I come from a county in Fuzhou, Fujian Province. I haven't graduated from junior high school. I went out to work at the end of 2007. I was only 18 years old at that time. I came to Nanjing with good hopes. I started from the bottom of the shop and worked 1 1 hour every day for a year. In the second year, I was promoted to the foreman and worked hard for more than a year. At that time, I was young, just in my early twenties, the market was booming, and the business of the store was very good. I earn about 30,000 yuan a month, which is really booming. I feel that society is like this, and business is very good. Now think about it in reverse. At that time, we followed the market and the market was leading us. Think about it. Really young and ignorant, spend too much money, and finally don't know where the money is.
20 15 in the blink of an eye. The market of the whole industry is very poor, and it is a semi-sunset industry. The money earned is also declining, just enough to support the family. At this time, the big boss spoke and was willing to let me go. After his own analysis, this industry is no longer suitable for me, and he has long wanted to find another way out. Without a word, it was packed in a week.
I ended my eight-year working history in Nanjing and made a summary for myself: big things are not sloppy, small things are lazy, communication is no problem, tasks can be completed, customers can be dealt with, and employees can get along with good friends. So, what did I get from this job? (1) social experience, what people see, is called ghosts. 2 temper, slowly polished by society, has become very patient. Communication with people is also better. Apart from these two points, I feel that there are really not many other gains. There is a saying: if you don't advance, you will retreat. Indeed, in the later period of this industry, I felt that I was numb to go to work every day, waiting for the elimination of the industry, and I had no idea of making progress at all, so I quickly retired when I had the opportunity, and quickly found another way out and found a better one while I was young.
When I came back, my idea was relatively simple. I feel familiar with the county and have a little connections. It's good to come back and start a business. I've been looking for projects since I came back, and I've been looking for them, but they've all been ruled out. Many businesses in the county are hard to do and there is great competition. What is easy to do has been taken away by people with connections.
I stayed at home for half a month and have been wandering. After being persuaded, I said that selling is the best way to exercise my ability and make money quickly. I immediately strengthened my heart to be a salesman. In fact, 25 seniors have been asking me to learn in the early stage, but I always felt that it was not standardized. What I can learn online should belong to the feeling of selling pyramid schemes, that is, selling knowledge. But after I came back, I hung out with my seniors every day and watched their changes. Compared with before, it is very different, and I am slowly attracted by the sales of blue light rain. 2015,2065438+05, I resolutely joined the training of Lan Xiaoyu, and wrote the first summary on the 6th. In the same month, I got my first job, selling medical devices. At that time, Xiao Bai was an omnipotent Xiao Bai and knew nothing. At first, I was really not used to it. It's a big contrast with my old life. I think life is dark, because before the earliest, I always sat in the office, with a boss chair, a computer, a cup of tea, my feet on the table, watching TV, watching movies and chatting with people. Sleep when you are sleepy, and the day will pass. I am doing one thing numbly every day, and I have no progress at all. Now I am a business bag, which contains a notebook, a pen, company products and materials, running around and visiting customers. The previous visit was really tiring, but in other words, I have another advantage, that is, my adaptability. Since I chose to do sales, I will do it seriously. At this time, I have already started the warm-up course. At that time, the boss said, I don't want to read, I don't want to do it. I look at the pain points, copy them on the wall, and read them immediately if I am lazy. What I wrote is: I don't want to give my children a better educational environment, I don't want my family to live better, I want people to look up to it. Think about these pain points and do it quickly. So I have been writing a summary until now. The summary has been broken for two days and I am still warming up. At that time, I only needed 1 to 2 hours a day. I really wanted to play, sleep and not read. But slowly, the deeper you learn, the more solidified you are. As soon as I get used to it, I will read books and write summaries in front of the computer, even if I go out for dinner, get together with friends and so on. Then you will immediately think, it's time to study, and find a reason to go home quickly. Slowly, you will form a conditioned reflex and write a summary, which is really poor, because you haven't graduated from junior high school, and your writing is really poor, and you often can't read. But there is a saying in the course, stability is overwhelming, and I believe I will learn it eventually. Gradually, with the deepening of the course, you can write and draw pictures when you encounter problems, find the reasons, find solutions, and you will be able to land. I won't look at things with my own experience as before. Doing things is equal to having a routine. I was a little selfish when I was outside the store in the early days. I think it's the same if I do it, and it's the same if I don't. I can be lazy and lazy. Not now. Now I work with an entrepreneurial attitude, and I will take the initiative to run more customers and respect my lover. Because the course said that I should work with an entrepreneurial attitude, I worked very hard at that time. I just started to learn the four tricks of human feelings and gradually used them. The effect is really good. For a little white like me, it is no less than a treasure book. This is the first time to work, two and a half months, resolutely resigned. I have already talked to the counselor and senior.
