在大纪元销售中的成长与体悟 Improving in Cultivation as a Salesperson for the Epoch Times|
在大纪元销售中的成长与体悟 Improving in Cultivation as a Salesperson for the Epoch Times
昆士兰 Kevin Xu
Improving in Cultivation as a Salesperson for the Epoch Times
昆士兰 Kevin Xu
Greetings fellow practitioners!
I joined the Epoch Times sales team in June 2012. I have been working as a full-time salesperson for more than 3 years since I graduated from university. During this process, I have learned a lot, both in terms of cultivation and in my role in sales. The following is my sharing.
1. Participating in a media project
I graduated from a foreign language college in mainland China. I got a Master’s degree in journalism in Australia. My major matches pretty well with the Epoch Times’ needs, so it seemed quite natural that I ended up working for the Epoch Times.
However, after I became a member of the team, I found the challenges were far beyond my imagination, especially in the area of sales.
In Fa Teaching at the 2007 New York Fa Conference a practitioner asked how our media organizations can stand on their own financially and have no monetary concerns. Master said:
“It depends on you. I've talked about these things many times, but there will always be a need for people to do things like visiting potential clients and doing sales and marketing. As you are Dafa disciples, whatever it is you are asked to do--be it writing articles, distributing materials, or going out to the streets--you can do it well. But it seems that if you are asked to visit potential clients and do sales and marketing, you don't want to.”
I thought: Since Master has told us this, why can’t I be a person to visit potential clients and do sales and marketing? So, with this simple thought, I became a full-time Epoch Times salesperson. Actually, my thoughts at the time were very simple, and I thought I would do well. However, once I started, I found things were quite different from what I had anticipated. As I was a recent graduate with very little social or professional experience, plus with the differences in cultural background, for the first three months my sales record was zero.
Master said in Fa Teaching Given at the Epoch Times Meeting,
“Since it is human beings who cultivate after all, they cannot overlook the things that they have to deal with as a part of life in normal society. So, what you should do is to manage your paper well and increase its profitability, with everyone formally becoming employees and having normal pay.”
Through constant sharing with fellow practitioners, I realized that my young age and lack of experience was not the main reason for my poor performance. The most important reason was that I did not incorporate cultivation and doing the three things into being a good salesperson. I focused too much on doing things and ignored Fa study. Sometimes I studied the Fa when I felt very tired after work. The outcome was not good and it also affected my efforts in saving sentiment beings. After I realized this, I began to study the Fa and practise the exercises in the morning with a few practitioners who work at the Epoch Times. Gradually my sales performance saw obvious improvement, and this further boosted my confidence to be a good salesperson.
2. Paying attention to professional training, meeting the requirements from Head Office
In the first two years of my sales career, as far as professionalism is concerned, I really didn’t know anything. My performance remained less than satisfactory for a long time. I realized that if I wanted to be a good salesperson for the Epoch Times, I needed to not only keep a good cultivation state, but also improve my professional skills.
Coincidentally, after the New York Fa Conference last year, the Epoch Times Head Office organized very professional training for salespeople and provided us with both recordings and written documents. All the materials were carefully prepared by experienced salespeople at Head Office. I read and listened to all the materials and gained great insights. I felt they were what I needed most at this stage and I was determined to study hard.
Master told us to learn from Shen Yun. Shen Yun dancers practice kicking at least 300 times a day. For salespeople at the Epoch Times, we also need to incorporate constant practice of the basics into our daily job, so that we can become more and more professional. After I came to this understanding, I downloaded all the training recordings onto a USB and inserted it into my car’s audio player. I would listen to the recordings as soon as I got into my car to drive somewhere. I gained a lot of inspiration each time I finished listening to one of the training recordings.
I began to think about how to apply these professional skills in my sales work. Most of my clients are in the real estate and automotive industry, so I have many opportunities to get in touch with people from mainstream society. I needed to be more professional. At the same time, I incorporated the knowledge I gained from my university studies into the sales process. When talking with clients, I also shared news and current affairs with them in an analytical manner. The feedback was pretty good. Through continuous training, I gained more confidence in being a good salesperson.
3. Dafa opened my wisdom in doing sales
Master said in On Dafa,
“Dafa is the wisdom of the Creator. It is the bedrock of creation, what the heavens, earth, and universe are built upon. It encompasses all things, from the utmost minuscule to the vastest of the vast, while manifesting differently at each of the cosmic body’s planes of existence.”
I realised that the key to becoming a successful salesperson is to study the Fa more often and study the Fa well.
Master teaches us “no Law is absolute” in the first lecture of Zhuan Falun,
“After he improved more, he’d realize that the Law he had preached wasn’t correct again. And when he improved even more, he realized that the Law he’d just taught wasn’t correct yet again. For all 49 years he was constantly raising his level like that, and every time he went up one level he’d realize that the Law he taught before had a low understanding.”
