There are indeed many reasons, but they can be briefly mentioned. There are several reasons. First, want to learn. In the past, before doing business, I have heard many people say that doing business is the most exercise profession. This sentence has a strong attraction to me, so I began to understand the industry. Then I read the biography of Li Ka-shing. I was shocked by one of Li Ka-shing's quotes in it. He said that his experience as a salesman was an experience that he could not buy even if he spent hundreds of millions of dollars now. I couldn't help but be more interested in the profession for his words. Then I saw some classic sales novels, such as the circle trap, win-lose, and so on, where the main character in the battlefield like a shopping mall in the battle of wits and courage, manipulating the whole situation, let me envy. I think this is what I like to do, life is like a game of chess, or like a battlefield, so as to live with enthusiasm. The mindset of learning was then slowly formed.
Secondly, I want to experience and hone. I've been doing this for more than two years, and thanks to the support of my acquaintances in Guangzhou, I've been able to make a good living, earn a good income, and have a pretty easy job with a bright future. Slowly, I started to become unmotivated, without much goal, without much pursuit, and I would look confused after working every day. I was afraid that this kind of life would make me become lazy and less and less competitive. I wanted to feel the pressure, I wanted to accept the challenge, and I wanted to stop spending a lot of time on meaningless things. So I chose to challenge and struggle with a career that was completely new to me. The human will is like the blade of a knife, after a period of time should be taken out to sharpen, if not for a long time, soon the blade will rust, a lot of things, a lot of problems, can not take the will of the knife to solve.
Third, women. Very often men are also emotional animals and will do something out of the ordinary for women. Another big part of my sudden change has to do with women.
Doing business for a few months, I dare not say that I have made good results, but I have really learned too much to learn elsewhere. A lot of people think that doing business is eating, drinking, whoring and gambling, and think that it is brushing their lips, bragging, pulling relationships and kissing ass. To be honest, I never wanted to learn these things. These things are just low-level businessman used tricks, I want to learn is the essence of things, the spiritual level of things.
Guts. When I was looking for a job there were several options, a small company with a high salary and a little higher subsidy, where I could sell b-super, where I could surround myself with customers and experience what it's like to manipulate a big business, and the possibilities were tremendous. And then there were other companies. I chose Dodds for a number of reasons, one of which was the fact that I had to deal with a lot of clients and a lot of rejection, which was an excellent way to build up my nerve. Of course, I've heard that going into insurance is even better for your guts, and it doesn't seem to be that hard to develop a thicker skin than the bottom of your shoe. After a few months, my skin slowly got a little thicker, however, my natural face is still very easy to blush for my mistakes. Later, the boss gave us a training class and showed us the movie "Shining Sword". He gave us the analysis of the spirit of the bright sword, the spirit of the bright sword is Li Yunlong's classic words: when you face the world's first swordsman, you will not be afraid because the other is the most powerful master and soft hands, but also dare to show their own sword, let go of the fight. That is to say, if you lose, you are still losing to the world's number one swordsman, and there is nothing to be ashamed of. This is the spirit of the sword. To describe it in a phrase, "the one who meets on the narrow road is brave enough to win". Guts is the bright sword in this movie again and again, again and again mentioned things, no guts, and then smart people will be nothing, have the courage to be able to achieve great things.
Another analysis of boldness is to let go. I just started to the company, in a company dinner, let the boss send me a sentence to mention me. He then said I couldn't let go. I returned to the company after doing business for a while and asked a coworker why he
could do well and what he thought was the reason for my limited business. As a result, he said he thought I didn't have enough impulse. There wasn't a surge of energy that wasn't afraid of anything. He said that if you say the wrong words, did not follow the good, business lost on the lost, anyway, there are still opportunities, why care so much about the results, if too much care about the results, then certainly can not put their hands and feet. When I think back, this is so true. Why did I always fail to keep in touch with the clients I had established a certain relationship with? The main reason was that I couldn't let go. I was going to follow up with the client about the business, but I was worried that I would give the client a bad impression, as if I was going after his business, and he would resent me. So I put it off again and again, and by the time I called again, I had already lost the order. I've been through this so many times. I was going to visit that customer a few more times, but after running once or twice, I felt that if I went over there again, the customer would not feel annoyed and resentful, and there was not much reason to go over there and bother them, wouldn't it be wrong? As a result, the opportunity to maintain a relationship with the customer is lost. Wait a long time did not go over the time will feel so long have not gone over to see the customer will not the customer think I do not value him too much? In short, always worry too much, in fact, the real practice is the same, do not need to think too much, do not need to be afraid of losing customers. And the customer's ability to tolerate is actually very large, unless you come across a really difficult to deal with customers, the general customer is more respect for us, will be reasonable, and not because of my small mistakes and negate too much.
