The Nine Tenets of Successful Sales:
1. Money is made by those in the know - there's no such thing as goods that can't be sold, only people who can't sell them.
2. Those who want to do it always find a way, while those who don't always find an excuse; there's no such thing as a road that can't be traveled, only minds that can't figure it out.
3. Salespeople should not argue about price with customers but discuss value instead.
4. Go out with purpose and return with results; success is not about speed but having a method.
5. There are no wrong customers, only insufficient service.
6. A salesperson's professional confidence lies in accepting rejection as part of the career path.
7. Customers come to our store, we must go into their hearts; treat old customers with honesty, new ones with enthusiasm, urgent ones with speed, big ones with discernment, small ones with benefits.
8. What customers need is not just products, but solutions; what you sell is less important than how you sell it.
9. Customers don't care what you sell, they care what they want; there's no such thing as the best product, only the most suitable one.
Episode 1, Episode 2, Episode 3, Episode 4, Episode 5, Episode 6
I. On Cultivation and Character:
★ Appearance reflects inner being; change within to change without. A dark heart cannot support a fierce face. Compassion brings kindness; harmony brings pleasantness; pleasantness brings a gentle countenance.
★ The mouth is the gateway to the heart; words spoken reflect thoughts inside. Heart and mouth are consistent.
★ One with low vision cannot speak loftily; one without mission cannot speak responsibly; one with small mind cannot speak grandly.
★ The ultimate competition between enterprises is the competition of entrepreneurs' breadth and vision.
★ Seeing others unattractively reflects one's own lack of cultivation.
★ Virtue comes from grace, grace from virtue, this is what ancients meant by "great virtue supports all things."
★ Life is the process of understanding, realizing, and finally achieving the Way.
★ A good person is someone who has no time for evil deeds.
★ To flow together allows communication, exchange enables connection, connection leads to transaction.
★ Flowing together means merging, merging equals connecting, connecting equals exchanging.
II. On Success:
★ To succeed first requires learning to "reverse" - changing mindset, situation, attitude, etc.
★ Path to success = thinking ability × action power × expression capability.
★ Many failures are not due to lack of planning before action but lack of action before planning.
★ Achievements benefit future generations, profits endure through centuries, fame lasts through millennia.
III. On Teams:
★ What is a team? It's when someone with eloquence speaks to a group with ears willing to listen.
IV. On Communication:
★ Communication must start from right views, right thoughts, right speech, right effort, and right mindfulness to achieve effective cooperation. Chinese communication starts at home.
★ High-quality communication focuses on results, not emotions, beginning from the heart.
★ Communication has three elements: verbal language, vocal language, and body language. Verbal language conveys information, vocal language conveys feelings, body language conveys attitudes.
★ Three factors affect communication effectiveness: setting, atmosphere, and emotion.
★ Communication has three characteristics: active behavior, interactive process, diverse audience.
★ Five basic steps of communication: making contact, smiling, listening, responding, taking notes.
★ Five aspects of communication: joyfulness, inclusiveness, empathy, appreciation, love.
★ Communication is the transfer of emotions, information, and emotional interaction. In communication, there is no right or wrong, only attitude.
★ In interpersonal communication, the worst taboo is a deadpan face. Learn from Li Yunlong's smile in "Bright Sword." Smiling changes oneself, gives strength, creates good atmosphere, brings joy, and is a ladder to success.
V. On Gain and Loss:
★ Letting go enables bearing, renouncing enables gaining. How big your heart is determines how big your stage is.
★ Giving life is for releasing life, eating meat is for giving animals a chance to be released.
VI. On Talent:
★ Using people's strengths means there's no one who cannot be used; using people's weaknesses means there's no one who can be used.
★ Talented individuals may not have eloquence, but eloquent individuals are certainly talented. In America, whoever speaks well, whoever has good eloquence becomes president.
★ Possessing talent is like being pregnant; eventually, it will show. Some feel unrecognized because their talent isn't significant enough.
