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    6. 房仲、保險必學的成交筆記

    房仲、保險必學的成交筆記

    Highlight(6)
    Author 大樂圖書編輯部
    Publisher 大樂文化
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    Released
    2021/10/28
    Language
    Traditional Chinese
    File format
    EPUB Reflowable (12MB), fit in all devices and Pubook
    Pages
    196
    ID
    379087
    ISBN
    9789865564667
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    • Intro


    ★超實用!提供16方法、8表格
    ★超給力!讓你成交快、狠、準

    如何用6W2H打造客戶資料,瞄準需求?
    豐田汽車業務用「A3紙一張」,記錄工作事項
    聰明使用「番茄鐘」,做好時間分配


    「筆記不是用來記錄別人的話,而是用來整理自己的思緒,只要持之以恆又有重點,將發揮驚人的力量。」──大前研一

    ‧不擅長話術的業務員,用什麼方法也能脫穎而出?
    ‧客戶的喜好與需求五花八門,怎麼做筆記才有效率?
    ‧業務提案抓不到重點,讓顧客無法接受,甚至掉頭就走?

    付出同樣的時間,有的業務員業績長紅,有的卻業績慘淡。為什麼努力學習話術、擴展人脈,卻依然無法讓顧客爽快買單呢?
    其實,只要懂得做筆記,所有問題都能迎刃而解!

    ★你有沒有超業潛質?幫你抓出問題癥結
    本書提供超業潛質大檢測,幫你檢驗自己的業務DNA,看看能否成為令人欽羨的頂尖業務員!你的回答會有幾個YES呢?
    ‧記得客戶的電話、喜好、習慣,以及不滿意的內容嗎?
    ‧桌面總是整齊有序,可以迅速找到客戶名單、合約嗎?
    ‧用不同顏色區分工作與私人行程,即使沒約訪也能做業績嗎?
    書中還有更多精準的提問……

    ★想晉升超業行列,不可不知高手訣竅
    根據普林斯頓與加州大學的研究,手寫會刺激大腦運作,比電腦打字更能掌握記述內容。在人手一支手機的時代,業務員勤寫筆記更能升級業務腦。
    拿到TOT(頂尖百萬圓桌會員)33次的保險天王布魯斯‧伊瑟頓,每周五都填滿下周行事曆,持續了30年。
    本書透過16種方法、8個表格及實際案例,帶領你了解最強「成交筆記」的特色,從管理時間、顧客資訊、靈感、提案……,學會業績突飛猛進的訣竅。不論從事什麼行業,不論是新手或老手,你只要反覆操作、累積經驗,建構自己的筆記,就能創造業績快又準!

    ★超業必備8表格!讓迅速成交不再是夢
    ◎6W2H提問表格
    指導超過5千位業務員的瀧本真也強調,不論銷售什麼商品,都要把握消費心理變化過程,向顧客確認關鍵問題,才能解讀潛藏的真正需求,提高成交率。
    【方法】
    ‧請教6W2H共8個問題,例如:購買的動機、時間、資金,以及競品……
    ‧結合消費心理變化的3步驟:引起興趣、提高購買欲、付諸行動。
    ‧將顧客的回答填入表格,發現並清除成交路上的絆腳石,引導對方買單。

    ◎SCAMPER奔馳法表格
      在構思點子時,你是否覺得腦子快被榨乾?心理學家鮑伯‧伊瓦爾(Bob Eberle)教你活用奔馳法,從既有事物發展出新的產品或作法,有亮點又有賣點。
    【方法】
    ‧奔馳法有7個重點:替換、統合、修正、改變用途……
    ‧依據7重點,將主題(物品)與其他主題(物品)重新洗牌,推敲新構想。
    ‧不僅可用於發想和改善提案、商品或贈品,還能應用於優化工作流程。

    ★超業必會16方法!讓業績暴增、排名提升
    ◎GTD時間管理法
      高階經理人教練大衛‧艾倫(David Allen)指出,當工作或學習過於繁重時,會無法集中注意力,不知道從何下手。使用這個方法,可以聚焦於正在做的事。
    【方法】
    ‧列出5個步驟:收集、整理、組織、回顧、執行。
    ‧適當投入心力與時間,只做最重要的任務。
    ‧在每天、每週工作結束前,回顧上述5步驟,檢查是否確實執行。

    ◎黃金三角形筆記法
      行銷高手高橋晉平打造的系列玩具在全球狂賣335萬個,他在判斷點子能否成為企劃案時,都用黃金三角形筆記法建立架構,並動手寫下想法。
    【方法】
    ‧在三角形的最頂端寫下賣點,也就是能提供給顧客的價值。
    ‧在左下方列出對象,包括目標客戶屬於何種族群、有什麼需求。
    ‧在右下方擬訂……

    ★無論在什麼行業,你都能成為業績勝利組!
    【零售超業筆記】不憑外表判斷來客,推薦前詢問有技巧。
    【保險超業筆記】欺瞞會被拆穿,誠心約訪說明必帶來機會。
    【汽車超業筆記】話術不是關鍵,得依顧客的特性投其所好。
    【廣告超業筆記】把客戶的錢當成自己的錢,就獲得信任。
    ……
    More
    More
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    Details

    Released
    2021/10/28
    Language
    Traditional Chinese
    File format
    EPUB: Fit in all devices
    Provide Adobe DRM
    Provide EPUB
    Offer DRM free license
    No
    ID
    379087
    ISBN
    9789865564667

    Buy products firstAnd download app to watch

    Details

    See more 大樂文化

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    連巴菲特也佩服——風控 》讀圖 》交易心法,讓你的利潤奔跑!公開專家「裸K線操作法」實戰筆記

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