Chapter 17 16. Unified conversation template, powerful praise function

Although in the past thirty-five or six years of his life, Sun Jiandong has always been evaluated as a person who will not come to trouble, and even Ye Meilan, who admires him, did not give a different comment, but the profession of sales will impress practitioners deeply. Even if you are born with a bad temper, as long as you do sales, you will learn it—on the first day back to Guangzhou, Sun Jiandong took the initiative to go to the offices of Chen Feng and Du Lala to politely greet. The content of the conversation between him and Chen Feng was very broad, which was mainly determined by Chen Feng's attitude. The key account department had just changed its head, and it was hard to say when the commercial account department would be divided into two departments, A and B. It is better for people to talk less about business affairs; Sun Jiandong originally wanted to talk about stocks, but Chen Feng was obviously unwilling to dabble in this topic.Since things in the company are hard to talk about, and stocks don’t seem to be recognized as suitable talking points, the rest is to talk about the weather, and Sun Jiandong is not good at the weather, so the brief meeting ended hastily within the limits of politeness, and Sun Jiandong Walking out of Chen Feng's office, he found that the two of them hardly had a conversation of substance.

In contrast, the meeting with Du Lala was practical and relaxed. Although there was no in-depth communication, every sentence had a realistic meaning. The two have known each other for seven years, but they didn't have much contact at first.As soon as Lala met, she smiled and said, "Are you back?" With just three words, Sun Jiandong immediately felt a sense of intimacy with her. Du Lala beckoned him to "sit", and then praised him for maintaining such a good figure, "Sun Jiandong, your waist is exactly the same as it was seven years ago, and a young man in his early twenties may not be able to match you." She smiled say.

This is basically a truth. Sun Jiandong has always spent a lot of money on exercise. It can be said that besides money and future, his figure is one of the things he values ​​most. When the other party mentions his figure, his face is filled with happy sunshine , like a male peacock showing off his tail, he couldn't help but make a gesture of retracting his abdomen and puffing out his chest in order to better show his masculine sex appeal - Du Lala's exaggeration was on point. Although Sun Jiandong is shy by nature, he was born in sales after all. He has the sense of "voting me papaya and repaying Qiongyao". He originally wanted to praise Du Lala for "becoming more and more feminine". It was a big truth. Before Sun Jiandong went to Shanghai to work that day, Du Lala was still a standard "petty bourgeoisie" who strictly abided by her duties as a "poor person". Not to mention the greasy face, maybe you will meet a "salty pig hand" (dialect, referring to a womanizer who harasses women in public), so it is not as good as the "PORTS" dress she is wearing now that is made of silk. Taste".

But when the words came to his lips, Sun Jiandong swallowed them hard again. He thought, although the two have known each other for a long time, their relationship is not close. The same sentence is said by a woman to a man, but it doesn't hurt if it is fun and interesting. When a man talks to a woman, he can’t help feeling frivolous. Nowadays, women’s status is getting stronger and stronger. When the office is filled with women patting men’s shoulders, whether men like it or not, most of them just sit up straight and passively bear it. There is absolutely no reason to take back the shot. .Besides, the other party has the identity of an HR, so let's change it to a safer statement - he sincerely praised Du Lala for "still so youthful."

DB's office uses LAMEX office furniture. The table and chairs in Du Lala's room are designed in a very masculine style. The dark maroon desk shows the American style of generosity, which makes Du Lala's entire outline look a bit weak. The bias-cut "PORTS" dress was covered with bright yellow florals on a dark blue background. There was a beige sash about four centimeters wide around the waist. The high-quality silk fabric was extremely smooth. The slight swing is swaying with a moving luster, and the V-shaped neckline reveals her slender neck, which reminds Sun Jiandong of the rumors about her and Wang Wei. At that moment, Sun Jiandong believes that it may be true.