VII. On Learning and Growth:
★ Knowledge is learned, skills are practiced, and breadth of mind is cultivated.
★ No fear of thought arising, only fear of late realization.
★ We should spend money without hesitation on three things: filial piety, helping close friends, and personal growth.
★ Mao Zedong said the goal of rough learning is entirely for application. Knowledge itself is not power; applying knowledge is power.
★ Mao also said, three days without learning and one falls behind Liu Shaoqi.
★ Others' deficiencies reveal our own values.
★ Thinking ability is the source of all abilities.
★ A person with poor mental patterns may easily become more revolutionary as they gain more knowledge.
★ One cannot achieve greatness due to few friends or friends of low quality.
★ Placing scriptures in your mind is like enlightening yourself.
★ Best investment is above the neck. Most people spend their lives investing below the neck.
★ Memorize "Tao Te Ching," and Laozi will follow you forever.
★ Memorize "The Art of War," and Wu Saint will follow you forever.
★ Memorize "Analects," and Confucius and Zengzi will follow you forever.
★ Memorize "Heart Sutra" and "Diamond Sutra," and Buddhas and Bodhisattvas will follow you forever.
★ A manager who doesn't understand traditional culture can become a billionaire but will never become a true entrepreneur.
★ Spend more time growing yourself, less time criticizing or envying others.
★ If you think your fate is bad, the best way to change it is to befriend someone with good fortune.
★ After 2008, anyone who doesn't speak Chinese will seem uncultured. Starting in 2008, Chinese will dominate English. During the Olympics, all announcements will be in Chinese format. Learn foreign languages to teach foreigners Chinese. Don't say, "Sorry, my English is bad." Instead, say, "Hello, do you speak Chinese?"
VIII. On Wisdom and Foolishness:
★ The stupidest person is one who excellently completes something that didn't need to be done.
★ Understanding others is cleverness, understanding oneself is wisdom.
★ Someone with a bad mindset is prone to being clever and getting tricked by their own cleverness.
IX. On Filial Piety:
★ Small filial piety governs the family, medium filial piety governs the enterprise, great filial piety governs the nation.
★ Tomorrow's way, comprehending human nature, opens the business way, bringing roundness to your life.
★ Planting a good thought reaps a friend; planting conscience reaps morality; planting morality reaps habit; planting habit reaps character; planting character reaps life.
X. On Marketing:
★ Sales is not selling, it's helping customers buy.
★ All marketing in China can be represented by one word: "Confucianism" (Rú) {human + need}; Buddhism {human + $}.
★ Enterprises only realize profit through marketing capabilities; everything else is cost. The biggest cost is employees who don't understand marketing.
★ Keep customers continuously identifying with you, and you've succeeded.
★ Customers care not only about who you are but also about the benefits you bring them.
★ Customers don't reject products or services, they reject mediocrity.
★ Rejection is a habit; when customers reject us, our work has just begun.
XI. On Money and Wealth:
★ Don't live backwards; life itself is wealth.
★ Scattering wealth gathers people; gathering people brings wealth.
★ Earning money has one purpose: spending it. Little money is for oneself, more is for everyone, even more is for the people, hence called Renminbi.
★ Those who always complain about lack of time or space are the poorest. The silliest put money in the bank; banks take money from those who don't spend and give it to those who do.
XII. On Tea and Alcohol:
★ Zheng Banqiao said: alcohol can disrupt nature, so Buddha forbade it. Alcohol can nurture nature, so immortals drink it. Thus, drink like Buddha when there's alcohol, and like an immortal when there isn't.
★ Ten thousand miles of red dust in three cups of wine, a thousand years of great endeavor in one pot of tea.
XIII. Other:
★ Mao Zedong said: investigation is like ten months of pregnancy, solving problems is like childbirth. Without investigation, there is no right to speak.
★ "No one disturbs me, where's the value of being a star!" - Maradona.
★ Tolerance means using people's strengths while accepting their weaknesses.
