Confessions of a Salesman

Chapter 88 Training Newcomers
I nodded, and the atmosphere in the class became lively after that.When I saw it almost, I called to stop.

I explained: "Several students just said are very right, first of all, sales is a discipline in economics, which originated in the 20th century, and sales are divided into marketing and distribution. It refers to selling, leasing or any other way. The act of providing products or services to third parties, including related ancillary activities to facilitate that act.

Secondly, sales is a means of survival to maximize the benefits of products, which can be individual behaviors, but corporate behaviors, and even state behaviors.Sales has permeated all walks of life and penetrated into every part of our lives. "After I finished speaking, I took a look around. There were some dumb people who were looking at me dumbfoundedly, and found that the people next to me were taking notes, so they immediately picked up their pen to record.

I said to those who were taking notes: "You don't have to show me that good memory is not as good as bad writing, but it's also a matter of fact. What I said in front of me are all from books, it's just an opening statement. , what I said may not be useful to each of you, you only need to remember what you should remember and what you want to remember."

I went on to ask, "Who can tell me the three elements of sales?"

A lot of people didn't wait to raise their hands, and they already responded: "Bold, thoughtful, thick-skinned,"

I asked again: "Then do you know what the basic qualities a salesperson should have?"

Then, someone said, wit, some said flexibility, some said patience, some said toughness…

I nodded, wrote all the answers they said on the blackboard, and continued to ask, "Are there any other answers?" No one answered.

I said, "I'm talking about basic qualities. What are basic qualities that anyone can be born with, and that is hard work, and hard work is the foundation of sales. You may ask, is hard work enough? Of course. No, but if you can't even be diligent, you will not talk about other things. You may say that you are a relative of a senior executive or a director of such and such, you can rely on relationships, then I will tell you , you must not be a qualified salesperson, you cannot become an excellent salesperson, and your road will not go long."

Someone raised his hand, I nodded, and he asked, "Isn't network very important to a salesperson?"

I replied: "It's very important, but it's your network, not your relatives and friends. How you accumulate your network is not about relationships, but because you have value to him and can be used by him, like this Relationships will last forever.”

I went on to say: "Diligence is an essential quality for every salesperson. To have the quality of diligence, you must have an optimistic and positive attitude and a good attitude. Otherwise, you will suffer from depression if you don't work for a few days. I have also Countless times I had the idea of ​​giving up. Almost every day we have a hot face and a cold ass. Many people have rejected you before you can speak. This is all good, and you have already seen victory. The dawn of the day, but at the last shot, it failed. Isn't it hard to accept.

Let me tell you something that happened to me. When I was just in sales, I went to visit an old customer of our company because I left his business.When I went there for the first time, after I introduced myself, I handed him a cigarette. I was smoking Hongtashan. The old customer took a look and immediately said, I don’t smoke.In less than a minute, I took out a pack of Zhonghua in the drawer, lit it myself, and didn't say a word to me the whole time. "

I wanted to go on, but someone immediately asked: "What about later?" "Later, later, he came to beg me, I had Bao Zhonghua on the table, but I pointed him to Hongta Mountain, and he took it right. !" I replied.

I went on to say: "I am a normal phenomenon. If you keep convincing yourself, your next order will be fine. You have to be good at summarizing, where is your failure? Get up when you fall, and come back, but don't. Always fall down in one place, that is your bad eyesight.

Then there are your own personal abilities, and I mean abilities, your external and internal abilities.The outside is easy to understand. You are naturally beautiful and likable. Maybe people will buy your stuff before you speak.Inner, refers to your personal cultivation, how much you know, the professional knowledge of products is the foundation, current affairs and politics, astronomy, entertainment news, lace news, sports economy, you all know, we do not need finesse, but at least others say What, you have to know, know how to answer. "

A college student asked: "Mr. Chen, but we have just graduated, and we can't master this knowledge so quickly, so what should we do?"

I replied: "The inner things do need to be accumulated, not achieved overnight, but you must know more than your peers, at least be willing to understand and learn, your age determines your talk, and customers will not talk to you. You talk about the War of Resistance Against Japanese Aggression, the War to Resist U.S. Aggression and Aid Korea, of course, if you don’t even know which year the war started, or it is in the history books, you should fight.”

Shen Yang's apprentice said, "Mr. Chen, do you think external advantages are important? To put it bluntly, if a beautiful girl is more likely to succeed than a boy, will you be a bit sexist?"