After I quit my first sales job, alas, this is a sad reminder. After two months, I didn't earn a penny, but I had to post my own car damage and ticket. But I really paid for it, and I must have got something. This harvest may not be money, but I have gained industry experience and sales skills, which is very worthwhile and gives me a better understanding of sales. Now that I have resigned, what should I do to find a job? But what is best for me? I didn't learn it for nothing. Ask questions if I don't understand. If you don't understand at that time, ask questions and put forward your own advantages and disadvantages. Finally, I analyzed my present situation. For family reasons, I decided to do it in the county first. Because I sold medical devices in the early stage, I am familiar with the hospital. It is easier to get started and exercise myself if I do a physical examination. I was introduced to do sales in our county physical examination center, so the first month was 65,438+10,000 yuan, setting a record for the company. Because newcomers generally have no requirements for performance in the first three months, they can only achieve more than 10000 normally. Well, then I am the Blue Army. These three courses are not learned in vain, so if you want to do well, most of the 100 thousand achievements are recommended by village doctors Our basic salary is +5 points. Although we don't earn much money, I feel very fulfilled and honored at present. Now let's share the experience of this job.
Let me share a dry product with you first: I'm afraid you will fall asleep after listening to the previous words. Forgive me, my level is limited. I believe many people will feel at a loss when they come to a new industry. It's just that they are too strange and unaccustomed. It was the same when I first entered the business. I have been reading materials for the past week, but I didn't just sit there and read materials. Haha, I have studied all three people, but I need them. Oh, look. No one took me, so it is impossible to learn from the master. Then what should I do? I can't expect others to take me. At this time, I found that the backstage of the company was a little girl, belonging to a knowledgeable person. I know a lot of things because she came early. Haha, isn't that what I want to do? What do you want to know if I remove the backstage? Not a mistress. Then everyone said, how to get rid of the back office? Haha, through observation, I found that little girls usually like to eat snacks, coffee, milk tea and the like. Then my American friend brought me a lot of snacks when he came back from the Spring Festival. That's when I use them. I was flattered to send two packs of bubble gum for the first time. I made a joke. I'm new here and I don't know much about it. Please give me some advice. This is just a gift from a friend. I send flowers to old employees, hehe. From this time on, I asked her what she didn't understand, from the company's personnel structure, resource allocation, internal sales relationship, business knowledge, matters needing attention, and asked her what she didn't understand. Later, I gave her a few small gifts, chocolate, milk tea and breakfast, and basically became very iron colleagues with her. Then students, after listening to this dry goods, you should know that you should do this when you enter a new industry. Find a breakthrough to be a man, and you can better deal with the outside world if you get inside. Actually, it includes the later period. In order to grow better, I have also done favors and added value to sales colleagues, and learned a lot of industry knowledge from them. Haha, I can only be human, because when I was warming up, the boss said that human feelings are four quick moves, and indeed, I gained a lot. Ok, let's analyze the second plate.
Two: How to determine the direction of force with three major factors.
First of all, to enter an industry, as the boss said, oneself, competing products and consumers should go through it first and analyze the advantages and disadvantages first.
Let's talk about ourselves first. The advantages of the company are as follows: ① it can brush the medical insurance card, which represents the recognition of the country; ② It is a professional medical examination institution. ③ Excellent service; ④ All machines are imported; ⑤ Doctors are employed by big hospitals with high salaries.
My own advantages are: ① I own a car and can run many roads that others can't, because many of them are in the countryside. My friend used to be in the physical examination center and can get a loan. ③ Locals, ④ a little professional knowledge.
The shortcomings of the company are: private, giving people the feeling of being expensive, lacking the authority of the hospital, giving people distrust, having problems with physical examination and not being able to see a doctor.
Their own disadvantages are: new industry, unfamiliar business, no customer accumulation.
The advantages of competing products are: mass, well-known and favorable price.
The disadvantages of competing products are poor service, small space, poor environment and long inspection time.
