Chapter 44 43. Sensibility is valuable

Tong Jiaming never got an extra headcount for the management trainee project, Tony Lin didn't dare to offend Qu Luoyi too much at first, but gradually, he found out and ignored him, Qu Luoyi actually couldn't help him.He got up, and in the end he refused to accept even a single newcomer. The head of the marketing department followed suit, only Jiang Bo was more gentle, and sold his face to Qu Luoyi, reluctantly accepted three, and soon ran away. One.In this way, the plan is basically a failure, and it doesn't matter whether it is done or not. When things got to this point, Tong Jiaming and Du Lala were worried that Qu Luoyi would blame him, but it turned out that Qu Luoyi seemed to have accepted the reality. He called Tong Jiaming and Lala together and said, "Jiaming, Lala, I It is a very HONEST (honest) attitude. Qi Haotian and I also communicated frankly. Since everyone thinks that the management trainee program is not suitable for DB China, then we will not continue. I think we did not waste time this time. , at least we tried, and we got a few new guys in, and then we knew it wasn't for us, so we corrected it."

When Qu Luoyi spoke, he was naturally not in a relaxed mood, but his demeanor and tone of voice were very calm, like a soldier who was honored despite his defeat, maintaining his demeanor and dignity. But Tong Jiaming's eyes flashed a trace of loneliness. Lala began to feel like she was participating in a farce, but later she felt that what Qu Luoyi said was right, everyone would be wrong, and if they were wrong, they were wrong. You have to have the courage to admit it, so why bother to fight it out.Thinking about it, Lala felt that it was not easy for Qu Luoyi. He is such a tough person, and now he told his two subordinates that he was "wrong" face to face, although he used "inappropriate" to express "wrong" .

... Sun Jiandong's district picked up a newcomer named Zhou Ziyu, who was assigned to Zhang Kai. Originally, Sun Jiandong wanted to distribute it to Liang Shiluo, but Liang Shiluo refused. She said to Sun Jiandong, "Boss, look at my area, it's not that pure. It's not good for newcomers to get in touch with these things, and I can't teach them." After Sun Jiandong heard this, he ordered Zhang Kai to accept newcomers, regardless of the fact that Zhang Kai and Liang Shiluo belonged to the same product group, if Liang Shiluo's group was not pure, how could Zhang Kai be pure?

Zhang Kai and Lala complained: "Lala! There are a lot of lecherous customers in my area, I'm afraid I won't be able to protect the newcomers." Less than a week later, when Zhang Kai saw Lala, he hesitated for a long time and said, "Lala, it's hard to teach newcomers." Lara said, "Like what?" Zhang Kai rolled his eyes: "For example, I asked everyone to place an order this month. She didn't understand what an order is. I explained it to her for a long time. After the explanation, she asked me why I ordered an order, and said it was not Without a long-term vision, destroying healthy sales—you tell me, how can I tell her about this? In her heart, our multinational company is the most professional, and suppressing goods can destroy her ideals. I dare not Tell her clearly that sales are all about living in the present, and you can’t get through it now, and it’s still in the long run.”

Lala said: "Just tell her the truth, she won't be so fragile, can't she bear it?" Another week later, Zhang Kai blinked and asked Lala again: "Lala, if this management trainee is not well managed, will it affect you?" Lala said: "Don't worry about whether it affects me or not, just tell me what's going on." Zhang Kai said: "Let me tell you, this child went to karaoke with a client, singing and drinking and everyone was high. She called me in the middle of the night and said that a client was holding her hand. She told me that the boss , I work for the company, and the company has to be responsible for my safety."

Lara said, "How did you answer?" Zhang Kai said: "What can I say! I can only say that society is very complicated, and you have to learn to protect yourself." Lala said, "That's not right, where did your senior brother go?" Zhang Kai said: "Brother is not a bodyguard, how can he follow her all the time." Lala said: "I can't go on like this. I can see that Zhou Ziyu will either switch to ordinary sales, or you will make me a joke. I don't care about the project or not, but Zhang Kai, we have to be responsible for the newcomers." How would you feel if there was a child in your family who just graduated going through this?"

Zhang Kai surrendered and said, "Okay, okay, I'll ask her brother to pay more attention. But Lala, I really beg you, in the future, don't just tell the newcomers what you say in campus recruitment, and pretend to be professional in well-dressed clothes. People think this is Foreign companies, I can't tell her the truth now, I'm afraid she won't be able to bear it." Lala said: "I told you last time, tell the truth, our responsibility is to let her grow in the truth. I think Zhou Ziyu's EQ is not bad, not as fragile as you said. I'll talk to her later."

