2024 Author: Harry Day | [email protected]. Last modified: 2023-12-17 15:43
Today I received confirmation that this postulate works not only in psychology and therapy. Everything rests on people. Now again, something like a "merchant's word" is in use, when instead of pieces of paper, a person guarantees the decency of the company with his reputation. Business itself is impersonal, it can be objectively “trump card”, in the sense of being profitable, that is, along with everything else, the product of this business can be highly demanded in society. And at the same time, the same business in certain hands can be bent. And seemingly trivial nonsense, with a skillful setting of the case, brings substantial income
I will digress a little aside by saying that any business is built with the aim of making a profit. Profit (income, money) comes only from sales. Everything else costs money. That is why I am talking about the demand for the product and about income as an indicator of business success. However, any business is also done by people. According to some reports, mostly people. Team. Nowadays more and more the success of a business is judged by the team that creates it. And, nevertheless, in some organizations people are the most important resource that requires respect, and somewhere … consumables, like cartridges. This attitude does not depend on industry or trade.
In two similar organizations dealing with the same type of business, people "live" very differently. What does it depend on? It seems to me, from the personality of the leader or other leader who is engaged in the development and training of personnel.
I promised to gossip you. I'll start now. So, one friend, inflamed with love for information business, felt almost like a shark of this business. Literally on the eve of my birthday, she decided to give me a service - promoting my training on the Internet. Thanks to her, it's a good thing, the load on fiddling with advertising is great, and after all, they give the same trips to the spa, for example.
Why is such a service worse? I accepted the gift and … immediately started taking calls.
Do not rush with congratulations, dear friends.)) I will tell you everything in order. And, besides this, I will give comments along the way, a kind of reflection on my adventures and telephone conversations. Anticipating events, especially since many have guessed themselves, I will say that we will talk about recruiters from network marketing. Network Marketing is a good example of a business of the same type with different leadership teams of people.
To complete the picture, I will say that I am quite positive about network marketing in the sense of such an idea - to disseminate information about a product. Another thing is that the phrase "network marketing" in our country implies the distribution of goods, moreover, by sniffing and fraudulent methods. This kind of "business" is unacceptable to me.
And this is precisely the big difference with which I began my article. The difference is in organizing this kind of business (network marketing). My rose-colored glasses, received in connection with fruitful cooperation with some of these companies, today turned out to be out of work, and even superfluous.
What was this most fruitful collaboration? In inviting me (and paying for my work) as a coach for people working in this business. If you think that online campaigns only teach you how to sell, you are wrong. Direct selling is prohibited in the companies I work with. Behind the scenes, of course. By internal arrangement. What do people teach in trainings?
Interacting with people. Algorithm for identifying needs, negotiations, presentations, sorry, SELF presentations, not product presentations, interaction in conflicts, personnel management. Several times I have been invited to teach yoga classes. Yes, for the same network office. The goal is team building and personal development of the project participants. Not free trainings "for their own structure", pumping people with algorithms for pumping money out of the population, but classes organized and paid for by people of their choice, with voluntary attendance and a fixed amount to be paid.
Of course, a lot depends both on the trainer, what he will teach the training participants, and on the people - on what they can “take” and how to use it. To be honest, I know a few "network leaders" who have many of the officially appointed line managers around the corner. And some teachers and psychologists will envy the ability of other networkers to interact with people.
However, as they say, not all yoghurts are created equal, and I want to talk about the "rhinos" of this business, which, apparently, have absolutely no respect for the people with whom they are going to "cooperate." "Rhinos" is their own expression, reflecting the psychological and emotional thick-skinnedness. Armed with methods of conducting a conversation, they try to make an impression, but only … as soon as the conversation goes beyond the usual "rhinoceros" framework, it becomes clear how he can speak his own language, and not someone else's, using an algorithm that is jagged tightly.
Many network companies have their own methods, according to which "salespeople" are taught to talk to people, I wanted to write with all sorts of "suckers". At the same time, the speeches of these "barkers" are composed quite competently, albeit with some miscalculations. Or maybe the mistakes made also depend on the people who push the speech, but who have learned it poorly? Now there are so many of these barkers that their algorithm of treatment is imposing in the teeth. Cold calling, as they call it, has been mutilated to the last degree. But address calls, those calls, making which, the networker already knows something about the person who is calling (for example, from his advertisement), are much more subtle.
