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Jingdong book

销售圣经Ⅱ：销售之神的21.5条销售法则

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Jingdong book

销售圣经Ⅱ：销售之神的21.5条销售法则

Name: 销售圣经Ⅱ：销售之神的21.5条销售法则
Brand: Jingdong book
SKU: 3102001551
Price: 34.03 USD
Availability: OutOfStock

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杰弗里·吉特默是享誉全球的销售及客服专家，被誉为全球销售教练。他每年为IBM、可口可乐、希尔顿酒店等企业组织150多个培训项目及销售会议。他写作的所有图书都曾荣登畅销榜冠军，全球销量已超过100万册。

Content Description

享誉全球的销售大师杰夫里·吉特默继《销售圣经》之后推出全新重磅作品。

《销售圣经Ⅱ：销售之神的21.5条销售法则》立足当今社会发展的现实，通过生动的案例分析，总结出“金牌销售人员”最应该遵循的21.5条法则，例如，要善于发掘“最潜在”的客户，要精准的传递出产品的价值，要创立并经营“自己”这个品牌，要用“幽默感”来为自己加分……并从实证的角度，为销售人员提供了即学即用、即学即通的营销信息和成交方案。

如果你把自己的想法和行动与这些强大的销售法则结合起来，就会取得令人意想不到的效果。你遇到的阻力更小，需要的精力更少，并且能够更快取得更大的成绩。这些法则非但不可否认，并且牢不可破。随着销售工作的不断深入，你会逐渐发现它们的价值。如果违反了这些销售法则，就会付出相应的代价，销售业绩会受影响。利润会下滑。

现在就从床上爬起来，遵循这些法则去完成你的工作。

Author Description

杰弗里·吉特默，被誉为“美国销售之父”，全球**销售培训教练，销售类畅销书作家，他举办研讨会和年度销售会议，进行销售和客户服务方面的培训项目，其客户包括IBM、AT&T、可口可乐、希尔顿酒店、西门子、富国银行、大都会人寿、时代华纳等数百家世界知名企业。杰弗里?吉特默的主要著作包括：《销售圣经》、《销售红宝书》等，其作品的全球累计销量超过400万册，“他的所有书都曾荣登畅销榜**的位置”。其电子杂志周刊有超过30万人订阅。

Catalogue

法则1 吸引潜在买家

法则2 修炼“好！”心态

法则3 相信方能成功

法则4 善于运用幽默

法则5 打造专属品牌

法则6 赢得杰出声誉

法则7 保持自信和坚持

法则8 展现卓越品质

法则9 首先传递价值

法则10 站在客户立场

法则11 先提问再陈述

法则12 提供难忘服务

法则13 以忠诚换忠诚

法则14 赢得客户信赖

法则15 利用客户声音

法则16 弄清“为什么”

法则17 厘清个人意图

法则18 力图与众不同

法则19 演示生动有力

法则20 渗透社交媒体

法则21 主动赢得销售

法则21.5 不热爱就离开

后记

附录

Book Abstract

95 ／ 95 定理，你属于哪95 ？

如果潜在客户主动电话联系你，出于种种原因想要购买你的产品（可能因为他们听说了你的一些好事儿，也可能因为他们读到与你有关的东西，还有可能是他们读过你写的东西，或是其他人的文字里提到了你），那么你能因此成交进而建立关系的可能性是95%。

胜算不低。

原因：潜在客户致电寻求信息，目的就是想买东西。回归现实：你走进办公室，坐在桌子前。今天，你将要（而且是必须要）给潜在客户打100 个电话（而且是向陌生人进行电话推销）。最后对方说“不”并且挂断电话的可能性是95%。胜算渺茫。而在剩下5%多少有点儿兴趣的听众里面，最终出钱购买的人可能只有一个。问题是，你还得要用尽每条销售渠道，历经整个销售周期，为的就是换来仅此一个客户。产品供应、客户约谈、建议书、招投标、随后跟进的广告攻势、004Jeffrey Gitomer’s 21.5Unbreakable Laws of Selling Jeffrey Gitomer锁定有发言权的决策人，还有其他你（或你的公司）因为自身能力无法为市场提供价值而树立起来的一道道销售屏障。问题重述：如果你能接到潜在客户的主动来电，那么销售达成的概率是95%；如果你要主动向潜在客户去电，那么销售流产的概率也是95%。昨天：过去10 年间（昨天），很有可能你已经靠采摘一些唾手可得的果实而获得销售大丰收，而身为销售员的你，可能也这样掂量自己：“我很出色。我可以跻身总统俱乐部。”今天：突然之间你就来到了今天，眼下你正在四处搜寻果实。不料哪儿都找不着了。

如今你已陷入了手忙脚乱模式，原因如下：

1. 你没有搭建好任何一种社交媒体平台。

2. 你没有任何可供证明自身价值或所售产品价值的视频资料。

3. 你在同业市场上名声寥寥甚至默默无闻。

4. 你销售的产品或服务竞争相当激烈，你很难脱颖而出，很难超越那些你痛恨的家伙——你的竞争对手。

4.5. 你没有向现有客户一周接一周地发送有价值的信息。

要是你到现在还在使用营销信息或者销售信息，那么这些东西起到的作用是推远而不是拉近，是排斥而不是吸引。明天：这让我想到明天。或者借用迪斯尼乐园的说法，就是“明日世界”。你从心底相信，只要眼下的经济形势有所改观，“明日世界”就会步入正轨，一切都会好起来——当然，你也会过上幸福快乐的日子，重新加入总统俱乐部。

……

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