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
尊敬的师父好！
各位同修大家好！
Greetings Master!
Greetings fellow practitioners!
我是2012年6月开始加入昆士兰大纪元销售团队的。从23岁大学毕业开始全职做大纪元销售到现在已经有3年了。在做销售的过程中，无论是个人修炼还是做业务方面，感触很多，下面跟同修分享一些心得体会。
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.
一、初入媒体
1. Participating in a media project
我在国内大学读的是语言类院校，英文基础还可以，来到澳洲后研究生专业又是新闻专业，所以自己的专业背景和大纪元是非常契合的，来媒体工作也觉得是自然而然。
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.
然而，当参与进来以后，我发现我们所遇到的挑战比想像中要大得多，特别是在经营上。
However, after I became a member of the team, I found the challenges were far beyond my imagination, especially in the area of sales.
师父在《二零零七年纽约法会讲法》中回答学员关于怎样使我们的媒体成为自负盈亏、无经济之忧的问题时讲道：“那就看你们怎么办了。这些事我已经说过多次了，但是总得有人跑市场这个事啊。大法弟子让你们写文章、发资料、上街，反正做什么他都做的来，可是让你去跑市场这个事就不想去做。”
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.”
我想，师父都这么说了，我为什么就不能去做那个跑市场的人呢？于是，怀着这么简单的一念，我就开始全职参与做大纪元的销售了。其实，初期跑广告的想法非常单纯，想的挺好的，可一到工作中发现就不是那么回事儿了。由于刚刚走出校园，没有什么社会经验，业务经验就更谈不上了，再加上文化环境的差异，所以做销售的前三个月没有签到一张单。
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.
师尊在《在大纪元会议上讲法》中说：“大家想一想，如果你们这么多人不用去常人公司解决生活问题，自己的报纸就能解决了，全力投入在这儿，如果这份报纸能够变成常人社会的一个正常工作，有正常的薪水拿，那你们不是既做了大法弟子该做的事了、生活又有了保障了吗？这多好啊？”
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.”
通过和同修不断的交流，我悟到年纪轻、经验匮乏并不是没有业绩的主要原因。最主要的原因是没有把个人修炼状态的因素以及做好三件事溶于做好销售中去。一味的忙于做事而忽视了学法入心，有时经常是忙了一天在极为倦怠的情况下学法，没有达到应有的效果，同时救人的力度也受到影响。意识到这点之后，我和几个报社的同修一起早晨起来坚持线上学法炼功，渐渐地，业绩有了明显的好转，这也增强了我对做好销售业务的信心。
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.
二、 注重专业培训，执行总部要求
2. Paying attention to professional training, meeting the requirements from Head Office
在做广告销售的前两年中，从专业水平方面来讲，我基本上是没摸着门儿的。相当长一段时间内，感觉自己的业绩一直处于一种瓶颈的状态，很难突破。我知道要想做一个好的大纪元的销售，不仅需要保证良好的修炼状态，同时也要注重专业水平的提升。
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.
刚好，去年纽约法会结束后，总部就销售方面进行了非常专业化的培训，有全天的录音以及配套的文字材料，都是总部有经验的销售用心准备出来的，看过之后，对我的启发非常大。我感到这就是我现在最需要的东西，并下决心要认真学习。
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.
师父叫我们学习神韵，神韵的演员每天要踢300下腿，作为媒体的销售而言，同样也要把持之以恒的基本功培训贯穿其中，这对于我来说，也是一个向专业化迈进的好机会。悟到这一点之后，我就把总部历次的培训录音下载下来之后放在U盘里，而后把U盘插在车里。有时从黄金海岸到布里斯本开车来回需要至少两个小时，我就在路上听培训录音，一出门就在路上听培训录音，每次听完一个销售培训或交流后，都有很多感悟。
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.
我开始在脑中构想如何把这些东西学以致用，尤其是在与客户的接触方面。我主攻的行业以房地产和汽车为主，接触主流社会的机会也相对较多，因此更要不断提高销售专业性。同时我也把自己大学所学的专业知识溶于销售流程之中，并与客户分享时事新闻及解析。客户的反馈也相当不错。通过不断的学习及自我培训，我更增强了做好销售的决心。
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.
三、 大法开启跑广告的智慧
3. Dafa opened my wisdom in doing sales
师父在新《论语》中开篇即提到：“大法是创世主的智慧。他是开天辟地、造化宇宙的根本，内涵洪微至极，在不同的天体层次中有不同的展现。”我悟到，多学法，学好法是开启自己的智慧并且做好销售业务的关键。
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.
师父在《转法轮》第一讲中就告诉了我们“法无定法”的高深法理。“他每提高一个层次的时候，回头一看自己刚刚讲过的法都不对了。再提高之后，他发现讲过的法又不对了。等他再提高，他发现刚刚讲过的法又不对了。整个四十九年，他都是这样不断的升华着，每提高一个层次之后，发现他以前讲过的法在认识上都是很低的。”
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.”
