I am a city girl and only a working family, but I grew up with the love of my parents and never suffered anything. I talked about a foreign country when I was in college.

The road to success of Japanese sales goddess

In the global life insurance industry, when it comes to the sales performance of life insurance, people often say that "there are Ben Feldman in the west and Chai Tian and Zi in the east", which is a great praise for my achievements and a relief for us orientals. Life insurance business in western countries started earlier, and the sales performance and skills of life insurance are more mature. Before I entered MDRT, no Japanese qualified for membership. From 65438 to 0988, he won the triple crown of Japanese life insurance marketing for nine consecutive years and was awarded the Guinness World Record published that year. 1989, 1990 served as the president of the annual "Million Round Table".

Fast tracking

Promotion is a very studious industry. It doesn't need much professional knowledge, but it's an industry for smart people. It is not enough to rely solely on hard work. Nowadays, the popular books describing successful marketing experience are all painstaking in order to promote insurance, and even lower their dignity, so as to impress others. However, for me, I have no similar experience at all. In fact, people who are really successful in the field of promotion should not have suffered many setbacks.

/kloc-0 entered the "First Life" Shinjuku branch in March, 1970, when he was 3 1 year old. My husband is a working class and has two children at home, only 1 year old and over 2 years old respectively. Now everyone calls me the marketing queen of "Japan first, the world first". Actually, I was cheated into the insurance industry.

Be tricked into the water

Before I entered the insurance industry, I never thought about taking insurance as a career. Compared with other occupations, the insurance industry at that time was always regarded as a widow's job, a worthless person and a person without other advantages. I don't like this job at all. In addition, before having children, I did well in other enterprises. One day, my cousin took her friend who was a salesman in First Life to play at home. The salesman originally wanted to persuade my cousin to be an insurance salesman, and my cousin is really a good salesman. At that time, her achievements in promoting cosmetics were among the best in the country. Unfortunately, however, she registered a part-time job with other insurance companies, and the object of wooing turned to me. So, under the leadership of my cousin, they came home with the sign of "playing" to persuade me to join the club.

At that time, the children were still young, and I didn't like marketing insurance. Besides, I still have a skill, and I won't be reduced to selling insurance. Therefore, I bluntly declined the suggestion of being an insurance salesman. But when she knew that I was qualified to do Japanese typing and abacus, she changed her mind and said, "Because we are also recruiting clerks, otherwise you should not apply for a salesman and be a clerk." And it is said that the monthly salary is as high as 65438+ million yen. "I didn't know that this was just a strategy of the salesman, and I was still very excited. You don't have to do things you hate, but you can still achieve high income and flexible working hours. This is really a "pie falling from the sky". You know, a monthly salary of 1970 yen can be said to be a very generous condition. At that time, the starting salary of college graduates was only 35,000 yen, so they could work flexibly. If it were now, I would certainly scoff at these untrue words, but at that time I really thought I had made good luck and dragged my husband and children to the interview.

The result of the interview was that the company was hired as an insurance salesman. However, if individuals hate selling, they can only do calculations. The calculation of insurance companies is also relatively simple for me, mainly the calculation of enterprise annuity and group term insurance. So I decided to work in this company. However, when I went to work in the company happily, I found that there was no calculation work at all.

On the fourth day of work, I was informed that I would take the salesman's primary course exam. At this moment, I suddenly realized that everything was a scam. What the company wants is not a clerk with Japanese typing or abacus ability at all, but an insurance salesman. What should I do, change my job or take a job I don't want? For others, they may blame the company. Or simply dance badly, some want to have a temporary shelter, muddle along, complain that others don't keep their promises, and have a miserable life every day.

For me, after a short period of thinking, I feel that since things have evolved to this point, instead of passive work, it is better to face it correctly and turn my insurance into my dream job. This mentality of mine really helped me a lot. "Don't worry, don't worry, when you come, you will be safe." I am not eager for success, but I am persistent and full of expectations for everything.

I am eager to own my own house.

