Editor's note:
book", what else can it bring to the industry?
Reading a book, the gain may be explicit, it can be a method, a perspective, a system, an experience.
Sometimes, the harvest of reading is hidden, it brings us a deep peace of mind, and then we can be at ease, worry, and gain.
The solution to a field can only be found by jumping out of this field. The so-called kung fu is outside the poem. And this recommendation is precisely the "poetry outside the poem" column of the dental industry.
[Li Xingxiansheng - Recommendation for Dental Practitioners].It is a recommendation letter for people in the industry. Mr. Li Wenbiao, the person in charge of Dengteng Medical Device Region, will combine his years of reading experience with industry understanding, tell the story eloquently, and slowly output, bringing more inspiration to friends in the dental industry. I salute every good tooth reader who is deeply involved in the industry.
Foreword:
Making rational decisions in practical work" seems to be a realm that everyone aspires to. The same is true for the sale of dental medical devices.
Human beings are not good at logical thinking, only trust their own hunch or intuition, which is one after another "I think", the following words may not be really said by sales friends, but they may have been hidden in our subconscious for a long time:
I think that as long as I meet all the needs of my customers, I am doing something that is good for my business. ”
I thought that after learning the sales routines and sales skills, I would be able to successfully sell the device. ”
I thought that as long as I had good interpersonal skills, I would be able to win the customer's money."
When we can truly say "I think", we can understand the absurdity of the logic.
Do you think what you think you think is what you think you are?is a book that will make you suddenly say "I thought" or "I originally thought". All the fallacies that lurk in our consciousness need to be clarified through this kind of explanation.
How can we have a clear mind, break through the "I think" barrier, help us make clearer decisions, and not miss reading this book?
Following:
01 "I thought" was in trouble
Do you think what you think is what you think" is a very useful phrase that can often be used to review and solve problems encountered in work practice.
For example, in the field of medical devices where I work, there is no doubt that sales need to be service-minded. But is the service that the sales think is really an effective service?
For example, implant sales will often face these problems with customers: customers borrow tool boxes, borrow implant machines, and urgently need implants. These customers often negotiate a plan with the patient in the outpatient clinic, and then call the ** to sell and use it now.
Sales will also be very anxious, and have been busy with such emergencies for a long time, gradually rushing to deal with it, tired of coping, and even at the expense of their own funds to stock up and prepare equipment. My advice to sales salespeople is not to deal with such service needs.
If it is a large customer trial, the trial is satisfactory, the conditions are mature, the customer will not be temporary for a long time, and the large customer attaches great importance to efficiency. Therefore, those who temporarily borrow tools and equipment to implant implants are basically small customers, with a small number of patients and small implants, and they are unwilling to stock up, so there are patients who make on-site transactions. And now the sales are very volatile, and there are many sales who are willing to serve like this.
Small customers are content with on-call sales and form dependencies;Sales are satisfied with serving such customers, and feel that they are busy and fulfilled. But in reality, such a service is a vicious circleSales can not assist customers in the application of consumables, contact patients through such a virtuous cycle, sales time should be placed in the ability and willingness to stock up customers, for such customers to sort out the details of the process, do the best training, check the use of timely adjustment.
In this example,The service that sells is not necessarily the service that is effectiveThe more such a sense of service, the more they fall into the quagmire of inefficient service, and they have no time to do efficient visits.
This is not to say that sales should be very utilitarian and look down on small customers, but sales should deeply understand that when we contact customers, we are not simply selling products, and the resources and services that can be provided around the products may be more important.
Small customers, what really needs service is that he establishes and standardizes internal processes, including consumables management and patient reception, so that we work with customers to establish an efficient cooperation system by avoiding non-compliant and inefficient services such as on-call, helping customers avoid risks, helping customers receive patients, and helping customers sort out processes, which is the real needs of sales and customers.
Instead of blindly falling into the pseudo-needs that I (sales) think and you (customers) think.
The process of using consumables as perceived by the customer is not necessarily an effective process. Always rely on sales and timely delivery, and if the stock is not sufficient, the risk in the process will be great, and it will make patients feel that they do not have the strength to receive full treatment, the probability of loss is very large, and the doctor's own experience accumulation will not be motivated.
It's all "Do you think what you think you think is what you think you are?"."Blame you.
02.Break through the "what I think" barrier
The book is composed of a series of interesting and informative test questions, covering a series of topics such as logical reasoning, consistency of thought, taboo bottom line, moral standards, freedom of belief, and so on.
A lot of the time, it's really possible to get our feelings wrong. Our reasoning skills are also not as good as we think we are, and we often draw conclusions based on intuition rather than rational thinking. For example:
I thought I was in love with someone, but it was really just a spur of the moment;
I thought my child needed to change, but it was actually me who needed to make the change;
I feel like I'm being honest, but in reality I'm often withholding important information;
I feel that my outpatient clinic needs to expand customers, drain traffic, and market, but in fact, I haven't smoothed out my own process and stabilized my original patient group ......
This book is not about figuring out whether one thing is right or wrong, but mainly to make us realize that we need to be consistent in our own thinking, because what we think we insist on many times is really full of contradictions.
There are many "double standard" questions that we don't pay attention to ourselves, such as the following test question:
If you can walk, ride or take the train, you shouldn't travel by car, do you agree?
Humans should not cause unnecessary damage to the environment in pursuit of their goals, do you agree?
Voluntary euthanasia should not be legalized, do you agree?
Individuals have absolute rights over their own bodies, do you agree?
Michelangelo is the premier artist in history, do you agree?
Judging the merits of a work of art is purely a matter of personal aesthetics, do you agree?
Objective moral standards do not exist, and moral judgments are nothing more than the value orientation of a particular culture, do you agree?
Do you agree that acts of genocide are conclusive evidence that humanity is capable of committing heinous crimes?
Taking the life of another person is absolutely wrong, do you agree?
World War II was a just war, do you agree?
If you don't agree, you agree;You agree and you agree;You agree and you agree ;You agree and you agree ;If there are already 3-5 contradictions in this simple test, it means that the degree of confusion in thinking is already exaggerated.
In this book, there are many more test questions that allow us to re-understand ourselves so deeply, and I will throw them out shallowly, waiting for you to explore and participate in them for yourself.
Afterword:
The accumulation of errors in the brain often blind us at critical moments. Rationality is the clarity and purity that has been dispelled from this fallacy.
This book does not teach us to blindly deny "I think", but allows us to find a balance between "I think" and the facts, and find a flexible vision and room for progress. Staying vigilant against the fallacy of thinking helps us avoid falling into the trap of self-limitation, and it offers us the possibility of being open-minded.
Since the dependence on the inertia of thinking is inevitable, then we can bravely see them clearly, whether it is in the field of the dental industry, or in the long road of human growth, we can have more insights.
Author: Li Wenbiao.
Editor: Qu Okra.
Proofreading: yoon
Special thanks] If there are errors or omissions in this article that need to be corrected, please contact our customer service, and we will prepare a small gift for you at that time, thank you!
Disclaimer] The above content is derived from publicly available information, may be inaccurate, and is for informational purposes only. This article does not constitute investment and decision-making advice to anyone, and Goodtooth does not assume any responsibility for the loss caused by the use of this information, and has the final right to interpret this content.
Good dental industry research.