The world has changed. Compared with seven years ago, Du Lala in front of me, as a woman, has changed a lot except for her voice quality. How did the two get together, and how will things evolve in the future?Wang Wei disappeared for a while, but he was afraid that he would not be able to get out of this industry, and the industry is very small, so he might meet him someday. After expressing their opinions about "figure" and "youth" in an objective manner, Du Lala returned to the subject and reminded Sun Jiandong tactfully: "Let me send you the data on the turnover rate of the southern district, big customer." Last month, the staff turnover rate of the department ranks first among all departments, after all, from the director to the district manager, they have just changed, if the district manager changes again, the sales representatives below will be even more unstable."

Sun Jiandong understood that she was advising him to pay attention to the stability of the community manager, which was what he was most worried about right now. If the community manager was not effective, he would not be able to control the situation by himself, even with superpowers.He knows that he has been away from the Southern District for three years and is unfamiliar with the region. Whether it is the control of external VIPs or the management of internal sales representatives, he is more dependent on the district manager than other regional managers. . Sun Jiandong saw that Lala grasped the key points as soon as she came up, and couldn't help asking sincerely: "Does HR have any suggestions? I will have a meeting with the community managers in the next two days."

Lala asked with concern: "What is the theme of the meeting?" Sun Jiandong said: "Let them report the current situation in their respective regions." Lala immediately reminded him: "Is there a unified report template? What aspects should each person's report cover?" Sun Jiandong was stunned for a moment. When he asked his assistant to inform the community managers to hold a meeting, he only asked for a report on the status quo in general, and did not think about the template. He hesitated and said, "Let them use the original template for the time being, and mainly introduce Respective indicators, expenses, implementation of market activities, personnel changes and difficulties encountered."

Lala concluded for him: "Then your main purpose of this meeting is to understand the situation." Sun Jiandong was right. Lala said moderately: "There are still great differences in the personalities of the several community managers, so I just took this opportunity to observe more." Sun Jiandong said very directly: "Is there anyone who will pose a problem on the spot?" Lala froze for a moment, Sun Jiandong was more straightforward than she imagined, and when Chen Feng needed her help, he was usually unwilling to express his worries and concerns too directly.

Lala didn't want to speak out her views on the community managers without knowing Sun Jiandong. It took a process to build trust between her and Sun Jiandong. She has also heard that Sun Jiandong is not very good at dealing with complex interpersonal problems. If he meets a powerful person, he is not his opponent, and he may leak to the other party what should be said or should not be said. In other words, he may be unconscious. Can't keep secret. Besides, everyone has their own preferences. Some of the community managers have known Sun Jiandong for many years. Who knows if he has grown up?Lala thought, if she spoke out about someone's problem, and that person was his private interest, wouldn't she be taking an interpersonal risk?Let's just wait and see.

