Sure enough, the difference between professionals and non-professionals is reflected in the ability to accept, understand and apply product knowledge.
Fatty Li Ming, a marketing major, and Yu Chang, an art major.
From Li Ming's explanation, Yu Chang realized that the fat man in front of him had a solid foundation of professional knowledge in college. At the same time, despite his humble appearance, he had an innate talent suitable for sales work.
This talent has nothing to do with external appearance.
The external image may make a person's sales journey slow for a certain period of time, but talent and hard work will make a person go far on the sales road. Of course, in the sales world, hard work, perseverance, and persistence are all important factors. In a sense, it is far greater than talent.
In the following evenings and weekends, Yu Chang declined invitations from Li Ming and others to visit various scenic spots in Yuxi, and devoted himself to reviewing and integrating product knowledge.
Yu Chang is not someone who gives up easily. Now that he is aware of the gap, he will work harder. He believes that confusion and inadequacy are only temporary. As long as he works hard and is attentive, the gap between him and Li Ming and others will gradually increase. Zoom out.
Learning is something that accumulates over time and cannot be accomplished overnight, let alone encourage growth. Once you have a clear direction, you will have a goal, confirm your goal, and if you stick to it, you will definitely get something.
Learning product knowledge is indeed quite tedious. You need to learn everything from product performance, specifications, power, indicators, appearance, size, volume, applicable scenarios, etc. There are so many types of products that you have to memorize them. No matter how good your memory is, you will not be able to learn them by rote. It is impossible to write down all the products in a short time.
Therefore, understanding is needed.
The basis of understanding is that you have to fall in love with your product.
The learning method of integrating into the product's applicable environment with understanding, and conducting product selection and configuration through reverse reasoning of the use environment is more effective for Yu Chang.
The company has its own website, which contains almost all series of products, cases, and even plans operated by the company. This provides Yu Chang with a good learning platform.
Sure enough, when the second month of training was concluded, the gap between him and Fatty Li Ming had narrowed significantly, which made the training instructor's eyes light up.
Because of this, Yu Chang and Li Ming secretly worked hard at the beginning of the third month of training.
This was a good kind of competition. Years later, Yu Chang recalled that he still missed the competitive atmosphere at that time. The competition at that time had nothing to do with winning or losing, and had nothing to do with interests. All we thought about was how to thoroughly understand all the knowledge, information, application scenarios, applicable scenarios, etc. related to the product.
In the early stage, the comparison is about who has a more thorough understanding of the product, and in the later stage, the comparison is about who has a more mature use of the product.
Under the competitive atmosphere of Yu Chang and Li Ming, several other people were also affected and rushed to join the competition. As a result, several people quickly understood and mastered the product knowledge and application scenarios of each sector. Applicable scenarios, etc.
In the words of the trainers, they are the fastest, most complete and most in-depth group of students who have mastered product knowledge in history.
However, there is one exception, and this person is Xue Bin. He almost never participates in gatherings of several people, study discussions, leisure activities, etc.
Xue Bin, Yu Chang still doesn't know his true identity, but Xue Bin has the best sales performance among several people for a long time, and he is also the fastest to achieve results.
There is still the last week of the three-month product knowledge training, but the National Day is approaching, so the company decided to put the final product training summary meeting after the National Day.
During the National Day, Yu Chang went back to his hometown to visit his parents. During this period, what Yu Chang did not expect was that he received a message from Chu Ling, asking him to have time to get together in Kunming.
Yu Chang felt that it was no longer necessary. The two of them would eventually go to different worlds. Since both parties had made their choices, it would be the best outcome for both parties to see each other less often or even not at all.
After being together for three years, they were suddenly separated, or even completely separated. Both parties have not been able to fully accept and adapt to it for the time being, but this is the reality. The world of adults does not need others to understand it. Bearing the pain you should bear, being reluctant to let go, regretting... is a kind of practice in itself.
Although I chose to separate and go to different places, and also chose not to see each other, I never thought about completely cutting off contact, at least never intentionally.
During the chat between the two, Yu Chang learned that Chu Ling had entered a foreign company in Shanghai Shimao and was currently serving as an assistant to the planning director. Of course, Yu Chang also selectively informed the other party of his current situation.
After the National Day, Xue Bin did not participate in Yu's last week's summary meeting. After Li Ming inquired, he learned that Xue Bin would not participate in the remaining assessments and the actual combat exercises for the next three months, and had already gone to the market in advance.
This news stunned several people present. According to the company's regulations, the sales staff must first practice hard on their internal skills. After reaching the qualification standard, they can divide the market area and the modules can go to the market.
Xue Bin, Yu Chang and others entered the company together, but broke out of the company regulations, indicating that they had obtained permission from general manager Zhang Tian. This couldn't help but make everyone have a lot of daydreams about his identity, but they just thought about it. Everyone chose to remain silent knowingly. In the adult world, there is no need to get to the bottom of it.
