钱多多
发表于 2011-12-24 08:59:08
业务员100须知
业务员100须知是我们现代业务的精髓,也是我们的业务工作者必须努力做到的标准,为此,我希望这100个须知能够与大家一起来分享,共同进步! <p></p>1. 对业务员来说，销售学知识无疑是必须掌握的，没有学问作为根基的销售，只能视为投机，无法真正体验销售的妙趣。 <p></p>2. 一次成功的推销不是一个偶然发生的故事，它是学习、计划以及一个业务员知识和技巧运用的结果。 <p></p>3. 推销完全是常识的运用，但只有将这些为实践所证实的观念运用在“积极者”身上，才能产生效果。 4. 在取得一鸣惊人的成绩之前，必先做好枯燥乏味的准备工作。 <p></p>5. 推销前的准备、计划工作，决不可疏忽轻视，有备而来才能胜券在握。准备好推销工具、开场白、该问的问题、该说的话、以及可能的回答。 <p></p>6. 事前的充分准备与现场的灵感所综合出来的力量，往往很容易瓦解坚强对手而获得成功。 <p></p>
钱多多
发表于 2011-12-24 08:59:39
7. 最优秀的业务员是那些态度最好、商品知识最丰富、服务最周到的业务员。 <p></p><p></p>8. 对与公司产品有关的资料、说明书、广告等，均必须努力研讨、熟记，同时要收集竞争对手的广告、宣传资料、说明书等，加以研究、分析，以便做到“知己知彼”，如此才能真正知己知彼．采取相应对策。 <p></p><p></p>9. 业务员必须多读些有关经济、销售方面的书籍、杂志，尤其必须每天阅读报纸，了解国家、社会消息、新闻大事，拜访客户日才，这往往是最好的话题，且不致孤陋寡闻、见识浅薄。 <p></p><p></p>10. 获取订单的道路是从寻找客户开始的，培养客户比眼前的销售量更重要，如果停止补充新顾客，业务员就不再有成功之源。 <p></p><p></p>11. 对客户无益的交易也必然对业务员有害，这是最重要的一条商业道德准则。 <p></p><p></p>12. 在拜访客户时，业务员应一当信奉的准则是“即使跌倒也要抓一把沙”。意思是，业务员不能空手而归，即使推销没有成交，也要让客户能为你介绍一位新客户。 <p></p><p></p>
钱多多
发表于 2011-12-24 09:02:14
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">13. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">选择客户。衡量客户的购买意愿与能力，不要将时间浪费在犹豫不决的人身上。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">14. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">强烈的第一印象的重要规则是帮助人们感到自己的重要。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">15. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">准时赴约<span lang="EN-US">——</span>迟到意味着：<span lang="EN-US">“</span>我不尊重你的时间<span lang="EN-US">”</span>。迟到是没有任何借口的，假使无法避免迟到的发生，你必须在约定时间之前打通电话过去道歉，再继续未完成的推销工作。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">16. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">向可以做出购买决策的权力先生推销。如果你的销售对象没有权力说<span lang="EN-US">“</span>买<span lang="EN-US">”</span>的话，你是不可能卖出什么东西的。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">17. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">每个业务员都应当认识到，只有目不转睛地注视着你的客户．销售才能成功。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">18. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">有计划且自然地接近客户．并使客户觉得有益处，而能顺利进行商洽，是业务员必须事前努力准备的工作与策略。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">19. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">业务员不可能与他拜访的每一位客户达成交易，他应当努力去拜访更多的客户来提高成交的百分比。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">20. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">要了解你的客户，因为他们决定着你的业绩。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:02:48
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">21. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">在成为一个优秀的业务员之前，你要成为一个优秀的调查员。你必须去发现、去追踪、去调查，直到摸准客户的一切，使他们成为你的好明友为止。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">22. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">相信你的产品是业务员的必要条件：这份信心会传给你的客户，如果你对自己的商品没有信心，你的客户讨它自然也不会有信心。客户与其说是因为你说话的逻辑水平高而被说眼，倒不如说他是被你深刻的信心所说服的。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">23. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">业绩好的业务员经得起失败，部分原因是他们对于自己和所推销产品有不折不扣的信心。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">24. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">了解客户并满足他们的需要。不了解客户的需求，就好象在黑暗中走路，白费力气又看不到结果。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">25. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">对于业务员而言，最有价值的东西莫过于时间。了解和选择客户，是让业务员把时间和力量放在最有购买可能的客户身上，而不是浪费在不能购买你的产品的人身上。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">26. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">有三条增加销售额的法则：<span lang="EN-US">—</span>是集中精力于你的重要客户，二是更加集中，三是更加更加集中。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:03:07
