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Jingdong book

直销第一年(白金版)

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直销第一年(白金版)

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在《直销第一年(白金版)》中,作者这两个在直销行业中极有影响力而且非常成功的专业人士,将告诉你如何克服在直销工作第一年中遇到的重重阻碍,并教会你想要在直销行业中取得成功所必需的技能。
你将逐步学会:
如何面对拒绝如何招聘和培训下属
如何保持关注如何避免过度管理下属
如何耐心等待如何放弃不切实际的幻想
如何管理远程会议如何开创一个新的事业
Catalogue

1 忽视拒绝导弹 让拒绝成为你的同盟者而不是你的敌人
来自配偶的拒绝
来自家人和朋友的拒绝
准备好面对拒绝
打电话犹豫
不被当回事
别太把拒绝当回事
没有和足够的人谈话
关注范围过小的问题
把拒绝变成积极的动机

2 避免管理陷阱 增强自给自足,减少依赖
发展家庭成员,为他们建立团队
拯救情结
招募一些人,然后把他们的范围扩大
照顾下线
国外经历
钢琴的故事
买进
“给我你的名单,我来做所有的工作”
放弃或将不愉快的经历抛之脑后

3 规避沮丧鱼雷 尽管会有不可避免的挫折,你应该始终保持热情
直销令人沮丧的原因
当你消沉时,去找上线
不要把“沮丧”态度传递给你的下线
乐观的案例
控制我们的态度
从外部创造积极的环境
相信并保持前进
无论你做什么,不要退出

4 防止虚幻梦想 通过诚实而不是浮夸赢得胜利
一个比喻
平衡向上的潜力和现实
这个行业不需努力的错误认识
对于成功所需数字的不现实的假设
对于成功所需时间的不准确的观点
不要指望你的上线什么都替你做
“退休”的界定
不需要出售产品和服务的错误观点
单纯的零售会成功的观点是错误的
设骗局、大做广告是骗不了大家的

5 对付熟人名单弹头 克服向家庭成员和朋友们提供一种高品质生活方式的尴尬心理
创建一个长长的熟人名单
熟人名单弹头的袭击
目标市场
什么时候使用三方电话
使用标有序号的卡片夹
从熟人市场调查开始
成功更多来自态度而非能力
没有必要在直销中卖东西给人们
没有必要强迫朋友加入
通过熟人市场调查来结交意想不到的朋友
全面有效地利用名单

6 挡开分散炸弹 在纷繁复杂的环境中保持注意力
经常改变销售模式
没有障眼物的生意
中途改变销售模式
其他交易的诱惑
其他领导者的影响
寄生虫老师
分散炸弹发热
缺乏组织结构
在小组活动中保持独立
由个人危机引起的令人分心的事

7 躲开会议地雷 避免事与愿违的会议带来的意想不到的困难和危险
第一个地雷:宾馆会议
第二个地雷:兼职的成人看护中心
第三个地雷:教堂式服务
第四个地雷:诡计会议
第五个地雷:办公室会议
第六个地雷:酒吧或者餐馆会议
第七个地雷:在“别人的地盘”上
第八个地雷:高科技
会议成功的关键就是复制
招募会议
培训会议

8 卸下嵌入式手枪 招募并培训你自己的人,不要依赖他人
插入远距离外的培训会议中
做你自己的培训
简单的培训系统的价值
亚内尔成功培训系统
插入远距离的招募会议
插入当地招募会议
关于诚信
害怕损失
国际性招募

9 执行中的偏差 认识加入直销行业的企业主管的优缺点
企业主管加入直销行业带来的优势
企业主管加入直销行业带来的挑战
企业主管的心态
网络工作的策略:传统行业的对立面
组织建设与产品零售
建造全职直销组织
建造兼职直销组织
女性建造直销组织
丢掉经理的架子
结论
Book Abstract