I quickly adjusted my mentality. Besides my positive attitude towards work and life, there is another secret, that is, I am eager to own my own house. As for insurance promotion, I imagine it may be an opportunity given to me by God. If I make good use of it, I may realize my dream of owning a new house.

People say love is blind, which is true. My husband and I have no better understanding of marriage than others. We thought that as long as there was love, we could break through all difficulties and get married. However, we didn't think about things after marriage. In fact, marriage is a very realistic thing, and love alone can't make a living.

My husband and I met when we were working in the same company. We used to work in "Sanyang Chamber of Commerce", and he was also my subordinate. When we decided to get married, we were faced with the fact that someone had to leave the company. This is an unwritten rule in Japan that couples can't work in the same company. Because I am very capable in the company, the company wants me to stay, so Mr. Wang has to find another way. After we had children, I quit my job and concentrated on being a housewife at home, so our life can only be maintained by his salary, which is only half of mine. It is conceivable that our family of four is squeezed into two rental houses with only six tatami sheets and three tatami sheets, and life will never be comfortable. Compared with the 1990s, the whole Japanese society in the 1960s was very poor, and our life was very poor, because our husband was the only one to support us.

In fact, what worries me most is my mother. Since her father 1947 died, she has supported this family by herself and brought us up. After giving birth to a child, my brother gets married, which can be said to be something my mother has been thinking about. Sister-in-law is from Osaka, a professional woman with strong ability and high income, which can meet the expenses of a family. However, there is a huge difference between her and her mother in their thoughts and lifestyles, which is not only a generation gap, but more importantly, the disagreement caused by their growth history and family background will inevitably lead to mutual opposition. Although the mother is virtuous and patient, it is difficult for her to live in her brother's house. Mother and sister-in-law are both strong women with strong personalities, so the problem is not easy to solve.

After my father died, although my mother raised us alone, the role of my eldest brother can not be ignored. At that time, although I felt poor, I didn't feel pressure. And eldest brother has felt the burden of life and helped his mother do what he can. Mom always feels that Big Brother has suffered much more than we do, so she always feels guilty about Big Brother, so she can endure anything for Big Brother's sake. All this, although I was not particularly clear when I left home, I could feel my mother's inner suffering. So I've always wanted to take my mother over. On the one hand, I want her to leave the place where she doesn't want to stay. On the other hand, I want her to enjoy her family after a lifetime of suffering. I can also go out and find a job. However, if you think about it carefully, there are only two small houses for rent. Where is there a place for my mother to live? Therefore, I have a strong desire to have a house of my own, so that I can live with my mother and live with my mother who has suffered a lot as soon as possible. This desire supports me to join in marketing.

Of course, this is a difficult decision for a person like me with a baby in her arms and in a bad environment. That's how I got into the business. In other words, I started a long marketing journey for my mother, my husband and my two daughters.

Terrible minister

Maybe God is testing my endurance. When I entered the company, the first thing I met was a grumpy and eccentric boss.

During the five years from entering this company to the retirement of my boss, I can remember his face on a sunny day. And I have always been at a loss about this boss. Every time I open the door and step into the office, I hear him shout, "How can you step into the office with your right foot first?" He will let you walk into the office again from the outside. If the person being yelled at feels puzzled, ask him, "Why do you want to enter the office with your left foot first?" At this time, he will feel that his authority is questioned, and he will be even more angry and shout, "Are you going to rebel?" If you don't say anything at this time, he will say that you are "silent in protest". I was in a dilemma many times because he was not allowed to ask questions. Sometimes I ask him for advice because I don't know what to do, and he immediately scolds me. In this way, even though I have suffered and been bullied since I was a child, I feel very strong and cry three days a week.