However, even from these calls, you can guess what kind of people are sitting on the other end of the "line". And what do they think of other people who are "invited to cooperate." Address calls are psychologically built more competently, however, at a certain position of the listener, they are also easy to calculate. How to find out the true intentions of the subscriber. For what? To recognize the "rhino" by the true attitude towards you. So that you do not have to waste time to travel to a fruitless meeting.
At the end of this article, with your permission, I'll give you some advice on how to build a conversation. In the meantime - what you should pay attention to during the speech of the "rhino"
So, not later than a couple of days ago, an enthusiastic girl calls, and very competently (too competently, more precisely, algorithmically) "returns" the text of my advertisement to me in a telephone conversation. And such I, and such, straight, such as they need! It's amazing. Yes, she herself is the same, this girl. She has the same hobbies in her life, just exactly those that are in my ad. She turns out to be the leader. Only now, the voice, more precisely, the timbre, is too…. excited, greedy or something … how, you know, she found a mushroom in the forest and runs to tell where and how it grew and why she, with such big-eyed eyes, got this boletus mushroom!
From overexcitation, or other feelings, the girl does not ask if I have time to talk. By the way, this "puncture" unexpectedly for the girl gives her a "point" from me in the positive direction. I'm starting to wonder if she's a networker. The algorithm is broken. However, the girl spoils everything, daring to say everything "directly". Asks how I feel about network projects. But as? You yourself know from the first part of the article. I clarify whether I mean distributorship, and her intonation in the answer "well … no," tells me exactly the opposite.
I'm almost not interested anymore. However, the girl insists on meeting, or at least on clarifying her position. “Okay,” I say, “I can talk to you tomorrow at that time. Is this time convenient for you? " “Convenient!” The girl almost claps her hands and disappears for more than a day. Calls again. "Remember me?". Of course, I remember … It’s just naive to think that I, like Savraska, will give up everything and will listen to this "blizzard" from a person with whom we have not yet begun cooperation, but he has already let me down. The only confirmed agreement has been thwarted. It would be possible to send an SMS with a proposal to reschedule the conversation, as an option. Or maybe I'm too strict? Well, I have a point about obligations….
However, I am in favor of giving people a second chance. I personally - for a second chance. But not for the third))). Apparently, the girl intuitively felt it, or maybe I think too well of her. Maybe she simply forgot about the new time of our conversation, which never took place. I can assume that the girl is a newbie in this "business", gambling, her eyes are burning and she "puffs out her cheeks" as taught, that's just …. even if my assumptions are wrong, I would not want to come to her meeting and not find her in a conditional place at the agreed time. Or start "cooperation" with her and get unilateral default.
Well, and the second call…. And there is a hole in the old woman. Allow me to laugh at me. I laugh myself). Simultaneously drawing conclusions. In my defense, I will say that the lie on the phone was not so impudent that it would immediately catch the eye, and the expectation of guests and the complacent mood dulled my criticism.
The content of the call is similar to the following. A company that deals with large wholesale needs its own personnel officers. These personnel officers already exist, but they do not have enough experience. I am asked to conduct a series of trainings to train personnel officers in the selection of line personnel. As well as motivation training. Success training. Methods, tests, "gadgets", drawing up a portrait of a personality, a motivational profile, skills training, and the rest that is required. What is called "all the stuffing." I don't have time to talk too much, we negotiate the time of the meeting. Moreover, they do not ask for anything transcendental, everything is within the framework of what I have already done in other organizations. Or within the framework of what I indicated in the advertisement?….
Here it could be more critical. After all, my ad was "returned" to me, but not as clumsy as the girl, but as their own request, which for some reason strongly coincided with what I propose. But I, like that crow with cheese, swallowed it and went on to enjoy life. Not even alarmed that the address of their office was NOT sent to me by mail. I wrote it down stupidly. However, I had no time to get into the computer - the same troubles, guests.
And so, at the appointed time, I am in the center of Moscow, in a decent building. The secretary meets, and…. (you can laugh together) hands me the “applicant questionnaire” and invites me into a room where, despite the early hour, there are quite a lot of people. All with questionnaires…. And they call these poor fellows one by one, each different people with badges.
