From the college entrance examination to the annual salary of 600,000

In the blog, I received many letters from college students. They complained that their majors were not good enough, or that their academic qualifications were not high enough. This became the reason why they could not work in society. However, our society is no longer a society that pays attention to academic diplomas. Today's work requires a “capability diploma”, and ability can be learned at every moment, reading, reading, and reading.

Here is the real story, maybe it will give them some help.

A weak girl with a poor text, how to generate a sales director with an annual salary of 600,000 from the college entrance examination in five years?

From the college entrance examination to the annual salary of 600,000

In just five years, from a college entrance examination, I was born into a “golden collar” with a high salary and a car with a high salary. My friends joked that I was a “golden emperor” and said that I created an “amazing miracle” in Beijing. In fact, the reason why I started from scratch in Beijing is to thank the society for its progress: the car has entered the era of family consumption. Now walking in the crowded streets of Beijing, you can find a few people to ask them what they want to do if they have money. The answer is ninety-nine. It was because I entered the high-growth industry such as car sales from the very beginning five years ago, and drilled through the sales skills and accumulated management experience before I exchanged the current “Golden Rice Bowl”.

The college entrance examination fell, I made an "operator"

In the summer of 1998, my college entrance examination fell, my parents started a new round of war at home, and I became the protagonist of their embarrassment - my future will be decided in such a quarrel, or as a worker in the factory, or I am learning a craft and starting my own business. I don't like these, I like the vast world, the life of the pattern. I like the words in TV commercials: how big the heart is, how big the stage is. Without notifying anyone, I simply packed up some luggage, bought a train ticket, and went to Beijing. Since you can't enter the university in Beijing, you have to mix at least in the capital.

With only a few hundred dollars and a high school diploma to the talent market to apply. One day, when passing a newsstand, I saw a recruitment notice in the "Beijing Talent Market News". It was a car sales company that wanted to recruit front-end operators. The treatment was very good. When I was in the middle school, I worked as a broadcaster for two years in the school broadcast room. The Mandarin is good. So, I dared to apply for the job according to the address provided above. Who knows that the company's selection of "operators" is so easy. The boss simply listened to my briefing and hired me in less than 10 minutes. The boss smiled and said: "Your voice is sweet. This is enough."

At that time, the car sales company was small in scale, and the agent's brand was only two in the country. The total number of employees was less than ten. My job is to provide some information consulting services to our clients. Because of the lack of manpower, I often turn around during the day and night, and sleep on the sofa for a while. During the three-month probationary period, my work performance is very satisfying to the boss, and the sweet voice has saved many potential customers for the company. I remember that on Monday, April 13, 1999, at about 2 o'clock in the morning, I received a fax, all in English. I contrasted the English-Chinese dictionary and vaguely knew that this was a letter of intent for the Swedish company, and it was very time. Tight, if I wait until the next day, I am afraid it will be too late. I immediately contacted the boss. When he arrived at the company late at night, I had put a translated letter of intent to him. That time, it was very pleasant to work with Sic Bo. I earned more than 400,000 for a business. I know that this is the biggest barrel of gold that has been made since the company opened. Later, our company became the regional distributor of the Swedish company to enter the Chinese market. After the boss, the current general manager put the envelope containing 20,000 yuan in prizes at my desk, he smiled and said to me, this time thanks to you, if you return 3 hours later, the business is Other companies have replaced. Later, I realized that due to the time difference between day and night, the time we received the fax was in the early hours of the morning. At that time, several companies in Beijing received the letter of intent, and our company was not very eye-catching. It was entirely up to us to win this business.

After that, I was transferred to the general manager's office. In addition to answering the phone, I was also responsible for sending and receiving files, occasionally drafting materials for the boss, making schedules, and so on. This is a trivial auxiliary work that many people think, and I am doing a good job.

In August 1999, due to the quality problems of an important brand that we represented, and was exposed by CCTV, the company's business plummeted, and the market share was swallowed up by some well-funded agents. Many employees quit to the competitors, and the salary was also paid. It has grown by several. When I saw a recruiter from a well-known car sales company in North China, I sneaked to apply for it. I didn’t expect the company’s human resources manager to ask me the first sentence: “Your university threshold Didn't go any further, then why do you come to our company to work?" I was stunned at the time, and I couldn't answer it for a long time. When I returned to my residence at night, I realized that there was still a lot of things that I needed to learn. It was really painful at the time, but it was also very exciting. I was going to use one or more hours to find this answer. If I can't find it, my life will be black and white, without a trace of color.