Confidence. Confidence is a very important thing. No matter what you do, no matter what difficulties you face, confidence always comes first. When the financial crisis, *** said a classic words: confidence is more important than gold. I have faced several confidence troughs in the company. Once the company changed the commission system. At that time, the company's commission system used a very beautiful reason to reasonably reduce our commission by more than half. The loss was even greater for junior salesmen. My confidence went through the roof. The company's salary system had already been criticized by other friends, and I had always insisted on the excellence of the system, and at this time, I really could not find any reason to defend the company. The second time was when a large order was lost. I received a large order, and talked to the customer, who had already signed the service order and said that the parts would be ordered immediately. It turned out that by the end of the week, the customer had called several times in a row and told me not to order the parts yet. The closer you get, the more unacceptable it is when you lose. A simple phone call had dashed all my hopes, and my confidence was once again shattered. The third time was emotional. However it turned out that I wasn't crushed and I'm thankful that the few times I faced changes that tested my confidence, I persevered through them and I still have good faith. Faith is something that alone is useless, the key is to stand the test. There is a borrowed phrase, money is not everything, no money is nothing. Sets to confidence above is, confidence does not solve all the problems, but no confidence is impossible to solve the problem.
Persistence. Ma Yun said, today is very difficult, tomorrow is even more difficult, but the morning after will be good, many people died tomorrow night. Even Xu Sanduo can become a good soldier in the army, who is not able to become a talent? Everything is valuable in persistence. I've met so many persistent people. The most persistent example I have heard of is a man who traveled to hundreds of stores in the Pearl River Delta to find a job as a salesman in a clothing store. He could not speak Cantonese and no store wanted him. But he insisted on finding one, so he ran through so many. Persistence is the counterpart of difficulty. There is no persistence without resistance, and there is no persistence without problems. When one persists when there is resistance and problems, then one is right. I persisted when my confidence was severely tested over and over again, so my confidence was not crushed and I could once again be positive about the difficulties I faced. With one client, the first time I went over there, it seemed like their entire equipment section was in a meeting, and when I went over there all of a sudden I interrupted their meeting. I panicked, dropped my business card and left. I didn't think I had much of a chance with this hospital, but after a while, I went over there again, and I just ran into the head of a department, who talked to me for a long time and then left me a phone number for the person in charge of the hospital, saying that I should take a ride to the hospital's office building to look for her. When I went there for the third time, I found the head of the department again and he told me that the person in charge was coming from the office building. I then talked to the person in charge and immediately had an inquiry. Imagine if I had given up just once in the process, I would not have had a chance to get an RFQ. However, the inquiry was not successful due to the price. It took me several more phone calls before I got the opportunity to do business. By the time I had done two businesses, I was running into my own crisis of confidence, other life issues, and my overall direction of what was right or wrong. I started to go into a bit of a vicious cycle of not being as active in visiting clients, not being as enthusiastic about meeting them, not taking things as seriously, and getting less and less results. As a result, I tried hard to stick to it, just like when I encountered snow and wind while hiking, I didn't just
descend from the mountain, but slowed down my pace, thought calmly, or camped on the spot, and overcame difficulties with my own resilience. That's how I got several opportunities behind me, before I packed up again and ran to areas where I used to be more confident and faced those familiar customers. My first run to Qingyuan some customers, they are only a little understanding of our company, no much desire to buy, see me is only limited to politeness, after two words will be said to the expulsion order. But when I arrived at the hospital for the second and third time, in fact, and these section chiefs have been somewhat familiar with. They all already had some basic impressions of me. Although my personal persuasion and communication skills were not strong enough to get them to work with the company on the first or second visit, I found that when I slowly penetrated, the chances were still very good.
