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      讓靈魂附在另一個骨架里,去追逐和感受另一個人生,或平淡如水,或光怪陸離,那些都是你不曾擁有,卻極致渴望的世界......
      當前時間:2019-07-20 06:45:22
      1. 愛閱小說
      2. 職場
      3. 股市邪刀柳滄海
      4. 第三章 第三章 實習的苦戰與殘忍

      第三章 第三章 實習的苦戰與殘忍

      更新于:2018-03-16 07:08:43 字數:3492

      字體: 字號:
        也許是剛找到工作的喜悅還沒有散去,雖然昨天的培訓讓人腦袋嗡嗡響,但是今天早上的柳滄海已經神采奕奕的和李天勇一起踏上了14路公交車,目的地就是市府廣場的云輝大廈2319室。一路上,柳滄海反復的咀嚼著劉組長的一句話“電話銷售就是場戰斗,一場通過電波的戰斗。更是一場生存的戰斗。”這聽上去更像搞情報工作的,像永不消逝的電波一樣,可是事情到底是怎樣的呢?在電梯里見到張正,柳滄海一邊打著招呼一邊摸著自己的領帶說“昨天的培訓你感覺怎樣,我感覺這個工作不好搞啊,聽上去好像很殘酷。”張正微微一笑說“這個不知道,我以前學體育的那個是苦的厲害,總不至于這份工作還要折磨肉體吧?”李天勇默默的看著張正沒有說話,柳滄海接上話說“我想做白領的都去健身館,用錢買罪受,體力上我覺的還能聽過去,可要是心里上的壓力就不好說了,但愿咱們都好過。”說著挺挺自己的結實的胸膛。電梯很快到了23層,剛轉身,一看,劉組長和李麗麗和徐峰正在等他們,他們幾個新來的沒有房卡進不去。劉組長看著人都到齊了,領著自己的組員進去了,李天勇和自己的組長呆在外面,他們組的還沒到齊。到了組里,劉組長說“我們今天就開始實戰實習了,我先聲明,接下來的培訓非常的嚴格,是狗熊還是英雄就看你們的行動了。電話銷售的業績好壞取決于兩點,第一點是你打電話的數量,你打的電話多,潛在的得到客戶認同的概率多,你得到的客戶也會多,業績自然會好一點,第二點是客戶的資金量的多少,你的客戶只有2萬塊買股票,你想他是不會給你超過2萬的,因此你要想辦法讓客戶追加資金,這個是另一個銷售境界。現在每人到我這里領取十張電話表,上面有你們要打的客戶的聯系方式,另外你們每人一份話術,來,你們來領一下”再柳滄海他們拿到話術和電話號碼后,柳滄海打眼一看,乖乖的,上面是兩列手機號碼,沒名沒姓,僅僅是電話號碼,一張紙兩列,每列數一下大概70個號碼,一張就是140個,10張就是1400個,柳滄海還在納悶公司怎么搞到這些號碼的時候,只聽到劉組長說“你們現在要做的第一件事就是背會話術的第一段,然后有問題或者碰到客戶的回饋自己解決不了的時候,你們把問題記在發的本子的后面,聯系上的客戶,你們要問到客戶的姓名,股票名稱,沒有這些信息的客戶不算是你們要回訪的范圍。現在開始被話術。”也不知徐峰他們三是怎樣想的,或者看到號碼后是什么感受,房間里已經響起了讀書聲,仿佛回到了初中時代讀語文課文。聲音剛讀起沒有一分鐘,突然一聲霹靂從天而降“你們都沒吃飽飯嗎?你們都是小孩子嗎?聲音就像蚊子叫?大聲的讀,大聲的背!”柳滄海愕然的看著,原來是劉組長喊的,此時的柳滄海就感覺自己的耳邊是一個超大型的擴音器,喊得自己腦仁疼,心想,劉組長的喉嚨是不是鐵做的,以前培訓也沒見這樣的大聲,竟然蓋過了我們四個人的聲音。既然領導發話了,不賣力不行,十分鐘后,他們的嗓子都有喊啞的跡象,李麗麗已經喊的小臉發紅了。突然間,門被打開了,與其說是打開了還不如說是踹開的,那人的力氣太大了,只聽門“咣”的一聲被打開,撞到墻上“嘭”的一聲,然后像是重機槍掃射一樣的聲音“劉組長,你是怎么培訓的?聲音就像娘們?在外面一點聽不到,**的不行就換人!”說完,就走了,只留下不知所措的柳滄海他們和一臉通紅的劉組長。劉組長默默的關上門,轉瞬間,眼神能殺死人,狠聲說道“我從進公司到現在,半年來一直是尖子,從來都是表揚。今天你們幾個蠢豬竟然讓我如此結果!現在我宣布,每個人都必須喊出話術,拋掉尊嚴,喊出你們的野性來,我就在門外,誰的聲音我聽不到,誰就滾蛋!”說完,不理柳滄海他們,出門關門,房間里瞬間尷尬下來。走還是不走,這這是一個問題,走好辦,不走又該怎么辦?本科生在第二天就被訓的提溜轉,呵呵,苦笑!首先徐峰快速有力的把兩頁話術揉成一團,說“老子還不伺候了!”說完霍的一下站了起來,也就一兩秒的時間,他又好像是想起什么來了似的,有當的一聲坐了下來,連椅子都和桌子都彭的撞了一下,隨后慢慢的的把揉成一團的話術,一點一點的打開,打開后又用手使勁的拍了拍,使之平整一些。