其实对于我们做销售的而言，又何尝不是如此？同样也是在做业务中不断的提高着自己，又在过程中不断的改进自身的不足，而过程中很重要的一点就是要打破自己旧的观念。
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.
师父在《精进要旨》的《为谁而存在》一文中告诉我们：“人最难放下的是观念，有甚者为假理付出生命而不可改变，然而这观念本身却是后天形成的。人一向认为这种使自己不加思考，却能不惜一切付出而不可动摇的念头是自己的思想，看到真理都去排斥。其实人除了先天的纯真之外，一切观念都是后天形成的，并非是自己。”
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."
放下旧观念，这点在销售培训中尤为重要。我努力以谦卑的心态来接受并且学习新的东西。哪怕别人有一点好的东西，我都认真地学过来，不断提高自己。
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.
师父在《美国首都法会》中讲道：“正法中无论怎么惊险，结果是必然的，所以我对这个不太注重，因为它是必然成的。我最珍惜的是过程。生命的一切过程才是这个生命的整体。正法的整个过程是最珍贵的，这就是宇宙的一切，是最了不起的事情。”
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.”
我悟到，销售过程中也包含着修炼得因素。所以，对于没有签单的客户，我都会对照总部给的销售流程，认真检查自己到底哪一步做得还不到位，再制定解决方案。这本身也是一个向内找的过程，同时也在不断巩固专业技能。
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.
印象最深的是今年五月份的一件事。一直以来，昆士兰大纪元销售团队面临的最大问题就是销售人员的稳定性。三年多过去了，真正坚持下来的只有四个销售。我和社长平均年龄27岁，其余两位阿姨平均年龄将近65岁了。只有我和社长是全职销售，但严格意义来讲社长还不能算全职销售，因为他还要负责一些管理上的事务，也要占用跑广告的时间，所以销售人力一直处于紧缺状态。
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.
五月份纽约法会，有两个销售去了纽约，都要离开半个月左右。这对报社来讲又是一个新的挑战。鉴于前四个月的整体业绩并不理想，我们又恢复了给自己制定每月业绩目标的制度。我和社长各自给自己两万元的业绩指标。结果前三周过去了，我的业绩只有几千块。眼看还有一周就结束了，我有点儿紧张了。我开始向内找自己的问题，发现了一颗一直存的私心。我觉得前一个月拉一万多块钱的广告也不是太难，反正也是“一人吃饱，全家不饿”，所以觉得自己还行，对销售并没有尽全力。
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.
这时师父的一段法打入我脑中：“人心挡住了你们自己的路，所以一路走来老是磕磕绊绊的走不好、麻烦不断。就是因为人心太多，出现问题时维护自己而不是法。”(《在大纪元会议上讲法》)
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.”
于是，在最后一周开始前，我就告诉自己要持正念，敢担当，不去想业绩，就尽全力用心去做。结果，第一天，一个老客户续约一年，签了一万多；后来又收到一些地产经纪发来的邮件，也说要登房子拍卖的广告；和社长一起跟一位客户吃饭，结帐时，一个五千多块钱的合同已经签好了，那一周感觉自己几乎天天在签单。
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.
周末结算业绩时，发现一周内个人的业绩已经超过两万了，全月的个人业绩首次超过三万。我深知，这是观念转变的结果，这些单都是师父给的。我更加深刻体会到“修在自己，功在师父”（《转法轮》。 我悟到，真正做好大纪元的销售，专业技能是基础，但更要有坚定的正念，有一颗强烈的救人的心。
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.
三年多的销售工作真的让我收获很多。对于我来说，做大纪元的销售早己超过了一份工作本身，表面看上去不过是一纸劳动合同，我感到在另外空间里那就是在慈悲的主佛面前的一份神圣的誓约。可能对于我以及我要救的众生而言，千万年，亿万年的等待都在这里。而这种誓约，是绝对没有让我打折扣甚至是违约的余地的。
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.
我希望，在不久的将来，在澳洲，我可以做到大纪元的顶级销售，因为一流的媒体必须有一流的销售，只有这样要求自己，才真正无愧于师尊赋予我们“世界第一大媒体”的称号。我知道，目前我的业务水平也仅仅是初窥门径，和悉尼、墨尔本这些大报社有经验的销售比起来，我还差得很远，我要不断学习，不断提高，更要在修炼上多下工夫，不负师恩，不负众望。
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.
以上修炼体会，不当之处请慈悲指正。
The above is my cultivation experience. Please kindly point out anything improper.
谢谢师父！
谢谢各位同修！
Thank you Master.
Thank you fellow practitioners.