1 minute to grab the customer's marketing coup

Chapter 6 Identify Your Role: Salesman (6)
Skills: Mastering the skill of observation requires daily practice and self-discipline.You must not drink too much at a party, it will spoil your observation and insight, and you must choose between a drunkard and a thinker.

③ Ask the right questions

Although salary and treatment are very important to you, it is not a "last resort" and it is best not to touch these sensitive areas.What you should be doing when marketing yourself is showing them that you are qualified and that your work will benefit them.If you do prove that you can make some kind of contribution to the business, then the good treatment will follow naturally - you will get something if you give it.

Therefore, avoid asking questions about your salary, how to pay dividends, how many paid holidays you have a year, how much medical insurance the company invests in for you, how much is the monthly communication fee, etc. It is very easy to ask too many questions about personal interests. There is a risk that you will be eliminated from the ranks of candidates.

So, what questions should we ask?

Questions that may be asked are:

The company's plans for future development;
the company's product line;

Computer and other equipment of the enterprise;
Responsibilities and requirements of the recruiting position;

……

If you have carefully prepared and searched the information of the company, I believe you have questions to ask in your heart.If you confirm that this job is exactly what you are looking for, I believe that your questions will come one after another, and they are all specific and pertinent questions - the more specific the questions, the deeper the interviewer's impression of you; pertinent The right questions show that you are very interested and serious about the job--these right questions will greatly improve your interview performance.

Finally, we should know that the interview process is a two-way selection process. When you observe the company's working environment, working atmosphere, and development prospects, HR will also carefully evaluate you, so while being cautious in words and deeds, Also pay attention to express yourself.

Most employers are looking for employees who are reliable, loyal, trustworthy, intelligent, competent and, ideally, have a sense of humor.Do you have these qualities?Are these qualities you possess easy to spot?After the interview, you can think about what conclusions HR will draw from your words and deeds.

Fifth, explain your "special circumstances"

After the interview is basically over, you must have a rough judgment in your heart whether it is successful or not.If the interview is basically successful, HR will finally ask you if there is anything "special" that needs to be explained, and you are indeed facing some very practical difficulties in life, such as you have to take care of an 85-year-old grandmother. You have to do nursing work for her every weekend, and you are applying for a job that tours the market, and you often have to work overtime on weekends. You have to make a trade-off between working and caring for grandma.Now is the time for you to explain the situation and let your future employer know about the "special circumstances" you are facing that will affect your future work.

At this time, you should use concise language and a peaceful tone to explain and explain frankly.If you avoid such questions during the interview, you are likely to face a series of troubles after starting the job.Therefore, before the start of work, we must express our hidden concerns to future employers in an appropriate way.

Sixth, complete the transaction

If you have found the right "prey" for you, prepared well, and completed the above steps professionally, you have a good chance of getting the job.After your "special situation" is clearly stated, if the company can accept it, then the transaction will become natural and smooth.

After closing, you can ask some of the following questions to show your positive attitude and enthusiasm and expectation for this job:

Who am I accountable to?
Who is in charge of my training?
Who are my collaborators?
How long will I be trained for?
Is it on-site training, or training at the training base?

What materials do I need to prepare for the upcoming work?
Before starting work, are the materials in the computer allowed to be taken home for viewing?

Seventh, Resurrection: Seeking Recommendations

As opposed to "closing the deal," the other possible outcome you get is getting knocked out.

For some reason, although you have performed well, both you and the interviewer agree that the current position is not completely suitable for you, and to put it bluntly - the interview fails.At this time, what should we do?Do you turn around and leave after saying "thank you"?Of course not, the so-called "putting the dead to life later", we still have the last trick: the resurrection technique.

Take a moment and ask HR to use his connections to find or recommend suitable jobs for you, as mentioned in Step [-].

The position you are applying for now is not suitable for you. Maybe there are other positions in other departments in the company that are more suitable for you, or HR knows the personnel managers of other companies-don't let the opportunity slip away.

After the interview, regardless of success or failure, send a thank you letter to the HR who interviewed you, so that you can stay in his memory for a while.Perhaps, when he is hesitant and unable to choose, this heartfelt thank you letter will give you a new opportunity-everyone likes a humble and polite person!

Eighth, the real marketing begins after sales: continue to sell
After a successful interview, you have finally come to this new company that you have dreamed of and asked for a lot, but is the job of selling yourself "finished"?
Of course not, you must know that the most effective transaction is not the transaction itself; the real start of sales promotion is after the transaction, not before.After the transaction, we still need to continue to follow up and continue to "sell ourselves" to track, investigate, understand the situation of users (new companies), and get timely feedback information, so as to continuously improve our marketing model.

We have just found a new job and entered a new company, which is likely to be a lower position. In addition to adapting to the new job, we have to do many other things.Within the company, the salesman, like other employees, is one of the employees of the company and a member of the organization.When you face the customer alone, you use your sincerity and wisdom to close the deal with the customer, but, you need to remember:
The brochures for the products you market are completed by the company's advertising department;

Your sample was produced by the company's workers;

Your product is designed by the design department;
Your business skills are trained by the company's old salesmen, and even your current customers are introduced to you by them.

Without these colleagues, it is impossible for you to go out to sell products in a safe and stable manner. Therefore, after entering a new company, you must establish a good relationship with them as soon as possible and integrate into them as soon as possible.So, how can we handle the relationship with colleagues and superiors?
Your boss and new colleagues will be curious about you, not your position.The so-called "iron camp, flowing soldiers", before you, there are already thousands of people sitting in your current position-they have nothing new about this position, what they are interested in is you- You newcomer.They want to know how your family is doing, what your hobbies are, what you like to eat, what perfume you wear, where you shop, pretty much everything.

