发表于：2007-04-07 15:45:00
楼主
zhuan ::::
名言一：关于销售态度
But if he didn't have time for the customers, what did he have time for?
如果他没有时间服务客户，他还有时间干什么？
James A. DeSena: The 10 Immutable Laws of Power Selling
名言二：不同目标的关注点
1. For the purchasing agent, it tends to be price.
采购关心（你的）产品的价格；
2. For the user, it tends to be performance.
使用者关心产品的性能；
3. For the executive, it tends to be profit.
经理关心产品能给他带来的利润；
James A. DeSena: The 10 Immutable Laws of Power Selling
名言三：业务增长办法
There Are Just Three Ways to Grow a Business
只有三个办法来增长你的业务
You can find new customers, or…you can have your current customers buy more frequently from you…or…you can give your current customers more opportunities to increase the size of the purchases they make.
1、寻找新客户；
2、让客户更多次地购买；
3、让客户买更多的东西；
Jay Abraham: 21 Power Principles of Business Builders Who Get Rich
名言四：如何讲故事
1. First, say something that gets the prospect’s attention.
首先，要有能抓住客户的注意力的开场白；
2. Second, tell the reader/listener/viewer why he or she should be interested in what you have to say.
第二，告诉听众为什么他们应该对你要讲的故事感兴趣；
3. Third, tell them why they should believe that what you say is true.
第三，告诉他们为什么他们应该相信你说的是真的；
4. Fourth, prove that it’s true.
第四，证明这是真的；
5. Fifth, list all the benefits of your product or service.
第五，列举出你产品或服务对客户的所有好处；
6. Sixth, tell the reader/listener/viewer how to order.
第六，告诉听众怎么来订购你的产品；
7. Seventh, ask them to order right away.
第七，请他们立即行动，马上购买；
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