Consumer's idea: besides people who have a sense of physical examination (with certain financial ability), there are also company welfare physical examination, civil servants' state funding and medical insurance users. Customers basically have it. They don't get sick without physical examination, but they get sick after physical examination. Unless you feel sick and miserable, you will go for a physical examination or go to see it. (In this respect, we should focus on practicing oral expression skills, tap the pain points of customers, and instill physical examination awareness in customers. )
Summary: The advantages of the company are still relatively sufficient. As long as the quality of physical examination received by people in the county is the same as that in the city, the price is cheap, and the price in the city is determined according to the top three.
Sharing the whole industry, my idea is very simple, that is, ask questions, ask questions if you don't understand, and ask questions when you encounter problems. Then it is time to question your own strength.
First of all, my performance consists of three aspects: ① individual travelers, ② village doctors, and ③ group orders. Because the group order belongs to project sales, it takes time to grind. For Xiao Bai, it is difficult to start and it is not easy to invoice. And many good units have been dumped by colleagues. If you want to make a group order, you need time to screen out high-quality customers before you have the opportunity to bill. I don't think so. I want to make achievements at the beginning, so that the director will pay attention to me and the company will have more resources later. Therefore, if you want to make achievements quickly, after analyzing my own problems, I think it is necessary to start with the referral of village doctors by target segmentation. ① The threshold is low; ② You can practice your hands and find your own problems through communication; ③ You can make achievements quickly.
We used target segmentation to find the direction of force, so we should continue to use the three major ones. First of all, we should use questioning thinking, put ourselves in other's shoes and ask some main questions. The analysis results are as follows:
(1) What can rural doctors get through referral? First of all, the company's policy is that the referral of village doctors can get 15%. This is profit-driven,
② When will the village doctor refer you? First of all, we are a physical examination institution, which examines the body. There must be something wrong with the patient. When necessary, doctors will recommend patients for physical examination, and then there will be people interested in physical examination.
③ What is the proportion of human feelings in the referral of village doctors? Because we have competing products, village doctors can trust us and our physical examination institutions. Therefore, first of all, we must have a human touch and squeeze into the customer's mental ladder. It was written in four strokes of human feelings. Does the customer have a regular supplier? Focus on doing human feelings, and then slowly shoot competing products after you have human feelings.
So on the whole, the composition of patients that village doctors can introduce is: thorough human feelings+interest-driven+solving practical problems. Thorough human feelings can make village doctors choose us, because there is still a competing product. How to make village doctors choose us is the key.
Next, continue to analyze competing products. Jingpin is a private hospital with medical insurance. The main purpose is to see a doctor, and the physical examination is incidental. Then analyze from competing products: What are the recommended advantages of competing products?
① The winning rate of competing products is 20%, which is more profit-driven than ours.
② Because the competing products are hospitals, they have medical insurance, can be hospitalized, can be reimbursed by the new rural cooperative medical system, can have physical examination and see a doctor, and patients only need to pay a little money.
③ The business in the early stage of competing products runs better, and the relationship with village doctors is also better.
The amount is larger than ours, and more money is withdrawn.
So what are the disadvantages of competing products?
① The professional level of physical examination is not as high as ours.
(2) After the rural doctors refer you, you won't go to the rural doctors to see a doctor.
③ The environment is poor in all aspects.
(4) If there is a problem with the test, the village doctor should be responsible.
Comprehensive analysis: the advantages of competing products are all our shortcomings, so we should start with the shortcomings of competing products and find differences. We are professionals, and you are responsible for the customers. If the inspection place is good, the price is not expensive, and the practical problems can be solved, then customers will think that you are a reliable rural doctor with good medical ethics. Then village doctors get not only money, but also prestige, which money can't buy. Then start with telling stories, doing analysis and cultural packaging. First of all, there are competing products recommended, and the results are inaccurate. A patient without cancer was found to have cancer. As a result, the customer did not believe to go to the city for re-inspection, but the result was not. This is a major accident, and customers come to the hospital to make trouble, which is a great blow to the reputation of competing products and the reputation of village doctors. This is also a breakthrough for us. (2) Professionally, because our county is professional and competitive, there are many cases that cannot be found in other hospitals, and the results are all found in our hospital. There are also many cases because the physical examination was detected in advance, thus saving lives. This is also our selling point. Financially speaking, although there are more referrals to competing products, once they are referred, there is basically no follow-up visit to village doctors. Then we can tell a story that we only have a physical examination and don't see a doctor.
