea of ​​not taking an unusual path.This example of "explaining by oneself" attracted other merchants, and orders followed one after another.The successful case of Dong Mingzhu has greatly inspired other dealers. Since this method works, there is no reason for the manufacturer to deliver the goods first and then collect the payment.Since then, merchants have gradually gotten used to this model.Since then, "payment first, goods later, never on credit" has become Dong Mingzhu's first custom-made business rule.In her hands, there has never been an arrears receivable, which later became a unique rule of Gree Electric Appliances in the industry.In this way, Gree's sales in Huainan reached 2.4 million yuan that year, and the sluggish market was activated.

Sellers praised Dong Mingzhu's follow-up service one after another, thinking that selling Gree products is the most worry-free.In the same year, Dong Mingzhu won two battles in Wuhu and Tongling, and found reliable dealers in cities such as Hefei and Anqing.In 1992 alone, Dong Mingzhu's personal sales in Anhui exceeded 16 million yuan. "The sky is high for birds to fly, and the sea is wide for fish to leap." Dong Mingzhu has created a vast world in the sales market.Dong Mingzhu's road to success is full of tears and sweat. Along the way, she has experienced hardships and helplessness that ordinary people can hardly understand.Some of the things she experienced were trivial and complicated, some were grand and intense, and all the bitterness was expressed in silence.She once sang a song on more than one occasion - "Hiding the Heart That Wants to Cry": Standing in the crowd like this / Close your lips full of strength / Whenever you look back / You will see me smiling Be like the sun/Stand in the crowd like this/Shoulders upright and strong/Hide the heart that wants to cry/I will tell you a sincere lie/Hide the heart that wants to cry/Open the window of calmness quietly...