For us salespeople in the Epoch Time, it is the same principle. We keep improving ourselves in the sales process and correcting our shortcomings too. One very important point is that we must abandon our old notions.
Master said in “For Whom do You Exist” in Essentials for Further Advancement:
"The most difficult things for people to abandon are their notions. Some people cannot change, even if they have to give up their lives for fake principles. Yet notions are themselves acquired postnatally. People always believe that these unshakable ideas—ideas that can make them pay any price without a second thought—are their own thoughts. Even when they see the truth they reject it. In fact, other than a person's innate purity and innocence, all notions are acquired postnatally and are not a person's actual self."
I’ve realized the importance of letting go my old notions in doing sales and try to keep a humble attitude in learning new things. I try to learn from everyone whenever I see something good, regardless of how small it may be, so that I can keep improving myself.
Master said in Fa Teaching at U.S. Capital,
“No matter how harrowing things may get during the Fa-rectification, the outcome is certain. So I don't pay much attention to it, given that it's bound to succeed. What I value most is the process. Only with the entirety of the process that a being goes through do you have the complete entity that is that being. The entire process of Fa-rectification is the most precious--it is the entirety of the cosmos, and the most remarkable undertaking.”
I realised that there is also cultivation in the sales process. So whenever I fail to sign a sales contract, I would look within and check where I have fallen short against the procedural requirements set by the Head Office, and work out a better strategic plan. This is also a process of looking within while enhancing my professional skills.
I would like to mention one thing that happened in May this year. For a long time, the Queensland Epoch Times has been facing a big issue of not having a stable team of salespeople. Three years have passed since I joined the team, and we only have four people left in the sales team. The average age of the manager and me is 27, and that of the other two ladies is nearly 65. Of the four of us, only the manager and I are doing full time sales. Strictly speaking the manager cannot be regarded as a full time salesperson as he has many other responsibilities, which take much of his time. So we are really short of hands in sales.
In May this year, two salespeople went to NY and we knew they would be away for two weeks. This posed another big challenge for us. In fact, our April sales were not very good, so we reintroduced the system of monthly goal setting. The manager and I both set a goal of achieving $20,000 sales per month. However, three weeks had gone past and I had only achieved several thousand dollars in sales. I got a bit worried as there was only one week to go. I started to look inward and found a selfish notion in me all along. I thought it hadn’t been too difficult when I achieved more than $10,000 the previous month. In any event, “If one is doing well, the whole family would be OK”. I felt I was doing pretty well and didn’t put all my efforts in what I was doing.
Just then, Master’s teaching came into my mind. Master said in Fa Teaching Given at the Epoch Times Meeting,
“Human attachments are what block your path, and thus the entire journey has been bumpy and filled with constant troubles. Because there are too many human attachments involved, people try to defend themselves when problems come up, rather than defend the Fa.”
So at the beginning of the last week in May, I told myself that I must keep strong righteous thoughts, take on my due responsibility and do my best regardless of whether or not I could achieve the goal. As a result, the first day, an old customer renewed his contract for another year for over $10,000; some real-estate agents also sent me emails, saying they wanted to put ads in our paper for property auctions. I had a meal with one agent together with our manager, and by the end of meal, we had already achieved another $5,000 in sales. In that week I felt I had contracts to sign almost every day.
By the end of the week, I found I had achieved over $20,000 in sales in that week alone, and my monthly sales had, for the first time, surpassed $30,000. I knew in my heart that all this resulted from the change in me, and all those contracts were brought to me by Master. Through this, I had a deeper understanding of what Master said in Zhuan Falun,
“Cultivation depends on one’s own efforts, while the transformation of gong is done by one’s master.”
I came to the understanding that for a truly good salesperson in the Epoch Times, professional skills provides a foundation, and the most important is that he must keep strong righteous thoughts and have a pure heart to save people.
I have learned a lot in my work as a salesperson over the last three years. For me, my role as a salesperson in the Epoch Times has far surpassed its superficial meaning. On the surface, I have a written job contract, while I feel in other dimensions, it is a sacred pledge I have made in front of the Lord Buddha. For me and the countless sentient beings I need to save, this is where I should fulfil my mission after millions of years of waiting. There is no buffer room for me to slack off even just a little bit in fulfilling my pledge.
I hope in the near future, I can become a top salesman in Epoch Times across Australia. This is not self-boasting or a slogan, as first-class media must have first-class salespeople, and only by having such aspirations and standards can we be worthy of the title “No. 1 media in the world” bestowed upon us by our Master. I realise that I’m still at an elementary level in the profession and I have a long way to go to catch up to the other experienced salespeople in the Epoch Times in Sydney and Melbourne. I must continue to learn from others and improve myself, and most importantly I must put more efforts into my cultivation. Only by doing so, can I do better in saving sentient beings.
The above is my cultivation experience. Please kindly point out anything improper.
Thank you Master.
Thank you fellow practitioners.
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