Questionnaires are a separate topic. I even took a picture as a souvenir … so as not to mess around anymore. Almost every question is a total disrespect for the so-called "applicant". Name, surname, hobbies, everything is required to be written. As well as its advantages and disadvantages. On the one hand, what's wrong with that? People seem to be interested. But on the other …
I was, of course, a long time ago at the last job interview. And the position was not so hot, the position for which I applied for, and there were several companies, those where I submitted my resume. But, observing business etiquette, I brought a printed resume with me, and at a potential employer, I saw my same resume on the table, printed out by him specifically for a meeting with me. Questions were asked that indicated that they had taken an interest in me before being invited to a meeting.
However, what to take from the "rhinos"? The questions further were, by and large, indecent. “What is your current income? What is your living situation. "Are you a tax officer or what? And further … “What do you want to get out of business: to end the distressful financial situation, to become famous, to get the opportunity to travel abroad, do you have a foreign passport?” "Dark" ones, since they don't even have a foreign passport. Another would ask if they have the Internet.
Further questions like how much time are you willing to devote to work”, despite the fact that as I understand it, not a word has been said about the work itself. In addition to the question in the same questionnaire: "What vacancy did you come to apply for?" Oops ….. vacancies - the sea means. Different. I wonder how it sounds. And the hit of the season: "How did you know about us?" And nothing that you yourself, in particular, found out about me, and even lied from three boxes. Again, after analyzing the questions in the questionnaire, to say bluntly, rogue, I apologize (that it is only necessary to “end the disastrous financial situation!), I remembered that on the phone they told me first the metro station, and then only the street. As if people don't have navigators in this life, and in Moscow they can't navigate without a metro.
I'm not going to "snob" here, they say, oh, a car … oh, I'm driving … especially since I don't drive a car, in Moscow and there is nowhere to park, especially in the center. It was on this circumstance that I blamed the clarification about the metro station, although I safely reached the place on the tram.
In general, it was clear at once everything at the entrance. From the question “who is your leader, who did you come to?”. If you want to laugh, I still haven't got a job to get myself a leader. It stopped being funny when I watched people fill out these questionnaires. Everything to myself, everything, everything. Education, children, address, telephone, rented apartment, whether it's own. With what fright to give all this information is not clear to whom?
The thought flashed that the psychologist could be "recruited" to "zombie" the population, these applicants. I thought that I would sit and watch. I'll think about what is better to do, just "spit in the face" or say a fiery speech. Reflections were interrupted by the secretary, who called me for an interview. It turned out that she, who was sitting at the reception, is the one who invited me. Madhouse.
Everything fell into place when she opened her mouth. Vivat templates. No, there was no fiery speech from me, as well as obscene behavior. I recalled in what capacity I am present here. I asked about cooperation on the merits. No, they all have one thing for all, but an absolutely gorgeous offer - to sell a product. Who would doubt that! Our conversation took exactly three minutes. It’s just not clear why to lie so frankly on the phone. However, I understand that completely different rhinos are calling. They only have a zoo in common.
Well, now, when I told how I burst brilliantly, a few tips that are not bad to remember myself. Losing something, for example, time, we gain experience, but sometimes we don't want to waste the time of our life on empty conversations and on trips early, when we could go to the pool.
First advice. It is worth being more critical. When you are offered the purchase of your services exactly according to the regulations that you yourself have designated, it may turn out that the services you declared are not needed at all. The customer always has his own opinion. Your vision of the process and job responsibilities
Second advice. Ask for a link to the website of the organization that needs your services. In general, it was such a "jamb" on my part that the mind is inextensible! So "get, fascist, a grenade."
Third advice. "Check for lice." Ask to call you at a specific time
Fourth advice. Be the person who negotiates. How to calculate the "main thing" in any negotiations, you ask? The main one is the one who asks the questions
By the way, having given such a questionnaire, which simply means “social striptease”, the networkers obviously rose above the applicants. Just think, even without seeing his interlocutor and employer, a person is forced to tell the whole story about himself
Fifth advice. Ask the questions yourself. Clarify, be interested, find out. Listen to intonation, notice parasitic words, and pay attention to phrases that cause cognitive dissonance in you. So that it does not happen that you come to sell your services, and they are trying to force you to buy their stale goods
Sixth tip. Work and collaborate with those people whose vocabulary contains the word "personality" and not the word "cattle"
Instead of the seventh advice, I wish everyone obligatory, responsible and grateful contractors as buyers of your services
Your Irina Panina
Together we will find the way to your hidden possibilities!
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