Ukubheka
Kulolu chungechunge lwezihloko, uBrian Tracy uxoxa ngezinyathelo ezingu-7 ku-Cycle Sales, kuqala nge-Prospecting. Lezi zinyathelo ziphumelela kangangokuthi ukuzifunda nje nokuzisebenzisa kungathuthukisa kakhulu imiphumela yokuthengisa yomuntu.
Umlingo walezi zinyathelo wukuthi azisebenzi nje kuphela emjikelezweni wokuthengisa kepha futhi ekutholeni umsebenzi wokuthengisa.
Uma kufika kuye, umuntu owazi ukuthi angalindela kodwa angakhethi kangcono kunomuntu owazi ukufunda kodwa akenzanga. Ngakho-ke uma ukholelwa ukuthi ukubheka isinyathelo esibalulekile kuyo yonke inqubo yokudayiswa nenqubo yokuxoxisana, funda.
Ukubheka 101
Ngokusho kukaTracy, ukufunwa kuyindlela yokuhlukanisa phakathi kwabasolwa kanye nethemba langempela. Uphakamisa ukufuna eyodwa noma ngaphezulu kwezici zamakhasimende ezingu-4 ukuze unqume ukuthi noma ngabe umuntu ungumuntu onjani. Okokuqala ukuthi banenkinga wena noma umkhiqizo wakho ongaxazulula. Owesibili wukuthi banesidingo samanje, esihlonziwe noma safundwa ukuthi umkhiqizo wakho ungawugcwalisa.
Okwesithathu, kufanele ubheke umuntu onomgomo umkhiqizo wakho noma isevisi ongabasiza ukuba bafeze. Okokugcina, ukufunwa kubheka umuntu onokubuhlungu umkhiqizo noma isevisi yakho enganciphisa.
Inqubo yokuthola amathemba nokwehlukana kwamathemba kubasolwa kungathatha izinhlobo eziningi. Kungakhathaliseki ukuthi ukhetha ukushayela kwendabuko, ukudayiswa kwe-telemarketing, i-imeyili eqondile, ukuthengiswa kwezimpahla noma noma iyiphi enye indlela yokwenza izinto, into ebalulekile ukuthi ukubhekwa kubonakala njengesinyathelo esibucayi emsebenzini wakho wokuthengisa.
Ukubheka i-Prospecting kuyisinyathelo esibalulekile sokuqala ekuzingeleni umsebenzi . Iphutha elivamile ukuthi abaningi abafuna umsebenzi basebenzise ukusebenzisa isikhathi sabo namandla bafuna umsebenzi nenkampani engenawo noma ngaphezulu kwezici ezishiwo ngenhla. Isibonelo, uma inkampani inamandla okuthengisa okuqinile okuqhubekayo okuletha imiphumela, leyo nkampani ayinayo iphuzu-ubuhlungu ukuthi amakhono akho okuthengisa angakhipha.
Ukwenza ucwaningo oluthile lwamabhizinisi oba nesithakazelo ekuthengiseni ngazo kukuvumela ukuba usebenzise indlela ehlose kakhulu nokusebenza ekuzingeleni umsebenzi. Uzokwazi futhi ukufaneleka kangcono "amathemba" akho, futhi, ngokusebenzisa ucwaningo, ukukhomba ezinye zezinhlungu zabo-amaphuzu, imigomo yezinkampani, nezinselele zebhizinisi.
Imibuzo iyisihluthulelo
Uma ufuna ukufunda noma yini, kufanele ubuze imibuzo. Ngaphandle uma umuntu eqala ukutshela ngezikhathi zonke ngezinhlungu zebhizinisi, imigomo, izinkinga nezidingo; kuzodingeka ucele imibuzo ehlosiwe ukuze uthole ukuthi ngabe ibhizinisi lingumuntu yini noma cha.
Kodwa ukwazi ukubuza imibuzo, yimiphi imibuzo okumele uyibuze nokuthi yini ongayifuni iyigugu eliyisebenzisayo nesikhathi sokwenza kahle. Abafuna umsebenzi abaningi kanye nabaqeqeshi be-rookie yokuthengisa, abakholelwa ekubalukeni kokubuza imibuzo, bavame ukubuza imibuzo eminingi noma imibuzo engeyona ingxoxo engxoxweni.
Kungenxa yokuthi ungacabanga ngombuzo akusho ukuthi kufanele ubuzwe.
Umhlahlandlela Wokubuza
Ukuze sikusize ukugcina imibuzo yakho endleleni, gxila ekusebenziseni imibuzo ukuthola ukuthi ngabe umuntu okhuluma naye noma cha unomunye wezici ezingu-4 uTrcy abonisa ukuthi ubabeka ithemba. Buza imibuzo ngemigomo yabo nokuthi yiziphi izinselele ababhekana nazo njengoba bezama ukuhlangabezana nezinhloso zabo. Buza imibuzo mayelana nanoma yiziphi izinkinga abanayo ekufezeni noma yini ukuthi umkhiqizo noma isevisi yakho ihloselwe ukuyenza. Buza ukuthi amandla abo okuthengisa asebenza kanjani manje futhi abukeka kanjani lapho beqasha abadayisi abasha bokuthengisa.
Imibuzo nganoma yini engakusizi ukuba ufanele umuntu noma ibhizinisi njengomqashi noma ikhasimende kufanele ibekwe eceleni kuze kube yilapho eqhubeka nokuthengisa noma umjikelezo womsebenzi .
Nakuba abaningi bengaphakamisa ukuthi imibuzo kufanele isetshenziswe ekuqaleni futhi kaningi emzamweni wokwakha ubuhlobo, ungaqeda ukwakha ubudlelwane nomuntu ongasoze wathengisa noma asebenzele. Akukho okumelene nokwakha inethiwekhi yakho yobuchwepheshe kodwa ukusebenzisa isikhathi sokuthengisa nokuthengisa isikhathi sokuxhumana kwenza kube lula ukusebenzisa isikhathi sakho.
Izwi Lokugcina
Abaqeqeshi abaningi bezokuthengisa kanye nabafuna umsebenzi bazonda inzuzo. Uma benethemba, bayibona njengento "edingekayo." Nakuba ungalokothi ufunde ukuthanda i-prospecting, uzobona ukuthuthukiswa okungahle kumzamo wakho wokuthengisa, imivuzo kanye nokwaneliseka komsebenzi . UBrian Tracy uthe kuyithengisa okwamthatha "emathunjini kuya engcebweni," futhi konke kwaqala ngokufunda indlela yokuthola.