I replied: "You are wrong, external advantages are important, but if you are a vase and cannot bring the most fundamental benefits to the customer, even if the customer cooperates with you successfully, you may have to pay a small price. , and customers will only feel that they are giving you money to spend, buying you with money, not your products. I mean, the external advantage is that it is a better ticket, and it is easier to communicate with customers. But in the end, it's hard work.

Personally, I prefer male salespersons. It’s not gender discrimination, but salespersons often go out and socialize, which is often more convenient than female salespersons, and the current situation of society is like this, once customers see that you are a woman. Yes, and it's beautiful, I always want something to happen with you, except business. "

Many men in the audience laughed.

Some girls immediately retorted: "If you say this, will it be too arbitrary? As far as I know, our group's director Dong started as a salesman, and our company's president Li also worked in sales, not all of them. Are they very successful? Do you think they all used their bodies as a price to get where they are today?"

I immediately replied: "Your tall hat is quite scary for me, but I can tell you for sure that I would say the same even if the two of them were there, and I said this for the purpose of not being sexist, nor Not to be alarmist, but to tell the women here that if you want to be successful, you have to do more and work harder than men."

Everyone started a new round of discussions. I found that I was really unsuitable for lectures. There were at least half of a class, and the students themselves spoke.

I tell everyone to rest, afternoon, come later.

At noon, Baoer and I did not eat at the cafeteria, but went out to eat Shaxian snacks. I have a soft spot for Shaxian snacks, and I want to have a meal from time to time.As for Bao'er, she was looking for me for something, so she went with me.

Bao'er ordered a cup of black chicken soup, took a sip, and said it was delicious.I looked at her making a fuss and said, "Don't be like a village girl who just entered the city. How did your uncle treat you so badly? You haven't even eaten our Fujian cuisine?"

Bao'er smiled and said, "My uncle treats me well. Why are you always amiable and amiable to everyone, but you are serious to these students, and it hurts them to see you like a mouse sees a cat?"

I stirred the noodles in the bowl and said, "For comrades, you need to be as warm as spring, but for enemies, you have to sweep the leaves on the autumn equinox."

Baoer asked in confusion: "Aren't they all your comrades? How could they be your enemies?"

I picked up the bowl and took a bite of the noodles, and said, "The disciple of the church, you don't understand the principle of starving the master to death?"

Bao'er was a little disappointed and said, "I had something I wanted to tell you, but now I don't dare!"

I said with a smile: "eldest niece, we are not outsiders, you say, uncle will try to help you do it!"

Bao'er hit me and said, "Who are you taking advantage of? You call me uncle and master. We are the same generation. I want to be a salesman, not an assistant."

I sighed and said, "Then what did your uncle say?"

Bao'er replied, "He asked me to ask you and let you arrange it."

I scolded in my heart that Lao Feng was really not a thing, and actually pushed the hot potato to me.After thinking about it, he said, "If I had just given you a few of my clients before, it would be over, but now, a group of people are staring at me, what do you call me to do? Xian does not avoid relatives, is it not good?"

In fact, as long as it's about Lao Feng, I don't care what other people think. I will definitely do it, and if I do it well, I just want to see what Baoer thinks.

Bao'er said happily: "You don't need to open the back door, I will study with them in the afternoon, assess, I can do it, you can use it, no, don't force it, I will continue to be your assistant."

I curled my lips and said, "You think it's pretty beautiful, you've figured out the way out for yourself, I'm an assistant who can do whatever you want? However, I promise first, but let's say it first, I don't treat anyone equally. , when you are scolded by you, don't go home and complain!"

Bao'er nodded happily and said, "I'll invite you for this meal!"

I hurriedly said to the boss, "please have another basket of steamed dumplings and a cup of pork ribs soup!"

Bao'er scolded: "I will kill you!"

In the afternoon, I wrote a topic "How to Sell Yourself" on the blackboard, and then said: "Let's do one thing in the afternoon, whoever I click on will come up and sell themselves to me, and try every means to make me want to buy you. 5 minutes per person.

Then he pointed to Shen Yang's apprentice and said, "You come first!"

When she was not nervous, she came up and said: "Mr. Chen, my name is Lu Ping, I am 26 years old, graduated from Shandong University of Science and Technology, majoring in business management, with a body of 1.68 meters. The measurements are 24.36.24, unmarried, and have no boyfriend. I hope to find a mature, stable and successful man like you as a company! I'm done."

There was a commotion on the stage, and I wrote her name on the blackboard and ticked √.

(End of this chapter)