The minister is a crazy giant baseball fan. Every time the giant loses, the next day, his temper is particularly bad, and the way of losing his temper is particularly bad. So every time he is defeated by the giants, he will constantly find fault to vent his resentment. However, if the Giants win, not only he, but also we will be happy, because we don't have to worry about being picked on by him at this time, and the atmosphere in the office will become active. He will smile for several days in a row and will take the initiative to sympathize with your hard work. Surprisingly, he is completely different from the day before. Besides, our minister will treat me to noodles or coffee. I may be afraid to avoid others, but I can still accept them, which is quite praised by the minister. Maybe lonely people need to understand more. Because the Giants were quite strong at that time, and the team also concentrated on famous stars such as Hirooka, Long Island Jae-xiong and Wang Zhenzhi, the chances of the Giants winning were quite high. And I also have a slightly relaxed environment.

My secretary is also a neat freak. Every time he calls, he wipes the receiver with alcohol. In this way, in the insurance company, I live a strange atmosphere every day.

However, it is not that he has no way to deal with it. He "eats soft rice instead of hard rice." If when he accuses you, whether it is right or wrong, as long as you immediately admit your mistake and apologize, then no matter how stormy and angry he was before, it will be over soon.

Knowing this trick, whenever I meet him in the future, I will yell, "What's the matter? ! "I will respond immediately and say" Yes-". I was wrong! ! ""I'm very sorry-"and so on, just like a conditioned reflex.

The whole five years have been spent under the orders of the branch minister, that is to say, lectures will be held at the beginning, and customers will run away at the beginning. Sometimes even if I have an appointment with a client, he says, "I'm going to give a lecture today, and I'm not allowed to go-"so I have to obey orders and cancel the appointment. Anyway, my job at that time was really a mess.

There are countless anecdotes about the branch minister, but in a word, he is a terrible person. When I entered the company, the branch director was 55 years old, and there were still five years to retire. I followed him for these five years. The reason why I can get along with him for five years is probably because of my daddy complex. My father died when I was in the fourth grade of primary school. If my father were still here, he would be about his age, maybe as eccentric as him. I feel sorry for him when I think of this! So I decided that no matter what he did to me, I would be fine as long as I endured it myself. I can't hate him as long as I associate him with my father. I always feel sorry to think that my father will be forced to leave the company because of this stupid thing. How miserable the father who lost his job and his children will be. So I decided to put up with it.

However, what is lost will be gained. Although the behavior of the branch minister is strange, it is very rare for business and education staff. His lectures are all one-on-one, and the most memorable thing is his razor-sharp thinking. The experience he taught me is of great reference value; In addition, he stared at me every minute and forbade me to be lazy, so I naturally worked extra hard. It can be said that that time laid a solid foundation for my current success. When my branch director retired, my sales performance had reached "Tokyo No.1".

Practice cheating and win 30 million

In my second month in the company, "First Life" opened a "training class for women" for the first time. I became the first student and received a month-long special training in the institute. The workshop mainly teaches courses such as "How to visit strange potential customers without an appointment, that is, how to deal with strange visits and rejections", which are constantly taught and tested every day.

For example, when customers question that "insurance can't keep up with inflation", they should retort: "I have no opinion on this, but isn't it strange to blame the insurance company for the decline in insurance value?" It's your own fault that you don't increase the insurance coverage with inflation, not mine! "

The theory I learned from the class made me feel refreshed, and I constantly had new experiences and understandings. Gradually, I can arm myself with theory. Through this study, I recorded all these standard statements about the insurance industry, and then thoroughly reviewed and consolidated them, which made me actively think about the question of "what is insurance" and combine it with my original practice, so as to further understand how to promote insurance and protect my own interests and self-esteem, which is of great benefit to my later insurance promotion work.

The "strange visit" mentioned above is a sales promotion method of meeting strangers without making an appointment or calling. However, the chances of success in visiting strangers are very low. For me, the chance of success in this way is zero. During the training and study, I once visited 17 customers for half a day, but I got nothing and couldn't get the contract at all. The main reason is that people are too wary of strange visitors and tired of disturbing their normal life. It's my usual practice not to work for nothing. However, I won 30 million yen for a strange visit, which became a case of strange visits by professors. What I declare now is that this case is actually false.

