There are many reasons, but we can briefly talk about them. There are several reasons. First, I want to learn. Before doing business, I heard many people say that doing business is the most training occupation. This sentence has a strong appeal to me, so I began to understand this industry. Then I read Li Ka-shing's biography. I was shocked by what Li Ka-shing said inside. He said that his experience as a salesman can't be bought for hundreds of millions of dollars now. For his words, I can't help but have an extraordinary interest in this profession. Later, I read some classic sales novels, such as circle trap, winning or losing and so on. The protagonist here fought bravely in the battlefield-like shopping mall and controlled the overall situation, which made me envious. I think this is what I like to do. Life is like playing chess, or like a battlefield, so I can live enthusiastically. The mentality of learning is gradually formed.
Second, I want to experience and hone. I have been doing technical work for more than two years. Thanks to the support of acquaintances in Guangzhou, I have always been smooth sailing, with good income, easy work and bright future. Slowly began to become depressed, there are not many goals, and there are not many pursuits. After working every day, I will be at a loss. I am afraid that such a life will make me lazy and uncompetitive. I want to feel pressure, accept challenges and stop spending a lot of time on meaningless things. So I chose a completely strange career for me to challenge and struggle. Man's will is like a knife blade, which needs to be sharpened after a while. If you don't grind it for a long time, the blade will soon rust, and many things and problems can't be solved by the knife of will.
Third, women. Many times, men are also emotional animals and will do something out of line for women. A large part of my sudden change is related to women.
After starting a business for a few months, I dare not say that my grades are good, but I really learned too much that I can't learn elsewhere. Many people think that doing business means eating, drinking, whoring and gambling, brushing your mouth, bragging, networking and flattering. To tell the truth, I never thought about learning these things when I was studying. These things are just tricks used by junior salesmen. What I want to learn is essential and spiritual.
Courage. When looking for a job, there are several options. Small companies with high wages and high subsidies can sell B-ultrasound, deal with customers and experience the feeling of controlling big business, which may also have great development. There are other companies. But I choose more for many reasons, one of which is that I have to face many customers and many rejections here, which is an excellent way to exercise my courage. Of course, I heard that insurance can exercise your courage more, and it seems not difficult to have a thicker skin than the sole. After a few months, I became a little cheeky. However, my natural face makes me blush for my mistakes. Later, the boss gave us a training class and showed us the movie Liang Jian. He explained the spirit of bright sword to us. Sword spirit is a classic sentence of Li Yunlong: When you face the best swordsman in the world, you will not be afraid to be soft because your opponent is the best master, but dare to show your sword and have a try. Even if you lose, you will lose by the best sword in the world. There is nothing to be ashamed of. This is sword spirit. In a word, it is "the brave win in the narrow road". Courage is something repeatedly mentioned in the movie "Bright Sword". Without courage, no matter how clever a person is, he will accomplish nothing. Only with courage and strategy can he achieve great things.
Another interpretation of courage is to let go. When I first came to the company, I asked my boss to remind me of a company dinner. He said I couldn't let go. After doing business for a while, I returned to the company and asked my colleagues why.
What does he think is the reason why my business is limited? As a result, he said he didn't think I was motivated enough. There is no enterprising spirit that is not afraid of anything He said that if you make a mistake and don't follow it up well, you will lose business. There are still many opportunities anyway. Why do you care so much about the result? If you care too much about the result, you won't let go. On second thought, it really hit the nail on the head. Why can't I keep in touch with customers who have established a certain relationship before? The main reason is that I can never let go. I was going to follow the business that the customer said, but I was worried that I would always leave a bad impression on the customer, as if I followed his business and he would resent me. So I put it off again and again, and I lost the bill when I called again. This kind of thing has happened many times. I was going to visit that customer several times, but after running once or twice, I felt that the customer would feel bored and disgusted if I went again, and there was not much reason to bother me so often. Isn't that right? As a result, the opportunity to maintain relations with customers is lost. It won't be long before you feel that you haven't seen a client for so long. Will the client think that I don't value him very much? Anyway, I will always worry too much. In fact, the real practice is the same. I don't need to think too much, and I don't need to be afraid of losing customers. And the customer's endurance is actually very great. Unless you meet a really difficult customer, the average customer will respect us and be reasonable, and will not deny too much because of my little mistake.