Zhang Kai cupped his fists at Lala and said, "It's best for you to talk to her clearly, I don't even know how to talk to her like this." Lala and Zhou Ziyu had a long talk, and when the conversation was almost over, Zhou Ziyu said, "Lala, I would like to ask you to give me some feedback. What comments and suggestions do you have for me?" Lala thought about it and said, "You are very smart and have a good EQ. At the same time, you have high expectations of yourself and you have very high dreams." Zhou Ziyu was very sensitive and immediately said: "Is it too high and unrealistic?"

Lara said, "A little bit. How do you feel about yourself in the hearts of the people around you?" Zhou Ziyu said: "Both brothers and managers are very kind to me, but not everyone is friendly to me, and they don't owe me anything. I know that I am too student-like, for example, my influence on customers is not good, especially When I was with those respected and important customers, I couldn’t find topics that would interest them. But I also have my advantages, many customers still recognize me, and the manager also said that I learn things quickly.” Lara said, "Do you think you enjoy selling as a career?"

Zhou Ziyu said frankly: "I can accept it, but I didn't come to DB to do sales. I look forward to working in the marketing department next year, otherwise I won't come." Lala thought to herself, this project has been completed like this, who knows if there will be opportunities for job rotation next year.It was not easy to tell Zhou Ziyu the truth, so he hummed and nodded. Zhou Ziyu didn't know what was on Lala's mind. She felt that she should cherish the opportunity to talk with HR, so she sincerely asked for advice: "Lala, everyone said that you have a good teaching ability, and you can do anything theoretical. The explanation is easy to understand and remember, I have been in sales for two months, and I want to take up some of your time, please teach me what abilities an excellent salesman should have?"

