"Baby de Shop" carries out a special interview program "Treasure Search" to find a group of excellent employees behind Baohengtong who work silently and love their jobs.
The first program has the privilege of inviting Zhang Xing, the new manager of the Sales Department of the automobile trade sector, to give us an interview.
Zhang Xing took office on July 1, 2016. He has been in Baoyuan for 2 years and 9 months. He has won the annual sales Championship for two consecutive years. He won the monthly sales championship five times in 2017 and runner-up two times; he won the monthly sales Championship six times in 2018 and runner-up one time; he won the first championship and runner-up one time since March 2019.
(1) New arrival
A company party in 2016
First meeting Zhang Xing
Dark skin
An astringent toast
The light was shining in the nervous eyes.
That time
He's just a salesman on probation.
Knowing nothing about the automobile trade industry
"There's no goal, just to make life better.
Shortly after graduation, with the introduction of University students, and with the goal that he thought was not the goal, he resigned as director of Dongguan Zhangmu Watch Factory, and came to Shenzhen, where he was not familiar with his life, where he worked as a salesman across majors.
"At that time, sales positions fluctuated greatly. Many people left in just a few months. In fact, I can do sales for such a long time now because I have no desire, and I usually want to make life better, not so utilitarian."
It doesn't sound like a new boy, but more like an old man's life experience. In my opinion, the so-called no goal may be a big goal; the so-called no desire and no desire may be due to the long-term vision, just as things will go against each other and wisdom is foolish. It is precisely this calm mentality that makes him look more stable and smooth than others, but behind every success there must be sadness. For him who is cross-professional and has no sales experience, it is normal to bump into the wall everywhere. At that time, the team atmosphere and humanistic environment of the company were not as good as they are now. When he first arrived, he said it was particularly difficult to integrate into it.
At that time, he had come to the company for two months. The company's rules and regulations clearly stipulated that if there was no sales within three months of the probation period, he would extend the probation period or quit directly. He was under pressure and contacted the intended customers at the same time. At that time, he had no other ideas and wanted to prove himself wholeheartedly.
Finally, in 2 months and 9 days of employment, the first order of life was issued, not a ticket, but an order! It is also the first step to enter the automobile trade industry formally.
He was very grateful to one of his team leaders, Li Zhenwei (now a sales manager), who said that without Li Zhenwei, he might not be able to talk about the list.
In today's era of supremacy of interests, everywhere is a delicate egoist, and gratitude has become a "luxury".
Li Zhenwei feels that Zhang Xing is a young man who is practical, capable, active and strives for progress.
Some people say that life is a myriad of processes from 0 to 1, then from 1 to 10, 0 to 1 is qualitative change, 1 to 10 is quantitative change. The same is true for Zhang Xing, who just came out of Maolu. He said that although he had a lot of luck in the first order, he proved himself at least. The whole company had a lot of confidence and was very excited. At that time, the whole company only bought two cars. Many old employees did not issue bills this month, but he sold one, which greatly boosted his confidence, and then the sales volume changed. It's getting better and better.
(2) Learning-metamorphosis
"It's easy to sell cars, but it's hard to sell cars for a long time, because one can't always be so lucky and treat customers as if they were in love."
He also knows that the first list has a lot of luck, so he urgently wants to know more knowledge and learn more skills. Every day, he grabs the opportunity to ask endless questions from the Li Zhenwei Committee, contacts more, slowly, and forms a set of sales skills exclusively for himself.
"Strike iron still needs its own hard", opportunities will not be left to unprepared people, only the personal ability to enhance, in order to better grasp the opportunity when it comes.
Asked how he usually dealt with clients, he gave me an example:
"It's luck to deal with strangers one or two. It's important to turn strangers into private customers and let them buy from you all the time. Let me give you an example: last Wednesday, a driver of a boss wanted to buy a car and asked several car dealers. My price was the highest, but the boss wanted to buy it from me. The price I gave was 280,000 yuan, 276,000 yuan outside, 4,000 yuan difference. But I still insisted on 280,000 yuan, the cost and service were put here. The boss paid 4,000 yuan for the deal with me. So sometimes how to let customers recognize you, even if you are more expensive than others, he still looks for you. I think that's the hardest part."
If you want to make a deal with your customers, you can't do it overnight. Luck is one aspect. The way of sales and mentality are particularly important. You must let your customers recognize you. You can do it, you can't do it, you can't make promises easily. Once you make promises, you must do it. This is his principle
"What is lacking in society is service, and what is lacking is service."
