Един от най-добрите бизнес лектори преди идването си в София през март
Един от най-известните лектори в света ще бъде в България на 11 март и ще сподели безценен опит с българските професионалисти. Ето какво сподели Брайън Трейси преди идването си в София:
- През последните 30 години сте работили върху това да превърнете невероятно богатия си опит в система за успех. Как започна всичко?
- Koгато бях 20-годишен, бях беден, изключиха ме от гимназията, нямах особени предимства пред другите и тогава започнах да си задавам въпроса "Защо някои хора са по-успели от други?".
С течение на времето разбрах, че някои от най-мъдрите хора във всяка култура са търсили отговора на този въпрос от 2500 години насам.
През последното столетие са инвестирани милиони долари в търсене на отговор на този въпрос и са написани хиляди книги и статии по темата.
Добрата новина е, че днес знаем много повече за това как да постигнем успех, щастие и просперитет, отколкото когато и да било - и за първи път можем да предвидим успеха във всяка сфера от живота си.
В началото работих на много и различни места, но повратната точка за мен настъпи, когато започнах работа като специалист продажби в средна по големина компания, и започнах да се питам защо някои агенти непрекъснато изнемогват, а други получават милиони от комисионни.
Защото разговарят с успели хора и копират техните маниери и стратегии.
Пътят към върха е прост. Учи се от успели и щастливи хора, хора с високо самочувствие, самоуважение и гордост - и прави това, което правят те. Ако го правиш, няма какво да ти попречи да се радваш на същите успехи, награди и постижения.
- Кои са ключовете за успех, които са приложими във всички сфери?
- Всички фактори за успех се крият в теб и не зависят от сферата, в която работиш. Ти притежаваш умението да бъдеш, да имаш и да правиш много повече, отколкото когато и да било.
Това, което те прави различен и уникален, е умението ти да мислиш. Представи си, че купуваш сложен компютър - поглеждаш в кутията, но вътре няма инструкции за употреба. Какво би направил?
Аз и ти сме еднакви. Идваме на този свят с най-сложния компютър в цялата човешка история - и нямаме ръководство с инструкции.
Има някои психични закони, познати от 3000 години преди новата ера, които обясняват как работи съзнанието. Психичните закони са като гравитацията - работят през цялото време, без изключения. Аз преподавам успешно тези закони вече няколко десетилетия.
- Коя е основната грешка, която допускат хората, когато определят целите си?
- Една от основните грешки е, че хората не знаят какво искат от живота си и не отделят достатъчно време да определят какво наистина е то.
Хората не знаят какви са ценностите им. Мислят си че знаят, но много често тези ценности са наложени отвън - семейство, приятели, среда и т.н. Това е първата грешка, която води до много други.
Ако не знаеш кои са ценностите ти, е много трудно да определиш целите си (не тези на партньора до теб, шефа, семейството, а твоите собствени цели). Ти набелязваш цели, дори ги записваш, но много често те не са твои, а когато не са твои, липсва онази истинска дълбока страст, която ти помага да ги постигнеш. И дори да успееш да ги постигнеш, ще продължаваш да чувстваш неудовлетвореност.
- Кои са качествата, които притежават най-добрите специалисти по продажби?
- Хиляди часове и милиони долари са похарчени в изучаване на качествата на най-добрите специалисти по продажби във всяка сфера, навсякъде по света.
В днешно време знаем точно кои са те, какво мислят, какво е отношението им към работата, която вършат и към тях самите.
Когато започнеш да развиваш същите качества в себе си, същите навици и начин на мислене като тези на най-високоплатените специалисти в твоята област, много скоро ще започнеш и да получаваш същите резултати и да печелиш също толкова пари.
Успехът в продажбите е 80% психологическа победа.
Специалистите по продажби мислят по различен начин от обикновените продавачи.
Начинът, по който мислите, определя начина, по който вървите, говорите, чувствате и се държите.
Амбицията е първото качество, което притежават успешните специалисти по продажби. Те са решени да бъдат най-добрите в своята сфера. Гледат на продажбите като средство, с което да постигнат целите си.
Специалистите по продажби са смели. Страхът е най-голямата пречка за успех, а добрите специалисти по продажби преодоляват страха, който спира останалите.
Честността е също важно качество, на което клиентите много държат.
Друго качество, гарантиращо високи продажби, е емпатията. Грижата за вашия клиент е най-важната част от един разговор за продажба.
Най-добрите специалисти по продажби гледат на себе си повече като на консултанти, отколкото на продавачи. Те приемат себе си като експерти, консултанти, съветници и приятели. Напълно осведомени са за продуктите и услугите, които предлагат, но не са продавачи, а хора, предлагащи решения.
- Кой е най-добрият съвет, който са Ви давали?
Инвестирай в себе си. Никога не спирай да учиш. Бъди широкоскроен и отворен за нова информация.
Обучението е инвестиция, не разход. Идеята, че обучението е нещо, което правиш само като ти се наложи, е фатална за компанията ви и за вас самите. Обучението е постоянен процес, който трябва да се надгражда.
Най-добрите компании имат най-добре обучените продавачи.
Компаниите на второ място са тези с вторите най-добре обучени продавачи.
Компаниите на трето място са тези, които не обучават продавачите си, и са на път да отпаднат от бизнеса.
- Има ли интуицията място в процеса на продажби или специалистите по продажби трябва да следват строго определена система?
- Процесът на продажби е както изкуство, така и наука. Интуицията определено играе голяма роля в продажбите. Въпреки това, интуицията обикновено е резултат от опит, грешки, които си допускал и уроци, които си научил.
Колкото повече опит има човек, толкова повече интуиция има в процеса на продажби.
- Разкажете ни повече за Ваша конференция в София на 11 март. Какво да очакват хората?
Семинарът се основова на работата ми с над 1000 големи компании по целия свят и дългогодишния ми опит в света на бизнеса.
В семинара по "Продажби" ще говорим за най-важните умения за ефективни продажби, изпозлвани от най-високоплатените специалисти по продажби в света - как те мислят и действат в ежедневието си, как намират повече потенциални контакти, постигат разбирателство и доверие, идентифицират точно нуждите на клиентите, правят по-добри презентации.
В следобедния семинар по "Персонално лидерство" ще споделя характеристиките и качествата на най-ефективните личности - във връзка с поставяне на цели и задачи, управление на времето и управлението на хора, както и много други аспекти на взаимоотношенията ни с хората около нас и как да ги мотивирате и стимулирате да искат да работят с вас!
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https://www.allassignmenthelp.com/blog/technology-is-a-game-changer-in-students-life/
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