Conclusion: Don't compare the reference price with competing products, only compare with the specialty. When speaking, avoid your own disadvantages and highlight your own advantages. Temper your words to the point where you can communicate well with village doctors, starting with your own major. Mckay 66+ human feelings 4 strokes need to be used. Human feelings are very important and good. Let him trust the specialty of your company and introduce it to me. What we have to do now is to squeeze into the customer's purchasing sequence first, regardless of the advantages of competing products, and only focus on doing human feelings. Once the human feelings are good, the following problems can be solved.
Furthermore, say it; Originally, our individual customers were 30% off, and the customers introduced by village doctors were 6.5% off. Village doctors introduce customers in an altruistic way to benefit themselves.
Then I prepared four tricks for this piece, because the company's past referrals were poor and some customers felt bad, so I prepared four visits for this. First of all, I got the data sheet of previous referrals from the company's finance department and looked at those who had cooperated with us and chose high-quality customers. (1) For the first time, you should have a preliminary impression, and borrow my friend, who used to make this referral. My friend is a good man and gets along well with the village doctor. Furthermore, we should borrow the dean of the hospital department, who is a celebrity in the medical system. The first time, I told the village doctor about our referral policy, 15 points, whether there were any activities, and there would be no activities such as reducing points.
(2) Take advantage of the 3.8 women's activity and the company's second visit with a 45% discount, pull down a lot of colorful pages, and repeatedly emphasize to them that 15 is still the same. Even if the company loses money, it is to repair the feelings of the previous guests and let the village doctors know that our policy is true.
(3) This is the key point and is driven by strong interests. First of all, we applied to the director for the highest-end examination, genetic examination. The original price is 38,800 yuan, so the village doctor can get a 60% discount, and the village doctor can get 3,880 yuan. And this price advantage is very obvious. It is exactly the same as the physical examination institutions of the top three hospitals in the province. Their original price is 38800, and there is no discount. Because of its popularity, we finally ended. Isn't it tempting to be so much cheaper? This is a nail buried in the village doctor's push, and it may break out at any time. Moreover, under the stimulation of such strong interests, the chat between village doctors and us is different. With this introduction, many referrals will be easy to say.
(4) Show our company's special projects to the village doctors to let them know our strength, because these projects were all made in the city before, and the village doctors are very interested in these projects, all of which came from my MacKay.
With these four kindling, you can start harvesting, including weekend blessing messages and small gifts. During my four visits, I brought two small gifts: ① umbrellas with company LOGO. Because it often rains here, I gave some to village doctors, so it is easy to get small gifts and ② water cups, which are all practical things. This thing is not expensive, but it is very practical. These are all mine. Facts have proved that making full use of the company's resources is a necessary condition for good sales, including small gifts, the help of the director, the help of the dean and so on. As long as it can help to complete the sales task better, we should make good use of it.
Also, in the process of visiting, your professional level is very important. We must have a very good understanding of the items, prices and functions of physical examination. And it is very important to communicate with village doctors, let them know the role of physical examination, pay attention to which patients he has, talk to him about the inspection items in the company, and let him feel our specialty and trust our company's specialty.
There is also the maintenance of the customer's situation after placing an order. We should send the price of the referral customer's physical examination to the village doctor to let him know that we are doing this business with our heart and care about the interests of the village doctor. There is also a monthly settlement in the later period, which should be on time, and then the performance of the village doctor should be delivered on time. There are also patients introduced by village doctors. I brought it myself, and the service 100 points. The feedback from the village doctor was very good, so the word-of-mouth of this introduction was gained. Village doctors not only gained benefits, but also gained word of mouth. How nice. Of course, I have also prepared the later value-added services, so let's not talk about it at present. Since we are doing this piece, we must concentrate on the ultimate, and think a lot of routines later.
Three: four strokes of human feelings+interests drive to get the village doctor.
