If a person's promises to himself are often not fulfilled, but he is kind and friendly to others, what kind of person is he?

People engaged in work should devote themselves to personal and career development, because life will only change with self-change, and only by continuous learning can we firmly stand in this society. Therefore, in order to become a top person, the first thing you must learn is how to keep a positive attitude.

[ Learn a positive attitude ]

Before I entered the industry, I worked as a car-stopping woman in a cotton mill for six years, and then I passed the adult college entrance examination and went to Guangxi University for two years. I remember when I graduated from college in 26, I went to Guangxi Wantong to apply for a job. At that time, Guangxi Wantong had just been established, and the recruitment said that only one marketing person was required, requiring a bachelor degree or above and under 26 years old. At that time, I was 28 years old and only had a diploma from a junior college. I didn't meet these two requirements. But I am very confident. I think I can do it. No matter what the conditions, I will apply first. After entering Wantong, the boss who interviewed me at that time said that there were many people with better basic conditions than me. Because I was very confident and natural, I decided to admit me, and many people thought I was very lucky. In fact, I personally think that the opportunity is won by yourself, and it is fair to everyone. The key is whether you have the confidence to seize it.

in the course of my work, I found that this industry involves a wide range and is very challenging. I set myself a goal to lay the foundation in five years. After five years, I won't be a staff member. After having the goal, I strengthened my professional knowledge and theoretical knowledge by taking the adult college entrance examination again and reading the business management correspondence course for three years.

My first "Wantong Sky" project is in the old city of Nanning, which is a place where the three religions and nine streams are most concentrated. Many people in the industry are not optimistic about building a residential area in that place. In order to locate the project more accurately, we have done a lot of field surveys, including competitor surveys and customer surveys. At that time, when our boss asked me to do a competitor survey, he didn't tell me how to do it. Unlike today, he asked people to pick the plate, had a fixed survey form, knew what to know, and gave them training and explanation before picking the plate. The boss just told me that you should go and see what is near our project and give me the investigation report 1 days later. At that time, I was the only soldier, and no one taught me. Two days later, I still didn't know how to do it. I was so anxious that I almost cried, so I asked my friend to teach me. He told me that he didn't understand it either, and suggested that I go to other departments to gawk every day. I don't think anyone can help me, and it's no use crying. On the third day, I went to a Ministry called "Jinming Building" project for a whole day. Through a day's observation, I saw how the young lady went to the building, what kind of people came to the building, and what information she learned, such as price and scale, which was very rewarding. I also made friends with colleagues through communication with staff, which benefited me a lot. In fact, it's not as simple as going to get some information from each disk, but more important is to observe with your heart, so that you can truly understand the advantages and disadvantages of each disk and have a deep understanding of competitors. In the process of doing customer survey, I went door to door to visit and actively communicate with customers. For customers who are interested in buying, I recorded them in a notebook and kept in touch with customers once a month. Although the customer survey is hard, I have accumulated many potential customers. My personal performance at that time accounted for 2/3 of the total project. It took me only three years to achieve my goal, and I became the department manager and property manager of Vantone.

Therefore, a positive attitude is an expectation and commitment to yourself, which determines your life direction, determines your work goals, and correctly views and evaluates your abilities. What kind of person you think you are is very important. For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic and aggressive person. This is the image of self.

A person with a positive attitude believes that he always says to himself with a smile when he gets up every morning. "I'm in a good mood today. I'm very happy. I will talk to many customers today. I believe I can solve some problems for them or dispel their doubts. I will make a deal"; "As long as I work hard, I believe I can make a deal today, and my performance is the best"; This is his affirmation of himself.

[ Cultivate your affinity ]

Affinity is the ability of people to communicate with customers. The nature of personnel's work is to deal directly with customers face to face. How to better communicate with customers and let them recognize you must be achieved by standardizing your words and deeds.

In the process of communication, language is a bridge. For personnel, language should be an art of socializing and communication. Not only should we pay attention to expressions, attitudes and words, but we should also pay attention to ways and methods and abide by language etiquette, which is a "lubricant" for successfully achieving communication results.

