大師輕鬆讀 NO.1055 如何做銷售

詳細資訊

重點導讀 Main Idea
頂尖業務都懂的核心思惟、必備知識與行動準則
Everything You Need to Think, Know ＆ Do to Have Greater Sales Conversations
若想提升銷售能力，你得聚焦於你如何思考（心態）、你需要了解的知識（行動）以及你需要做的事情（系統）。同時升級這3個層面，就能大幅提升你個人的銷售表現。
To become better at selling anything, focus on how you think (mindsets), what you need to know (activities), and What you need to do (systems). Upgrade all three of these areas at once and you can significantly enhance your personal sales performance.


Chapter 1
你需要如何思考
How you need to think
作為銷售人員，你需要培養以下6種心態：
1. 這是雙贏嗎？
2. 有信任感嗎？
3. 你是否創造了價值？
4. 他們的直覺感受是什麼？
5. 這是最佳投資嗎？
6. 你能做得更好嗎？
There are six mindsets you need to develop as a salesperson:
1. IS THIS A WIN-WIN?
2. IS THERE TRUST?
3. ARE YOU ADDING VALUE?
4. WHAT'S THEIR GUT FEELING?
5. IS THIS THE BEST INVESTMENT?
6. CAN YOU GET BETTER?


Chapter 2
你需要了解什麼
What you need to know
若要有效銷售，你必須掌握以下5個關鍵領域的知識：
1. 你銷售的是什麼
2. 目標客群是誰
3. 你的目標
4. 你在銷售過程中的角色
5. 銷售策略與計畫
There are five essential areas of knowledge you need to have to sell effectively:
1. WHAT YOU SELL
2. WHO TO TARGET
3. YOUR GOALS ＆ OBJECTIVES
4. YOUR ROLE IN THE SALES PROCESS
5. SALES STRATEGIES ＆ PLANS


Chapter 3
你需要做什麼
What you need to do
最有效的銷售流程有7個關鍵步驟：
1. 準備
2. 互動
3. 理解
4. 提案
5. 試探性成交
6. 成交
7. 追蹤
The most effective sales process has seven key steps:
1. PREPARE
2. ENGAGE
3. UNDERSTAND
4. PRESENT
5. TRIAL CLOSE
6. CLOSE
7. FOLLOW-UP


延伸閱讀 Extended Reading
掌握銷售核心
Mastering Sales Fundamentals
收入最高的業務員比一般業務員更擅長應用銷售的關鍵原則、策略和技巧，同時也發展出一種成功心態，作為所有行動、舉止的基礎。
The highest paid salespeople apply the key principles, strategies and techniques of selling better and more effectively than the average salesperson. They also cultivate and maintain a mindset of success which underpins everything they do and every action they take.

媒體推薦

★顧客體驗專家Jeb Blount等名人推薦
★亞馬遜網路書店排行榜暢銷書

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