It can be said that this matter has completely changed my life in the future. In order to establish a foothold in the sales company and create a world of its own, it is recognized that only the business is engaged in car sales, but this is not a very easy job, professional, it requires a good understanding of the performance of various cars and components, so Only after the professional training of the relevant departments, get the two certificates of sales skills and product knowledge, can we engage in the sales of some imported cars. In order to increase my knowledge and strive to get a sales certificate as soon as possible, I began to extensively engage in market management, marketing and many things that I have never considered before, and started making a lot of friends, that is, I started to read the car during this period. Books, such as "The History of World Car Development" and "The Famous Cars", these books have opened my eyes.

At the beginning, I entered the company almost without knowing the car sales. "There is a glimpse of the end of the paper, and I know that this matter must be carried out." With a few files and several businesses, it is difficult to train an excellent salesperson. In order to have a comprehensive and profound understanding of the manufacture of automobiles and the operation of the company, I took the opportunity to go to various production workshops of automobile production plants to conduct irregular internships and participate in various types of automobile sales training activities. “Internship life” is not easy. In the face of a cycle of production lines, often days, I bite my teeth in the roar of the machine for a day and night.

Miracle: 476 cars sold in 5 months

After more than half a year of hard work, I was blind to the car, and became a half-car. In April 2000, I successfully obtained two certificates of sales skills and product knowledge. At the beginning of May, with the support of the boss, I turned to the sales department. Then I joined the training with other salesmen. Two weeks later, I went to the market with other car salesmen to sell the car.

Said to be a car sales, in fact, is still the work of the salesman. The first goal I chose was the head of the administrative department of a joint venture, trying to persuade him to purchase "mounts" for some of the company's CEOs. At that time, the guards didn't defend me when I was dressed up. There were some staff members on the way to talk to me. I went straight to the 26th floor by the elevator. However, the director did not allow me to send me away after more introduction. In the later sales promotion, I always contacted the customer on the phone before I went to visit. When I was rejected for the first time, I felt that this sales were really not a job. Because every day is rejected, and in a few days, the morale will be hit. I used to be an administrative assistant in the general manager's office, and I have never been affected by this kind of grievance. I want to retreat. Is it really unsuitable for sale? Is it back to the office? I don't understand how it came over during that time.

After doing this for nearly 40 days, I visited 210 business cards and visited 5 customers every day, but still did not gain. I suddenly found out that the current job is a large number of visits every day. The result is only one side turn, turned around, and many people can't remember. Therefore, I can only say that I am visiting the machine, not selling it. So, from the 210 business cards, I picked out 52 people who were not bad, and gave me a good name "Lucky 52", indicating that their car sales achievements are based on these 52 people. Then, I will find the tricks from these 52 people and reorganize them according to the route and distance. I redesigned my work: 30 people a day, 30 people a day, and 10 other people. If the target is not found, then find one. Sure enough, for two months, the performance began to slowly come. I deeply understand that the world does not belong to you. What is called "weak water three thousand, I only take one drink". When you have 210 customer cards, you still have nothing. When you lock 52 people, you can start to achieve life.

The brands I represented at the time were Audi, Santana 2000 and German-made Brunswick. In order to sell the agent's car, in addition to constantly visiting some customers in Beijing, I also actively ran the market to promote, and did not miss any potential customers. Every time there are meeting forums attended by corporate CEOs, I have to go to visit. There are many private enterprise CEOs who like the car I am acting for, but because they are coming to the office, they don’t have time to go to the exhibition hall to see the car. Although I am selling cars for the first time, I know that under the premise of ensuring quality, the key to selling cars is to sell services. Therefore, in order to facilitate customers who come to Beijing to do business, I solemnly promise to every potential customer: As long as they come to the exhibition hall to watch the car, whether they buy or not buy a car, I implement the "four packs" service, pick up the car and pick up the package. The package is safe. Since then, whenever a foreign customer came to Beijing, I immediately put down the work at hand and went to the airport train station to receive the meeting. After the hotel was arranged, I accompanied the customer to see the car and test the car. The customer decided to buy a car, and I helped him. I will do the relevant procedures. After the car is sold, I will send him to the expressway. If a customer wants to play in Beijing, I will accompany the tour guide in person. Anyway, one sentence is to find ways to satisfy customers.

On one occasion, a Guangzhou customer who had never been to Beijing, just wore a single coat and flew to Beijing to see the car. Just after the plane, he was frozen into a ball. When I saw it, I took off my down jacket and gave it to the customer. As a result, the customer did not catch a cold, but I was frozen and burned for a few days. When the customer left Beijing, he took my hand and said, "Although I didn't fancy this car, I must buy a car from you in the future!" After 4 months, the Guangzhou customer really came from me. Driving away an "Audi", not only that, he also introduced a few corporate executives who want to buy a car to me. I am moving my customers with sincerity and constantly strengthening after-sales service. I have implemented a full range of after-sales services for the cars I sold, and specially created customer files, and regularly sent maintenance personnel to test...

