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    5. 大師輕鬆讀 No.416 頂尖業務員高成交祕訣
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    大師輕鬆讀 No.416 頂尖業務員高成交祕訣

    Publisher 大師輕鬆讀 /大師輕鬆讀股份有限公司
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    Released
    2011/11/23
    Language
    Traditional Chinese
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    Pages
    76
    ID
    9352
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    • Intro

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    頂尖業務員高成交祕訣: 遇雨則發的頂尖銷售力
    R.A.I.N. - Rainmaking Conversations Influence, Persuade and Sell in Any Situation

    「造雨對話」就是一種銷售對話,能夠廣納新顧客、贏得新交易。它的基礎就在於縮寫為 RAIN 的要素:R(Rapport,密切關係)、A(Aspirations & Afflictions,期望 & 困擾)、I(Impact,影響),以及 N(New Reality,未來樣貌)。
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    本期目錄:

    主題看板:善用造雨對話創造業績
    5分鐘摘要:創造高業績的造雨訣竅:RAIN
    第 1 章:做好促成造雨對話的準備
    步驟1 :看看自己準備好了沒
    步驟2 :設定目標並用心體認
    步驟3 :做好規畫然後加以實踐
    步驟4 :清楚傳達價值主張

    第 2 章:RAIN 銷售的溝通架構
    1: Rapport 密切關係
    2: Aspirations & Afflictions 期望與困擾
    3: Impact: Success & Failure 影響:成功與失敗
    4: Solution 解決方案
    5: New Reality 未來樣貌

    第 3 章:RAIN 銷售的 4 大成功關鍵
    關鍵1 :Role Readiness 角色準備——做好成功的準備
    關鍵2 :Action 採取行動——去做能促成銷售的事情
    關鍵3 : Skills & knowledge 技能知識——了解自己該如何銷售、銷售什麼
    關鍵4 :Processes 建立流程——建構有助達到成果的架構

    第 4 章:造雨人10 大原則
    原則1 :永遠抱持雙贏心態
    原則2 :實踐目標
    原則3 :採取行動
    原則4 :先想購買,後想銷售
    原則5 :要認知到自己必須懂得銷售
    原則6 :每天都要營造新的對話
    原則7 :促成建設性的對話
    原則8 :設定議題並扮演變革推手
    原則9 :展現勇氣
    原則10:徵詢、取得建議,然後改進


    主題看板:

    善用造雨對話創造業績

    每個業務人員,都想成為創造最多營收與新客戶的頂尖業務員。在作者的歸納整理中,如果想在銷售的領域中出類拔萃,以字首字母組成的祕訣:「RAIN」,將是最重要的關鍵詞,好記誦,同時相當有幫助。

    成功業務員並非天生,在所謂「造雨」(創造業績)的過程中,業務員必須要做好準備、設定目標,縝密規畫,並且清楚地傳達自己與公司、產品的價值,才能開始展開「造雨對話」。

    「造雨對話」的基礎,在於建立與客戶的「密切關係」(R),探知了解客戶的「期望與困擾」(A),評估達成期望或無法解決問題可能造成的「影響」(I),並且與客戶一同形塑「未來樣貌」(N)。
    優秀的業務員能夠建立誠信印象,與客戶建立起深厚的密切關係。同時,能夠嗅出客戶真正的需求,了解客戶的期望,並協助客戶評估問題解決與問題無法解決可能造成的影響,讓二者間的優劣反差,無形
    中更堅定客戶必須要解決問題的決心。

    進一步,業務員提出有效的解決方案。同時也能夠利用具體、可量化的事實,讓客戶更能預見未來的樣貌,讓客戶擁有足夠的信心,望向美好的未來。當這個氛圍形成之後,業務員簽約成交的機會自然大增。

    當業務人員能夠抓住客戶的心理時,其實就可以逐步化解,一步步地解決客戶心中的疑慮,並且取得更多的信任與喜愛。好的業務員能夠將這些「眉角」轉化成工作流程,不僅可以避免工作上的遺漏,更能複製成功的經驗,讓自己的績效持續突破。

    順著作者的提醒,其實本文的結構就是一個優秀業務員的工作檢核流程,每天可以依據這個流程提醒自己,不僅要保持主動積極的工作態度,同時要以客戶為尊,創造雙贏局面,促成交易。

    想要成為為公司帶來業績甘霖的「造雨人」嗎?就讓我們一起逐步學習,將這些銷售專家的寶貴經驗,內化為自己躋身頂尖業務員的業務知識基礎。
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    Details

    Released
    2011/11/23
    Language
    Traditional Chinese
    File format
    PDF: Fit in large screen
    Provide Adobe DRM
    Provide PDF
    Offer DRM free license
    No
    ID
    9352

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