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">27. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">客户没有高低之分，却有等级之分。依客户等级确定拜访的次数、时间，可以使业务员的时间发挥出最大的效能。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">28. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">接近客户一定不可千篇一律公式化，必须事先有充分准备，针对各类型的客户，采取最适合的接近方式及开场白。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">29. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">推销的机会往往是<span lang="EN-US">——</span>纵即逝，必须迅速、准确判断，细心留意，以免错失良机，应努力创造机会。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">30. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">把精力集中在正确的目标，正确地使用时间及正确的客户，你将拥有推销的老虎之眼。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">31. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">推销的黄金准则是<span lang="EN-US">“</span>你喜欢别人怎样对你，你就怎样对待别人<span lang="EN-US">”</span>；推销的白金准则是<span lang="EN-US">“</span>按人们喜次的方式待人<span lang="EN-US">”</span>。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">32. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">让客户谈论自己。让一个人谈论自己，可以给你大好的良机去挖掘共同点，建立好感并增加完成推销的机会。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">33. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">推销必须有耐心，不断地拜访，以免操之过急，亦不可掉以轻心，必须从容不迫，察颜观色，并在适当时机促成交易。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:03:23
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">34. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">客户拒绝推销，切勿泄气，要进一步努力说服客户，并设法找出客户拒绝的原因，再对症下药。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">35. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">对客户周围的人的好奇询问，即使绝不可能购买，也要热诚、耐心地向他们说明、介绍。须知他们极有可能直接或间接地影响客户的决定。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">36. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">为帮助客户而销售，而不是为了提成而销售。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">37. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">在这个世界上，业务员靠什么去拨动客户的心弦<span lang="EN-US">?</span>有人以思维敏捷、逻辑周密的雄辩使人刑艮：有人以声隋并茂、<span lang="EN-US">‘</span>慷既激昂的陈词去动人心扉。但是，这些都是形式问题。在任何时间、任何地点，去说服任何人，始终起作用的因素只有<span lang="EN-US">—</span>个：那就是真诚。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">38. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">不要<span lang="EN-US">“</span>卖<span lang="EN-US">”</span>而要<span lang="EN-US">“</span>帮<span lang="EN-US">”</span>。卖是把东西塞给客户，帮却是为客户做事。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">39. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">客户用逻辑来思考问题，但使他们采取行动的则是感情。因此，业务员必须要按动客户的心动钮。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">40. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">业务员与客户之间的关系决不需要微积分那样的公式和理论，需要的是今天的新闻呀、天气呀等话题。因此，切忌试图用单纯的道理去让顾客动心。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:03:37
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">41. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">去何从．要打动顾客的心而不是脑袋，因为心离顾客装钱包的口袋最近了。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">42. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">对客户的异议自己无法回答时，绝不可敷衍、欺瞒或故意舌<span lang="EN-US">L</span>反驳。必须尽可能答复，若不得要领，就必须尽快请示领导，给客户最陕捷、满意、正确的答案。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">43. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">倾听购买信号<span lang="EN-US">—</span>如果你很专心在听的话，当客户已决定要购买时，通常会给你暗示。倾听比说话更重要。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">44. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">推销的游戏规则是：以成交为目的而开展的一系列活动。虽然成交不等于一切，但没有成交就没有一切。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">45. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">成交规则第<span lang="EN-US">—</span>条：要求客户购买。然而，<span lang="EN-US">71</span>％的业务员没有与客户达成交易的原因就是，没有向客户提出成交要求。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">46. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">如果你没有向客户提出成交要求，就好象你瞄准了目标却没有扣动扳机。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:03:52