Xue Bin's early market entry had a considerable impact on several people. The summary meeting in the following week did not achieve the desired results, and this directly angered Li Siyan.
Li Siyan is one of the company's product managers. In addition to her and Fan Hai, the company also has two product managers and trainers, Lin Rui and Wang Xinyi.
Li Siyan is the team leader among the four. In terms of administrative level, he is on par with the departmental sales director.
She has a tall and straight figure, graceful and chic, fair skin, and a slender face. Her clothes seem to be different every day, but one thing is the same: she wears high heels every day. A typical Northeastern person, with a fluent Northeastern accent, who doesn't give anyone any face when he curses.
"Look, you are all so bearish, cheer me up. What does the company ask you to do for food when it invites you here? Xue Bin went to the market, and you guys are so stupid for such a big deal. Are you sluggish? Don't be ashamed. Think about it carefully. What are you doing here? Do you think the company spends money to support you just to make a living? If it doesn't matter, get out of here as soon as possible. Don't do it. It’s embarrassing to be an eyesore here.”
After Li Siyan finished scolding him, he threw down the summary information in his hand, turned around and left, leaving several people looking at each other.
Yu Chang looked at Li Siyan's disappearing figure and thought to himself: "This Northeastern girl is really tough."
But he also knew that Li Siyan's reprimand just now was not unreasonable. Xue Bin can go outside the company's regulations and go to the market in advance, which shows that he has connections.
As for what kind of relationship there is, it is not something that a few people need to care about now.
However, Xue Bin went to the market early, which still put invisible pressure on several people present. If they don't work hard and cultivate their internal strength, it is still unknown whether they can withstand the test of the market.
Sure enough, after three months of learning product knowledge, the problem was exposed when we entered the simulation exercise of learning and practicing at the same time.
Faced with the simulation drill questions given by the trainer, no one among the five people passed the test and met the standard. When the theoretical knowledge learned is used in simulation drills, it becomes a matter of following the instructions and applying them mechanically.
After the training that day, several people had dark faces. Even the fat man Li Ming, who usually talked the most, chose to remain silent.
Since the problem has arisen, only by solving it can we move forward.
Seeing the low mood of several people, while eating in the cafeteria, Yu Chang took the lead in breaking the silence: "I think Li Siyan said something right today."
When several people saw Yu Chang talking, they all looked over. Yu Chang continued: "We must form our own language organization structure based on what we have learned, and use our own words to explain and introduce the products, instead of copying them mechanically."
"Yu Chang, actually, I was just too nervous at the time. If today's drill question were changed now, I could handle it without any pressure." Li Ming took a bite of rice and said vaguely.
"So, when we faced the exercise questions, did we not fully integrate ourselves into that environment? We were limited to transmitting everything we learned to the customers, but ignored, is what you said is what the customers want to hear?"
"Yes, when Fatty was practicing, something didn't sound right to me. I felt that he was introducing the product for the sake of introducing it, and he was force-selling it to sell the product to customers. Seriously, Fatty, don't be angry. At that time, I I feel a little impatient after hearing this." Fang Lin continued Yu Chang's words.
"Hey, what's the matter? We are men. Only when we have shortcomings can we have room for growth. But you, Fang Lin, why are you so intermittent and unclear in your speech when you practice, and your face is so red from holding it in?"
"I was so nervous at the time. After all, it was my first drill."
"I think the company's simulation exercise is too limited." Song Yujia said.
"Why is it so limited? Tell me." Li Ming said.
Song Yujia thought for a while and said: "Today is a drill after all, not actual combat. The space for performance, scenario prediction, definition, product introduction, etc. are all limited to the question itself. This is the biggest limitation."
"What are the pain points of customers? How to discover needs, understand needs, propose solutions, etc. can only be guessed out of thin air. What is not a limitation?"
"I think so too." Yang Qinghong, who had been silent for the whole time, said.
"We have not participated in real actual combat, and we have not had the opportunity to participate, but if the company can change its approach, using the old to lead the new people, and first see how the old people visit customers, maybe our thinking limitations will be opened up. , the result would not be what it is today.”
After Yang Qinghong finished speaking, several people, including Yu Chang, agreed. Li Ming was the first to say: "Yeah, why didn't I think of it? This is a good idea. How about we give HR some suggestions?"
In fact, there is no need for several new people to go to HR. That night, Li Siyan informed General Manager Zhang Tian of the performance of several people today. Zhang Tianzai listened to Li Siyan's suggestion and adopted the model of the old man leading the new man. He accompanied the old man to visit customers during the day and returned to the company in the evening to practice, review and summarize.
Zhang Tian had seen the performance of these people in the past three months, and his high expectations for them were reflected on his face without hesitation.