Next is a typical representative of one of the rural doctors. The village doctor introduced me to the achievement of 40 thousand yuan. This rural doctor is a high-quality customer group I selected, so how do I know this rural doctor? Once the village doctor came to our place for a physical examination, and I just went down to have a look. The dean introduced me, and I chatted with the village doctor and chimed in with MacKay. Then I learned that the village doctor came to do gastroscopy, and he came for examination every year. Stomach is an old problem. This is the first time we met, and we left each other's phone numbers. At that time, I thought it was an important client of our village doctor, because she was a woman in her fifties, who had been doing women's health care in three villages for more than ten years and had prestige in the villages. Moreover, she also plays mahjong, and many people who play mahjong have the need for physical examination, so considering comprehensively, this is the customer I will focus on tracking. Since there is an opportunity, we must not let it go. I specifically asked the hospital department to let me read the report first and learned that the disease was chronic atrophic gastritis. The disease is long-term and needs treatment. Then how can I communicate with this rural doctor better? Because this village doctor is usually in the countryside, it is far away, and it takes an hour's drive to the county seat, which is not convenient. Haha, I immediately thought that the opportunity for kindness came, so I called her one day and said, Sister Zheng: Hello, I'm Xiaolin from the physical examination. I'm going to the country today. I'm going to visit you. Because we had a good chat that day, I was very impressed. Naturally, he is more popular. I take this opportunity to say, Sister Zheng, I'll show your report to the director for you and send it to you together. If you don't have to travel, he will naturally be happy. With this report as the basis, it will certainly be much easier to talk about cooperation later. If I don't study the third major, I will definitely let her know that I sent her the report specially, so the level is too poor. After studying, I will definitely blur the sales proposition, that is, let her accept this favor without feeling that she owes me anything.
First visit: I specially brought her six company umbrellas because it often rains here. This small gift is more practical. Hello, sister Zheng. It was a rainy day when I first went there. I brought you some umbrellas. There are patients in your clinic. I forgot to bring it. With this foundation, I will talk to her. I didn't specifically talk about the referral. I must know something first so that I can talk about it better. Just say: Sister Zheng, your village is relatively rich, so where did the physical examination of the villagers go? Do you mean the physical examination? Then after chatting, I realized that they used to go to the city for physical examination, and they always went for one day. Some even went to town the day before, got up at 5 am, and had to queue up for physical examination, which was crowded. It may be inconvenient, so this is my chance. What the villagers lack is distrust of the medical examination institution, and they are afraid of being private and expensive. With this information, hehe, the purpose of the first visit was achieved.
After I came back, I continued to read short messages. Because the previous ones are all good, I didn't start with the short message on the weekend. At that time, the weather changed suddenly and the temperature dropped from 17- 18 to 7-8 degrees. I sent a short message at that time. Sister Zheng, the temperature has plummeted recently 10 degrees, and the temperature will be 5-8 degrees in the next few days. After reading the weather forecast for two days, I was reminded that it will rain these days, so I immediately thought of Jie Zheng and sent a short message, Jie Zheng, there will be showers these two days, so remember to take an umbrella when you go out.
With these two short messages, I am going to visit for the second time and borrow the company's Dongfeng for the second time, because March 8 is just Women's Day and the company is doing activities, and women can enjoy a 4.5% discount. Sister Zheng Can not only allows the villagers to enjoy the preferential treatment, but also benefits, so why not, provided that the human feelings are in place. I didn't go to the clinic empty-handed, because that day I found the cup in Jie Zheng clinic cracked and threw it into the trash can. I immediately bought an exquisite thermos cup, hehe, always looking for the needs of customers, which was taught by the boss. Go on, sister Zheng, one day I found that sister Zheng's cup was broken. One of my friends was selling thermos cups, so I brought you one as a tribute to my friend. She was surprised and said, Xiao Lin, you are so thoughtful. I want to thank you for texting me the other day. I just read your message, took an umbrella when I went out, and it rained soon. Few people are as careful as you. With these tips, we will start our formal work now. I showed Zheng Jie the March 8 package, explained the age group targeted by each package, and said the discount this time. Usually, even if the village doctor introduces us, it is 6.5 fold, and the package is 4.5 fold, which is very cost-effective. With the foundation of human feelings, it is now driven by interests. Jie Zheng, the company's policy, whether it is an activity or not, is 15. Now with such a discount, not only can the villagers benefit, but also help them save money. And physical examination is also a good thing, responsible for the family. So Jie Zheng immediately agreed to introduce. I went home happily, waiting for Jie Zheng's message. I didn't expect joy to come so quickly. After 1 day, Jie Zheng called me and said, Xiao Lin, tomorrow 12 people will come up for a physical examination. What preparations have I made in order to do this job well and do a good job in human feelings and services?
(1) Borrow it from the company and apply for a company car to pick it up.
(2) Applying for the director, who was originally a 6.5% discount for men, applied for a 60% discount, which made customers much more interested in the group, driven by interests, and had a group physical examination, which was much more reassuring.
Of course, these applications have also added value to Jie Zheng and increased his prestige. After coming up for a medical examination, I specifically told the villagers that this car was applied by Jie Zheng, and this person's discount was also asked by Zheng Jie.
