Trc ht l qua qua v mnh v cng vic ca mnh, cc bn nu nh qun mnh ri,
hc cha/khng bit cng vic ca mnh s c 1 ci nhn qua qua v 1/2 cuc sng
(nu o v mt thi gian) ca mnh by gi nh. Mnh tn l H My (y l tn mnh
thng xng vi khch hng), cng thm mt ci ch "Citibank" ngha l ni mnh lm
na. Vy l s ra template sms quen thuc: "Em cho ch/anh ABC, em l H My
Citibank va c ni chuyn qua in thoi/gp anh/ch..... Em cm n anh/ch
nhiu. Em H My Citibank." Title ca mnh l Personal Banker (PB - c a
bn mnh gi l Pink Butt :)), trc khi thnh th ny th mnh lm 2 thng
Financial Associate (FA. 1 dng Pre-sales). V cng vic chnh ca mnh,
nh ni rt nhiu trn, l Sales. Sales. Vy mnh bn ci g? Bn hng Ngn hng
th ng nhin l Bn cc sn phm ngn hng ri. Mnh chuyn v cc sn phm dch v
ti chnh c nhn (mc d mi khi khch hi "Ok. so what do you sell?", mnh
thng bn ra vi cu bng by, kiu nh: "I sell nothing but your
satisfaction!") Ni v sn phm ca Citibank, th i thi, siu kh. S khng c
mt ci g hu hnh nh li sut 17 18%, hay min ph/ tng ngay/ gim gi... Mi
mc ph u thuc loi cao khng tng so vi mt bng chung, v t nht l
Citibank cn cha quen thuc g vi ngi VN na. y l chng k n 1 ngn l 1
policy and restrictions do ngn hng t ra...
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mun k l gch u dng ra y nhng iu m 1 salesperson phi NG U, t nht l
qua 7 thng mit mi Citibank mnh c ra c nh th. 1. Target - p lc doanh
s. y l iu mi ngi lm sales phi ng u, d mun d khng, d sn phm tt hay
sn phm d, d k vng cc sp cao n u (th hin target cao ngt tri hoc
c-th-th-c). Overview v sn phm v thng hiu l iu u tin bn phi a ra xem
xt khi quyt nh tham gia vo cng vic sales mt sn phm nht nh mt cng ty
hay khng. V p lc doanh s da rt nhiu vo iu ny. Chia s v Citi, th cng
c nhng lc mnh v cc anh ch ng nghip th ht ra mt cu: "Th th c m bn
cho ma!". Nhng c th 10 hi nh vy, th target vn c l target. Bn khng
t/ khng th t ==> bn out. Vy nn c .. khng tm phc khu phc th mnh
vn c phi bn! 2. Customer Service - Dch v khch hng. Trc y khi mnh cn
lm assistant hay FA, mnh ngh bng, ch g d bng phc v khch tt, cho h
hi lng, cho h sng. Mnh c th thm hi vo ngy sinh nht, mnh c th thi
thong gh thm, ri thc mc g l gii p ngay lp tc. Kh g! y vy m khng. iu
y qu thc rt n gin khi bn ch c s khch hng m trn u ngn tay. Cn vi ngh
sales c nhn nh mnh, s khch hng dn m ln 3 ch s, th ch 1 complaint
khi mnh ang bn ti bi vi cc potential
customers khc th qu l nightmare! H s i, h s gin d, h c th gi bn
lc na m, hoc lc 4h sng, ch bn gii quet ngay cho h th thi! M nht l
khi mnh ti trt di vo ci ni ton tip khch VIP, 10 ng th n 8 ng lc no
cng mun "Ti l u tin!". i vi mt ngn hng ngoi quc nh ni mnh ang lm,
th i khi mnh b 2 khch mi lm yn lng 1 khch c, cn hn l nhn c Warning
Letter c nh km th Complaint ca khch hng ang gin d! y nn. Customer
Service khng phi lc no cng l mt lc y cho doanh s. M ngc li hon ton.