That's the area where I was assigned to visit strangers. The company called it Area A, and asked me to sign an insurance contract from Area A during my training and study. So I set out to visit somewhere in area A.

Because that was a current customer of the club I served before I entered the "First Life", I called my former company before I left and asked the president to call the other party to say hello. The result is very satisfactory. I signed back a contract of 30 million yen in one breath. At that time, the contract was 500,000 yen,/kloc-0,000,000 yen, which would not exceed 3 million yen at most, so 30 million yen was a large number.

Birkatz

ea3c 022 b 15 aded 4 1728 c 290 a3 eee 2 13b & amp； p = 882 a 9645 cddd 1 CFC 57 e 9 de 295457 & amp； User = Baidu

As the head of "UR" and "Recommend Coach International Training Institutions", Bill Katz is recognized as an expert in improving performance through high-quality recommendations from members and speakers of the American Professional Sales Association.

Based on twenty years' experience in sales, Bill Katz knows how to win and retain customers. & lt Market Diversification >> The book records his successful experience, and he will introduce the marketing system in an easy-to-understand way and explain it in detail, making this book a five-star bestseller in Amazon's online bookstore list.

Yuan

Maybe there are still many people who don't know who Yuan is, but he is a well-known figure in Japanese life insurance. There are nearly one million life insurance employees in Japan. Many people don't know the names of the general managers of 20 life insurance companies in Japan, but no one knows Yuan. His life is full of legend, from an incorrigible small Pacific insurance to a "selling god" of Japanese insurance industry for 15 years. When he was poorest, he didn't even have the money to take the bus, but in the end, he finally achieved his career with his perseverance.

A little man who has suffered a lot.

1904, Yuan was born in Nagano Prefecture, Japan. His family is well-off, and his father is highly respected and enthusiastic about official duties. Therefore, he held several important positions in the village, helping villagers solve problems and was deeply respected.

Yuan is the oldest in the family. He is short and fat and is loved by his parents. Perhaps because he was spoiled, Yuan was very naughty since he was a child. He doesn't like reading, likes to be naughty, play tricks on others, and even often fights with children in the village. Even the teacher taught him, and he stabbed the teacher with a knife. His parents are really helpless to him.

At the age of 23, Yuan left his hometown and went to Tokyo to make a name for himself. My first job was in sales, but I met a liar and ran away with the deposit and membership fee. To this end, Yuan was in trouble.

March 27th was an extraordinary day for Yuan, who had accomplished nothing. 27-year-old Yuan walked into the recruitment site of Meiji Insurance Company with his resume. A senior expert who has just returned from studying sales promotion in America is an examiner. He glanced at the "guy" in front of him who was only 145 cm tall and weighed 50 kg, and slammed out: "You are not qualified."

Yuan was startled. After a long time, he woke up and stammered, "What ... what do you think?"

The examiner said contemptuously, "to tell you the truth, it is difficult to sell insurance." You are not fit to do this at all. "

Yuan was angered. He looked up and said, "What standards do you need to meet before you can enter your company?"

"per person per month 10000 yuan."

"Can everyone finish this number?"

"Of course."

Yuan Yi's indomitable spirit came up. He angrily said, "In this case, I can also achieve 10000 yuan."

The examiner gave Yuan a contemptuous stare and laughed.

Yuan "dared" to promise to sell 10000 yuan a month, but he didn't get the favor of the examiner and reluctantly became a "trainee salesman". Without a desk and salary, he is often regarded as a "page boy" by old salesmen. In the first seven months of sales, he didn't even get a penny of insurance, and of course he didn't get a penny of salary. In order to save money, he had to go to work by tram, eat at noon and sleep on a park bench at night.

However, all this did not make Yuan flinch. He took the humiliation of the day of job hunting as a whip, constantly "flogging" himself, running around all day and working hard. In order not to relax himself at all, he often shouts to himself in the mirror: "This world is unique, with superhuman perseverance and strong fighting spirit. All the ups and downs are temporary. I must succeed. I will succeed. " He knows that at this time he is not just selling insurance, he is selling himself. He wants to prove to the world: "I am a salesman."