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">47. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">在你成交的关头你具有坚定的自信，你就是成功的化身，就象<span lang="EN-US">—</span>句古老的格言所讲：<span lang="EN-US">“</span>成功出自于成功<span lang="EN-US">”</span>。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">48. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">如果业务员不能让客户签单，产品知识、销售技巧都毫无意义。不成交，就没有销售，就这么简单。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">49. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">没有得到订单并不是<span lang="EN-US">—</span>件丢脸的事，但不清楚为什么没有得到订单则是丢脸的。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">50. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">成交建议是向合适的客户在合适的时间提出合适的解决方案。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">51. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">成交时，要说服客户现在就采取行动。拖延成交就可能失去成交机会。<span lang="EN-US">—</span>句推销格言就是：今天的订单就在眼前，明天的订单远在天边。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">52. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">以信心十足的态度去克服成交障碍。推销往往是表现与创造购买信心的能力。假如客户没有购买信乙，就算再便宜也无济于事，而且低价格往往会把客户吓跑。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">53. </span><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">如果未能成交，业务员要立即与客户约好下一个见面日期<span lang="EN-US">—</span>如果在你和客户面对面的时候，都不能约好下<span lang="EN-US">—</span>次的时间，以后要想与这位客户见面可就难上</span></b>
钱多多
发表于 2011-12-24 09:04:14
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">加难了。你打出去的每一个电话，至少要促成某种形态的销售。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">54. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">业务员决不可因为客户没有买你的产品而粗鲁地对待他，那样，你失去的不只是一次销售机会<span lang="EN-US">——</span>而是失去一位客户。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">55. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">追踪、追踪、再追踪<span lang="EN-US">——</span>如果要完成一件推销需要与客户接触<span lang="EN-US">5</span>至<span lang="EN-US">10</span>次，那你不惜一切也要熬到那第<span lang="EN-US">10</span>次。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">56. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">与他人<span lang="EN-US">(</span>同事及客户<span lang="EN-US">)</span>融洽相处。推销不是一场独角戏，要与同事同心协力，与客户成为伙伴。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">57. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">努力会带来运气<span lang="EN-US">——</span>仔细看看那些运气很好的人，那份好运是他们经过多年努力才得来的，你也能像他们一样好过。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">58. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">不要反失败归咎于他人<span lang="EN-US">————</span>承担责任是完成事情的支柱点，努力工作是成事的标准，而完成任务则是你的回报<span lang="EN-US">(</span>金钱不是回报<span lang="EN-US">——</span>金钱只是圆满完成任务的一个附属晶<span lang="EN-US">)</span>。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">59. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">坚持到底<span lang="EN-US">——</span>你能不能把<span lang="EN-US">“</span>不<span lang="EN-US">”</span>看成是一种挑战，而非拒绝<span lang="EN-US">?</span>你愿不愿意在完成推销所需的<span lang="EN-US">5</span>至<span lang="EN-US"> 10</span>次拜访中坚持到底<span lang="EN-US">?</span>如果你做得到，那么你便开始体会到坚持的力量了。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>
钱多多
发表于 2011-12-24 09:04:31
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">60. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">用数字找出你的成功公式<span lang="EN-US">———</span>判定你完成一件推销需要多少个线索、多少个电话、多少名潜在客户、多少次会谈、多少次产品介绍，以及多少回追踪，然后再依此公式行事。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">61. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">热情面对工作<span lang="EN-US">——</span>让每一次推销的感觉都是：这是最棒的一次。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">62. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">留给客户深刻的印象尸<span lang="EN-US">—</span>这印象包括一种仓，<span lang="EN-US">j</span>新的形象、一种专业的形象。当你走后，客户是怎么描述你呢<span lang="EN-US">?</span>你随时都在给他人留下印象，有时候暗淡，有时候鲜明；有时候是好的，有时去口未必。你可以选择你想留给另<span lang="EN-US">U</span>人的印象，也必须对自己所留下的印象负责。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">63. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">推销失败的第一定律是：与客户争高低。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-margin-top-alt:auto;mso-margin-bottom-alt:auto;mso-pagination:widow-orphan"><b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">64. </span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-size:12.0pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">最高明的对应竞争者的攻势，就是风度、商品、热诚服务及敬业的精神。最愚昧的应付竞争者的攻势，就是说对方的坏话。</span></b><b><span style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"> </span></b><span lang="EN-US" style="font-size:10pt;font-family:宋体;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p>