Communication. In the past, in a small company, a few people, all day communication is nothing to talk about family life, or blowing water, tell a couple of jokes. This is not called communication, at best called conversation. And communication is a purposeful conversation, can achieve the desired effect of the conversation. This requires considerable wisdom and speaking ability. In this company, I need to face a lot of people, I have a lot of things are ignorant, there are a lot of things need to collaborate to solve. Frankly speaking, due to their own old outside work, less and company internal communication, exercise to the communication ability is very limited. But I have y realized the importance of communication. In fact, the essence of doing business is also the process of communication with people, so that customers understand your products, understand your company and personal, and then accept the product, and buy the product. This requires a very strong ditch ** in order to allow customers to generate the impulse to buy. Used to call and ask the company's old salesman, ask them how to do business, run to the equipment section or section to do what? They said it is the past chat ah? Yes, just chatting, and that's one of the reasons I'm interested in the business. Just chatting, talking, moving their mouths, and they get paid a lot of money and get a lot of things. Isn't that an amazing career? I remember when the company came up with a new financial system, the boss said that he would let two of our coworkers explain our company's new system. The first colleague spoke for half an hour, the boss asked us whether we understood, we said we did not understand. The second colleague said ten minutes, the boss asked us, we said half-understand. The boss said five minutes, we all understand. This is the power of expression, a major ability to communicate.
I've had a few communications with the company, and I've found that as long as you're willing to give your opinion to the company, many times the company is willing to accept it. Once I said early exposure to the market. Into the company for two months for the rotation training period, stayed a month when I already feel that I do not know what they are doing, do not know what to learn, do not know what is useful to me, go out to visit the customer in the end need what knowledge. So I proposed like the company to run the market earlier, and the company didn't stop me, and was very much in favor of it. Then there is the new compensation system. In the new system, the commission income of our new employees is less than half of the old commission income, and the volume of business does not do tens of thousands of a month is not get commission at all. I found this approach difficult, so I proposed a change to the boss, who immediately proposed to halve the assessment of the proposal, a lot of income protection for new employees. Without this communication, I would not have been able to stay then.
Goal. There's a classic story where the rich man asks the poor man what the poor man lacks the most. It turns out that the poor don't lack money, they lack the ambition to become rich. The absolute first lesson in all success studies is goals. Why? Because goals are a prerequisite for doing anything well. We do things, small things that are called small things, a little bigger called big things, and then a little bigger called tasks, and then a little bigger called projects, and finally can be said to be the cause. Only by doing the small things in front of us can we do the difficult big things behind us. And while small things require goals, big things require constant goal setting and adjustment. I never used to see the point in sending a text message every morning to tell my business team leader which three hospitals I've visited. It only took me a few minutes to send the message, and I just used my brain to think about which hospitals I was going to, and then I just sent it. It didn't feel any different than any other text message I've sent, and there were very few words. But it was not until later that I realized that these few text messages had their own magic. Because when I got lazy later on and only sent the location I arrived at, instead of which hospital I went to, I would have a hard time accomplishing my three hospitals a day. It's the little difference in texting that makes it obvious to me that my productivity will plummet. When all I wrote was the location, I would make tons of excuses to visit fewer clients. And when I reported the names of the three hospitals I wanted to visit, I would automatically find ways to get those clients visited. That's the power of goals; even a single text message that I don't write too carefully is enough to give me clear direction, and a clear task, making it easier for me to accomplish what I need to do.
And goals are much more than that. Ever hear this philosophical question often? Who am I and where am I going? What do I really want? It's the ultimate philosophical question. In fact, many working people are more or less confused by this problem, career planning this concept is in many people ask more of this question will come to mind after a problem. If we set our goals for the month or the year, and when the goals are basically set with the help of the company, we have this: the goal for the month is to accomplish tens of thousands of dollars, and to make tens of thousands of dollars this year. And if we set the goal more and more long-term, we will find that we need not just a goal, but a whole life planning, this time will need to think of career planning. I then slowly felt that basically when people think of making life plans for themselves, he will really start to take the first step in his life. So to me, the significance of goals is that it gives a person's entire life a sense, a pulse, and a framework.
There is another reason why I like the word goal so much, because it is directly in the same vein as dreams, pursuits, persistence, initiative, and all the other good words. Goals, as long as they are good goals, can be dreams. Don't say your goal is to go to the bank and rob five million dollars. Or to snatch someone's wife. Not all goals can be dreams, but all dreams are goals. Mao Zedong's dream was to liberate China from the suffering of the Chinese people, and ****'s dream was to get our country out of the depression of the Cultural Revolution and onto the world stage. As a teenager, Li Ka-shing's dream was to solve the problem of food and clothing for himself and his mother, and later to marry the woman he loved so much and bring her happiness. And Jack Ma's dream was to make his online dream expand infinitely. Dreams can trigger miracles. I believe in dreams, I need dreams, and I look for my own.