忽视拒绝导弹 让拒绝成为你的同盟者而不是你的敌人 直销是世界上最有趣最有价值的行业之一,但所有的直销人员都会面临 某些普遍存在的流行甚广的挑战。不管我们参加直销有多长的时间,不管我 们多么成功,我们总有可能暂时被最普遍、最危险的武器——拒绝导弹所击 倒。拒绝导弹能在任何时候发起袭击,让我们无所适从,从而削弱我们的热 情和激情,而热情和激情是成功的基本要素。来自配偶的拒绝 每个人在生活中都面临过拒绝,但是最具有破坏性的拒绝来自我们最热 爱和尊敬的人——我们的配偶、父母和商业伙伴。我们确信,比起其他因素 来说,拒绝让更多的人在直销中失败。严格地讲,他们还没开始就失败了,因为他们的方法来自头脑而不是感情。下面是一个经典情节。鲍勃处于人生的转折期,想要进行职业转换。他乐于接受一种新的行业 观念,他去参加了直销会议,第一次一切都变得有意义了。以前他也曾经三 番五次考虑过在这个行业工作,但是在以前的讲座时他从来没有处于“转变”的状态。现在,因为他将被裁员,他有了一个转型的心态。所以,鲍勃开 始看到直销的智慧,而且他发现自己对于潜在的收益很热情。在一小时讲座 的后半阶段,他开始在头脑中列出他认为适合招募的朋友和同事的名字。现 在,让我们看两个可能的结果。无论鲍勃是否签约参加这个工作,他将受到 这个行业第一个敌人的进攻。除非举办讲座的这个人给鲍勃和其他人讲将会 发生什么,在第一次招募的访谈中讲述一些事实,否则鲍勃将在他开始之前 退出。下面我们会回到这个故事的细节,但是先让我们看看鲍勃在讲座之后 发生了什么。因为时机很合适,鲍勃非常兴奋。鲍勃知道有几个人非常适合招募,他 迫不及待地想告诉他们,他找到了“最终机会”。如果介绍鲍勃参加直销的 是那种第一次培训就让人签约的人,鲍勃可能会签了一个销售协议,承诺周 六回来接受培训。通常情况下在第一次会议上不会签约,而是让鲍勃承诺思 考这个行业然后把他的答案告诉讲座者。但是,除非招募者仔细地为鲍勃做 好了准备工作,否则鲍勃肯定会失败。他很激动,尽管他可能还没有向任何 人承认这一点。但是鲍勃马上就要受到拒绝导弹的袭击了,这是不可避免的,大部分招募者没有恰当地解释这一点。因为他没有被培训,这就是所发生 的。首先,鲍勃让他的妻子落人圈套。他很激动,对话是这样的:“亲爱的,我们的担忧结束了。我想菲尔给了我们一个来自上帝的礼物。你记得我是 怎么向你解释我们公司的裁员的,我告诉你我可能就是那个被裁掉的人。”“是的,鲍勃,但是你不会真的认为工作了这么多年,你会被裁掉吧。我的意思是你不是认真的,是不是?”他的妻子觉得这是无法想象的。“亲爱的,听着,这没关系。我刚去了菲尔那里,他和南茜刚加人了一 个新行业,这个行业可真不错。我不敢相信能赚那么多钱,能享受那么多自 由。亲爱的,菲尔将得到他的第一张大额支票。我带回家一些样品。南茜很 喜欢这些面霜和香波。我给你带来一些试试。她让你给她打电话。”(拒绝 导弹对准了鲍勃的头。马上就要发射了。) 鲍勃的妻子拿了两包保湿乳液和香波。看着这两样东西,然后用怀疑的 眼光看着他:“等一下,鲍勃。你是认真的,是不是?让我弄明白。你在公 司干了7年,公司给我们派车,我们有健康保险,我们刚买了一直想买的房 子。你老板对你视如己出,要把你推荐到金地产乡村俱乐部。他们会裁掉一 些糟糕的主管人员。你真想放弃一个合法的职业?那些年我多么辛苦,支持 你读完工商管理硕士。鲍勃,告诉我这是一个噩梦。告诉我是我听错了。”鲍勃笑了笑,去摸他妻子的胳膊,她向后闪了一下,像一只被困的码头 鼠一样咆哮着。从上次他不小心倒车碾过小狗之后,他再没看到过妻子有这 种表情。“不,亲爱的,你没听明白。我们得到一个机会,能早点进人这个行业。一年后我们每月能赚2万美元。你知道我每天工作多少小时吗?我一抱孩 子她就哭,因为我几乎是个陌生人。这个季度他们裁掉了35人,我可能是接 下来的那个。亲爱的,听着,我告诉你,菲尔和南茜是我们的朋友,他们不 是……”“噢,鲍勃!”他妻子打断他的话,“你自己曾说过菲尔不负责任。他 在轮胎公司没干好,保险公司也没干好,然后他试着做那愚蠢的贺卡交易,我们都嘲笑他好愚蠢。鲍勃,鲍勃,鲍勃,你想的没道理。”她软了下来. 开始了一种新的策略:“鲍勃,亲爱的,我们是有准备的,你自己这样说的。而且,我怎么告诉我的父母?你离开了公司,挨家挨户卖香波?”鲍勃家的争吵是这些年来无数其他男性和女性也争论过的。也可能是妻 子在第一次严肃地参加直销讲座后,鲍勃对妻子发出同样的反对意见。通常 是妻子受到丈夫面对面的攻击。如果鲍勃在把妻子带到菲尔和南茜的合法讲 座之前,什么都不和妻子说,拒绝导弹就永远不会发射。或者,方法是感情 上积极,而不是理性上消极,结果可能就会不同。但是,记住:即使环境不同,结果常常是一样的。讨论也可能发生在周 日早上,周六的训练课上鲍勃已经签了销售申请。这不重要。重要的是:我 们相信有50%的潜在成功直销人员在开始之前就失败了,因为他们的上线没 有帮他们准备好应对拒绝导弹的办法。令人悲伤的是,通过准备和先前的措 施,这种情况即使不能完全消除也很容易减轻。每一个招募者都有责任帮助 有希望的营销者为拒绝做好准备,然后给他们提供克服拒绝的武器。菲尔应 该坚持让鲍勃把妻子带到成熟的讲座中来,或者看第一次的简报,或者去接 下来马上会有的讲座。另外,他应该强调:“鲍勃,在你有更多的信息之前,别和你妻子解释这个。或者,更好的办法是,把她带到我们这儿来。”P1-3

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Jingdong book