Confident. Confidence is really too important. No matter what you do, no matter what difficulties you face, self-confidence is always the first. During the financial crisis, * * * said a classic saying: confidence is more important than gold. I have faced several situations of lack of confidence in the company. On one occasion, the company changed the commission system. At that time, the company's commission system used a beautiful reason to reasonably reduce our commission by more than half. The loss to the junior salesman is even greater. My confidence has hit rock bottom. The company's salary system has been criticized by other friends. I have always insisted on the Excellence of this system. At this time, I really can't find any reason to defend the company. The second time was when the big order was lost. I received a large order and told the customer well that the customer had signed the service order and agreed to order the parts immediately. As a result, at the end of the week, the customer called several times in a row and told me not to order accessories for the time being. The closer you get, the harder it is to accept when you lose it. At the beginning, a simple phone call cut off all my hopes and my confidence was hit again. The third time is an emotional problem. However, in the end, I was not defeated. I am very grateful for the changes I am facing and the test of my confidence. I persisted, and I still maintained good confidence. It's no use just having confidence. The key is to stand the test. And to borrow a word, money is not everything, and no money is absolutely impossible. Speaking of self-confidence, self-confidence cannot solve all problems, but it is impossible to solve problems without self-confidence.
Insist. Ma Yun said that today is very difficult, and tomorrow will be even more difficult, but it will be fine the morning after tomorrow, and many people will die tomorrow night. Even Xu Sanduo can be an excellent soldier. Who can't be a talent? Everything is about persistence. I have met many persistent people. The most persistent example I have heard is that a man went to hundreds of stores in the Pearl River Delta in order to find a job as a salesman in a clothing store. He can't speak Cantonese, and no shop wants him. But he insisted on finding it, so he ran so many homes. Adhere to the corresponding difficulties. Without resistance, there is no persistence, and without problems, there is no persistence. Stick to it when you encounter resistance and problems, that's right. When my confidence was severely tested again and again, I persisted, so my confidence was not crushed, and I could face the difficulties I faced positively again. There is a customer. When I first went, it seemed that their entire equipment department was in a meeting. I suddenly interrupted their meeting when I went there. So I panicked, left my business card information and left in a hurry. I thought the chances of this hospital were slim, but after a while, I went again and happened to meet a department director. He talked with me for a long time, and then left me the phone number of the person in charge, saying that he wanted a ride to the hospital office building to find her. As a result, when I went for the third time, I found the dean again. He told me that the person in charge had just come from the office building. I talked to the person in charge and immediately asked. Imagine, in this process, as long as I give up once, there is no chance to get an inquiry. But after inquiry, due to the price problem, the cooperation was not successful. Later, I made several phone calls before I got the business opportunity. After doing business twice, I encountered my own confidence crisis and other life problems, and the overall direction was right or wrong. I began to enter a vicious circle. I was not so active in visiting customers, not so enthusiastic in meeting customers, not so serious in doing things, and the effect was getting worse and worse. As a result, I tried my best to stick to it, just like climbing a mountain and encountering a snowstorm, I didn't just
When you go down the mountain, you should slow down and think calmly, or camp on the spot and use your own adaptability to overcome difficulties. So there were several opportunities later, and I packed my bags again and ran to the area where I was more confident before, facing those familiar customers. When I first visited some customers in Qingyuan, they had only a little knowledge of our company and didn't have much desire to buy. When they saw me, they were just being polite. After a few words, they talked about the marching orders. But the second time I went to the hospital for the third time, I actually got acquainted with these section chiefs. They all have some basic impressions of me. Although my personal persuasiveness and communication skills are not strong enough for them to cooperate with the company for the first time or two, I find that there are still great opportunities when they gradually infiltrate.
