Chapter 1223

I can't help but feel some emotion and say: "yes, life is like running. There are thousands of roads in life. No one in the world runs the same road with others, just as there are no two same leaves in the world."

"But there is a way to run in life." Lao Li said.

"How do you say that?" I said.

Lao Li said slowly, "when you start running, because you are not familiar with the road, you can run with others. Of course, it is very important to run with whom, otherwise you will go astray. When you can't find the direction in running, you can ask others modestly. When you are proficient in running, you can find another way."

I pondered and nodded.

Lao Li asked me, "have you ever read Wang Anshi's travel to baochan mountain?"

I nodded, "I read it in high school."

"What are the most impressive words?" Lao Li said.

I thought about it and said, "after visiting baochan mountain, the author comes to the following feeling: if you are near, you will get many tourists; if you are far away, you will get few tourists. However, the extraordinary view of the world lies in the danger and distance, and the rarity of human beings. Therefore, those who have no ambition can not go there. "

Lao Li nodded: "Marx said that there is no smooth road to science. Only those who are not afraid of climbing along the steep mountain road can hope to reach the glorious summit. Although these words sound very common, they are all wise and famous sayings of success in life. "

I nodded.

Lao Li went on: "people often say that life cannot be lost at the starting point. Indeed, anyone who knows the rules of a running race knows that when the starting gun goes off, you must not eat it. The first runner often takes the lead. Now many families in society attach great importance to children's enlightenment education. As soon as children are born, they begin to carry out planned training and education in all aspects, and some have complete prenatal education plans. In a word, people are in a hurry now. "

"Yes, I'm impatient, but I have to! Don't you think that's good? " I said.

"It's not bad, but I think it's important to start, but life is not a 60 meter dash or a 3000 meter run, but a marathon for nearly a hundred years. In this process, sometimes you need to sprint, sometimes you need to jog, sometimes you even need to sit down and have a rest. Don't worry for those who start to run slowly. Those in front of you may not reach the finish line first. When you encounter obstacles, don't restore your heart. The truth is that the mountains are heavy and the waters are clear, and there is no way out. Even when you lose your way in the dark, don't despair, because there is no way out of heaven. "

"Yes, there is no way out." I murmured.

Lao Li looked at me and said: "running can only rely on your own feet, life can not rely on others, only down-to-earth, step by step to move forward steadily, never slack off, never stop, never give up, in order to be worthy of yourself, worthy of family, worthy of society."

Looking at Lao Li's eager eyes, I couldn't help nodding: "well, I know what you mean."

Lao Li added: "for running, the finish line is just a mark. In fact, it doesn't mean much. The key is how you run along the way. So is life. "

A conversation with Lao Li reminds me that life is like a race. Everyone should try his best to run fast and slow. As long as you do your best to complete the game, then everyone is the winner of the game.

I also think that life is like a race. After each round, some people will be eliminated, and those who can run to the end are the real winners. In each stage, only those who are always running will win, and those who stop halfway will be surpassed by their peers

In the afternoon, I received a phone call from Zhang Xiaotian: "general manager Yi, the hotel marketing department has been set up, and some hotel marketing personnel have been recruited. I want to train them. I want you to tell them. In addition, the heads of other hotel management departments will listen to it together Are you free? "

I promised to come down and go to the hotel conference room.

About 10 people.

Let me tell you a story: "one day, a Hong Kong regular came to the front desk of a hotel and asked for a room. Receptionist Xiao Zheng saw that he was a regular customer, so he gave him a 10% discount. But the customer is still not satisfied and wants a lower discount. At this time is the peak season of tourism, the hotel room rental rate is very high, Xiao Zheng is not willing to give the guests easy profit in the golden season. So the Hong Kong guest asked to see the manager.

"In fact, the hotel authorized the front desk receptionist to sell the house at a discount of more than 10%. Xiao Zheng Yuan could lower the house price a little, but he didn't promise the guests immediately. On the one hand, I don't want to make the guest have the following ideas: the hotel room rental is not good, and the guest can bargain at will. On the other hand, he doesn't want to give the guest the impression that the receptionist can give a little more discount, but he doesn't want to. He only gives the guest a concession when he insists, which will make the guest think that the hotel staff is dishonest in dealing with the problem. After these ideas flashed through Xiao Zheng's mind, he agreed to go back to the manager for instructions. So he asked Hong Kong guests to take a rest on the sofa.

"A few minutes later, Xiao Zheng went back to the front desk with a happy face and said to the guest: I have reported your request to the manager. He heard that you are a regular customer of our store. Although our rental rate is very high these days, he still agreed to give you a discount of $5 and asked me to pay my respects. Thank you for coming to our store many times. After pausing for a moment, Xiao Zheng said, "this is the special price our manager gives to regular customers. What do you think of it?"Hong Kong guests calculate that $5 is equivalent to half a discount. In this way, they actually get a discount of 8.5%. For the three-star hotel located on Nanjing Road and in the peak tourist season, it has already given face. The guests nodded repeatedly and quickly handed in their home Return Permit for check-in."

At the end of the story, I looked at you: "do you think the above practice is correct? Please use your own ideas and experience to help analyze it. "

Everyone began to express their opinions.