Seeing Zhou Ziyu's clear eyes looking eagerly at her, Lala felt that she had to answer this question well, otherwise she would feel sorry for him. Lala decided to speak both professionally and realistically. She instilled both black and white. She coughed and said, "If you don't understand something, you can interrupt me at any time. A good salesman: "-First of all, we must have the ability to accurately judge target customers; "—Secondly, we must have the ability to discover customer needs; "—Third, we must have the ability to add value to customers (VALUE-ADDED); "—Fourth, there must be the ability to demand business; "—Fifth, if a TEAM PLAYER; "—Sixth, you must have a good learning ability; "What do you mean? To be a good salesperson, you must first be able to judge who can give you business, who has the final say in this unit, or who is the possible successor after the top leader goes down? When someone is promoted and everyone joins in, it’s too late for you to think about it. This is called discovering potential target customers, so that your investment direction will not be wrong.” Zhou Ziyu raised his hand and interjected, "Lala, if there are two candidates for succession, I really can't see who will be chosen in the end, what should I do?" Lala said: "You have to ask your boss to help you analyze it together. I really can't judge it. If you want me to say that both parties maintain a certain relationship, no one will offend. Large companies still have abundant resources. If you feel that you If you can’t handle it alone, you can discuss it with your boss, such as asking the regional marketing manager to help maintain the relationship with A, and ask the key account manager to focus on maintaining the relationship with B. When encountering a situation where both A and B are present, be especially careful. In addition, I would also like to remind you, just don’t go to extremes, don’t let people think you are too snobbish, word of mouth is very important, even if people are temporarily out of power, don’t do anything absolutely, if things don’t change, who knows when you will run into someone’s hands again There is nothing too profound about these things, just pay more attention and be a good person.” Zhou Ziyu felt that Lala's words were right, and nodded seriously. Lala continued: "Once you know who can give you business to help you make money, you obviously need to establish a good relationship with them. If you have a bad relationship, it is difficult to get business. That's why they emphasize customer orientation. But it's not that you want to be friendly with them. , people will be nice to you, so it is very important to discover the needs of the other party. No matter how much he despises you, he still has needs, as long as you discover his real needs, you will find a breakthrough." Zhou Ziyu interjected: "I also know that it is important to have a good relationship with customers, but sometimes I can't get along with them at all. I wanted to invite them to dinner, but they kicked me out. Lala, you said that you want to have a good relationship , First of all, we must discover the needs of customers - the question is how to discover the needs of customers?" Lala hesitated for a moment, then smiled and said: "I am HR, I can tell you what are the core skills needed for the position, you want me to tell you how to find customer needs, I can't answer the trick here, the sales training department is experts in this field." Zhou Ziyu nodded trustingly. Lala felt a little embarrassed when she saw it, and added: "Customer needs are related to the individual characteristics of the customer. You can observe his values. Some people just love money, and some people attach great importance to their professional status. Love If you can’t satisfy money, you have to guide customers’ needs, which can be guided and created.” When Lala said this, she suddenly remembered the "I'll give you a pig" she said to Zhang Kai, she smiled and said: "You can ask Zhang Kai about how to guide and create customer needs, and let him tell you Tell the 'Harvard case'." Zhou Ziyu said: "Which Harvard case?" Lala said: "As soon as you tell him, he will understand—let's get down to business, the ability to discover customer needs is divided into levels. In the initial stage, the customer tells you his needs, and then you rush to do it. ;A little more advanced is that the customer did not say it, but you can discover his potential needs, and then you actively promote him to participate in the formulation or confirmation of the solution. Here, an interactive principle is introduced, which is 'participation stimulates enthusiasm'. When the customer has When he participates at one level, his initiative will be much higher; at another level, you can focus on the future, predict trends, and proactively discover what opportunities customers face, and then you can definitely achieve the third core skill' To add value to customers' and grow together with customers, to achieve this level, sales staff must have a very strong professional background and industry knowledge." Zhou Ziyu flashed a pair of almond eyes, and nodded repeatedly. Lala asked her: "Will there be too much content?" Zhou Ziyu waved his hand and said, "Not too much, not too much, it's very useful." Seeing that she really understood, Lala continued: "The fourth article is easy to understand. In the final analysis, sales is all about results. You have a good relationship with customers. The ultimate goal is to turn this good relationship into business. Business requires ability. Some people have very good relationships with customers. Okay, but I dare not ask customers for business, and my ability in this area is not enough; "Article 5, the culture of foreign companies emphasizes this very much. When TEAM PLAYER is converted into our vernacular, it actually means 'know how to behave' and 'good relationship with the masses'. If you don't want to be a sales representative forever, and hope to continue to rise, this article is Must not be too bad; "I don't need to talk about the last one. You have a good learning ability. I mainly emphasize that a person with a strong learning ability has three characteristics. He is good at observing and summarizing, actively seeks feedback, and has the courage to practice. If there is no opportunity to practice , Reading books is also a good habit, because books are things written after repeated thinking, often full of the author's mind, relatively speaking, they are the carrier of the least spam." After Lala finished speaking, she asked Zhou Ziyu, "Is there any question?" Zhou Ziyu didn't stutter and didn't type a single word, he repeated the main points briefly, his brain was more effective than other people's pens.The spring sun was shining brightly on the glass of the office. While Lala was listening, thin sweat broke out on her forehead. This girl's learning ability was unconvincing. Lala immediately communicated with Zhang Kai about the conversation, and Zhang Kai's throat became thick all of a sudden: "Lala, we need to spend a lot of effort in bringing in newcomers! After one year, she just felt that she could play a role, so she If we want to be transferred to the marketing department, then we are not doing it for nothing?" Lala said: "You don't have to worry, take it with you first, it's hard to say how to arrange it then." Zhang Kai hummed and said, "I told you, these newcomers are high-spirited, right? She didn't come here for sales! Now you believe it! What are you going to do now? Should I teach or not? Don't look at it." She doesn't know anything, and her heart is higher than anyone else, if she is not satisfied with one thing, she won't do it, aren't we caught blind?" Lala said: "She thinks this way now because she is too young. After working for a year, she will understand that money is not so easy to earn. So, you have to tell her the truth and let her grow in reality. If you know how to teach, you will be able to train her well in a year, and I will work hard for you——Let me tell you, Zhou Ziyu's learning ability is absolutely top-notch, and I have learned it today. Not good, your ability to teach people is really problematic." Zhang Kai sighed and said: "Oh! I am so unlucky! This has become a test of my teaching ability!" Lala said: "You can't change the virtue of complaining. You look like a resentful woman. It's very suitable to play Xianglin's wife. If I were Sun Jiandong, I couldn't stand you. Zhou Ziyu must not be like you in a year. of." Zhang Kai's face elongated with anger. Lala smiled and said: "Brother Kai, don't pull your face, you won't be handsome anymore—don't worry, after a year, if Zhou Ziyu really wants to change jobs, you can let her go out for a three-month interview Well, she doesn't know the goods now, and when she goes out to compare goods, she will know that you are the best. Or how can you say that there is a big difference between those who have worked for one year and those who have just graduated? At that time, what did you do? There is no need to hide those good things from her." Zhang Kai said, "What good have I done?" Lala said solemnly: "Anyway, you must be indispensable for good things that are much better than overstocking. What is overstocking?" Zhang Kai said: "I'm so mad! How many people are as honest as me!" Zhang Kai thought about it, and said to Lala not at ease: "Actually, Zhou Ziyu is not worth much now, and she has to teach everything, but a year later, when she is really sensible, she will be worth a lot more. It's worth it, and it will be much easier for her to find a job then than it is now." Lala said: "I know, but the money we gave her is higher than the market level. We can say with a clear conscience that we have PAY FOR her sensible and smart, and we care so much for her. Yes Now, find time to tell Zhou Ziyu about the 'Harvard case', which is 'I'll give you a pig'."