Communication. In the past, in a small company, several people talked all day, just having nothing to say, or blowing water and telling two jokes. This is not communication, but dialogue at best. And communication is a purposeful dialogue, a dialogue that can achieve the expected results. This requires considerable wisdom and speaking ability. In this company, I need to face many people, I know nothing about many things, and there are many things to be solved together. Frankly speaking, because I have been working outside and have little communication with the company, my communication ability is limited. But I have deeply realized the importance of communication. In fact, the essence of doing business is the process of communicating with people, so that customers can understand your products, your company and individuals, and then accept products and buy products. This requires a strong gap to make customers have the impulse to buy. I once called the old salesmen of the company and asked them how to do business and what they were doing in the equipment department or department. They said just to chat? Yes, just chatting, which is one of the reasons why I am interested in business. Just chatting and chatting, they can get a high income and get a lot of things. Isn't this a wonderful career? I remember when the company proposed a new financial system, the boss said that two of our colleagues would explain our company's new system. The first colleague talked for half an hour, and the boss asked us if we understood, but we said we didn't understand. The second colleague talked for more than ten minutes, and the boss asked us, and we said that we had a little knowledge. The boss spoke for five minutes, and we all understood. This is a major expression and communication ability.
I have communicated with the company several times, and I found that in fact, as long as you are willing to put forward your opinions to the company, many times the company is willing to accept them. Once I said I would contact the market in advance. I stayed in the company for two months as a rotation training period. After staying for a month, I feel I don't know what I'm doing, what I should learn, what I'm used to, and what knowledge I need to go out and visit customers. So I asked the company to run the market ahead of time, but the company didn't stop me and agreed with me. Then there is the new salary system. Under the new system, the commission income of our new employees is less than half of the old commission income, and unless the business volume reaches tens of thousands a month, we will not get the commission at all. I found this method difficult, so I made a modification to my boss. He immediately put forward the suggestion of halving the assessment, which ensured a lot of income for new employees. Without this communication, I can't stay.
Target. There is a classic story. The rich asked the poor what they lacked most. Therefore, the poor are not short of money, but lack the ambition to get rich. The first lesson of all successful learning is definitely the goal. Why? Because the goal is the premise of doing everything well. What we do, small things are called small things, big things are called big things, big things are called tasks, big things are called projects, and finally we can call it a career. Only by doing the small things ahead can we do the difficult things behind. Small things need goals, and big things need to be constantly set and adjusted. I never think it's meaningful to send text messages every morning to tell business leaders which three hospitals I'm going to. Because in fact, it only took me a few minutes to send a message, and I just thought about it with my head, which is probably random. I feel no different from sending other short messages by myself, and I have very few words. But it was not until later that I discovered that just these short messages also had its magic. Because later, when I was lazy, I only sent it to the place where I went, and it was difficult for me to complete the task of three hospitals every day. Just a little difference in text messages, I obviously feel that work efficiency will drop rapidly. When you first write the location, you will find many excuses to visit customers less. When I give the names of the three hospitals I want to go to, I will automatically try my best to visit these customers. This is the power of the goal. Even a short message that I don't write seriously is enough to give me a clear direction and a clear task, which makes it easier for me to finish what I should do.
And the meaning of the goal is far from it. Do you often hear this philosophical question? Who am I and where am I going? What the hell do I want? This is an ultimate philosophical question. In fact, many people at work are more or less puzzled by this question, and the concept of career planning is a question that many people will think of after asking this question. If we set the target time in the current month or that year, and the goals are basically set with the help of the company, we have such a goal: the goal of the current month is to complete the task of tens of thousands of yuan, and we will earn tens of thousands of yuan this year. And if we set our goals longer and longer, we will find that we need not just a goal, but a complete life plan, and then we need to think about career planning. Later, I gradually realized that basically, people will really take the first step in life when they make life plans for themselves. So in my opinion, the significance of the goal is that it can make people's whole life more meaningful, more contextual and more framed.
There is another reason why I like the word goal very much, because it directly conforms to all the beautiful words such as dream, pursuit, persistence, initiative and so on. Goals, as long as they are good goals, can be dreams. Don't say that your goal is to rob a bank of 5 million. Or trying to steal someone else's wife. Not all goals can become dreams, but all dreams are goals. Mao Zedong's dream is to liberate China from the sufferings of China people, and * * *' s dream is to make our country walk out of the depression of the Cultural Revolution and step onto the world stage. When Li Ka-shing was a teenager, his dream was to solve the problem of food and clothing for himself and his mother. Later, he married the woman he loved deeply and brought her happiness. And Ma Yun's dream is to make his network dream expand infinitely. Dreams can cause miracles. I believe in dreams, I also need dreams, and I also look for my own dreams.
