Stories about smiles

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The God of Sales——Yuan Yiping

Wealth File

He is only less than 1.5 meters tall, but he has been ranked as the salesman for 16 consecutive years He ranks first in the country in terms of performance and has set a world sales record that has not been broken for 20 years. He is the most outstanding insurance salesman in Japanese history. His smile has also been rated as "a smile worth a million dollars" ”, known as the “God of Sales”.

Business Type

Promotion.

Growth Record

There may be many people who don’t know who Ippei Hara is, but he is a well-known figure in the Japanese life insurance industry. There are nearly one million life insurance practitioners in Japan. Many of them do not know the names of the general managers of 20 life insurance companies in Japan, but none of them does not know Hara Ippei. His life is full of legends. He went from being a hopeless little Taibao to being a "god of salesman" who ranked first in the Japanese insurance industry for 15 consecutive years. When he was at his poorest, he didn't even have money to take the bus. , but in the end, he finally achieved his career with his perseverance.

The little man who has gone through hardships

In 1904, Ippei Hara was born in Nagano Prefecture, Japan. His family is wealthy, and his father is highly respected and enthusiastic about public affairs. Therefore, he holds several important positions in the village, solving problems for the villagers, and is highly respected.

Yuan Yiping is the youngest in the family. He has been short and chubby since he was a child, and he is loved by his parents. Perhaps because of being spoiled, Yuan Yiping has been naughty since he was a child. He doesn't like to read. He likes to be naughty and make fun of others. He often even quarrels and fights with the children in the village. Even when the teacher was educating him, he actually stabbed the teacher with a knife. His parents were really helpless towards him.

At the age of 23, Yuan Yiping left his hometown and went to Tokyo to make a career in the world. My first job was as a salesperson, but I met a scammer and ran away after taking away the deposit and membership fees. For this reason, Yuan Yiping was in trouble.

March 27, 1930, was an extraordinary day for Yuan Yiping, who had accomplished nothing. 27-year-old Yuan Yiping walked into the recruitment site of Meiji Insurance Company with his resume. A senior expert who had just returned from studying sales techniques in the United States served as the examiner. He glanced at the "guy" in front of him, who was only 145 centimeters tall and weighed 50 kilograms, and said firmly: "You are not qualified."

Yuan Yiping was stunned, and it took him a long time to recover. , stammered and asked: "How... can you tell?"

The examiner said contemptuously: "To tell you the truth, selling insurance is very difficult, and you are not cut out for this."< /p>

Yuan Yiping was irritated. He raised his head and said, "What standards do I need to meet to join your company?"

"10,000 yuan per person per month."

"Can everyone complete this number?"

"Of course."

Yuan Yiping became more determined to refuse to admit defeat, and he said angrily: "In this case , I can also make 10,000 yuan."

The examiner glared at Yuan Yiping with contempt and sneered.

Yuan Yiping "boldly" made a promise to sell 10,000 yuan a month, but he was not favored by the examiner and reluctantly became a "trainee salesman." There is no desk, no salary, and he is often used as a "valet" by old salesmen. In the first seven months of becoming a salesman, he didn't even get a penny of insurance, and of course he couldn't get a penny of salary. In order to save money, he had no choice but to skip taking the tram to work, skip meals at noon, and sleep on a park bench at night.

However, none of this made Yuan Yiping retreat. He regarded the humiliation on the day he applied for the job as a whip and kept "beating" himself. He rushed around all day and worked hard. In order not to let himself relax at all, he often looked in the mirror and shouted to himself: "The only one in the world." Yuan Yiping has superhuman perseverance and strong fighting spirit. All downfalls are temporary. I must succeed, and I will definitely succeed." He understood that at this time, he was no longer simply selling insurance; he was selling insurance. Promote yourself. He wants to prove to the world: "I am a salesman."

He is still energetic, getting up at 5 a.m. every morning and walking to work from his "home". Along the way, he kept smiling and greeting pedestrians passing by.