Plan. Don't underestimate the five minutes of planning before the day's work. Not having a five-minute plan can keep you from accomplishing your tasks well all day long, running yourself ragged and disorganized all day long, running into one unexpected thing after another. The first client I ever ran for was Flower City. On my first day, I thought happily that I should be able to run three hospitals without any problem. Because Huadu is very close, less than an hour away, and there are several hospitals in the city. Running three hospitals was basically a breeze. As it turned out, I didn't plan my bus route, I didn't plan which hospitals to run to first, and then where to go. There was no plan for what time I would wake up and what time I would get to the hospital. When I slept until I woke up, it was already almost 8 o'clock, and then I ran to the station to take the bus, temporarily called my friend to ask how to get to Huadu, and looked up how to get there on the internet. As a result, I accidentally made a slow train and needed to transfer from other routes. By the time I got to the hospital, it was already past 11:40, and the road surprisingly consumed me for three hours. The first half day of my business life was thus consumed on the bus, including a slight break in the car.
The plan can also be seen as an overlay of goals. My goal is d, and I think, I have to get to a,then b,then c, and finally get to d. This is the plan to get to the goal. This truth is very simple to say, the execution is very troublesome, many people do not want to do. We always forget to plan in practice. Always keep thinking I want to get to d, but a,b,c have not arrived, is to think of how to walk directly to d. This will only be again and again hit the wall.
Execution. Why are there so many articles in management books talking about execution? Why do so many managers take the letter to Garcia as the magic weapon to manage employees? Why the vast majority of managers are action-oriented? The reason lies in the implementation. Execution is the root, without execution, there is no result. I appreciate the English name of our company, which means action, action, action. It means that we must keep on acting. I believe that our company can become a small company selling ECG paper at the beginning of the company to grow into such a large industry recognized professional services company, but also thanks to the company to instill the results of this concept. Imagine this: I have set my goals, and I have planned which hospitals I need to visit, how to visit customers, and who to meet. However, in the end to run to the hospital on the day, found that the customer is quite busy, or happen to be in a bad state of mind, or last night drank too much wine, or.... The result is that you don't see the person you were supposed to see in the hospital. Then the beginning of the goal, the plan, are all for nothing, what is meaningless. Remember the famous West Point quote? No excuses. West Point's management style is the typical embodiment of the
Letter to Garcia, and will be these points **** common sense from the personal ability to reflect is a point: execution. Whether or not you can accomplish your tasks, whether or not you can get what you need to do done on time and in quantity.
My execution is extremely lacking. I thought at first about sending out a letter to each of my prospects the way the company sends out letters, putting the company's cultural newspaper, an introductory letter written by myself, and a business card in the letter. But I thought about it for a long time, planned it for a long time, and it's been two months now, and I haven't even written a single letter, and I haven't sent a single letter. I don't care how well it works for now, but this execution is pretty ridiculous. I'm always giving myself excuses, I haven't collected all the names of my clients, the letter won't be effective if I send it out, I had a busy day, and I'm scheduled to be with a friend on the weekend. No time, too busy. Always making excuses. However one time I was determined to send a letter. It turned out that just by using my spare time at work, I was able to get the letter written, sent, stamped, etc. done in one day. This was a great surprise to me. It took me two months to do it, but I was able to do it in one day.
Decision making. I remember someone said that many leaders are very easy to arbitrary, very unreasonable. I would venture to say that this is the negative effect of his excellent traits. Because he makes too many right decisions, so decisive that the long-term decisiveness is inevitably faced with some wrong decisions at the same time. That's what causes arbitrariness. And those who are afraid to take responsibility, who don't make decisions, or who are indecisive, they don't become arbitrary, but they almost lose the power of decisiveness as well. Decisiveness is one of the most important competencies of leadership
One. Once I met a client who was very polite and received me warmly the first time I met him. I described our company to him as good and said that we had a price advantage for a certain product. As a result, the phone later reported to him the price of no advantage, I called him after he was more indifferent to say that I was fooling him. Hang up the phone I want to explain to him that I do not quite understand the company's situation, but also afraid that he was angry, I do not dare to call. But also want to explain, do not want to lose customers because of this reason. So I hesitated, knowing that the matter was not settled. I have been at a loss as to how in the end to do is right, and then I realized, in fact, no matter how I do is right, the key is whether I really made a decision how to do, and indeed also in accordance with their own decision to do it, which is really the attitude that should have.