1: Learn from others (what happened in the past has consequences) 2: Learn from things (what happened in the past, the parties involved) 3: Learn from books (advocating classics and being baptized by years) 4: Learn from history (essentially people and things, which happened in the past and may have been a long time.

Today we only talk about how to learn from others. Because learning from others is the most efficient. The results can be measured, the process can be disassembled, the actions are easy to imitate, and most scenes can be copied.

The thinking mode of the extractor reminds me of a sales white paper project of 20 12.

The process is probably the real version of the text. Our topic at that time was "Let sales be armed to the teeth and win the battle to close the fiscal year".

That year, we did something.

Step 1: We disassemble all the processes of 2B sales and the professional abilities behind them, such as:

1: Lock customers-Methods and tools to identify customer characteristics and key links

2. Build trust-industry knowledge understanding, customer value understanding, customer pain points and needs understanding.

3. Tap customer needs-rotate sales guidance and research the use of tools.

4. Scheme making and submission-preparation and elaboration of high-level business plan.

5. Verification scheme and question-and-answer demonstration, resource mobilization, collaboration and customer objection handling.

6. Deal-Provide creative scenarios and negotiation skills.

7. Experience management and recommendation, secondary transaction-PMP

Step 2: We should not only look for the best colleagues, but also look for colleagues with outstanding ability in a certain link, so as to restore, disassemble and recover.

Moreover, in content design, we have achieved a sales mentality and let customers make decisions. All the research data, contents and selections come from front-line colleagues and cases, not from any textbooks and authoritative figures. The true stories, methods and behaviors extracted from people around you are most easily accepted and recognized by everyone.

Step 3: We begin to study the details and stories behind each project transaction and discover the characteristics of people's peers. At the same time, constantly improve the customer's portrait characteristics, such as industry, application, products, scale, management requirements and so on …

Step 4: We output a complete set of white papers, including: application scenario value ABC of industry customer demand, PPT of competency training corresponding to each process, successful case model, sales process management, as well as top-level sales feature portrait, sales professional competency training manual, sales staff one day, sales manager one day, etc …

Step 5: Training, implementation, application, sales, study and practice. Hungry, manager training is in full swing.

Finally, Q4' s performance in South China was overfulfilled, and it was overfulfilled throughout the year. That year, the number of people who entered the forefront of the national sales list also reached its peak. Lay a solid foundation for the expansion of the follow-up team and the training of cadres. In addition, the method of the white paper has been popularized throughout the country.

To measure whether an enterprise is excellent or not depends on whether it can train cadres in batches and copy talents.

Postscript: In retrospect, I was honored to participate in the research, extraction and application of the whole process methodology, and also participated in and witnessed the great achievements and subsequent method dissemination. This project not only sublimates the ABC of big order, the ABC of goal and process management, but also provides ABC for refining and copying the methodology of key talents, which just echoes today's article.

Learning from others is not only about looking at others' achievements, but also about reverting to the scene at that time, looking at every key action and key choice, and finding the reasons for success that the master may not be clear about. For example, attitude, state, ability, acquisition methods behind professional ability and so on.

Refine key effective movements, and ordinary people can become masters.