Do not find an excuse to find a way, competent is the last word

He was born in Sichuan, a poor child, and went out to work when he graduated from middle school.

In July 1997, he applied for a real estate agency's issuer, the basic salary of 300 yuan, do not eat and live, issued a business to make a little commission.

On the first day of work, the boss spoke a lot of words to encourage everyone. One of the words "not looking for an excuse to find a way, competent is the last word" made him impressed.

After work, he was full of energy. He went out at 6 o'clock every morning and issued a leaflet at the roadside at 12 o'clock. He worked hard for 3 months and sent the most orders. The feedback was the most, but it was not made. A single business. In order to cheer for himself, he told his boss the phrase "Do not find excuses to find a way, competent is the last word" written on the card, remind yourself at any time.

His business gradually increased, and the company promoted him from the issuer to the salesman. At that time, the company sold the high-end office building in the West Third Ring Road in Beijing, worth 2,000 US dollars per square meter. Out of a set, the commission is rich. He is secretly happy, thinking that he can make a score immediately. However, two months later, he did not sell a suite.

Finally one day, a customer came to him. He was mixed. He was happy to have a customer. He was worried about how to talk to customers. His face was red and his hands were sweating. However, in addition to simply introducing the real estate. Outside of the situation, he didn't know what to talk about, he could only look at each other in a foolish way. As a result, the customer left in disappointment.

"Do not find excuses to find a way, competent is the last word." He constantly encouraged himself, began to practice communication skills, and actively talked to pedestrians on the street, introduced real estate. Two months later, speaking ability improved a lot.

One day, a person holding a box asked him where a Sanlitun bar was. He told the other party enthusiastically, but the other party still did not understand, he simply led the other party and helped the other party to hold the box. When bidding farewell, he handed it A leaflet was given to the other party. The person was very interested. The next day he found him to buy two suites and said, "I usually bother people to sell things to me, but you are different and trustworthy." Earn 10,000 yuan. What excites him even more is that he believes he can do the job.

However, his performance is not good, only one or two suites can be sold each month, which is relatively poor in the salesman.

In August 1998, the company set up five sales groups and adopted the last elimination system. He was on the verge of being eliminated. At this time, he had a deep understanding of "competence is the last word", and he must find a good method to be competent. Therefore, when experienced salesmen communicate with customers, he sat down and listened carefully to see how they introduced the real estate, how to get closer to the customer. He also bought a lot of books on marketing techniques to learn, he learned Grasping the customer's psychology, judging the customer's needs, strength, and every time they talk to the customer is targeted. His performance began to rise steadily.

In August 1999, another company in Beijing went to his company to dig people, promised to give twice the current treatment, and asked him to go. He carefully analyzed the situation and found that the company had many elites, and it was difficult for him to make a difference. He declined the invitation of the other party. .

The "digger incident" has had a great impact on the company. The people who stayed have become the pillars of the company. After two years of experience, he quickly emerged. One of his clients wants to buy a office building, and he can't decide. Give this customer a report, analyze the characteristics of each real estate in detail, and tell the customer where the price/performance advantage of his real estate is. The customer finally decided to buy a large office building in his real estate. This single, sell Out of 20 million yuan.

Later, his sales reached 60 million yuan a season, ranking first in the company. According to the company's regulations, the top five sales figures can run for the vice president of sales, he decided to try. As a result, he succeeded. Unexpectedly, At the end of the first season, he led the sales team to the last one. He was removed from the deputy director "Throne" and was removed. The people who had been revoked the position of deputy director in the past mostly chose to leave because They feel that they have no face as an ordinary salesman. He thinks that he has been eliminated because he is still not competent. From where he fell, I want to get up from where.

After redoing the salesman, he adjusted his mentality and worked as hard as before. In the last season of 2003, he won the first time in the company and re-elected as the deputy director of sales. This time, he began to train his staff as soon as he took office. The employees gave their experience to them without reservation. He said: "Only everyone is fine, my situation will be better." As a result, at the end of the season, his team achieved good results and sales. The amount reached more than 80 million yuan, and the lease amounted to more than 50 million yuan.

Since then, his team's performance has always been among the best, his income has naturally increased, and his annual income is 1 million yuan.

His name is Hu Wenjun, and the boss who told him that "competence is the last word" is Pan Shiyi.