He is still full of energy, getting up at 5 o'clock every morning and walking to work from home. He greeted passers-by with a smile all the way. A gentleman often saw him happy and infected, so he invited him to have breakfast. Although he was starving, he politely refused. When he learned that he was a salesman of an insurance company, the gentleman said, "Since you are not honored to have dinner with me, I will vote for you!" " "He finally signed the first insurance policy in his life. What surprised him even more was that this gentleman was the owner of a big hotel and helped him introduce many businesses.

From this day on, Yuan's work performance began to soar. By the end of the year, he achieved 654.38+68 million yen in nine months, far exceeding the promise at that time. Colleagues in the company immediately looked at him with new eyes. At this moment, Yuan's success made him burst into tears. He said to himself, "Yuan, you did a good job, you poor boy who didn't eat lunch, didn't take the bus and lived in the park. You did a good job!"

Grow in progress

1936, Yuan's sales performance ranked first in the company, but he was still very enthusiastic about his work, so he was not satisfied. He conceived a bold and unconventional sales plan and asked the chairman of the insurance company for a "letter of recommendation" to introduce the senior staff of large Japanese enterprises, so as to promote insurance business on a large scale and at a high level. Because Mr. Tian is not only the chairman of Meiji Insurance Company, but also the president of Mitsubishi Bank and the chairman of Mitsubishi Corporation, and he is the veritable highest person in charge of the entire Mitsubishi consortium. Through him, Yuan's insurance business can penetrate not only all organizations of Mitsubishi, but also all the most representative large enterprises related to Mitsubishi.

However, Yuan doesn't know that insurance companies have long been strictly observed: all senior personnel who come to work in Meiji from Mitsubishi will never introduce insurance customers, including Chairman Tanida.

Yuan was fidgety about this breakthrough idea. He gritted his teeth and vowed to realize his marketing plan. He confidently pushed open the door of Mr. Abe, the company's managing director in charge of sales promotion, and asked him to ask for a "recommendation letter" from Chairman Tian Tian. After hearing Yuan's plan, Abe wait for a while stared at Yuan without speaking. After a long time, Abe slowly spoke out the company's agreement and rejected Yuan's request. Yuan refused to give in and asked, "Managing Director, can you go to the chairman yourself and make a request face to face?" Abe's eyes widened. After a long silence, he said five words: "Let's try." With that, he sent Yuan out with an indescribable smile.

After waiting for a few days, I finally received an appointment notice. Yuan Xing rushed to the headquarters of Mitsubishi Consortium, and layers of checkpoints and long waiting consumed most of Yuan's excitement. He fell tired on the sofa and fell asleep. I don't know how long it took, but Yuan poked him on the shoulder a few times. He woke up in shock and faced the chairman in panic. Tanita shouted, "What can I do for you?" Yuan, who was unconscious, was immediately scared and almost speechless. After thinking for a while, he stammered out his promotion plan. He just said, "I want you to introduce me …" He was interrupted by Tian: "What? Do you think I will introduce insurance? "

Before Yuan came, he thought that the request was rejected and prepared a set of rebuttals, but he never expected that Tian Tian would contemptuously describe the insurance business as "this thing." He was angered and shouted, "You bastard." Then he took a step forward, and Tian Tian hurriedly took a step back. "You just said insurance, right? Didn't the company always educate us to say' insurance is right'? Are you still the chairman of the company? I will go back to the company and spread what you said to all my colleagues. " Yuan said and turned to leave.

An unknown shop assistant dared to contradict and berate the high-ranking chairman, which made Gu Tian very angry, but he had to seriously consider the subtext of "wait and see" in the shop assistant's words.