In addition, Lala is not willing to give Sun Jiandong a preconceived opinion because of her own evaluation, and affect his judgment on the community managers. Lala pondered for a while, and said carefully: "It doesn't matter if someone has a problem, it's just that the index is too high, or the resources are not enough. The purpose of our meeting is to understand the situation, and record all problems. That’s it, we might as well not make decisions on specific issues that cannot be judged at the meeting.” Sun Jiandong felt that she was right, so he nodded his thanks.After thinking about it, he asked again: "Lala, just now you mentioned a unified reporting template, do you have any suggestions? I really want to get your help." Lala looked at Sun Jiandong's face, he was sincerely waiting for her answer, there seemed to be trust in this kind of sincerity, which surprised her, he seemed to have an innate simplicity beyond her expectation, so The simplicity, natural color, and stable composition, even though the years have passed, even if he and his competitors have done some cruel things to each other, after more than ten years of sales career, she has not changed. She couldn't help but think of Wang Wei, is this a man? ? Lala then came up with an idea with a smile: "Having a unified conversation template, the advantage is that it can control the topic and scope of the conversation, and avoid missing key information, going off topic, or too big a topic, just like we have a meeting every time. Theme, otherwise it will be endless, or the problem that should be solved will not be resolved after the meeting. I will email them in advance, list the content I care about, and see what they think: ——What is the main problem that the team is currently facing?What are the main needs? - What solution do you have?What can you do personally to change the situation? ——Where are the strengths of the team?What good practices in the past are recommended for continuation? ——In terms of your position, what are your strengths?What do you hope to develop? - What support can I provide you? "To put it bluntly, it is to look at what the community managers think the team's strengths are, where are the team's current problems, and what solutions do they have? What kind of support and help do they want from the supervisor? Then find out what they think they are good at, like What to do, and where are the shortcomings. When they understand what they think the problem is, especially let them think about what they can do themselves - so as not to criticize all the systems and expose all the truth like some economists , but it is rare to see him propose a practical solution, except to speak the truth boldly or speak the truth boldly-what the people need is not only the truth, but also a solution. "The advantage of sending an email before the conversation is that it allows the community managers to have a full thought on the relevant issues in advance. "Considering that some issues may not be easy to speak in public, I will choose one-on-one interviews." According to the discussion, what Lala said was a common way of thinking in the workplace, but Sun Jiandong didn't think along this line of thought before, and after hearing it suddenly, he sincerely felt that Lala's thinking was very systematic.Sun Jiandong nodded and said, "Lala, what do you think is the top priority for the southern area of ​​the major customer department?" Lala didn't want to say more at first, for fear of showing off, seeing that he asked directly, she said bluntly: "The important core employees who hold on to the next two levels are our so-called TOP10, and we understand their aspirations. , especially what are they dissatisfied with? At the same time, it stimulates morale and potential. If people are stabilized, the business will be stabilized.” Sun Jiandong felt that this opinion was worthy of reference. He suddenly realized that the regional HR is a good resource. As a salesman, he thought that the resources should be used up and maximize the benefits. He simply asked further: "Can HR provide information, what Employees are the most important TOP10?" Lala was a little surprised. If it was Chen Feng, she would definitely not ask such a question—I should find out my TOP10 employees on my own. How can I ask others "Who is my most important subordinate" instead? She still said politely: "You might as well ask the community managers to report to you the names of the sales representatives they think are the most important among their subordinates. You can ask the community managers to explain the main performance, strengths and weaknesses of these people in the form. Of course HR You can also provide the performance records of the past two years to assist the sales department in identifying core players." Sun Jiandong felt that this suggestion was smart and feasible, and he said from the bottom of his heart: "Lala, it is a blessing for us to have the support and assistance of an excellent HR like you. You are truly a well-deserved strategic partner for the business department." He spoke smoothly for a while, and then added in a gift-like manner: "To be honest, in the past, I rarely saw HR can do like you." Lala was a little bit dissatisfied and surprised by Sun Jiandong's questioning, thinking that he didn't know "what to ask and what not to ask", which was not in line with the wisdom a regional manager should have. A: A question asked by a fool cannot be answered by ten wise men.She was secretly on a desertion, and unexpectedly, Sun Jiandong's compliments were suddenly uplifted, and she was very useful at the moment, especially Sun Jiandong's compliments obviously contained pure gratitude, and Lala was very happy to help her out. , it can be seen that the incentive function of praise is really powerful. To say that Sun Jiandong's compliments were not skillful at first, but they were natural and basically met the requirements of professional books: "Recognition must be sincere." Before leaving, Sun Jiandong vaccinated her and said, "I will trouble you more in the future. Lala agreed with a good attitude: "It should." She smiled reservedly and led him to the door. After Lala finished processing the mail, she raised her hand to look at her watch, only to realize that this day was going to pass quietly again. She opened the curtain behind her, and saw the sunset in the sky red like a brilliant fireball. Lala leaned against the window silently. She stared at the fireball intently, until the phone rang, then she turned to look at the screen of the phone, it was Chen Feng's internal line. "Let's have dinner together at noon tomorrow." He invited. Lara said yes.After hesitating for a while, she suggested again: "Should I call Shang Sun Jiandong?" Chen Feng paused for three seconds on the other end of the phone before saying, "Let's do it next time." Since then, Lala no longer mentions the three of them eating together.