The capital Beijing, annual salary can recruit a doctor, annual salary can recruit a master's degree, an annual salary can recruit an undergraduate ... If you only have junior high school degree, you dare to do talent Jiji Is Beijing to get a dream of 1,000 year? Maybe you think this is the world! However, Huang Wenjun, who came to Beijing, Sichuan, China, did it. He became a deputy director of sales of China's famous real estate companies - Soho (China) Co., Ltd.. Let's take a look at his struggle ... Career positioning: Junior high school graduates can do what this year 32 years old is Sichuan Leshan. In 1989, he had just graduated from the beginning of junior high school, he had to drop out of school, and several partners in the village went to work in Shanxi, one year of 3,000 yuan. Although it is very bitter, it solves the problem of warmth, he feels very satisfied. At the end of 1994, Hu Wenjun went home in the Spring Festival, and a friend of the village in Beijing, who happened to visit relatives. They played from small, with each other's horizontal levels, but now people can speak fluent Mandarin, saying that in Beijing is even more embarrassing, this makes him self-defeating, the heart is born to go to Beijing. The idea of the world. However, what makes a living after going to Beijing? Hu Wenjun is worried, there is no diploma, and there is no Beijing account, three no technology, nothing will. I want to think about it, he decided to learn the door. So, he went to Chengdu's chef training class to strengthen training for 40 days and got a second-level chef certificate. In October 1995, he came to Beijing for a long time with hundreds of dollars. My friend helped him find a smuggling live in a Sichuan wine building, package to be packaged, a monthly salary of 250 yuan. He has worked very seriously, washing dishes, cut vegetables and cleansing, etc. A few months later, the boss made him a full-time cutting, and the salary rose to 800 yuan. After a year of the restaurant, I feel that I am busy every day, there is no future future, Hu Wenjun is born to find another idea. However, what new job should I find? He thinks, its own degree is not high, no Beijing account, can only find a job that is not high for hardware requirements. If you still make a lot of money, you can't move ... He wants to go, feel that sales is best for you to develop. Just, his character is more introverted, not good at communicating with people, how can I adapt to dry sales? But he turned to think that character can change, and the eloquence is also able to exercise. The idea must be, Hu Wenjun began to pay attention to the advertisement of the recruits. One day in July 1997, he encountered a real estate agent in the talent market to recruit a salesman, discovered that the company did not request the account, academic qualifications, and experience, immediately squeezed forward, actually being admitted. But after entering the company, he knows that it is a single service, not a salesman, a basic salary is only 300 yuan, and it is not included. If you make a business, there is a little commission. This is very difficult to support himself in Beijing, but he thinks: It's also to sell it with sales, do it first! His new job is to send advertising orders in some high income people such as restaurants, parking lots, nightclubs and office buildings. Just beginning, he is full of strength, very exciting, every morning, 6 o'clock, go out at 12 o'clock in the evening. But when he posted a single, he was still very embarrassed, he was embarrassed to see the other party's eyes, it was very inferior. At that time, it was in the summer, standing on the martyrry day, and worked in the body for a while. In less than a week, his face dried down.