Plan. Don't underestimate the plan five minutes before work in a day. Without a five-minute plan, you may not be able to complete the task well all day, and you will be in a mess all day, and you will encounter unexpected things. My first customer was Huadu. On the first day of running, I was happy to think that I should have no problem running to three hospitals. Because Huadu is very close, it can be reached in less than an hour, and there are several hospitals in the urban area. Running three hospitals is basically easy. As a result, I didn't plan the bus route, which hospital to go to first, and then where to go. There is no plan to get up and go to the hospital. It was almost 8 o'clock when I woke up naturally, then I ran to the station to take a bus, called my friend temporarily and asked how to get to Huadu, and checked the way online. As a result, I accidentally took the local train and had to transfer from other routes. It was past 1 1: 40 when I got to the hospital, and it took me three hours on the way. I spent the first half of my business career on the bus, including a short rest on the bus.
Plans can also be seen as the superposition of goals. My goal is D. I think I will go to A first, then to B, then to C and finally to D. This is the plan to achieve my goal. This truth is simple to say and troublesome to implement, and many people are unwilling to do it. We always forget the plan in practice. I always thought I was going to D, A, B and C, but I didn't arrive, so I thought about how to go directly to D, which would only hit a wall again and again.
Execute. Why are many articles in the current management book talking about execution? Why do so many managers regard the letter to Garcia as a magic weapon to manage employees? Why are most managers action-oriented? The reason lies in execution. Execution is fundamental, and there is no result without execution. I appreciate the English name of our company, which translates into action, action, action. This means that you must move on. I believe that our company can grow from a small company selling ECG paper to such a large professional service company recognized by the industry, benefiting from the indoctrination of this concept. I can imagine it this way: I set myself a goal, made a plan, which hospital I need to go to, how to visit customers and who to meet. However, on the day I finally went to the hospital, I found that my client was very busy, or just in a bad mental state, or drank too much wine last night, or ... as a result, I didn't see anyone I met in the hospital. The original goals and plans were all in vain, and nothing meant anything. Remember the famous saying of West Point Military Academy? No excuses. The management of west point military academy is to put
The letter to Garcia is a typical embodiment, and these points are truly reflected in personal ability: execution. Can you finish your task? Can you finish what you should do on time and in quantity?
My execution is extremely lacking. From the beginning, I wanted to send a letter to every potential customer like a company letter, and put the company's cultural newspaper, my introduction letter and business card in the letter. But I thought about it for a long time and planned it for a long time. It's been two months, and I haven't even written or sent a letter. I don't care about its effect, but this execution is quite ridiculous. I always make excuses for myself. I haven't collected all the clients' names, so this letter won't be valid. I am very busy today. I have arranged to spend the weekend with my friends. No time, too busy. Always making excuses. However, once I make up my mind to post the letter. The result is that at the end of the day, I only use my spare time at work to write letters, send letters, put up stamps and so on. This surprised me. It used to take two months, but now it's done in one day.
Decision-making power I remember someone saying that many leaders tend to be arbitrary and unreasonable. I dare say this is the negative influence of his excellent characteristics. Because he made too many correct decisions and was too decisive, he was bound to face some wrong decisions while being decisive for a long time. This leads to arbitrariness. And those who dare not take responsibility, those who don't make decisions, or those who are hesitant, will not act arbitrarily, but almost lose the right to make decisions. Decision-making ability is one of the most important abilities of leadership.
One. Once I met a client who was very polite to others and received me warmly the first time I saw him. I told him that our company is very good and one of our products has a price advantage. As a result, the price quoted to him by phone was no advantage. After I called him, he said coldly that I was fooling him. I hung up the phone and wanted to explain to him that I didn't know much about the company, so I didn't dare to call for fear that he would be angry. But I really want to explain that I don't want to lose customers for this reason. Hesitate like this, knowing that things will go away. I don't know what to do right. Later, I learned that in fact, everything I did was right. The key is whether I really made a decision on how to do it. I did it according to my own decision. This is the real attitude.