Translated from 日本語 • View original Why is it difficult for people who are close to first-class business people who serve as model to become the same just by imitating them?
In order to grow themselves, I think many people observe people who have more experience than themselves and think they are top-notch. I sometimes see articles like "Copy people you think are top-notch without thinking, and then you will naturally become top-notch."
This is half true, half wrong.
The story of a first-class salesman (1)
I would like to explain with the example of sales.
I would like to introduce what I thought was the best sales method at a sales seminar I attended before.
First, he asked the participants: "What do you think is the strongest salesperson, something that you would definitely buy if recommended?"
Hmm, what is it? I don't know.
"It's a doctor's prescription, and there are very few people who don't buy the medicine after being given a prescription, right?"
That's sales! ? I thought, but when I listened to the story and thought about it, it was actually filled with the essence of sales. Imagine the process until a doctor issues a prescription.
Ask, "What happened today?" Icebreaker. Let the other person talk
"I see, xx is not in good shape"... Empathy
"Then I'll give you this medicine, which works well for xx, so if you keep taking it for about 2 days, it will be cured." Solution Proposal
"This drug came out five years ago and is now mainstream as a treatment for this disease"... Explain your track record and support your authority
"Well, take care, if you haven't gotten back in shape yet, please come back in 3 days"... Closing & Connecting to the Next Time
It's exactly the same process as sales. And it's a perfect process.
The story of a top-notch salesman (2)
When I was working in Europe, my mentor was a Belgian. He was the leader of the sales team, had more experience than I did in the same role, and had been successful as a manager.
It's a strange story, but I have almost no pride in my position or position, so I learned a lot from him as an honest subordinate.
One day he asked me a question. "Cage, do you know the difference between sales that can be done and sales that can't be done?"
What do you think?
He said. "It's about whether you have the courage to say 'give me an order' in any situation, and you've always done that."
It's true that I've done it that way, but not theoretically, I just felt that it was better to do it somehow, so I did it naturally. According to him, there are only three types of reactions to "give me an order".
First of all, there are two types. YES → I just need to get an order right away NO→ I can't get an order, it's a waste to spend more time
This is easy, isn't it? Certainly, if you make this clear, you won't waste time whether you say yes or no. Note: Of course, there are actually medium-term strategies, so it's a little more complicated, but here I will only write about the super simple parts.
What is the other type?
It's "NO, BUT". This means "It's NO, but if you solve xx, it will be YES."
Therefore, you will be able to decide whether to eliminate BUT or not, and ultimately classify it as YES or NO. By cutting out wasted time in this way, you can increase the amount of activity and be able to get more and more orders for sales that can be done.
It's easy, isn't it? I was covered in scales.
Sales that can't do it can't say this last word. Conversely, even if the method is a little bad, it is better to be able to say this last word.
He explained logically what I intuitively understood. This allowed me to convey this to young salespeople.
Why can't I imitate a senior top salesman?
In fact, top-notch salespeople know these required processes, whether logically or intuitively. But the tricky part is that you don't talk to customers in the exact same process every time.
Since the other person is a human being, each person reacts slightly differently. In line with this, sometimes the icebreaker is lengthened, and the time for empathy as a preparation for the next step is extended. If the other person knows the solution you are proposing, the explanation of the solution may be over in just a moment.
In short, although the basic process is followed, it is flexible according to the situation.
For juniors who are watching it in the sales field, it is almost impossible to understand what the senior is communicating based on unless they understand the basic process and way of thinking.
Find a Mentor
Therefore, if you want to learn from a top-notch person, observe their behavior and ask them about their basic ideasIt is important.
A mentor can teach you these things. Mentor someone you think is top-notch. A mentor doesn't have to be a boss. It is important that you are the most suitable person for yourself.
Don't just ask your mentor to teach you how to do it, but also ask them about the ideas hidden behind it.
Also, if you can listen to the same point from a non-mentor, you will understand better. By repeating this, you will gradually understand the processes and ways of thinking that top-notch people are based on.
Read Books to Increase Input
There is a limit to just learning from the people around you. This is because the number of people who can listen directly is limited.
Read books to increase input. There are many cases where not only superficial things but also the basic ideas that exist in them are explained. If you do a lot of input like this, you will gradually see a winning pattern that is common to the world.
In addition to reading books that write direct things, for example, there are many things that can be hinted at by reading historical novels. The point is whether you can read consciously.
All Jobs Are the Same
I explained sales as an example, but the same is true for other occupations. Whether you're an engineer, HR, or an accountant, how do you discover top-notch processes?
Then, in addition to that, it is **intertwined with one's own characteristics and incorporated into one's own process. ** Finally, by incorporating it into your basic behavior, you can pave the way to becoming top-notch.
Discover your own first-class process.
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