1 minute to grab the customer's marketing coup

Chapter 5 Identify Your Role: Salesman (5)
Ladies should pay special attention to the jewelry they wear to interviews.It's too bad if you're wearing something like a diamond tiara that's distracting.You want them to remember your abilities and professional qualities, not your clothes and looks.

Now, some men like to wear studs and earrings in order to keep up with the trend of the times.In normal times, it doesn't matter, everyone has their own likes and dislikes.However, in more formal occasions such as interviews and work, these accessories should be excluded - a simple, generous, and solemn appearance can leave a good impression of "this person is very professional and dedicated".

In addition, because the interview is a business meeting, there must be a handshake, eye contact, and mental preparation for establishing a better rapport.Building rapport is a necessary stage in the interview. Most employers not only want to hire a person to complete a certain job, but also need this person to be good at cooperating with others and get along with colleagues naturally.Therefore, during the interview, you need to state your past work experience and life experience, showing that you are good at communication and full of team spirit.

Finally, we look at the handshake problem.Nowadays, many highly educated young people are either dull and shy, or frizzy, and do not understand some of the most basic common sense in life.This makes the leaders of many enterprises often complain: the ability of contemporary college students to communicate with others really needs to be improved!

When many people shake hands, it is too rude to shake hands with this person while looking at another person.The other party will definitely think: "This person is too rude and has no sincerity at all. He clearly looks down on me!" In this way, we originally wanted to make a good friend, but in the end we took a lot of resistance into our own hands.Therefore, when we shake hands with others, we must keep our eyes on the other person, so that the other person will feel respected, and he will feel very comfortable and useful.Secondly, when shaking hands, the strength should be moderate. If the grip is too tight, it will hurt the other party.And the holding time should not be too long, otherwise the other party will be "held" there and don't know when to let go. This is also a sign of not knowing how to respect the other party.And if HR is a beautiful woman, it would be impolite for us to hold her hand and not let go.In addition, shaking hands depends on the situation. You can't just shake hands when you see someone you know.Only when elders extend their hands to juniors, superiors to subordinates, and ladies to men first, can the latter extend their hands, which is also a sign of politeness and respect.

If we go to a company for an interview, and when we first arrive at that company, we want to shake hands with the manager or chairman as soon as we see him, which is very rude.If the chief examiner of the interview came, we held out our hand, and he didn't shake it with you, wouldn't it be embarrassing?

As the saying goes, "details determine success or failure", we must cheer up and pay attention to many small details in the interview.Otherwise, if you don't even know how you died after being passed (eliminated), you'd be a little mindless!

Third, survival and development: qualification assessment

You must find out whether you are qualified for the job and whether the other party meets your requirements.Evaluation is about determining who the other party is, what they do, how they treat employees, and whether the answers to these questions satisfy you.

You should do the assessment work before agreeing to interview, this way, it will save both parties a lot of time and energy.If there is no pre-assessment, you can ask a few questions during the interview to determine whether you are a good match with the company.It is recommended that you ask at least five questions to help you determine whether the potential employer in front of you can provide you with satisfactory work.

No matter what questions we ask, it is nothing more than the following two major aspects:
① survival
No matter what kind of job you choose, its primary purpose is nothing more than survival, to put it bluntly, to make money.As the saying goes, "It's hard to be a man with money, but it's hard to be a man without money." Whether we admit it or not, to a large extent, money is the driving force for our struggle.I remember Plato said: Metaphysics requires the "leisure class" to engage in.Love, culture, ideas, etc., are always things that are in the mood to do after filling the stomach.

The marketing industry is no exception. The basic condition that companies provide to salesmen is to let them have business to do. No one would believe that salesmen who have no business to do can survive.

But at present, a large number of domestic enterprises are making slow progress in business development, and are not competitive in principle.This kind of enterprise uses a false incentive mechanism (you can buy a car or a house within a year) to attract laymen to join. All destroyed!If you accidentally enter such a company, wouldn't it ruin your bright future?

Therefore, for newcomers who have just entered the marketing field, it is very necessary to conduct a qualification assessment before entering a company.

To conduct qualification assessment, one must learn to look at a target company and its product line from the perspective of customers. If its products do not have a certain market competitive advantage, and the company lacks R&D capabilities and financial strength, then the company is in danger. Yes, unreliable.Once you enter such an enterprise, it is equivalent to boarding a ship of thieves.I don’t know when it started, I seem to have fallen into a muddy pit-the products I took out were ignored by people, and people looked at me with blank eyes, and I lived a miserable life all day...

Generally speaking, the treatment of a salesman is composed of "basic salary + commission".So you can calculate your basic expenses such as board and lodging, telephone, transportation, etc., and combine the information you have obtained to observe whether the other salesmen of this company are in a state of "crisis" or "booming", and what is the business volume of the company? Whether it is rising steadily or declining year by year, what is the reason, and whether there is any possibility of improvement... After such a detailed analysis, you can basically judge whether you should enter this company, and whether it is a fake company.

Of course, for most companies, there is no problem in meeting the survival needs of salesmen.But "if you are not afraid of ten thousand, you are afraid of the eventuality", this pre-investigation work cannot be omitted-it is easy to get on a thief ship, but difficult to get off a thief ship!
The above passage is mainly for the pre-salesman who is going to engage in marketing work, in order to prevent problems before they happen, and don’t fall hard before taking a step.In that case, it is estimated that you will never want to be a salesman for the rest of your life.If you are more fragile psychologically, because you are cheated by a certain company, you start to hate all the salesmen, and even start to doubt your life, then the problem is very serious.

② Development
The problem of survival is solved, and the next step is the problem of development.After completing the above "demining" work, we will find that there are absolutely no fewer target companies that can join, but are they worth our efforts?
It depends on whether the development direction of the enterprise is consistent with our own development direction.

