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Old 08-22-2011, 07:53 AM   #1
i0love0u
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Default brooks ariel shoes Shoes Best Collection In The Ma

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Old 08-22-2011, 07:53 AM   #2
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Old 08-22-2011, 07:54 AM   #3
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对很多进入销售岗位的新人来说,要想迅速的找到适合自己的销售方法,总是很难。人的性格千其百态,性格在很 大程度上触始了什么样的人适合什么样的工作岗位的一个磨合过程。因此单针对销售来说,skechers women,想给许多刚进入营销行业的或已经在销售行业的工作者但业绩不算如意的同行们分享一下我的一点 心得体验。
目前的销售方式分为电话销售、陌生拜访、网络销售三种。无论是那一种销售,都会有一个共同的起点,那就是资 料的收集。电话销售需要电话号码,陌生拜访需要了解在指定在一个区域或某大厦内的情况,网络销售需要找到客 户群的集结地。因此当我们在做好这些工作的准备时,我们也同时的也要去思考,这么样才能不浪费、最有效的利 用这些资料呢。
当你在打电话前、登门拜访前、上网打开网页(QQMsn)前,如果你有想过如何善用这些稀薄的资料,说明你 已经是个合格的销售人员了,已经懂得如何做好销售了。如果你根本就从未思考过或根本就像无头苍蝇样不知道如 何善用这些辛苦收集回来的资料,这时候你可以从钓鱼和撒网这两种方法入门。
钓鱼,意味着你可能需要花很长的时间才能做好一件事,但如果逐渐懂得了钓鱼的技巧,你将知道在那里、用什么 方法将可以钓到大鱼。
首先,你当然是要熟悉了公司的业务基础知识。不浪费每一个通话机会、每一次拜访机会,仔细又仔细的询问你潜 在客户其担心的问题或已经存在烦恼的问题,专门用点时间、用钓鱼的耐心来围绕着客户,用自己最热心、最专注 、最专心、最诚恳的一面,想方设法的帮助客户解决其担心的问题,帮助其解除烦恼的问题,专门针对实际的问题 ,写出一份详实的解决方案,让客户为你的辛劳而感动,让客户为你的方案而动心。这种方式培养出来的客户关系 ,有一个很大的好处,那就是关系将会很牢固,skechers tone ups,同时也将会有一定的成本投入,要想到一个月出一个单,或几个月出一个单,但出一个单的业绩能超过一般的销 售人员同样付出的时间出的业绩为佳,争取要么不出,单单出大单。
当你通过钓鱼的方式成功的成交了一个朋友客户后,再逐渐的熟练运用钓鱼的方法把成功的模式复制出去,这样就 可以为你节约很多时间,多结交朋友客户,多做业绩了。
做朋友是不能心急的,适当的茶楼喝喝茶谈谈心,从朋友角度做起,适当的关心一下客户的家庭,从谈话中、关心 中找到突破友谊质量的办法,适当的试探,找出其价值观的平衡点。而不是一开始就楞头青般的把自己的意图明显 化,把利益暴露化,一定要在轻松愉快的状态下成交业务,微妙关系延长性才会成长。而如果能当客户是好朋友, 能在节假日、平常时都能适当的关心慰问,慰问的方法有很多,名信片啊、贺卡啊、累计的一些优惠卷啊、自己批 发的小礼品啊等等,要相信,持续的付出一定会得到回报的,当然这个回报会是在你不要求回报之下出现的惊喜, 太刻意了,shape up shoes,就很做作了。
撒网,意味着自己必须要很努力、勤快,你的努力必须能够让你交叉组建成为一个火力网,一个能捞东西、有破坏 力的网,skechers shape up shoes。在数学里,有个概念叫做概率。如:当你打满100个电话时,让你找到了5个有意向型的客户,经过深入发展 ,终于成交了一个,那这个概率就是1%。但是随着市场竞争的异常激烈,同时个人能力的差异取决于人的勤快于 智慧,这个概率目前正逐渐的被认可为1%定律,这个1%定律不是说你打满了100个电话就一定会成交一个业 务,skechers shoes,它的意思就是你必须在100个电话号码、或100个单位拜访中找到一个要和你成交的客户,你才能算是一个 基本合格的业务员。如果不能成交,说明你要么是不适合做销售,要么是不够勤奋。
当你没有像钓鱼般的耐心,慢慢的去泡、去磨、去发展一个深厚友谊的客户时,你就可以选择把自己当成一把机关 枪,多打打电话、多出去拜访,每天给自己定出严格的任务量,在不断的打电话、拜访中,找到打电话的技巧、找 到拜访的方法,逐渐的在100个电话中成交一个到发展到成交5个、10个,shape up skechers。。。,当你发现,你能熟练的通过电话直接(绕过阻碍)就能找到负责业务的人,通过拜访一眼就能看出谁是主 事的人,通过拜访能很顺利的进入总经理、董事长办公室,你此时你会发现,你已经喜欢上销售了。
钓鱼、撒网,一个以小放大,一个以大集合,各有各的优势,各有各的方法,而做销售,最重要的就是找到适合自 己的销售方法,如果你正为不知道如何做销售而感到头疼,你可以选择其一试试,你也可以同时的进行,你也可以 根据自己的实际情况自己创新,你更可以模仿你身边已经是优秀销售人员的方法,虽然赞成为达目的可以不择手段 ,但是希望做人的根本还是能遵循以善为贵,以德为重的理念。
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