3. Internal Relationship - Quan h ng nghip. Mnh tm chia ra lm 2
nhm. 1 l ng nghip Sales. 2 l ng nghip non-sales. Vi nhng ngi cng
sales nh mnh, th tt nhin chng ni ai cng bit khng phi lc no cm cng
lnh canh cng ngt. Nht l khi ci h ch c ngn y con c, nh tay m vt phi
con c trong tm ngm ca anh hng xm l cng chin tranh lnh khng cn iu ha
ri! Internal Competition - Cnh tranh ng nghip chnh l mt ci gch u
dng rt ln m Sales phi ng u, vn l ta dung ha c n u! Vi cc nhn t
non-sales, v d nh operation, hay b phn qun tr ri ro, hay kim sat ni
b chng hn, th mnh cng bn nhiu ngha l cng v vic cho h. Tt nhin iu y
khng c ngha mnh ni rng cc anh ch em thuc nhng nhm y khng c tinh thn
support sales, ch c iu nhng "va chm" t c th cng vic s i khi gy ra
nhng c ch bt ha. T d nh khi sales mnh cng lng ra mi vc c v vi b h
s, 2 3 ngy sau vo mt sng p tri nhn c tin tt c u b reject, th th hi
c bc khng ch! C c khi m nghe thy my mu tin nh: "bn thm nh cng c
target v reject" khng c ch! Nht l 1 t chc "c ng lut m lm" nh
Citibank mnh. 4. Firm's Restriction - Lut cm... Li ni n lut l. C th
ni ch u lm lut, v ch u cht ch nh ngn hng mnh. Thi th c. T nhng ci
nh con kin n ci thng phi. Bn thn team mnh ton nhng k cu t cc ngn
hng c trong nc c nc ngoi ngi vi nhau cn phi "Chp. Ch u nh Citi!" Ci
ny hi b t mn, nu mun thng thc "Lut Citi", chc ch c cch mi cc bn ng
tuyn vo ch bn t! Tt nhin khng phi u cng c nhng lut hoc quy trnh rc
ri lm nh hng r rt ti tc bn hng ca sales, nhng chc u cc bn cng s c
nhng bc xc, c th l: "Sao m nguyn tc th!", hoc "Xin ci my tnh cho
nhn vin m c thng khng xong!".Tm li, lm sales ngha l mnh cng l mt
nhn vin ca t chc, v d rng kt qu sales ca bn tuyt vi th mt ci nh li
ti nh qun kha my tnh trc khi chy ra my photo cng c th t ch sm cho
bn qun nc ngoi ng! 5. Developing Public Awareness - (tm gi l) Nhn
bit X hi cha cao Ci ny th cc bn bn cc mt hng/ thng hiu ni ting Vit
Nam hn s khng phi nm cnh "Ci g c? Ngn hng City ? , ngn hng Thnh ph
H Ni ch g! Ch c my ci th y
ri!". Nhng trng hp d khc d ci nh vy khng phi l t, v mnh li phi
mt cng "dy" h v to lng tin l, , Citibank ln th no, uy tn th no, bla
bla bla... Ri cha k ti vic ri thay m gp cc bc to ( tm lm khch hng
Citibank) m li cha bit th no l Citibank, th s li c ging iu "Anh i
cc nc nhng ch bit ci ngn hng em l ci no!". Thi th, cong n cong,
thng n thng, m nu c khng n cong c th nh gng un cho n thng ra ri n c
vy!
-------------------------------------------------------------------------------------------------Th
nhng m, tha cc bn, sau 7 thng mnh vn sng, m nhn con s th li y ngi c
ngh l sng rt tt ch li! V nh nhng thng ngy y, m mnh HC RA C, V RA C
v nhn c rt nhiu nhiu iu. 1. Emotion Balance - Cn bng Cm xc Mnh ng
ra rng lm Sales l bi tp cn bng cm xc tt nht trn i. Chng th m dn
sales hay t ph khen nhau rng lm sales l ngh nh cao. V kin thc phi c
kt hp cng kh nng gii quyt cng vic nhun nhuyn, i km vi s iu tit cm
xc ng lc, ng ch. Khi lm sales, ta c "nm" : v mng vui khi c khen c
thng, v ng cht khi b mng b warning, v nc mt, v m hi, (sau ny nu m
bn dao ko th chc c c) v mu na! (ci ny gi l tai nn ngh nghip!). Nhng
khch hng khng c trch nhim phi cm nhn hay hng chu cm xc ca mnh, v
ngi sales tt l ngi sales bn c hng ngay c khi ang upset tt cng. 2.
Time Organizing - Sp xp Thi gian Lm sales c nhn c ci kh khn kinh d
l u khch hng nhiu kinh khng, c potential c existing. Cha k nhng cng
vic giy t v th tc ry r mt mi. i khi bit lm g khi khch complain ng
di quy chi um, in thoi di ng rung bn bt v c khch khc gi, mnh th ang
bn m in thoi bn tn khch mi, v sp th ang hm hm tin li gn? Ri th lm
sao khi 3 khch hng quan trng cng i gp ti mt thi im (v d cng 10h sng
chng hn!)? Lm sao y khi mn hnh pop up ln gn 50 ci mail c internal c
ca khch hng, va deadline gii trnh v large transaction va email thc
mc v sn phm ca khch? Chc ch c lm dn ri mi bit. Gch tot i ci l thuyt
"First come First serve". T ngy i lm mnh khng cn dng day runner na,
nhng ci lch v ci alarm t th mi hu dng lm sao! 3. Network
Maximization - Tn dng Quan h Mnh rt thch khi c khch hng khen ngi.