There was a gentleman who often saw his happy look and was very impressed, so he invited him to have breakfast. Although he was starving, he politely refused. When he learned that he was a salesman for an insurance company, the gentleman said: "Since you don't want to have dinner with me, I will take your insurance!" He finally signed the first insurance policy in his life. What surprised him even more was that the gentleman was the owner of a big hotel and helped him introduce a lot of business.

From this day on, Fouji arrived in peace, and Yuan Yiping's work performance began to rise sharply. By the end of the year, he had achieved a total of 168,000 yen in nine months, far exceeding the promise at the time. Colleagues in the company immediately looked at him with admiration. The success at this time made Yuan Yiping burst into tears. He said to himself: "Yuan Yiping, you did a good job. You, a poor boy who doesn't eat lunch, doesn't take the bus, and lives in the park, do this?" Well done!"

Growing in progress

In 1936, Yuan Yiping's sales performance ranked first in the company, but he still worked feverishly and was not satisfied. He conceived He came up with a bold and unconventional sales plan. He approached the chairman of the insurance company, Kushida Manzo, and asked for a "letter of recommendation" introducing high-level personnel of a large Japanese company to promote the insurance business on a large scale and at a high level. Because Mr. Kushida is not only the chairman of Meiji Insurance Company, but also the president of Mitsubishi Bank and chairman of Mitsubishi Corporation. He is the veritable supreme leader of the entire Mitsubishi Foundation. Through him, the insurance business handled by Hara Yiping can not only penetrate into all Mitsubishi organizations, but also into all the most representative large enterprises related to Mitsubishi.

But Hara Ippei didn’t know that the insurance company had already strictly abided by an agreement: senior personnel who came to work at Meiji from Mitsubishi would never introduce insurance customers, which of course included Chairman Kushida.

Yuan Yiping was restless for the breakthrough idea. He gritted his teeth and vowed to realize his sales plan. He confidently opened the door to Mr. Abe, the company's managing director in charge of sales, and asked him to ask Chairman Kushida for a "letter of recommendation" on his behalf. After listening to Yuan Yiping's plan, Abe silently stared at Yuan Yiping without speaking. After a long time, Abe slowly stated the company's agreement and rejected Yuan Yiping's request. However, Yuan Yiping refused to back down and asked: "Managing director, can you go to the chairman yourself and make a request in person?" Abe's eyes widened even more, and after a longer silence, he said 5 words: " Let’s give it a try.” After that, he sent Yuan Yiping out with an indescribable smile.

After waiting for a few days, he finally received the appointment notice. Yuan Yiping came to the headquarters of the Mitsubishi Consortium excitedly. The many checkpoints and long wait consumed most of Yuan Yiping's excitement. He fell tiredly on the sofa and fell asleep. After an unknown amount of time, Yuan Yiping's shoulder was poked several times. He woke up in shock and faced the chairman in a state of embarrassment. Kushida shouted: "What do you want from me?" Yuan Yiping, who had not yet woken up, was immediately frightened and almost speechless. After thinking for a while, he stammered about his sales plan. He just said: "I I want to ask you to introduce..." He was cut off by Kushida: "What? You think I can introduce this thing about insurance?"

Yuan Yiping had thought about the rejection of his request and prepared a set of rebuttals. , but he never expected that Kushida would disdainfully refer to the insurance business as "this thing." He was irritated and shouted loudly: "You bastard." Then he took another step forward, and Kushida quickly took a step back. "You just talked about insurance, right? Hasn't the company always taught us: 'Insurance is a legitimate thing'? Are you still the chairman of the company? I will go back to the company right away and spread what you said to all my colleagues." After Yuan Yiping finished speaking, he turned around and left.

An unknown employee dared to contradict and denounce the superior chairman, which made Kushida very angry. However, he could not help but think seriously about the subtext of "wait and see" in the employee's words.

Yuan Yiping walked out of the Mitsubishi Building, feeling very uneasy. He was angry and disappointed that his plan was rejected. When he had no choice but to return to the insurance company, he told Abe what had happened. When he was about to resign, the phone rang, and it was Kushida who called him. He told Abe that Hara Ippei had said bad words to him just now, and he was very angry, but after Hara Ippei left, he thought about it again and again. Kushida continued: "There was indeed a deviation in the insurance company's previous agreement. Hara Ippei's plan is right. We are also senior employees of the insurance company and should contribute to the company to help expand the business. We should still participate in the insurance.