He said that customers are not stunned, not a drink can be negotiated, so he does not agree with the "volume of alcohol represents sales", he believes that the treatment of customers should be sincere, weak, not too concerned about the personal gains and losses of the earlier period, overbearing people can not allow customers to recognize.
He took out his cell phone and told me that he also had the habit of making plans and forgetting. Every other day or two, he would take out two eyes. The things in the memorandum were very simple. They were all the names of companies or customers. Every day, he would call a few customers who were out of touch. He couldn't understand me. He laughed and said that he wrote very simply for the convenience of remembering. Only he can understand it.
I asked him a question: "If you sell this cake, do you think it's important to eat or sell it?" He answered, "For me, of course, it's important to sell. No one can buy or make any good food. First of all, we have to sell it. Good food is the second most important thing, otherwise we can't survive. But if it's not good, I dare not make too many promises with customers, so that other people won't come to the second place after eating the first time. Secondly, so we must find ways to make things better, then we will rest assured to give customers more commitment and better service.
(3) Career-family
"Husband and wife, it's important to see three things in one!"
At the end of last year, he just got married and his wife was pregnant. Faced with the pressure of his family, he said with a bitter laugh that he wanted to take advantage of the good situation and earn more milk powder money. He felt that it was not so difficult to sell cars. When he came across the new policy, he thought it was an opportunity. The target he set for himself was to sell 100 sets per year.
Considering one thing or the other, life is stressful, and his wife's company is also less: "There was a night of drinking and eating with customers, he drank too much, vomited in the customer's home, back home wife did not say anything, just sleeping on the sofa haha."
He also said to me with great emphasis that it is really important for husband and wife to have three views in one. Others are secondary, have no idea or the other half. He felt that he just did not see clearly what he wanted. He thought that three views in one would be very helpful to his career.
What kind of magnetic field will attract what kind of person is the so-called clustering of things and grouping of people, which is inevitable in occasional encounters. For the unity of three views, it needs to be seen dialectically. If a person's own three views are not correct, then he has found another half of the three views, so your life is likely to be full of "explosion point" at any time. Zhang Xing's family life has just turned up, and a new practice is waiting for him. Of course, can treat customers like first love him, I believe that can also let the family become a solid backing for his career, here also for him to send sincere wishes.
(4) Questioning-thinking
"When you work in a company, you will inevitably touch on the interests of others. It's hard to satisfy everyone."
Sales and performance can not be criticized naturally, but other colleagues have different opinions on him. Recently, because logistics handles the work at hand, the submission of information is late, which affects the delivery time with customers. He is furious in the crowd. Maybe it would be more appropriate to use the term "blasphemy" to describe it. He believes that it is a credit problem, which will cause very bad senses to customers
"Every time I encounter something that touches upon principles, I can't control it. Although I know the impact is not good, I want to solve the problem faster."
In different positions, the pros and cons of trade-offs will be different, maybe there will be different values, leading to different ways of thinking, which is unavoidable, and the key is to solve the problem, the grasp of scale and the grasp of inch is very important, maybe "good people do not do good things" has a certain reason, but needle tips may not always have a good effect on wheat awn. 。
Management needs a pain in the middle, and it also needs to be deeply rooted in the hearts of the people. Only by balancing the pros and cons and grasping the degree, can we make a better ascent and descent, and achieve the desired results.
Asked if there was a better way to solve the problem, he could not be so sharp. He said that it was good not to know how to solve it, and we left this problem for him to think about.
Enterprises are made up of people. Everyone is an independent individual and has an independent thought. Because of different growth environment, physiological structure and educational experience, different people have different values on things. Different values are embodied in different methodologies of dealing with the world. Older generations often teach us to understand the "worldly wisdom", but we hope that the young people can know the world and not worldly wisdom, not forget the first heart, before they always have. Zhang Xing, a newborn calf, is not afraid of the "impulse" of tigers. He needs to be guided and sometimes cared for.
Let each unique thought and individual move towards a common direction and goal. This is the charm of the team, the connotation of management, and the question that every Baohengtong operator and manager should think about. And the process of realization is also the process that we often call the building of enterprise culture. Today's Zhang Xing has grown into a manager, hoping that his growth can make Baoyuan's sales team better, and make the front-line and back-stage cooperation more intimate, there is still a long way to go, and also hope that time can make us better.
Speaking of this, the interview is over, ordinary people can not, that is, excellent, treasure hunting, looking for the excellent around the "he", I hope the next issue of the
guests is you!
Treasure Search - Our team is not perfect, just like we are not perfect, we just want to make it more perfect. We look forward to working with every Baohengtong family to make progress together.
