emba讀書會8月--設法讓自己翻兩倍
TRANSCRIPT
設法讓自己翻兩倍
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
影響專案形象的四大元素 Juniper大中國區企業總經理 竺宏
我一直在問自己,為什麼我們不能翻一倍,翻兩倍,不只是 20、 30% 的成長?
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
在兩強夾擊下,他帶領團隊發動靈活攻勢,兩度創造了跳躍性成長。
管理業務人員,最重要的是建立共同的語言
不要預測,要的是承諾
前言
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
調整戰略決定
2007-2010時,將投資重點移到北京、上海、廣州以外的二、三線城市。
三年下來,經過這樣的方法,開拓了 25個省份的生意
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
做自己覺得對的事情
要員工告訴我,什麼樣的行業你打進去了,生意會高於我希望的目標,而且你會很開心?
人最大的障礙在自己,不要把事情都先假設了。
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
前有思科後有華三集團,採取什麼方式競爭
戰略如果打不贏,就用戰術打。
雖然對方有十個人,但對方只要有兩、三個比你差,你找比你弱的去打,一定打的進去。
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
集中資源贏下來
每年告訴業務團隊十件最重要的專案
在市場上有沒有一件事情,在你做完這件事之後,市場會加速成長的?那就用所有資源去把它贏下來。
對金融客戶來說,如果第二大銀行已經用我的,我要在推其他金融客戶會越來越容易。
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
適才所用
真正大的生意,可能百分之 50要出動特種部隊,出動幾位高手去打一些有很大影響的客戶。
Each ERA® Office is Independently Owned and
OperatedExcept Offices Owned and Operated by NRT
Incorporated
設法讓自己翻兩倍
統一每位業務員的語言
一個組織要有執行力,你在講一件事情時,每個人聽到的都必須是同樣的意義。
要求業務人員承諾而不是預測。
結尾
Each ERA® Office is Independently Owned and Operated
Except Offices Owned and Operated by NRT Incorporated
在經營店頭時,每個月也應該定時公佈與追蹤重要經營的物件,並隨時注意買方是否出現。是否需要主管協助。
要求經紀人員給予承諾而不是預測。
持續招募,讓業績翻一倍甚至兩倍
ALWAYS THERE FOR YOU