He has been desperate for 3 months, and the list of orders that sent it, the more information is the most, but there is no single business to succeed, which makes him very depressed. In this way, when you drift to the 4th month, Hu Wenjun was discouraged. He said to the supervisor can't do this. The supervisor comforted him: "You have been very clear in these few months, there is indeed a bad ingredient in it, but your efforts are not all invalid, some of your customers are talking, Do you do it? "Sure enough, after a week, two customers who were attracted by Hu Wenjun were purchased a house. He got the commission for the first time, although only hundreds of dollars in the district, but the biggest encouragement for him! This matter is very touched by him, letting him understand the first truth of doing a good job: only insist on achieving the final success! Since then, Hu Wenjun gradually changed the shy personality, and boldly. Sometimes, I am holding a traffic jam. He even gave the advertising owner who was blocked. The couple said and said: "When you are a dislike, take a look." Paying always returned, he The list of lists has always been the most, and the traffic discussing is also gradually increased ... upgrade the secret: Do not easily hop the temptation, the company will promote Hu Wenjun to the salesman, this means He can talk directly to our customers. After more than 10 days of training, Hu Wenjun began to take a new position. The company sold at the time is a Jinyu Building, which is a high-end office building in Western Third Ring, worth $ 2,000 per square meter. Friends I heard that he did a salesman, very envious, saying like this high-end room, selling a set, you can get the considerable commission, less than a few thousand yuan, more than 20,000 yuan. Hu Wenjun is also secretly happy, thinking that you can make a score. However, two months have passed, but he did not sell a set of rooms. He knows that it is not easy after entering this area! In March 1998, Beijing Hongshi Company (now renamed SOHO (China) Co., Ltd.) Chairman Pan Shiyi is ready to launch this real estate in Soho Modern City. When he set up a sales department, he looked at all employees of Hu Wenjun's company. So Hu Wenjun's company, the company has settled to SOHO. It is also a few days, Hu Wenjun still does not have a customer. He is anxious, with a few sending a single madness to the outside. Finally, one day, the list sent out has feedback, one customer comes to "Mr. Hu". Hu Wenjun was half-ginseng, and I am happy to have a customer, but I don't know how to talk to my customers! He is nervous, his face is red, his hand sweating, but in addition to simply introducing the property, he doesn't know what to say. Customers ask some policies, investment problems, he can't answer, you can only look at each other, silly look at each other. As a result, the customer was disappointed ... a colleague saw this scene, quietly said to others: "People like Hu Wenjun can sell the house, it is really hitting the ghost!" This is to him in his ears. " It makes him uncomfortable for several days. I know that I have been away from a qualified salesman, Hu Wenjun understands a truth: people, know the shame and then brave! He began working hard to communicate skills. In view of your usual personality, you don't dare to talk to strangers. When he is on the order, force himself to talk to pedestrians on the street, introduce the property. He first said that his head said, and later, he looked at someone else. Two months later, he found that his ability to speaking has improved a lot. One day, Hu Wenjun took a bunch of mail to send a bill.
In the door of Poly Building, a person holding a box, where to listen to him, a bar of Sanlitun. These places Hu Wenjun will go to the form, very familiar, so he tried to tell each other. But the other party seems to have not heard it, Hu Wenjun is anxious, simply leading him, and help him holding the box, and sent him to the door of the bar. When I farewell, Hu Wenjun shunned a leaflet to him. When the man saw it, I was actually very interested. I took the initiative to find Hu Wenjun on the next day. After Hu Wenjun looked at the property, he immediately decided to buy two sets of rooms and said, "I usually bother others to sell things to me. But you are different, you are simple, helping others, trustworthy, so I believe You. "After this is talking, Hu Wenjun has earned the first commission since the birth: 10,000 yuan. When I got the money, his hand was moving. This is not just because he earned so much money for the first time, it is more important that he knows yourself! Things are not always smooth. Despite the achievement of zero breakthrough, Hu Wenjun's achievements are not very good, he can only sell one or two rooms every month, and still belong to a relatively poor salesman. In August 1998, Pan Shiyi believed that the advertisement had damaged real estate and corporate image, decided to cancel a single system, and recruited a number of experienced salespersons, forming 5 sales groups, and taking the last elimination system. Calculate a season in a quarter, it is necessary to be eliminated after the ranking. According to this regulation, Hu Wenjun is in the edge of elimination. He feels that the pressure is extremely poor, often tone all night. He is in a hurry to chase the customer every day. If you keep calling our customers a day later, some customers don't dare to pick it up by his phone ... There are a lot of effort, and it is still not very good. This makes him finally realize that he is hard to fight, but