In interpersonal communication, more than 8% of information is conveyed by the silent "second language" of manners. Behavior is a kind of "language" that does not speak, including people's standing posture, sitting posture, expression and various movements displayed by the body. A look, an expression, a tiny gesture and posture can all convey important information. A person's behavior reflects his level of accomplishment, education and trustworthiness. In interpersonal relationships, it is the starting point for shaping a good personal image, and more importantly, it shows the cultural spirit as a whole to the outside world while embodying his personal image.

Language manners are not born, nor are graceful manners. These are all developed through formal training. As long as you practice by yourself for 5 minutes every day, you will naturally develop good gfd, manners and postures, use polite expressions and express your feelings naturally. Only in this way can the trained personnel have affinity.

[ Improve your professional level ]

The particularity of products requires personnel to have deep product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis of self-confidence and the guarantee of skills.

Mastering product knowledge is the first step in sales promotion. You have a good attitude and self-confidence, but you don't know anything about the product knowledge. When customers ask you about features, prices, standards, etc., you will not recommend it at all.

as we all know, when the new market is on, the consumer demand, such as regional demand, new market, herd mentality, appreciation expectation, ostentation demand, investment benefit and so on, is a period of rapid growth, which usually lasts for about three months, then enters a stable period, and then enters a period of gradual decline after about half a year. Usually, 4% to 6% of the quantity is completed in the period of rapid growth, and 2% to 3% of the quantity should be completed in three or five months after entering a stable period, that is, more than 8% of the performance should be completed within eight months, and more than 9% of the whole quantity should be completed within one year.

When faced with effective demand and effective supply, the personnel can't be effective or efficient. Once the growth and steady period are missed, there will only be a long wait, which is a pity and very passive, especially when there is competition around the sales, and the differentiation is not great, the personnel who know themselves and know each other are the decisive weight to defeat the competitors. The value of goods is relatively high, and many customers often buy bulk goods with their life savings. Therefore, repeated comparison and indecision are common phenomena. When customers are still undecided about the perceived use value after repeated comparison, the success rate will be high if the personnel can explain the customer's purchase demand.

an old customer of my former "Vantone Air" asked me where there is a good school because my son is going to primary school soon. And want to set up a set of children around 5 thousand near the school. At that time, there happened to be a newly-built bilingual kindergarten and primary school next to the "Xiushan" project, and there was the most famous middle school in Nanning-No.3 Middle School nearby, which was very suitable for his needs. However, there were three options in the same area, and Xiushan was the one closest to the primary school and farthest from the middle school. I didn't rush to introduce myself to him, but accompanied the customer to see it plate by plate and made every plate for him. When I arrived near Xiushan, I told him that I am working in Xiushan now. Today, he also saw a lot. How about having a rest at my place? When I passed the school's construction site, I mainly introduced him to the bilingual kindergarten and primary school under construction. The client asked me at that time, why didn't you just introduce me to you? I told him, actually, it's not that I don't want to introduce mine to you. You are my old customer. I just want you not to regret it later, so let you compare more. Besides, although Xiushan is the closest to the primary school, it is far from the food market and there are no other projects near No.3 Middle School, so I don't want to lie to you and let you choose for yourself. At that time, the customer thought I was sincere and paid a deposit in Xiushan on the spot. In fact, in this process, in addition to sincerely thinking about him, I mainly aim at his demand of "buying for his son". In the process of introduction, bilingual kindergartens and primary schools are highlighted, so as to grasp the purchasing psychology of customers, and I can win the recognition of customers and realize it.

Effective personnel should be half experts, who not only have a fundamental understanding of the characteristics of the sold site (taste, culture, planning, landscape, design, style, structure, function, orientation, convenience, price, public facilities, equipment, community management, community culture, etc.), but also have a fundamental understanding of the sold lot, surrounding environment, urban planning, infrastructure and development. More importantly, we have a clear understanding of competitive advantages and can make convincing and appropriate comparisons with competition. In comparison, unprincipled demeaning competitors can easily make customers rebellious. Therefore, it is necessary to seek truth from facts, but also to foster strengths and avoid weaknesses, to provide customers with home ownership advice, so that customers can have trust in you and what you have.