Don't take it as an invasion of your privacy in the face of your colleagues' curiosity.In fact, they do these "surveys" just to see if you are like them.As the saying goes, "Things of a feather flock together and people are divided into groups", without common interests and hobbies, it is difficult to establish a deep and close relationship.When we find someone who is similar to us, we will feel that we are not alone in this huge world, so we will have a warm feeling - this is what we often say "see each other late and cherish each other".

So, if you are similar to them, it is easy to get close and appreciate each other; if you are not, it takes a lot of communication;As a new member of the team, it takes a while for you to be fully accepted.

During this process of accepting you, you must be "careful" when speaking and acting, and it is best to take actions based on careful observation and accurate judgment.Because you still don't know what your colleagues like and avoid, if you are not careful, you may be disgusted by your colleagues.So, before other people accept you, you must get along with your colleagues in a very friendly way-although you can't control the friendliness of others, you can [-]% control your own friendliness.

In the end, although you try your best to show your kindness, it is beyond your control whether others accept it or not.And everyone's personality and hobbies are different, as is your environment, so don't expect everyone to accept you and like you.The so-called "can't be as good as you want, but please have a clear conscience", do what you should do well, and leave the rest to God to arrange.

5.fall in love with marketing
In our whole life, from graduating from university at the age of 23 or 60 to retirement at the age of 30 or 30, we have spent more than [-] years at work, and these [-] years are the best and most energetic years in our lives. .It can be said that we almost "give" the most beautiful days of our lives to work, just like the women around us "dedicate" the most beautiful years of youth in their lives to their families.If we don't treat it (her) well and love it (her), how can we be worthy of each other and ourselves? !
Remember American Oil King John?Rockefeller said in a letter to his son: "If you regard work as a pleasure, life is heaven; if you regard work as a duty, life is hell."

It's very true and reasonable.Deeply in love with his car marketing career, Joe, known as "the greatest salesman in the world"?Girard believes that the starting point of success is to love one's own profession first.No matter what your profession, there are bound to be people in the world who hate you and your profession, and that's someone else's problem.Even if you dig trenches, if you like it, what does it matter to anyone else?

He once asked a dejected man what he did, and he said he was a salesman.Gillard told the other party: How can a salesman be in your state?If you are a doctor, your patients will kill you because your state is horrible!

He was also asked about his occupation once. After hearing the answer, the other party dismissed him and said, "Are you selling cars?"

But Girard brushed off his dismissive attitude: "I'm just a salesman, and I love what I do."

Former US first lady Eleanor?Roosevelt once said: "No one can make you feel inferior without your consent." Gillard believes that this is especially true in the sales industry. The inferior.

Work is the road to health and wealth, and it can make you go up step by step.

The general marketing record worldwide is selling 7 cars a week, while Girard can sell 6 cars a day.Once, he sold a car to a person in less than 20 minutes, and the other person told him: "Actually, I work here and come here to buy a car, just to learn your marketing secrets."

Girard returned the deposit to the other party after hearing the words. He said that he had no secret to success. If he had to say the secret, it was "if my state can penetrate into your life, you will benefit endlessly."

Girard believes that it is best to stay in one career.Because all jobs will have problems, tomorrow will not be much better than today.However, if you frequently change jobs, the situation will become worse.He made a point of doing one thing at a time.Taking a tree as an example, from planting it to taking good care of it until it grows slowly, it will give you back.The longer you stay there, the bigger the tree will be, with correspondingly greater rewards.

If we really love what we do, this enthusiasm is undoubtedly a kind of wealth that accumulates over time.Whether we are 3 years old or 30 years old, 6 years old or 60 years old, enthusiasm will keep us young and full of vitality.In fact, any age person, as long as he has a strong desire for self-improvement, he can find the source of never aging.

Maybe you often have this feeling: the work you are doing now is not what you really want to do, and you have not tried your best. There is a greater and more meaningful thing waiting for you in the unknown. Do and fight.Through that event, we will unleash all the hidden energy in our hearts, and at that time, we will become a completely new version of ourselves...

It's normal to feel this way, because there's a volcano of energy lurking deep inside each of us, each of us has a fiery passion, but this energy, this passion is buried deep in our consciousness. the bottom of the subconscious mind.

What is the "Mars" that caused the "volcano" to erupt?

Where your real interest lies.

First, "self-assessment": find your points of interest

You have to find your own interest, your own passion, just like confidence and opportunity, enthusiasm is all created by yourself, instead of waiting for others to ignite your enthusiasm.No one can make you enthusiastic without your own effort; no one can make you achieve a goal without deep desire.

How to find your point of interest?
① Identify what abilities you currently have

This is the first step, and the hardest one.As the old saying goes, "heroes conquer the world, saints conquer themselves".We can think about how many people in history can be called heroes, and how many people can be called saints.It can be said that it is often easy to be a hero, but it is difficult to be a saint.Because the former is to overcome the external enemy, while the latter is to overcome the self.

The external enemy can be seen, and we can fight to the death with him; but the biggest enemy - ourselves, is invisible and intangible. For an enemy whose true face you can't see at all, how do you fight him?The difficulty in overcoming yourself lies in how to know yourself.There is a well-known saying engraved in the Delphi Temple in ancient Greece: "Know yourself." For thousands of years, all wise men have also told us "Know yourself".But how much do we really know about ourselves?

(End of this chapter)