also to take some sales skills. Therefore, when the experienced salesman exchanges with the customer, he sat next to listening carefully, listening to how they introduce the property, how to close the distance from the customer. Later, he also bought a lot of books on marketing skills to learn. Going home every day, he will read the book seriously, and the sleep time of every day has never been more than 5 hours. Because of the hardship, the vision was seriously damaged, he once told 1.5 vision, it became less than 0.8, have to wear glasses ... Take the time, Hu Wenjun has made very fast. He began to understand how to grasp the psychology of our customers, accurately judge the needs of customers, strength, and have a targetedness every time with customers. As a result, it is often possible to win the trust of the customer, the transaction rate is greatly improved, and his performance begins steadily. In August 1999, the company had a major event that shocked the whole country: Beijing family and modern city positioning similar real estate to company excavation, promised to give twice the current treatment, causing a large number of people to hop. The other party also found Hu Wenjun, asking him to pass. Hu Wenjun analyzed the situation: The other party excuses people, and will definitely be a large number of elites. Although I have touched some doorways, it is still very "tender", even if the hopping is also difficult to go. If you stay, a situation is familiar, and the second elite is going to give your own chance to the mountain dew; and he believes that in the same situation, the company will definitely believe in loyal employees. So he declined the invitation of the other party. There is no effort to Hu Wenjun, "excavation incident" has caused a lot of impact on Pan Shiyi, and the talents are extremely lacking, and the people who have left have become a top beam column. Hu Wenjun, who has been two years of experience, immediately stood out, and the performance immediately flew, and he jumped to the forefront.
From this matter, he summed up a truth: blindly hopping, will only lose loyalty to the supplier unit, and loyal to the company, in fact, it is to maintain the conditions created by yourself, thereby providing an opportunity for future improvement! Can be able to get it, the way of success has never been flattering and learning. This is the motto that Hu Wenjun has always warned himself to remember. So, despite the growing performance, the ability is enhanced every day, but he always reminds yourself: I have a thin culture, no matter which level, you can't relax! In this concept of incentive, he likes to give an anti-three in any matter, even more humbly, and the long-term extension, and the business capability is greatly improved. One day, Hu Wenjun received a customer. This customer did not have a strong financial strength, and he hesitated between buy and not buy. So Hu Wenjun put the situation of Beijing's real estate market, SOHO Modern City, and the surrounding real estate, and made a detailed investment return program: how to buy, rents How much can you reach, what is risky, how to avoid it, bring this customer to the property, introduce the person who bought a house, let customers experience it. Customers feel that he is very real, and it is very tempting, so decisive decisions. Later, this customer introduced his own friends and bought a set of rooms. Hu Wenjun also learned the customer management, the client in the handles for a long time, short types of short-term. For short-term customers, he concentrates on the road; often contacts the medium and long-term customers, but there is not much energy. In this way, his targeted is strong, and efficiency is greatly improved. One of his customers want to buy a writing building, and see it in Beijing, and I don't have ideas. After Hu Wenjun, he helped the customer a report in Beijing almost and Soho, and analyzed the characteristics of each property in detail, and tell him where the cost-effective advantage of Soho Modern City. After the customer saw, I decided to buy a large office building in Soho Modern City. This order is 20 million yuan ... At the end of 2002, in the fourth season, Hu Wenjun's sales reached 60 million yuan, ranked first in nearly 100 salesmen. According to the company's regulations, sales performance enters the top five people to campaign sales deputy director. So he decided to try it. As a result, he succeeded. A junior high school graduate became the deputy director of sales of the most famous real estate company in the country! This is both shocked, and Hu Wenjun is excited. The deputy director of sales is a very important location in the company. It is necessary to participate in the management and conduct coordination of various departments, and put the company's decision-making, but also to reflect the situation of the first line to the company's decision-making layer. In order to develop more practical policies. In particular, he is also facing great risks and test: I used to manage myself, and now he must bring the team. If the end of the season, he has the name of the group name, he will be eliminated, from the deputy director fall into ordinary salesperson! How did Hu Wenjun have not thought that the first season ends, the sales group he led is in the last one! When you know this news, his heart is cold. His vice president "throne" has not been sitting, it is withdrawn! Many people who have been revoked for deputy chief supervision positions have chosen to leave, because they have no faces to go to a general sales staff.