柳滄海他們看得莫名奇妙,不就是個工作嗎,至于嗎。接下來,就是沖天的讀書聲,不知別人的感覺怎樣,柳滄海,讀的是竭斯底里,,好像是發泄著對某些事情的不滿一樣。讀熟下來就是背,憑著大學背馬哲的功力,這兩頁紙就是個空氣。剛開始,柳滄海是邊想邊背,到后來就是張口就來,根本不與大腦協調,生意更是有增無減。他們幾個還在忘我的大背特背之時,劉組長不知何時已經進了房間,嘴角透著不易察覺的微笑。她啪啪的兩聲掌聲打斷了柳滄海他們的動作,語重心長的說“做這一行,背話術是必須的。客戶基本上要問的問題,上面都有現成的答案,而且是歷來前輩證明了是最有用,最能打動客戶的答案。接下來,也沒有多少要學的了,如果說要學什么,那就是學會忍耐,多打陌生電話,不要怕拒絕,這才是實習的重中之重。至于銷售技巧就是遇到案例具體問題具體分析了。現在,拿起你們的電話,按著資源上的電話號碼,一個一個的打過去,凡是上班時間能堅持打下來,堅持一個星期的就算合格。才有資格學習銷售技巧。”柳滄海,率先拿起了電話,電話撥過去,通了“先生你好,我們是天宇投資的”,那邊一聽投資兩個字,啪的一聲電話就掛了。接著又打了一個,對方一聽投資,說“你們是不是神經病啊,天天打,再打,我就去告你們!!!”接下來的50個接通電話,都被所謂的客戶以各種各樣的理由掛掉了。柳滄海,把電話放在左耳邊,做出一副打電話的樣子,用余光看看左右,發現他們臉上都寫著失敗兩個字,他想,自己臉上也是如此吧。不怕失敗,就怕總是失敗。他們幾個就像泄了氣的皮球一樣,原來十分鐘撥通10個電話,現在連5個都難接通了,這是劉組長說話了。“電話銷售就是如此,受不了的,滾蛋,馬上!”房間里,不見人離開,之間電話聲四起,好在,這次柳滄海終于打到了一個可以聊天的客戶“現在行情震蕩,我們在個客戶免費的分析股票,請問您有什么股票需要分析一下,我是天宇的小柳。”客戶說,“我現在剛剛入資,還沒買,你們那邊不推薦股票嗎?別的公司都推薦的”“請問你先生貴姓?您真的要我們推薦一只給您嗎?”柳滄海馬上問,心情激動的都聲音發顫,能不激動嗎,打了快一個上午的電話了,終于有一個能聊上幾句的,客戶說“我姓王,你們不就是投資的嗎?我買你們的產品,你們至少要讓我看看貨吧?”“看貨可以,我覺得現在還不是時機,因為我們現在還不是互相了解,現在給你股票你如果不買,我們豈不虧了,畢竟我們選一只好股也是需要花時間和精力的;如果你買了,您對自己的錢就太不負責任了。我覺得我們還是先聯系一下,互相了解一下,對合作心里有個合理的預期,這樣我們給您推薦一只我們就能幫您掙錢同時,也能合作了。請問,您都是哪個時間方便通電話?”姓王的客戶說“我隨時都有了時間。”柳滄海說“那好的,王先生,我這邊就要中午休息了,下午收盤后再給你打電話,另外我都經理那里問問,看看是否破個例,先給你只股票做做,空倉總是不是很好的。您看好吧?”王先生說“好吧,你只要給我好票,我肯定跟你合作。”說完掛了電話。柳滄海,飛速的在客戶信息單頁上填上了,客戶姓名、電話、性別、倉位等信息,同時也記下了談話大概和談話感受。做好這一切的柳滄海,有成就感的伸了一下有些發酸的腰。這時,劉組長說“大家都停一下。”看到柳滄海他們幾個都停下來了,接著說“現在時間快十一點半了,總結一下。總體來說,你們的第一關算是過了,下面就是堅持了。上午大家打的都不錯,你們看看自己的客戶信息單,都有了收獲。不過,我要提醒你們的是,相信誰都不要相信客戶的話,除非他的錢已經到了公司賬上,已經成為了你的客戶。不要問為什么,也不要認為這個太勢力,原因你們很快就知道了。現在收拾一下準備吃飯吧。”說完自己徑直的離開了房間,剩下柳滄海幾個回味著這貌似關系卻很冷漠的話。她肯從心里還沒有認同我是她的同事,柳滄海心里想著。接下來的日子,很平淡,很枯燥,就是不停的打電話,能夠在客戶信息單上留下可以再次拜訪的客戶數量卻是越來越多,劉組長說這是他們以后開單的基礎。一周的實習很快就過去了,李天勇和柳滄海他們都堅持下來了,李天勇組就剩他自己了,要不是柳滄海還在堅持,估計也走了。好在,柳滄海他們組的人一個都沒掉隊,出了第一天當場踢出去的幾個外。什么是生存,別人干不了的,你能干;別人撐不住的,你能。這就是生存。實習的最后一天,劉組長的話一直在柳滄海腦中徘徊,“你們聯系上的客戶都是垃圾,下面就是你們變廢為寶的時候了,學不會這個,你就是垃圾,除了會吃飯放屁,不能掙錢的都是垃圾!”
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