Civil / Zhong Chongyu
Not be everybody needs what to sell to maintain bread, also not be every person that does a sale not anxious bread -- unless his sale thinking system does not have vertex damage.
You are working for oneself; Or, run oneself business; Or, be in a such environments personally, the thing that has done oneself only still is no good, still need to do the work beyond good major; Or, you hard absorption job, still need to cross sectional efforts; Or, the your department is teaching another person, on the post that leads other.
If you have above either case, explain you still are in " sale " , just the sale that what you do is the blame sale that place of Daniel · smooth gram says works. Before one " sell " it is token, hind " sell " it is essence.
Making a sale, can differentiate from 3 respects arbitrarily: One, sth. worth seeing or reading is held or calling card; 2, see him need to affect another person; 3, seeing a heart is kink.
Have a kind of misunderstanding: Want to be willing only, who to sell to won't be done? The sale resembles breathing same everybody to be met.
The truth is, meet the person that does a sale, do not sell a person like; And the person that resembles a sale, likely won't; The person that can do a sale is not laborious, do not need to reduce a bottom line to achieve a goal more, won't do the person of the sale only, just try ceaselessly " shortcut " , reduce professional morality to compensate the inadequacy of ability ceaselessly.
Still have a kind of misunderstanding: Want hard only, won't sell can become meeting sale.
The truth is, meeting and won't between, those who differ is not effort, however thinking mode.
The person that won't sell, sway in two extremes: Recreant should show consideration for, become pertly active. A little while inactive, a little while active; Do not want a little while, do not let off a little while.
Meet the person of the sale, inside and outside is consistent: Gentle, temperature, strong.
No matter you make a living with the sale, need to establish trust, get person reception, without attrib border collaboration, not controlled controlled conception... this is sale thinking is explicit reflect. Everybody is making a sale, not be everybody has complete sale thinking however.
For this, develop 50 extremely short course, try to cover the square respect range that sells thinking, implementation is human interact effectively, interact effectively with oneself, admit another person, admit oneself. Easy ground does the business of ace edge, bring competitive advantage of future, fear any inaccuracy of future are decided no longer.
Sale thinking cent is main hypothesis (WHY) , main method (HOW) with main way (WHAT) wait for 3 link, cent is 10 course, for 50 tell, catalog is as follows:
The first class, no matter want make it what, should give out appropriate occasion
1.Reason: Outside both neither visibility, also cannot assume sth as a matter of course
2.The reason that is admitted by the other side just calculates
3.How to form personalized reason
4.How to form reason of sex of effectiveness for a given period of time
5.The key still depends on the expression of reason
The 2nd class, the effort of home remedy, win bilateral credit
1.Refusing is the threshold that establishs trust
2.Suspicion is a covered corridor or walk that leads to accredit
3.Be careful too hopeful
4.Trustful, from " terrible " begin
5."Terrible " of the relation outspread
The 3rd class, "Design " the result of expectation
1.Description " buy " the setting later
2.Who should " buy " ?
3.Purchaser amount and structure
4."Buy " decision-making process and basis
5."Buy " " happen---Grow---Erupt " curve
The 4th class, colors is vivid, find a great match
1.Do not believe " I do not have adversary " such premise
2.The success is made by adversary
3.Contrast (Contrast) ambitious intense
4.Design " client " the method of change and rhythm
5.Foreknow the negligence of adversary, prevent with strike back
The 5th class, focusing a bit, cause attention
1.Along human nature, search focusing
2.Cost: The shortest time brings about the biggest criticism and derisive
3.Short-term inside, think only the target gets numerous witting rate
4.Sift first " buy " person
5.Obtain first-hand " user experience "
The 6th class, teach the other side the method of transmission
1.Establish " Dai Yan " person
2.Compose is built " prejudice " round
3.Convenient new personality " try out "
4.Build share community
5.Dig greatly, surmount ceaselessly expect
The 7th class, adjacent " client " , why to meet timid?
1."I " earn, and " client " deficient
2.Won't leave " "
3.Because unfamiliar
4."Client " reaction, I cannot think of
5.The faintness of the target and deviation
The 8th class, find first " target is nodded " , defer bright give cards in one's hand
1.From " say " to " ask "
2.From " answer " to " ask "
3.From " ask " to " can ask "
4.Gentle any words of ground catching the other side
5.Cause resonance: Share, in all affection, manage in all
The 9th class, the client has an insight into, strategic correlation
1.Want to gain the opportunity that have an insight into first
2.When explore ask, let a person feel safe
3.When ask a question, cause the other side to think
4.When communication, let a person be harvested somewhat
5.When the end, meaning letting a person still was not used up
The 10th class, society and the other side speak continuously
1.Do not be a target with speaking
2.Speak with a person merely far insufficient
3.Communicate ability to create an opportunity continuously
4.Ceaseless creation " client value "
5.Make the other side active make an appointment with the next time
Who may be interested?
This class fits two kinds of people:
The first, do the person of the sale. The can be materiality product of the sale, still be aeriform product, be like a product, service, concept, brand, the solution;
The 2nd, need and the person that sell group contact with. Selling manager, sale manager, support a department (Business Partner) , supplier.
To the person with seasoned sale, can sell those who be familiar with directly behavior and thinking undertake contrasting summing up, him sublimate sell experience,
To doing not have " sell " the person of experience, can enter the core of the sale directly, explain the action of the sale from different point of view, understanding sells the true care of the group, convenient the collaboration henceforth.