when I was in Xiushan project, I received a famous lawyer in Nanning. At that time, he came to the Ministry, looked at our model and didn't ask questions about the project, so I asked him to sit down. After sitting down, he began to talk about Nanning's various projects. At that time, he asked me what I thought of "Ronghe New Town". I told him that "Ronghe New Town" is a relatively good quality community in Nanning. Although it belongs to an industrial zone in Nanning, it is close to the Yongjiang River, and the pollution is not great. In addition, the community is relatively large and the internal environment is relatively good. Property management is also in place, and enjoys a certain popularity in Nanning, especially in Ronghe New Town, where the price can reach more than RMB/square meter, which is the same as the price of Nanhu Scenic Area, which is recognized as a high-end concentration in Nanning, and it is still doing well. If the government invested in the construction of Yongjiang River embankment this year, Ronghe New Town would not be flooded every year when the flood came. He told me at that time that he preferred Ronghe New Town. He had been to many departments and asked many people, and none praised others like me. After hearing what I said, he should seriously consider whether to go to Ronghe New Town. He asked me again, which project do you think is better than Xiushan and Rong and Xincheng? I said that these two are different in nature, each with its own characteristics, and there is no way to compare them. Our Xiushan is the only mountain scenic spot in Nanning now. At this time, I invited him to visit our staggered floor model. In the room, I introduced him to the characteristics of staggered floors. More importantly, because this plate was built on the mountain, the height difference of the terrain determined that many of our projects were staggered floors. It is a natural patchwork. When you stand in the living room, you will see a three-dimensional landscape with a strong sense of layering outside. This natural feeling is a lot of flat land. Our characteristics attracted customers, and the next day, customers immediately paid the deposit, and the signing was very smooth.

In fact, in this process, when I talked about the project of Ronghe New Town, I already put the disadvantages of Ronghe New Town: it is located in an industrial zone, with high price and low terrain. If it encounters a once-in-a-century flood, it may be flooded, but I just said it in another way, but the customer's feeling is different, and he will think you are more credible. At the same time, in the process of talking with him, I found that he was younger and easier to accept some new things, so I recommended him the wrong floor. Each project has many advantages, but it is not necessary to tell all the advantages to the customer at the time. If all the advantages are told to him, the project will become without advantages. You should learn to grasp the concerns of customers as a breakthrough in the process of communicating with customers, and then you will succeed.

[Empathy ]

1. Altruistic way of thinking

Some people say that "the distance from the customer's pocket to the employee's pocket" is the longest distance in the world, which I think is very appropriate. As long as customers don't pay for it, we will never get it, so how to shorten this distance is very important.

When communicating with customers and getting along with them, we should always think in an "altruistic" way, how to help customers, how to keep them in the best interests, how to make customers feel intimate, how to help customers solve their problems, how to make customers like the products you sell, and how to make customers regard you as friends, instead of just a failed person who always wants to give him the products in the eyes of customers. The altruistic way of thinking allows us to stand on the same front with our customers to solve problems. You are his best comrade-in-arms, not on the opposite side of selling me out.

2. Avoid your own misunderstandings

In the process of work, you often unconsciously fall into your own misunderstandings without knowing it. There are two misunderstandings that we are most likely to fall into, so we must remind ourselves at any time.

one is: when we want to give our customers what we have, do customers really need it? Does he really need it or do we think he needs it? If we think he needs it unilaterally, then the deal may be far away and the chance is slim. Therefore, before facing the customer, how to arouse his "demand consciousness" and how to create their needs are the key points we must pay attention to, because it is absolutely impossible for him to nod and agree to the deal when he doesn't think he needs it. The best child for the customer is the child that the customer has already generated demand, so give priority to the demand and then give it to the customer, not the child before the demand.

the second question is: are our suggestions based on customers' needs, or do we just focus on our own performance completion, and are our suggestions tailored for customers or for ourselves? These two mentalities create different distances between us and our customers. We certainly hope that the bigger the customer's order, the better, and the higher the transaction amount, the better, but the customer's expectation is not the case. Every customer's expectation is to achieve the highest efficiency at the lowest amount. Customers are not stingy with spending money or finding fault, because if we think from another angle, when we decide to spend money, we may be more picky than these complaining customers now. A successful person is a customer problem solver in the eyes of customers, but definitely not a customer problem solver.

3. Give yourself goods successfully

In fact, the most difficult and critical customer in this world is often yourself.