Nu khng lm sales th mi i no mnh c quen bit tip xc v ni chun vi nhng
anh ch honh t trng ch. Khch ca mnh hay theo kiu 1 n 2, 2 n 5, 5 n
10. Tn dng giao tip v bi p quan h chnh l cha kha vng ca mnh, v chc
chn l ca rt nhiu cc bn sales khc. V g na, mnh thch sales c nhn v mi
quyt nh ca h u nm n 90% no phi, m ci no phi y li rt d chiu, ch cn
tip cn ng
cch v theo ui vi tc ph hp. C lm sales i, bn s tr nn kho lo gp 10
bn ngy trc y! 4. Dont' work hard, work effectively - Lm vic Hiu qu
Mnh rt khoi ci cch lm vic ca mnh, nhng c l ch p dng c vi ngh sales,
v cng ch ng vi ngnh dch v c nhn thi. V thay v mt ngy gi 50 cuc in
thoi nh sp yu cu, mnh ch gi c 10, nhng t l thnh cng li ti 50 - 60%.
Sau mt qung thi gian di mit mi gi in gi email m chng c kt qu, dn d
mnh hiu th no l "right time, right place, right people". V th l kt
qu sales hn hn, m chng cn chy cong t hay gi in khn c hi. 5. Self
Rewards - Phn thng cho bn thn V c nhng lc mnh ngh l mnh s b vic.
Thc ra khi lm sales th nguy c v thi gian bn c nhng suy ngh nh vy
chim ti 80% tng thi gian n lng ca bn. V sales ngha l p lc v ngha l
...mt! Nhng khng hiu sao may mn ngay nhng lc y li c nhng "bc qu" ri
trng u. T d nh mt khch hng vit email khen ngi mnh ln tn tng G ca
NH. T d nh va "cu" c mt h s ca khch no b reject cch y vi hm.. T d
nh.. c bit mt vi ngi khch th v chng hn! Tt c nhng ci , cm n tri, d
nh nht nhng gi mnh ngi im y d bom n ang bay qua c lit :))
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cng, ang ni ti phn thng cho bn thn, mnh vit thm v 1 vi tips mnh c c
sau thi gian gian trun u i ci ni ch n g n si :)) ny. Ch c cch g khc
ngoi... make troubles enjoyable! 1. Meet people - Gp g mi ngi. Ngh
sales c nhn c ci hay l ch ng v thi gian, c ni chuyn vi nhiu ngi,
nhiu ngnh khc nhau. C kh khn hay bc bi g l mnh ln lch hn gp ngay
nhng khch d chiu v tt tnh nht pending list ca mnh. i khi ch mt vi
li ngi khen ca h cng ta c thm hng khi "sng" thm c tun ri. V thm na,
vi nhng ngi ny, t l thnh cng s rt cao, ngha l li sp c thm 1 con s c
nhch ln trn bng report. Ch g sng bng nhn cc con s ca mnh nhch ln c
1 t :) 2. Let it be - Makeno! i khi bn c 1 khch hng rt tt m li b
reject tn dng. Bn vt v gi in ri email ngc xui cu cu hng mong "cu" c
h s ny. Th nhng, nu n ngy th 3 (theo tc process cng vic ti ch mnh)
m khng c kt qu r rt, th bn nn b n v chy cng cc khch hng khc. m ui
cng nhiu, th khi tht vng s cng nhiu. Vy nn ng bao gi trng cng 1 gi
:) 3. Live yourself first - Mnh lo mnh trc.
i khi team bn tham gia vo khng tt p nh bn tng. Bn c gng improve
cc mi quan h ng nghip, nhng kt qu nhn c li khng hay ho cht no. Vy
th, khi c ht sc m khng ra u vo u, mnh chn sng cho mnh trc. Nu c ci
g khng c nh bn, th t nht l c lm trn cng vic ca mnh, tt nht c th. V
nu khng sng c cng nhng ngi khc, bn ch c 2 la chn: sng vi mnh mnh,
hoc ri b ci khi . 4. Don't let the job rule you - ng on mnh theo
cng vic Mnh thch lm ch cng vic ca mnh, c l cng l l do mnh chn sales
c nhn, d sales doanh nghip c th s hc c, v c hi thng tin tt hn nhiu.
V trong tt c cc th loi sales, th y chc l con ng m mnh cn bn sc nht.
Nghe c v hi thiu tinh thn teamwork, nhng s tht l mnh cm thy an i
phn no v mnh v ag p dng c cch sales mang c th ca mnh v thnh cng nh
thch ng vi rt nhiu khch hng. Li ni chuyn ci m, cch theo ui kin tr,
nhng m phn quyt lit chnh l mt im rt tt mnh hc c sp. V i lc khch hng
d rt high position cng phi bt ra m ngi khen mnh v iu . Cht li, l hy
bn hng mt cch c bn sc! 5. Make holiday holiday - Ngh ra ngh, chi ra
chi. ng bn hng vo ngy ngh. ng ngh rng nhng ngi high level h qu bn
vi cng vic cng ty sut tun ngha l cui tun h c thi gian dnh cho mnh.
Mnh chng bao gi bn hng vo cui tun c. V khch hng, ng nhin, h khng
mun tip khch ti nh hay phi chy ra cafe np h s cho bn. Mnh... p h
trong tun i. V cui tun l ngy mnh chi, v charge up cho tun ti.