When Yuan walked out of Mitsubishi Building, his heart was not calm. His plan was rejected and he felt angry and disappointed. When he returned to the insurance company helplessly, he told Abe what had happened. He was about to resign when the phone rang. It was Tanita. He told Abe that Yuan had just added harsh words to himself. He was angry, but after Yuan left, he thought twice. Tian Tian went on to say: "The previous agreement of the insurance company is indeed biased. Yuan's plan is correct. We are also senior employees of insurance companies, so we should contribute to the company and help expand our business. Let's get insurance. "

Put the phone down, Tian Tian immediately convened an interim board meeting. At the meeting, it was decided that all Mitsubishi related enterprises must invest all their pensions in Meiji Company as insurance money. The refutation of Yuan not only won the respect of the Chairman, but also won the Chairman's full support in the future. He gradually realized his grand plan: set a record of the first sales volume in Japan in three years, and continued to be the national sales champion in 15 years after the age of 43, and the sales volume in 17 years was one million dollars.

1962 was specially awarded the "Fourth-class Little Sunrise Medal" by the Japanese government. It is rare to win this honor in Japan. Even Japanese Prime Minister Fukuda Takeo at that time was envious. He sighed in public: "As the Prime Minister, I only won the Fifth Medal of the Rising Sun." 1964 American international association, the world authority, awarded the highest honor to global salesmen, such as the academy award, in recognition of their achievements in the sales promotion industry. He is a lifelong director of Meiji Insurance and the highest consultant in the industry. It's really a success!

"god of sales promotion"

Although Yuan Yi is famous, he doesn't want to stop and go on working. His wife complained, "With our present savings, we can enjoy it for life and have no worries about food and clothing. Why do we have to work so hard every day? "

Yuan disapprovingly replied: "This is not a question of whether there is food to eat, but because there is a fire burning in my heart, and this indomitable fire works in my body."

Yuan used his life's practice to write the skills that a great salesperson and an excellent salesperson should possess. He wants to tell these skills to every ordinary person and everyone who is about to succeed. To this end, he delivered speeches all over the world to spread his thoughts.

He held the "Yuan Criticism Meeting" regularly for six consecutive years to listen to everyone's opinions, review himself and improve himself.

He insisted on going to famous temples in Japan every week to listen to the meditation of Yoshida Katsumi and Master Ito Daohai to improve his self-cultivation.

He has detailed and clear questionnaires for each customer and established classified files.

He divided 39 kinds of laughter and practiced hard in front of the mirror. He once used 30 kinds of smiles when dealing with an extremely stubborn guest. His smile is known as "a million dollar smile".

He has strong perseverance and belief. In order to win a big customer, he made persistent efforts to succeed after 70 failed home visits in three years and eight months.

In the history of Yuan's struggle, the three good principles, that is, social kindness, Buddha kindness and customer kindness, are most admired by life insurance salesmen.

Yuan is a salesman of Mingzhi Insurance Company. Today, he can become an insurance giant and be honored as "the God of Marketing". He is not arrogant, but he is humble and eager to thank the company for training him. Without the company, there would be no him today. Yuan respects the company very much and dares not go in the direction of the company at night. This is "social kindness".

Yuan Yisheng's growth process, in addition to his efforts, there are outstanding contributions from Chairman Tian Tian and Director Abe. However, in his heart, he is most grateful to the first teachers, Master Yoshida Katsumi and Master Ito Daohai. Without their words and guidance, maybe Yuan is just a pawn in the promotion! This is "Wen".

Speaking of "Keen", we thank the customers who participated. Only by being grateful to every customer can we provide meticulous service to customers. According to Yuan, except for 10% of his income for his own use, the rest was given back to the company and customers.

It is under the guidance of these three principles that Yuan has made so many achievements. Promotion is a lonely road, and it is far more supercilious and cold-shouldered than other industries. However, the unique Yuan walked through this thorny road with his sweat, diligence, resilience and patience, creating a miracle of the world and becoming the "god of sales promotion" admired by everyone. This spirit is worth learning and admiring by all future generations!

For more information, please refer to Resources.