We often come into contact with many such salesmen:
The salary is not low, and the performance is good, but after the market matures, the company's ability to expand and develop cannot keep up; because the company's product research and development capabilities are low, resulting in a situation where excellent salesmen have nothing to do; on the surface, the work is very easy. In fact, he is getting farther and farther away from his intended goal...

How to judge the development prospects of an enterprise?
An enterprise is always composed of people, and the most important factor in judging the development prospects of an enterprise is the human factor.The decision-making team and management team formed during the continuous development of the enterprise are the core factors that determine the development of the enterprise.

Specifically, comparing market share, development speed, and enterprise scale can judge the company's operating capabilities; the level of morale can tell the effect of the company's incentive mechanism; Enterprises give employees room for development.

Here, training is an important factor to test whether an enterprise can actively develop (especially in the marketing industry).A normal developing enterprise needs to continuously cultivate and improve its own team. Only by strengthening its own strength can the enterprise develop stably for a long time.Therefore, fully understanding the training status of an enterprise is an important indicator for you to judge the future of this enterprise.

Fourth, hit the interview site directly

Before the interview begins, you should be in the best shape possible.In this way, you can perform at your best during the interview.

But in the face of inquiries from strangers, people will inevitably be nervous and stage fright. How to overcome this psychological barrier?

① Before the interview, you might as well practice it

We can rehearse the upcoming interview at home, so that we will have more confidence in actual combat.

We can face family members or close friends to answer common questions in the interview, list the necessary qualities that we have for this job, and try to integrate these excellent qualities into the answers to the questions, showing our work virtually ability and charisma.

During the interview, HR often asks the reason why the interviewer left the previous company. This is because they want to know your loyalty - if someone recruits you into the company and trains you for a few months, the wings will be harder If you immediately seek another job, then the company is not worth the loss.

In particular, there are some industries whose scope is very small, such as the IT industry and the book industry, where the turnover of personnel is particularly large, and there are always some people who keep changing jobs.If you are in an industry with a high job-hopping rate, during the interview, you should emphasize: you are different from them, you are looking for long-term development opportunities, and you are willing to make long-term hard work in order to succeed.

② Observation: How to make friends with HR
There's an old marketing adage: "People would do business with their friends under the same circumstances; people would still do business with their friends under different circumstances."

Only in a relaxed atmosphere, two people who meet for the first time will let go of their inner guard, and the two people will start to test and contact each other, and finally develop understanding and trust, and make friends.If you can chat with HR very speculatively during the short interview period, and finally make friends with him, then the success rate of your interview will be greatly increased-everyone is willing to work with friends who have a good relationship, it will make A dull job becomes lively.

So, how can we quickly warm up to the HR we met for the first time?
Observation skills are as important as marketing skills.Observation is not just "seeing".If you just "look", then you will only get "half" of the answer.You'll want to stay awake and alert at all times, lest any chance sneak past you.

Observation, in addition to observing words and expressions, you must also be good at observing the layout of HR's room and the personal items on his desk (this must be his favorite).If you don’t like a certain movie star, I believe you won’t put his (her) poster in front of your eyes and make yourself “disgusted” every day; if you don’t know how to play football and don’t like this sport, I believe you won’t either Put a pocket football on the table.

So when entering HR's office (and when you're a salesman, it's the same when you enter a client's office), you have to look carefully for clues, ideas, and topics.Trophies, photographs and licenses are not only objects of observation, but also objects of contemplation.In the thinking process, the key is "can you 'use' them".

If someone has a bowling trophy and you don't bowl, you better not bring up the topic, it just makes you cringe.But what if someone had a Harley on their desk?Davidson models, and you happen to own a Harley or you're an avid Harley fan, then you can have a conversation about that.Obviously, this is an appropriate strategy to adopt after observation.

How does "observation" work in a real interview?Let's look at a case.

During the interview, Ellie noticed that there was a small model of golf clubs on the HR workbench, so she took the initiative to ask him if he likes golf and some common sense about golf (as an interviewee, you can actually take the initiative, don’t just Sitting there blankly, obediently waiting for someone's question).The HR made a brief answer and didn't linger on the topic for a long time.

At this moment, Ellie suddenly remembered the new golf clubs her husband had told her about, so she had an idea and asked him if he had heard of them.And briefly explain why she's asking because her husband is so obsessed with these clubs that she's giving him a set for his upcoming birthday.

It happened that this HR's son was the co-founder of the cue manufacturing company and was responsible for market development.Now, the HR was more than willing to listen to her husband about the clubs, and a deep rapport was established.

Observation is to "follow what one likes".And a person's hobbies are also his "weakness", this is a good place for you to "start"!
We should know that only by careful observation can we know the truth of the facts.Think about the way you are currently looking at things. Do you look at things on a whim, or do you look at them intently?Are you thinking while watching?When observing, is there anything that makes you think?Is there something that gives you some ideas and inspires you?
If you answered yes to all of the above questions, then you have mastered the ability to observe.The power of observation does not lie in the observation itself, but in seeing, thinking, thinking and acting based on observation.Observation will greatly improve your insight, and it will reveal many obvious factors related to people or things that you may have missed.

The good news is that most people are somewhere between insight and indifference, which gives you an intuitive edge: see what others don't see, think what others don't.This feeling, as if you have seen a "shocking secret" that only you know, will definitely make you feel very comfortable.

So, what exercises can we do to improve our observation skills?

Action: Carry a small notepad with you.Start journaling your observations, noting not only what you see, but also what comes to your mind, your reactions, and thoughts that may arise.

Method: If you want to have keen observation skills, you must develop the habit of recording, thinking and seeking countermeasures, and the three are in the same line.Persistence, constant vigilance, constant attention.

(End of this chapter)