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    5. 大師輕鬆讀 NO.676 成交的藝術
    成交的藝術

    大師輕鬆讀 NO.676 成交的藝術

    Publisher 大師輕鬆讀 /大師輕鬆讀股份有限公司
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    Released
    2018/06/25
    Language
    Traditional Chinese
    File format
    PDF (3MB), fit in large screen and Pubook
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    Pages
    44
    ID
    127648
    ISBN
    24154555
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    No.676成交的藝術|中英對照

    達成銷售必先贏得客戶10個承諾

    Commitment 1 承諾時間
    Commitment 2 探究需求
    Commitment 3 願意改變
    Commitment 4 互相合作
    Commitment 5 建立共識
    Commitment 6 願意投資
    Commitment 7 查核進度
    Commitment 8 分憂解勞
    Commitment 9 做出決定
    Commitment 10 協助執行

    原著
    安東尼.伊安納里諾 Anthony Iannarino
    銷售大師暨知名部落客
    More
    More
    重點導讀 成交的藝術

    Philosophy 決策原理
    切勿只在最後階段才要求銷售,你要在過程中要求 10 項承諾,進而蓄積動能。總是為接續的下一步達成成交,而不只是追求最後的決策。

    Commitment 1 承諾時間
    讓潛在客戶同意和你見面,討論他們的需求。達成此目標並不容易。

    Commitment 2 探究需求
    讓潛在客戶允許你進行需求分析與發掘,這會協助你做好萬全準備。

    Commitment 3 願意改變
    讓潛在客戶同意,如果改變確實能增加價值,他們就會改變所做的事情。

    Commitment 4 互相合作
    取得潛在客戶對解決方案的意見,這樣你才能跟他們結成夥伴,由他們承擔解決方案的責任。

    Commitment 5 建立共識
    提供每個會被改變影響的人發聲的機會,這樣你才能獲得內部支持。

    Commitment 6 願意投資
    讓潛在客戶同意投資更多,以便產生他們真正想要創造的成果。

    Commitment 7 查核進度
    要求所有利害關係人及決策者撥出時間聽取你的解決方案。

    Commitment 8 分憂解勞
    引導潛在客戶度過恐懼和疑慮,保證你會在那裡服務他們。

    Commitment 9 做出決定
    要求做出購買承諾,而且現在是出於自然而非強迫購買的情況。

    Commitment 10 協助執行
    從銷售人員變身為值得信任的顧問,協助你的客戶得到你向他們推銷的成果。

    Application 決策應用
    10 項承諾的核心原理在於銷售不是你針對某人做的某件事,而是你為了某人,和某人一起做某件事。藉由往前推進,協助潛在客戶克服恐懼,全神貫注在他們準備贏得的價值。

    延伸閱讀 如何跟顧客談價值
    More
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    Details

    Released
    2018/06/25
    Language
    Traditional Chinese
    File format
    PDF: Fit in large screen
    附件檔案
    Including attachments downloads
    Provide Adobe DRM
    Provide PDF
    Offer DRM free license
    No
    ID
    127648
    ISBN
    24154555

    建立共識

    投資

    決策原理

    銷售大師

    廣告行銷

    成交

    俞國定

    大師輕鬆讀

    管理與創新

    Master60

    Buy products firstAnd download app to watch

    Details

    See more 大師輕鬆讀 / 大師輕鬆讀股份有限公司

    More

    大師輕鬆讀 NO.1024 創意加速度

    大師輕鬆讀 NO.1023 雙贏職場

    大師輕鬆讀 NO.1022 要富不要稅

    大師輕鬆讀 NO.1021 不說廢話的網路創業指南

    大師輕鬆讀 NO.1020 21招練出領導魅力

    大師輕鬆讀 NO.1019 致富其實很簡單

    大師輕鬆讀 NO.1018 GTM進入市場全攻略

    大師輕鬆讀 NO.1017 原始碼

    大師輕鬆讀 NO.1016 向上管理

    大師輕鬆讀 NO.1015 預測企業未來

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