Calon: Jual pen?
Interviewer: Ya. Anggap saya customer. Saya taknak pen. Yakinkan saya.
Calon: Boleh saya tahu kenapa saya kena jual pen ini?
Interviewer: Sebab saya suruh. Ni test.
Calon: Ujian untuk nilai apa sebenarnya ya??
Interviewer: Keyakinan. Cara awak meyakinkan orang. Cara awak fikir.
Calon: Kalau macam tu, kenapa pen? Kenapa tak benda yang lebih dekat dengan kerja betul?
Interviewer: Jangan banyak soal. Cuba jual je.
Calon: Baik… tapi sebelum saya jual sesuatu, saya biasanya akan tanya keperluan customer dulu.
Tuan perlukan pen ni untuk apa?
Interviewer: Saya tak perlukan.
Calon: Kalau customer memang tak perlukan, paksa dia beli bukan cara yang baik.
Interviewer: Ni cuma lakonan.
Calon: Lakonan biasanya mencerminkan realiti kerja.
Dalam kerja nanti saya perlu paksa orang beli benda yang diorang tak nak ke?
Interviewer: Awak ni susah sangat ke nak ikut arahan?
Calon: Saya cuma cuba faham.
Interviewer: Ni interview. Kalau tak boleh jual pen, macam mana nak perform?
Calon: Perform sebagai apa sebenarnya?
Interviewer: Sebagai staf di sini.
Calon: Staf…?
Interviewer: …
Calon: Maaf tuan, saya cuma nak pastikan kita bercakap tentang position yang sama.
Saya datang untuk interview cleaner.
Interviewer: ...
Calon: ...
Jordan Belfort's Answer
“The real answer is, before I’m even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? […] The first idea is that […] I want to hear [the salesperson] ask me a question. Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. That’s the truth of it. It’s like trying to sell someone a house and you don’t know if they’re in the market for a house, what kind of house they want, how many kids – so how can you sell someone a house? That’s the point.”
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