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Jingdong book

炒竞争对手的鱿鱼：直接撬单最有效

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Jingdong book

炒竞争对手的鱿鱼：直接撬单最有效

Name: 炒竞争对手的鱿鱼：直接撬单最有效
Brand: Jingdong book
SKU: 3102014381
Price: 24.99 USD
Availability: OutOfStock

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销售是件难事。干好销售，不仅要找准目标，有效地沟通，与客户建立良好的关系，你还要知道如何关系。在竞争激烈的营销环境中，如何能击败对手，赢得新的生意机会，很大程度上取决于你如何能够挤进客户与对手之间，看准时机，一举获胜。本书将向你展现一种全新的营销理念，一种传统营销从未触及的领域-炒你对手的鱿鱼，赢得新的客户。即怎样使正在开发的客户不满足于竞争对手提供的条件或服务，从而认识到你是更好的选择。与此同时你不需要讲任何瞎话谎话或者拍任何人的马屁。如此以来，你将会大大节省开发新客户所需耗费的时间、金钱和精力，却赢得比以前更多的客户。《炒竞争对手的鱿鱼》是美国营销大师兰迪·施沃特兹在其革命性的“Wedge”营销理论的基础上发展而成的。“Wedge”营销就是如何在你的客户和竞争对手之间切入，用技术性方法取得客户的青睐，从而赢得新的生意机会。“Wedge”营销不是一套空洞的理论，而是实实在在的、马上就能投入和实行的具体方法步骤。“Wedge”营销不仅仅运用在销售电话里，你将会重新发现你的最大优势和击败对手的杀手锏，以及最有力、最高效的沟通方法。本书将一步一步地向你展示全新的电话技巧(包括案例和实际的方法)。再加上书中列举的大量实例、示范和资料，《炒你对手的鱿鱼-如何在竞争中赢得客户》是任何销售人员和销售管理人员必不可少的销售圣经。

Author Description

兰迪·史旺兹是目前全美备受尊崇的销售教练、顾问、作家和演说家。
史旺兹的独门销售策略“楔入法”，已被美国、加拿大等国数百家公司及上万名销售从业人员采用；他也亲自为销售人员提供咨询，总时数超过1万小时。
他的客户遍及世界500强企业，包括“摩根士丹利、雷曼兄弟集团、通用电气、富国银行、美国Verizon通信公司等。
他的著作有：The Wedge，Breaking the Sales Barrier，Red Hot Introductions。

Catalogue

前言营销“离间计”
导言获得新业务的头号障碍
第一部分万事谋为先
第1章“楔入法”
要赢得胜利就必须了解销售过程中的3个主角—你，预期客户和竞争对手
第2章寻找制胜点
将已知信息加以分析，转化成能利用的最有效方式

第二部分有效的战术
第3章“楔入法”业务拜访
认清“你要赢就得有人输”这一点
第4章“望闻问切”：查找问题阶段
运用你的提问技巧，让客户回忆起痛处，并且让痛处活跃起来。
第5章开具“药方”：提出解决方案阶段
不是提供办法，而是协助客户自己提出解决方案。
第6章炒竞争对手出局：作出承诺阶段
你应该像导游一样，带领客户一路自我发现。

第三部分销售方式变革
第7章成就梦想
想多赚钱少做事是人类的天性，这无关懒惰或贪婪，而只是效率问题。
第8章“楔入法”销售文化
所有成员若能朝一个目标通力合作，就定能成功；缺乏共同愿景而盲目努力，只会招致反效果。
第9章给买家的独门秘笈
采购是最难的工作之一：第一，时间有限；第二，经费有限。
第10章给供应商的独门秘笈
若能敞开心胸，就可以遥遥领先竞争对手，在客户心目中的地位也将难以撼动。
第11章“楔入法”飞行计划
推销是一种光荣的、能为社会带来美好价值的谋生方式，这是不容置疑的事实。
结束语营销真经大演练

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Jingdong book

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