Coming all the way to Kaochung for the direct shops meeting. This is the first time I attend this sales-in-charge conference. We operate the shops for the purpose of acquisition – getting subscriber via the physical shops, a very unique channel happening in Taiwan. Since telecom / mobile business booming in Taiwan, over the counter for signing up service became the “ logic “ way to sale this intangible services. It gradually developed and traveling all over the market, if you want to doing telecom business, you need to have your physical channel.
Open shops for service acquisition isn’t cost effective, so, we expended with our HW company to sell the solution with tangible product, and letting the shops carry different mission – selling products other than pure Access services.
As an important channel, we grow the number of shops to 24, all the shop mangers gather together for the “ sales target setting “ “ sale skill improvement “ and “ policy introduction “; I took the early flight out and bought the interesting book “ QBQ” at the airport book store, I read it through during the flight and ready inspired by this simply but clear book, Thank God I read it before attending this meeting, my body and soul told me how to listen carefully and don’t take a defense toward our lovely sales force.
I memorized the spirit of the book : use “ What “ and “ How to “, avoiding the “ Who “ When “ and ‘ Why “, putting “ Me “ in the phase and don’t forget to take action upon it., I enjoy reading is so much – it took me less than a hours and it change me, or I shall put it this way – I changed myself ( this is how the book addressed )
During the lunch break, I sat with southern shop managers’ table, learning how they live, knowing where they live and keep a curiosity with me, I don’t need to develop untruth conversation with them, I respect the finding from the book “ looking through the person, but like them still “, how to look thing from the other corner and appreciate the differences we have, what a great finding, this is what I want to share, to preach and to live upon.
It’s a long meeting, I arrange a after meeting dinner for a few of them, a courtesy and gratitude to the best performing areas, postpone to one hours, I shall not be mad, this is the meeting they owned, I am a guess and observer.
When the recognition session take place in the meeting, I suggested the worst performing shop manager present the award to the best performing ones, what I do this, because they have a role model in front of them, to present this prestige, presenter will make up his / her mind that I should be the one to receive it, and the receive simply share his or her power of will to the presenter, it comes to my mind in a flesh, I did it immediately.
Sales team do have a lot of questions, the question are all looks alike, handling the objection isn’t a good method, but sophisticate manager knows how to response to it instinct.
Too much celebration for the “milestones “, I should not forget the Dell’s lesion. Be direct have a few principal, one is my favored “ No Victory Lapse “, this is so good, but in the end what’s fun to enjoy the achievement ? I have a doubt now.
posted by Roger @ 4/14/2004 06:23:00 下午
<< Home