Among those busy days, I was most impressed by a female client in Langfang, Hebei Province, who purchased a “mountain” for managers above the company manager level. When they first contacted their company, they were dissatisfied with the product. In that regard, they felt that they were unqualified, and the price was so overwhelming, and the customer representatives constantly pushed the managers to disagree. I did not give up, took the customer to the market to understand the market, went to other dealers to compare the performance and advantages and disadvantages of various models, to the customer's enterprise "defect", understand the manager's demand for models and performance, once Once again, I traveled between Beijing and Langfang. The various schemes that I did were used to print a pack of paper... The customer finally retained it, purchasing 13 "Audi" and 26 "Santana 2000" at one time. This big business has been done, I have lost 8 pounds, but this customer introduced me to 5 other customers. I feel that my luck is very good. According to my suggestion, the company also deliberately opened a branch in Langfang.

The second half of 2001 was the best period since I made sales. At the end of 2001, my business volume rose to the absolute first position in the company. I sold 476 vehicles in 5 months, which created a miracle in the company's sales. Until today, there is still no one. The salesperson broke this record. In January 2002, at the auto industry summit in Beijing, I met the person manager who taunted me without going to college. I sincerely told him: "I found the answer to your question!"

Beyond self-daring and high-profile compared with famous college students

In March 2002, the company has established more than 300 auto chain stores in more than 200 cities across the country, with a total sales volume of 107,000 units and a net worth of over 100 million. After two years of training in the sales department, I have been talking about marketing strategies and sales processes. Hard work pays off, the boss feels that I can do a bigger business, so I was transferred as a professional to the company's largest auto showroom in the country's Audi car showroom. As a department head in charge of sales, in addition to the in-depth business level, good coordination and management capabilities are also indispensable. In order to be qualified for this new position, I have read a large number of professional books, and participated in the preliminary data preparation, exhibition hall preparation, personnel and materials allocation of automobile sales. In April 2002, the general manager sent me to participate in the two-week management course training of the Peking University MBA class. On the day of the completion of the business, the general manager personally drove to Peking University to pick me up. That afternoon, we talked for a long time at the unnamed lakeside of Peking University. I didn't expect that my working girl who didn't even enter the university could sit in the Peking University MBA lecture hall. The boss said that it was my trust in him over the years that fulfilled me. I left the "operator" among the 10 individuals who started business with him. We talked a lot that afternoon. He said that yesterday's glory will bring today's confidence, and confidence is the source of motivation. Many times, we all need to encourage ourselves. Finally, he suggested that I take the time to continue to participate in the course of the Peking University MBA class. From his eyes, I saw the expectations of the CEO.

In January 2003, I was appointed as the sales director, with an annual salary of 600,000 yuan, and an over-complete sales task with a special reward of 100,000 yuan. After the Spring Festival, I was appointed assistant general manager and sales director, and the burden on my shoulders was even heavier. In March of this year, I was sent to Germany to study in the company. One of the main contents was to visit the development history of the Audi car and learn about the advanced management experience in the field of German car sales.

When I was a child, I had a cult, a spider. The reason I worship spiders is because spiders can weave nets in the air because they have no wings. At that time, I was always researching spiders, sometimes staring at them for hours. In the end, I figured out that the reason why the spider can weave the net in the air is to keep spinning up and down. The biggest inspiration for me is that even spiders can weave the net in the air. It seems that there is nothing in the world that can't be done, only problems that you want and don't want.

Since 2000, the company has recruited staff directly from the university for three consecutive years. The number of undergraduates in prestigious universities has been more than 35 each year. In 2002, 9 graduate students were recruited. Today, there are more than 600 college graduates who work under my own hands. Although I have many years of marketing experience, I also understand that I am still a working girl who has not even entered the university threshold! From the day on, it faces cruel competition and severe tests. As the company's requirements for employees continue to increase, as the cycle of updating professional knowledge continues to shrink, the pressure extends to all aspects. Thus, defeating yourself and surpassing yourself has become the first essential to survival. The process of work is the process of active learning.

Looking back on the ups and downs of the past five years, I feel that the biggest gain is to gradually get to know myself, including my own potential and positioning myself. The biggest success is single-mindedness and no easy waste of opportunities. My success once again tells my working friends that the birth does not play a decisive role. As long as you work hard and look for a goal, you will be able to realize your dreams in the future.