人 在旅途.ppt

Recruiting is a Journey增员旅程
You need a map
您需要一张地图作指南
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Where to Travel to?您要到哪里旅行？
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The Journey Depends on the Traveler’s Goals旅程决定于旅行者的目标
Where is the candidate’s destination
准增员对象的目的地是哪里
Help candidate decide on a destination for his life
帮助准增员对象确定他的人生目标
Decide if you can assist him
决定您是否能帮助他
If so, then your job is to find a map for this journey 如果如此，那么您的工作是为他找到一张旅游地图
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Your Agent Profile业务员创业轮廓
Age
年龄
Education
教育情况
Natural Market
缘故市场
Maturity
成熟程度
Etc.
等等
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Direct Contact Recruiting: Three Steps直接接触增员法：有三个步骤
conversation with candidate 与准增员对象开始交谈
2. Continue conversation 继续交谈
3. Goal: get candidate back to your office for deeper talk 目标：把准增员对象带回办公室继续深谈
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How do I Begin?我如何开始交谈？
When your children grow up, do you wish them to work in the same job as you do? 当您的孩子长大后，您希望他们从事和您一样的工作吗？
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Alternative Beginnings
其它开场白（续）
Do you think you will receive the financial rewards you really want from your present job?
您认为您能够从目前所从事的工作中得到真正期望的报酬吗？
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Alternative Beginnings
其它开场白（续）
Most people want more than just money from a job:
大多数人想从工作中得到的不仅仅是金钱：
Satisfaction
自我满足
Growth opportunities
个人成长的机会
Belief that their work counts
自信所从事的工作非常重要
Will this job provide you all three in the next few years?
此项工作会在未来几年内向您提供这三项成果吗？
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Alternative Beginnings
其它开场白（续）
If you met an old friend after many years, who had been very successful, would you be proud to tell him what your job is?
假如许多年后您遇到一位很成功的老友，您会非常骄傲地告诉他您的工作情况吗？
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Alternative Beginnings
其它开场白（续）
If you had to write an autobiography at age 60, would telling the reader that this was your job accomplishment be satisfying for you?
当您在60岁写自传的时候，您会告诉读者您对这份工作中所取得的成就很满意吗？
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