Some say that to see the future, one must look at learning ability. I agree, but the ability to learn first requires the ability to choose. As salespeople, we need to learn, but what should we learn? The so-called knowledge is a mix of good and bad, mostly boastful case studies or foreign marketing theories. Good stuff is rare, so even though many people are eager to learn, excellent marketing talents are still few and far between. I judge a salesperson's future by whether they possess these ten 'Qi' (spirits).
Ambition Aim high. If you only want to support your family, you may struggle to do so. As the saying goes, 'Aim for the highest and you'll reach the middle.' Without a big dream, even the most talented will become ordinary. Zhou Enlai studied for the rise of China and became Premier; Zhang San, who went to school just to avoid losing money selling vegetables, lives a pastoral life. The same applies to sales. If Zong Qinghou hadn't had ambition, Wahaha might have just made him a rich man, and the brand would be unknown.
Courage Brave people are energetic and infectious. A salesperson who cannot face market difficulties bravely or take responsibility is unimaginable. Like a soldier who fears battle, you cannot be a victor on the battlefield. As a salesperson, you must constantly overcome feelings of inferiority and shyness. Dare to speak, dare to act, dare to take responsibility.
Refusing to Be Submissive We can admire heroes and envy warriors, but we cannot be submissive and lose ourselves. Everyone is a unique work of God, with incomparable advantages. While magnifying others, do not diminish yourself. Have a bit of defiance towards everything, and use your own efforts to improve yourself, narrow the gap, and create a different beauty. As the old saying goes, 'In literature, there is no first.' Similarly, there is no peak in marketing; everyone can create their own scenery. Chen Anzhi, Yu Shiwei, Tang Jun, and Li Kaifu are all different, but they do not easily bow to others.
Vitality You may be twenty, thirty, or fifty or sixty, that's not your fault, but you cannot be old and weary, even if you are seventy or eighty. You must have vitality, not be lifeless. Why do people generally like young girls? Because they have vitality and make those around them feel young. Marketers should become vibrant young girls, not the old lady next door. You may not be beautiful or cute, but you must have a lively style and passionate spirit. Your aura will tell everyone that your products are not outdated and your services are not obsolete.
Confidence (Niu Qi) Boasting has become a required course for many, which I don't approve of, though I often boast myself. But humility is always a virtue. Marketers don't rely on boasting, but we cannot lack confidence. This confidence is introverted, calm, and convincing, not reckless bragging. As a marketer, your tone, speed, and pitch should not be too arrogant, as it may cause resentment, but your temperament should not be shabby, and your expression should not be sloppy. You must interpret your company's image and brand through your body language, which requires confidence. This comes from cultivation, but you must have this awareness. In short, confidence is supported by substance.
Temperament (Pi Qi) Capable people generally have a temper. If you lack ability, you'd better have some temper to save face. Being amiable is fine, but it doesn't suit most marketers. In this era of quick success, an appropriate outburst can be a plus. A few years ago, when signing contracts, some colleagues couldn't close deals because distributors made countless demands, as if signing an indenture. I took my colleagues to the distributor, put the contract down, and asked if they had read it. They said yes. I asked, 'Manager XX, will you sign or not?' They said they'd think about it. I said, 'Alright, I'll give you thirty minutes to consider. If you don't sign, we may have a chance to cooperate in the future, but after thirty minutes, even if God comes, I won't sign—not you, but me.' Then I left. Ten minutes later, my colleague brought back the signed contract. Temper is necessary, but it must be scientific. There's psychology involved. Everyone should be willing to learn, good at researching, and cautious in applying it.
Physical Strength (Li Qi) Marketers travel thousands of miles, speak thousands of words, think of countless ways, endure all hardships, and handle countless complexities, but the results vary greatly. Can you do it without physical strength? Here, strength refers to health. Even Zhuge Liang fell at Wuzhangyuan without a good body. No matter how capable you are, health is most important. This strength doesn't mean champion weightlifter level, but at least you should have some stamina, not have the will but lack the strength. Exercise regularly, not just in eating, drinking, and having fun, or playing cards and dancing.
Trendiness (Yang Qi) What is trendiness? It means having something new, not being clichéd or rigid, not always talking about the past. You should understand the present and the future, know the vastness of the world, the differences between China and abroad, and the trends. Always bring something new to your distributors, subordinates, and superiors. At the very least, say something innovative each time, do something pioneering, even if it's just wearing a new outfit to refresh people's eyes. Sticking to old ways is not suitable for the marketing industry, at least not for the current market.
Generosity (Hao Qi) Generosity means being magnanimous and open-handed, not stingy. In life, if someone treats you to a big feast, you shouldn't treat them to a boxed lunch in return. That's not good. Marketers deal with people all the time, and while people like different things, their dislikes are surprisingly consistent. For example, everyone dislikes stingy people, even if they themselves are stingy. This is true throughout history and across the world. If people don't like you, your products and services will be discounted. More friends mean more paths; be generous and you'll have more friends.
Calmness (Ping Xin Jing Qi) Zhuge Liang said, 'Without indifference, there is no clear ambition; without tranquility, there is no far-reaching goal.' This is from a letter to his son, which I think is even better than the 'Memorial to the Throne.' Marketers know we are trendsetters; the tide rises and falls, and we won't always be at the forefront. Don't be overjoyed at success, and don't be overly sad at failure. Tranquility leads to far-reaching goals, because flowers will bloom again, and geese will return.
Use these ten 'Qi' well. May all our colleagues be full of vigor, talent, spirit, and wealth.
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