Also, I applied to the director for 12 umbrella with company logo. After the physical examination, I gave it to the villagers in the name of Sister Zheng. It happened to rain. This is a small gift. Haha, it suddenly feels different. There is an umbrella after the physical examination. With these value-added services, in Zheng Jie's mind, my image suddenly rose a lot, haha.
After studying three majors, I feel different, and there are human feelings everywhere. So after this physical examination, I will visit Sister Zheng for the third time immediately to find out what the feedback is and what needs to be improved. Don't be dissatisfied, haha. Continue to MacKay, collect information, and see if there is any place to be human. I learned that her husband had a physical examination in June 5438+10 last year, and it was time for the physical examination. There was a very high value on the physical examination list, and it was time to be human again. Among the four human feelings, I attacked the immediate family members of the client, hehe, so I applied to the director for a medical card of 1000 yuan, and I also specially helped. We should make full use of the company, because the company can give a physical examination card to the village doctor who cooperates well. Soon, the second batch of guests came up at once. I'll call sister Zheng right away. Sister Zheng: I got a card, 1000, and gave your husband a physical examination with the package. It's time for your husband's physical examination. Next time you organize a physical examination, we will come up together. Hehe, is this a disguised reminder? It not only meets the needs of sister Zheng, but also meets my purpose. Then come up for a second physical examination. At first, I said that Zheng Jie had gastritis and needed treatment. Then I took her to my dean, because my dean is an expert in gastropathy. Usually he doesn't treat, so he did another favor. There really should be all transactions because of love. Only when you really care about your customers will your customers care about your products.
Next, let's talk about what value-added services I have done to expand the results, that is, they usually come up in a week or so to get the report, or we can mail it.
But then their report will be unreadable and the significance of inspection will be lost. So I applied to the dean, and they will send both batches of reports together, and I will bring a director down to explain them in detail. Is this a value-added service? No one can tell the villagers in the name of village doctors like our medical examination institution, and there is also the welfare of organizing special car transfer. The villagers felt that it was touching. Well, since the director is gone, we can't waste this resource. Haha, since the director I brought is an authoritative Chinese medicine practitioner, I will ask the village doctor to organize the village doctor to come and see the doctor and ask about the incurable diseases in my body. Those who can come are all our customers. See if we can use this as a fulcrum to incite the whole thing.
After doing a good job, villagers should consider the present situation and be kind to three people: ① village doctor, ② driver and ③ director.
First of all, the village doctor must make him trust me more, so as to communicate better and cooperate better. Therefore, the current human relations should continue to strengthen. It is not surprising that many people are polite.
Driver: Because he drives to the country, the road is far and it is not easy to walk. He went down, which was purely a distinction between superiors and subordinates, because village doctors had never organized a delegation to pick him up before. This is my application. So I must be uncomfortable in my heart, so I have to be a man. Once they become good friends, the brothers will drive to pick up the guests, so it's nothing. There will definitely be a group afterwards. I have to be a man in the early stage.
Director: Although the dean told the director to go down then, the director didn't stay in a good company and went to the countryside. I don't know what to think. Therefore, in order to better carry out their own work, the director's human touch is also essential. Only when the director is happy and the director goes on, can the work be carried out better, the villagers be happier, the reputation will be good, and the follow-up guests will have it.
As long as we maintain the hospitality attitude in the later period, we can achieve the effect of word-of-mouth publicity again. Which medical institution can do this, send a special car to pick up and drop off, organize group discounts, send small gifts after medical examination, and send a director to explain after reporting. This is more obvious than before. It takes them all day to go to the city for a physical examination, and the price is also expensive. In the later stage, they just need to reap the fruits.
Fourth; Summing up the harvest,
Whether or not to bill is determined by the thoroughness of human considerations, and the size of the bill is determined by the interests. Do it with your heart and respect your lover. It is really because of love that all the transactions have been made. You really care about your customers, and customers can really feel it. Think twice before you act. If you fail, do it and implement it. No matter how much you read, it is empty to do nothing. I always feel that you must exercise yourself in practice and better understand the course. Finally, I thank the bosses, counselors and seniors for their concern, so that I can clearly understand my heart when I am confused and let my pure white gain a firm foothold in the new industry quickly. If I don't study the Big Three, I have no routine at all. I am grateful and keep working hard, which is a small achievement. I will continue to work hard and run to do the business of group orders.