挖痛奪單,成交不是沒有辦法!FABE模式×SPIN提問法×好蘋果策略,「銷售」ߎ
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挖痛奪單,成交不是沒有辦法!FABE模式×SPIN提問法×好蘋果策略,「銷售」&#1998

挖痛奪單,成交不是沒有辦法!FABE模式×SPIN提問法×好蘋果策略,「銷售」ߎ


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About the Book

"怎麼解鎖客戶的購買契機?

銷售有時候不能陪笑臉,還得使用「苦肉計」?

當你真正知道顧客需要什麼、他的期望是什麼,

才能真正把東西推銷出去!

──挖到「痛點」,才有賣點!


▎「銷售」不只要用腦,還要放感情!

  本書以實戰經驗為基礎,深入剖析銷售這門藝術的方方面面。第1章開篇,強調銷售人員要有備而來,修練自我,將銷售視為一種自我修練的過程。作者強調了從喜歡銷售工作開始的重要性,並強調建立自信的必要性。熟練掌握產品知識被視為做好銷售的前提,而良好的體能則被視為維持長久銷售的關鍵。


▎「滾動雪球式」的人脈網!

  第2章則深入介紹了方法的重要性,強調銷售需要練習一種本能和習慣。專注力的提升被視為工作更有效率的保證,而轉介紹則被視為創造更穩定業績的方法之一。此外,開發大客戶和廣結善緣也成為實現業績突飛猛進的關鍵策略。


▎彼此折磨,才能建立好交情?

  接著第3到5章則依序介紹了資訊的收集、客戶分析、公關拜訪的重要性。作者強調資訊收集越全面,後續進行得越輕鬆,並提供了掌握客戶需求的實用技巧。第4章更深入探討銷售人員應如何向大客戶銷售,找對人、講對話,以及掌握客戶決策模式的必要性。


▎產品不是第一順位,賣的人才是!

  第6章至第8章聚焦於銷售人員個人形象的建立,包括推銷自己,建立信賴感,以及塑造專家的權威與印象。作者強調說服別人最好的方法是提高自己的身分,永遠不要先賣產品,而是先賣自己。


▎戳到痛處,才會掏心掏肺掏錢包

  第9至第11章則涵蓋了分析客戶特點,精準掌握客戶需求,以及挖痛的技巧。不同客戶群的不同激勵策略和溝通內容被強調,並提供了透過問話精準掌握客戶需求的方法。


▎會說故事的人,才是成交機率最大的人!

最後的第12至第14章,關注於產品介紹,解除異議,以及不失時機促成成交。巧用FABE問話被視為讓客戶相信產品價值的重要工具,而解除異議和快速建立連結也被視為導入成交的重要手段!


【本書特色】:

本書融合深刻的自我修練哲學與實用的銷售技巧,從喜歡銷售的初心出發,逐步引導讀者培養自信、熟練產品知識,並透過笑容與智慧建立與客戶的深厚關係。透過笑容和幽默感擊敗競爭對手,成為銷售場上的獨領風騷者。不僅提供銷售實戰技巧,更蘊含啟發人心的自我提升思維,是每位渴望在銷售領域嶄露頭角的讀者不可錯過的讀物。


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Product Details
  • ISBN-13: 9786263579149
  • Publisher: China National Publications Import & Export C
  • Binding: Paperback
  • Language: Chinese
  • Returnable: N
  • Weight: 340 gr
  • ISBN-10: 6263579145
  • Publisher Date: 24 Jan 2024
  • Height: 210 mm
  • No of Pages: 218
  • Spine Width: 13 mm
  • Width: 148 mm


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挖痛奪單,成交不是沒有辦法!FABE模式×SPIN提問法×好蘋果策略,「銷售」&#1998
China National Publications Import & Export C -
挖痛奪單,成交不是沒有辦法!FABE模式×SPIN提問法×好蘋果策略,「銷售」ߎ
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