Give you a company, see how you manage

Chapter 14 "Fishing" and "Catching Fish"

Business personnel in all industries under the sun can be roughly divided into two factions - "fishing school" and "fishing school".Moreover, it is good to be able to "fish", but you must not throw away the "fishing net" in your hand.Whether it is selling cars, houses, yachts, or helicopters, people who "do business" all over the world have their own set of "business theories" and "business styles".However, no matter how "strange and strange" the theories and styles of the world's business talents are, basically they cannot escape two "schools" - "fishing school" and "fishing school".Take the business people in the car sales industry where I am, for example, those salesmen who make deals based on experience, feeling, and smell, I call them "fishing"; Personnel, what I call the "fishing" pie.As the name suggests, the tool used to "catch" fish is a "hook", which requires "skills" and "smartness"; the tool used to "catch" fish is "fishing net", which requires "diligence" With "patience", what is sent is "brute force". The "Diaoyu School" and the "Laoyu School" have their own strengths and weaknesses-the "Diaoyu School" are mostly old business people. They have a keen sense of smell and superb skills, so they have the characteristics of "fast transactions".

However, people in this school are also prone to give up hard-won customer information and miss a lot of valuable sales opportunities because of too much "smartness"; Unskilled, not yet rich in knowledge, and not yet responsive, therefore, they have the disadvantage of "slow transaction".However, because of this, they will not "opportunistic", but honest, conscientious, hard-working, so they always treat all "customer information" equally, and never give up any sales opportunities easily.

Compared with the "smartness" of "fishing pie", I still tend to appreciate the "brute force" of "fishing pie".Because in the real world, the performance of the "Laoyu School" is far more stable than that of the "Fishing School". They can consistently ensure that their performance is in the "mid-upper" position in the company, which reassures managers.The "fishing school" is not the case. Their performance is always ups and downs, sometimes jumping to the top, sometimes falling to the bottom, which makes the managers love and hate, and worry endlessly.But why does this phenomenon happen?The reason is simple. The "fishing school" uses a "fishing rod", so they can only "fish" with their own experience, skills and feelings.However, no matter how good a person's experience and skills are, or how accurate his feeling is, as long as you hold a "fishing rod" in your hand, it means that you have chosen a "small probability" event, unless you are a "fish" Otherwise, your judgment will never be so accurate.And to take a step back, even if you hit a "big fish school" with "smart calculations"—sorry, because you are holding a "fishing rod" instead of a "fishing net", you can only catch one fish, Then you watch helplessly as the other "big troops" escape from under your nose, and you can only stare blankly.

This is easy to explain why the "fishing pie" is always "famished and full".On the contrary, because the tools used by the "fish fishing pie" are "fishing nets", even if they don't know where there are fish at all, as long as they keep "lowering the nets", they will always gain something - at worst, they will use their milk. The fishing net dragged up by strength is full of bricks and stones, and there will always be a few small fish caught. If you are lucky, there may be some "extra harvest" such as "little crabs" and "little shrimps" Woolen cloth!This is the reason why "Laoyu Pie" will never be the number one, but it will never "starve to death".Or, take a more familiar example.Everyone has to take exams when they go to school.This phenomenon is always seen in the examination room - those "smart" students always answer the test papers quickly and walk out of the examination room first.Although they can also achieve good results, it is rare for them to get full marks.On the contrary, those "stupid students" are always the last to hand in the paper. They don't fill the paper completely, and they don't even leave the examination room until they can't wait to fill in the blanks.

But what is interesting is that the perfect test papers are always produced from these students.The reason is very simple, "smart" students are "fishing school", they often "know the answer", so they can always complete the test paper quickly.But "one hundred secrets will eventually have one sparse", such students often make the mistake of "losing things and forgetting things"; Everything, even things that are "a little bit close to the edge" and "not so reliable" are all written on the test paper. Even if it is "nonsense", it can always "contain" the correct answer. Therefore, although the "efficiency" is low A little bit, but the "result" is not bad.For any enterprise, "Laoyupai" is an indispensable backbone.They form the backbone of a business unit.

Not only that, I ended up saving a hand.In fact, there is another "school" that holds the "fishing rod" in the left hand and the "fishing net" in the right hand, which combines all the advantages of the two schools of "fishing" and "fishing".I call this the "comprehensive school," and salespeople in this school can be called "super" salespeople.Every company will have more or less "comprehensive" masters. They not only have outstanding performance but also are very stable. Often they can achieve one-third or even more than half of the performance of a business department by themselves.Where does this "comprehensive" master come from?Some of them come from the "Diaoyu School" and some from the "Laoyu School".

Because, for "business", even a person with poor "savvy" and "spirituality" can "get on the road" after a long time of work, and can also master a wealth of experience and skills.The "clumsy" and "down-to-earth" strength of the "Fishing School" are the precious qualities that are truly "hard to buy"; on the contrary, people from the "Fishing School" are often lazy by nature. The shortcoming of "playing smart" is not so easy to get rid of, and it will even become more and more serious as time goes by.Therefore, I often don't have much hope for "fishing" employees.It's good to be able to "fish", but don't throw away the "fishing net" in your hand.

(End of this chapter)