★ Empathy means understanding and identifying with others, standing in their shoes. In communication, there's no right or wrong, only different positions.
★ Praise is the lubricant of interpersonal communication; it makes others continue doing the right things.
Note: Biography of Zhai Hongjin
Zhai Hongjin: Senior Training Lecturer at Beijing Pivot Future Management Consulting Company. A mentor for practical marketing training in China, a scholar of classical Chinese philosophy applied in modern contexts, an economic and cultural expert, and a guest professor at Peking University. Currently serves as Chairman of Daoang International Group, President of the International Talent Engineering Academy of China, President of DAM Marketing Expansion Institution, Director of Peking University's Chinese Entrepreneur Training Center, Chief Advisor to the Expert Advisory Committee of the China Business News, Honorary Professor and Doctoral Supervisor at National University in the United States. Over the past few years, Professor Zhai has been invited to deliver thousands of educational trainings and speeches at various levels of government and renowned universities, benefiting nearly a million people who achieved breakthroughs in thought, behavior, and mindset after experiencing shock and awakening. He is hailed as one of the most valuable education and training experts in contemporary China.
An advocate and disseminator of Chinese traditional culture. For a long time, Professor Zhai has been devoted to studying Chinese traditional culture and philosophy with a strong sense of national pride and mission. By integrating international philosophies and marketing practices with China's actual conditions, he has proposed a series of unique solutions in management science, decision-making science, talent development, marketing, corporate teams, etc., which have caused significant reactions in academic circles.
Professor Zhai's famous "TAT (Thinking Ability? Action Ability? Expression Ability)" course has been very popular in MBA, EMBA, DBA, and Outstanding Leadership programs at prestigious institutions like Tsinghua University, Renmin University of China, Beijing University of Science and Technology, and National University in the United States.
In recent years, Professor Zhai has been invited to conduct thousands of educational trainings and lectures at various levels of government, renowned universities, and enterprises, enabling nearly a million people to experience growth and breakthroughs in mentality after experiencing shock and awakening.
Professor Zhai's best-selling book: "The Power of Leadership"
He has served clients including China Unicom, Zhongyuan Oilfield, Guoqiang Group, Tingmei Group, Daya Group, Shifeng Group, Yutong Bus Group, among others. More commonly, he works with developing SMEs like Yinman Company and Xierui Company. These companies have gained vibrant vitality after undergoing corporate culture building, team building, internal employee training, and nationwide dealer and distributor education under Professor Zhai's guidance. Within a short time, they have established thousands of chain outlets across the country, achieving annual turnovers exceeding hundreds of millions!
Professor Zhai continues to explore the path of talent development in China, voluntarily establishing the "Chinese College Student Entrepreneurship Training Camp," personally successfully training hundreds of thousands of university graduates, fulfilling countless talents' entrepreneurial dreams, and earning the title of "Father of Chinese Entrepreneurial Marketing"!
A master of classical Chinese application, practitioner, and disseminator of comprehensive culture and wisdom, calligrapher, specially appointed professor at Tsinghua University, Renmin University of China, and Beijing University of Science and Technology, and specially appointed doctoral supervisor at National University in the United States. Professor Zhai has been committed to promoting Chinese traditional culture, delivering courses and speeches at various levels of government, renowned universities, and enterprises, enabling millions of people to achieve breakthroughs in thought, behavior, and mindset after experiencing shock and awakening. His main courses include "Great Wisdom in Classical Chinese Application," "Ten Practices for Entrepreneurs," "Wisdom of the Tao Te Ching," "Seven-day Zen Retreat Merit Class," "Classical Chinese Health Preservation," etc., which are highly welcomed in MBA, EMBA, DBA, and Executive Education Programs at renowned domestic and international universities. Professor Zhai's courses spread "good knowledge," convey "positive energy," and share "great wisdom," perfectly combining Confucianism, Buddhism, and Taoism, allowing participants to feel his innate talent and the grandeur and spirit of the Chinese people flowing through his veins.