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    5. 大師輕鬆讀 NO.887 進入顧客的腦袋

    大師輕鬆讀 NO.887 進入顧客的腦袋

    4.5分,2 ratings
    Publisher 大師輕鬆讀 /大師輕鬆讀股份有限公司
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    Released
    2022/09/07
    Language
    Traditional Chinese
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    PDF (3MB), fit in large screen and Pubook EPUB Reflowable (24MB), fit in all devices and Pubook
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    38
    ID
    319659
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    NO.887 進入顧客的腦袋|中英對照
    頂尖業務的8個祕密角色
    Getting into Your Customer's Head
    8 Secret Roles of Selling Your Competitors Don't Know

    原書作者:凱文.戴維斯(Kevin Davis)

    ★《出版者周刊》等媒體好評推薦
    ★亞馬遜網路書店排行榜暢銷書
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    重點導讀 頂尖業務的8個祕密角色
    顧客購買過程會歷經不同的階段。你愈有同理心,愈能成功地扮演不同的角色,陪伴潛在顧客面對各種現實的問題,你就愈能將自己定位成為能夠為他們增加價值的導遊和顧問,引導他們順利通過購買過程。

    Sales Role 1 學生
    在學生的銷售角色上,你要研究市場的變化如何影響你的潛在顧客,並且尋找你可以增加價值的機會。

    Sales Role 2 醫生
    在醫生的銷售角色上,你要知道潛在顧客逐漸意識到的小問題和小機會,並且顯示這些需求其實比他們理解的還要嚴重,應該得到解決。

    Sales Role 3 建築師
    在建築師的銷售角色上,你要開發一個獨特、量身打造的解決方案,準確地滿足顧客的要求。理想情況下,這個解決方案要很簡單,並且在潛在顧客甚至還沒接觸其他競爭對手之前,就將他們排除在外。

    Sales Role 4 教練
    在教練的銷售角色上,你的目標是在不降低價格的情況下打敗競爭對手。換句話說,每當潛在顧客對你的競爭對手的產品或服務進行比較時,你的產品或服務都會脫穎而出。

    Sales Role 5 治療師
    在治療師的銷售角色上,你幫助潛在顧客克服對購買的任何恐懼。你不能完全消除這些恐懼,治療師的作用是幫助潛在顧客自己解決這些問題。

    Sales Role 6 談判代表
    在談判代表的銷售角色上,你要努力構建一個雙贏的協議,公平合理地滿足每一方的需求。它標誌雙方承諾繼續前進,以及你的公司和潛在顧客的公司之間實際展開業務的關係。

    Sales Role 7 老師
    在老師的銷售角色上,你要訓練你的新顧客如何從他們的購買中盡可能實現最多的附加價值。

    Sales Role 8 農夫
    在農夫的銷售角色上,你繼續經營你的顧客關係,為未來的商業交易播種和培育種子。

    延伸閱讀 顧客需要你的同理心
    成為感同身受的聽眾很重要。業務人員很容易就忘了聽,而迫不及待地開始談起他們的解決方案。他們的熱情用錯地方了。要避免犯這種錯誤,自己要先變成一個善解人意的聽眾。
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    Details

    Released
    2022/09/07
    Language
    Traditional Chinese
    File format
    PDF: Fit in large screen/EPUB: Fit in all devices
    附件檔案
    Including attachments downloads
    Provide Adobe DRM
    Provide EPUBProvide PDF
    Offer DRM free license
    No
    ID
    319659

    顧客關係

    同理心

    業務

    銷售

    大師輕鬆讀

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    See more 大師輕鬆讀 / 大師輕鬆讀股份有限公司

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    大師輕鬆讀 NO.1025 品牌重塑這樣做才對

    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

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