"I think it's a good way to do this. It can be seen that this hotel attaches great importance to frequent customers. It doesn't have a bad attitude towards regular customers because it's the peak season or because it makes more money. This is what hotels need now. "

"Since it's a regular customer, there should be a customer history. It's not appropriate to delay for such a long time. The simplest way is to let the customer sign and pay enough deposit directly. The price is implemented according to the customer history price, which is convenient, time-saving and efficient. Only in this way can the satisfaction be improved. Now the competition is about personalized service!"

"I think it's a good way to see that this hotel pays attention to frequent customers. Now the hotel needs this kind of talent. But from another angle, it seems that there are both right and wrong places. "

Everyone spoke one after another, and I listened carefully.

After everyone finished, Zhang Xiaotian asked me, "Mr. Yi, who do you think is right?"

I laughed: "I don't make any evaluation on who has analyzed this problem correctly, but please remember this problem and continue to think about it in the future work. If you have any new ideas, you can report them to general manager Zhang."

I deliberately didn't express my attitude clearly, and I didn't give a clear answer to their speeches, so that they could think freely.

Then, I said to you: "I do newspaper marketing, president Zhang has done real estate marketing, in fact, sales skills can be universal, no matter what industry, master the core, you can use it freely in any industry."

"Mr. Yi, share your experience with us." Zhang Xiaotian said with a smile.

I thought about it and said, "well, let me share with you some very practical sales skills Hope to inspire and help you Of course, if it doesn't help, people will think I'm bullshit. "

Everyone laughed and looked at me with interest.

I said: "the art of war says that we should not fight unprepared battles. As a front-line sales staff, the same is true. Many new sales staff usually have a misunderstanding that sales is to be eloquent. In fact, it's not the same thing at all.

"An excellent salesman should go to the market frequently. First, he should investigate the market and have a clear idea. Today's customers always like to cheat the front-line sales staff, where there is how cheap, where there is how much discount, if you can't clearly understand these situations, you will be very passive in the face of customers. Second, you can learn the skills of other front-line sales staff. Only by absorbing the strengths of different companies, can you become invincible! Who knows what this is called in the art of war. "

"We're going to have to work hard!" A salesman replied.

"Yes." I nodded, then said: "now there are many books about sales skills, which basically talk about the front-line sales staff to be proactive and enthusiastic. But in reality, many front-line sales staff can not understand the essence, think that enthusiasm is to smile, to take the initiative. In fact, it's also wrong to have a degree in everything. Excessive enthusiasm will have a negative impact.

"Passion can't be expressed simply through external expression. The key is to work hard. The so-called sincere, gold and stone for open! With the wind into the night, moisten things silently, the real sincerity is to think of customers, with the enterprise's products to meet their needs, so that they get benefits. "

Everybody's looking at me.

I continued: "sales is a process of integrating resources. How to make rational use of all kinds of resources can not be ignored for the help of sales performance. As a front-line sales staff, this is equally important. We often encounter swindlers in the street to commit fraud. Generally speaking, there is a role in them, which is commonly known as "Tuo". His important role is to set off the atmosphere. Of course, we can't do illegal things, but can we get some inspiration from it?

"When I used to do sales promotion, I often used a very effective method, that is to play oboe with my colleagues. Especially for some customers who are very interested in buying, for example, when we are stuck in price or other issues, we might as well ask the superior to help.

"This shows that we really attach great importance to him and that the leaders have come forward. Secondly, it's more convenient to negotiate. As long as the leader gives him a little more benefit, the customers will usually pay the bill. It's not easy to try again and again! Of course, if the leader is not in, anyone can play a guest role in the leader temporarily. The key is to satisfy the vanity of customers and the bad habit of being greedy and cheap. "

Everyone laughed and nodded.

After everyone finished laughing, I went on to say, "the biggest fear of sales is procrastination. It's not right to make a decision immediately. According to my experience, in the sales scene, customers stay in 5-7 minutes is the best! Some front-line sales staff are not good at observing words and expressions. When customers have the intention to buy, they can't seize the opportunity to promote sales, and they are still talking about products, which leads to the failure of sales."Therefore, we must bear in mind that the mission of our sales staff is to promote sales! Whether you are introducing products or doing anything else, you are ultimately selling products. Therefore, as long as we reach the edge of sales, we must immediately adjust our thinking, brake urgently and try to make a contract. Once a good opportunity is missed, it will be more difficult to hook up the desire of customers again, which is also the most common mistake made by new sales staff. "

"Yes, that's right. I've had this kind of thing before." A salesman said with deep feeling.

I continued: "we should also remember to do a little better and ask you to give me a ride!"

"To see you off?" Everyone looked at me in bewilderment.

"Yes, give you a ride." I nodded: "there is a saying in sales that the cost of developing a new customer is 27 times that of maintaining an old customer! You know, regular customers bring more business than you think. Seriously help the customer pack, and then take a sincere farewell, if not very busy, you can even take him to the elevator. Sometimes, some trivial actions will make customers moved

Everyone suddenly realized and nodded frequently.

I communicated with them for more than 2 hours, talked about some of my experience and experience, and encouraged them as the boss.