"

After putting down the phone, Kushida immediately convened an interim board of directors. At the meeting, it was decided that all Mitsubishi-related companies must invest all their retirement funds into Meiji Company as insurance funds." Hara Ippei's contradictory rebuke not only won the board of directors With the long-term admiration of him and the well-intentioned and comprehensive support of the chairman in the future, he gradually realized his grand plan: within 3 years, he set the number one sales record in Japan, and after the age of 43, he maintained the national sales championship for 15 consecutive years and 17 consecutive years. Annual sales volume reaches one million US dollars.

In 1962, he was specially awarded the "Fourth Class Order of the Rising Sun" by the Japanese government. Receiving this kind of honor is rare in Japan. Even Takeo Fukuda, the then Prime Minister of Japan, was envious. He lamented in public: "As Prime Minister, I can only receive the fifth-class Order of the Rising Sun." In 1964, the world's authoritative In recognition of his achievements in the sales industry, the American International Association awarded him the Academy Award, the world's highest honor for salesmen, etc. He is a lifelong director of Meiji Insurance and the top consultant in the industry. It’s really about becoming famous!

"The God of Sales"

Although Hara Yiping became famous, he was unwilling to stop and continued to work. His wife complained: "With our current savings, If you have enough to enjoy for a lifetime and don’t have to worry about food and clothing, why do you have to work so hard every day?"

Yuan Yiping replied disapprovingly: "This is not a question of whether there is food, but a problem in my heart. The fire is burning, the reason why this unyielding fire is causing trouble in the body."

Yuan Yiping used his life's practice to write about what a great salesman and an excellent salesman should do. Have skills. He wants to tell these skills to every ordinary person and everyone who is about to succeed. To this end, he gave continuous lectures around the world to promote his ideas.

He held regular "Yuan Yiping Criticism Meeting" for 6 years to listen to everyone's opinions to review and improve himself.

He insists on going to famous temples in Japan every week to listen to Zen lectures by Masters Yoshida Katsuki and Ito Michikai to improve his self-cultivation.

He has a detailed and clear questionnaire for each customer and establishes a classified file.

He divided smiles into 38 types and practiced hard in front of the mirror. He once used 30 types of smiles when dealing with an extremely stubborn customer. His smile was praised as "a million-dollar smile." laugh".

He has strong perseverance and belief. In order to win a big client, he once visited 70 times in 3 years and 8 months but failed, but he finally succeeded with perseverance.

In the history of Yuan Yiping's struggle, the most respected thing among life insurance salesmen is the Three Kindness Doctrine: social kindness, Buddhist kindness, and customer kindness.

Ippei Hara was a salesman of Meiji Insurance Company. Today he has become an insurance giant and is honored as the "God of Sales". He is not arrogant, but rather humble, thanking the company for its cultivation. Without the company, he would not be what he is today. Yuan Yiping respects the company very much and dare not point his feet in the direction of the company when he sleeps at night. This is "social grace".

In addition to his own hard work, the growth process of Hara Ippei was also indispensable to Chairman Kushida and Managing Director Abe. However, what he was most grateful for in his heart was Master Yoshida Katsuki and Master Ito Michikai, his mentors. Without their clear words and guidance, perhaps Hara Ippei would still be just a salesman! This is "Fen".

When it comes to "customer kindness", it means being grateful to the customers who participate. Only by being grateful to every customer can we provide meticulous service to our customers. According to Yuan Yiping, except for 10% of his income, which he keeps for his own use, the rest is given back to the company and customers.

It was under the guidance of the Three Grace Principles that Yuan Yiping achieved so many achievements. Sales is a lonely and lonely road, and it receives far more blank looks and cold treatment than other industries. However, the unique Yuan Yiping walked through this thorny road with his own sweat, diligence, tenacity and patience, and created the world Miracle, become the "God of Sales" that everyone admires. This spirit deserves to be learned and admired by all future generations!

Secrets of Success

Have 30 kinds of smiles worth thousands of dollars.

Abide by the belief that guests are benefactors.