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Jingdong book

人人都是销售冠军:成功破解身体语言的秘诀

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人人都是销售冠军:成功破解身体语言的秘诀

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TruthPlaneTM是作者身体语言专家马克·博登研发的运用身体语言助力成功销售的有效方法,该方法得到世界500强企业的总裁和CEO、G8集团成员国领导及其他机构管理者的大力追捧。
借助身体语言的销售宝典和本书另一位作者销售绩效管理顾问及教练安德鲁·福特的销售智慧,你可以轻松建立客户关系,达成实质性交易。

Content Description

在销售过程中,你的表达方式与你表达的内容同样重要。在这本开创性的著作中,身体语言专家马克博登与著名销售培训讲师安德鲁福特联手,为你呈现*全面的非语言交流技巧,让你在销售过程中占尽先机。本书揭示了非语言信号在销售过程中的神奇效果,并教会你如何运用这些信号,以:避免被当成又一个"卖东西的人”;不用说话,轻松获得他人信任;解读他人的身体语言,确定"是敌是友”;创造和谐的交流氛围;掌控潜在客户的感受和行为。
Author Description

马克·博登 身体语言专家、培训讲师、《Winning Body Language》一书作者,该书已被翻译成五种语言出版。他曾参演过多部获奖戏剧和电影,并担任过国际知名导演和演员的培训讲师。TruthPlaneTM既是马克创办的交流培训公司的名称,也是一种运用身体语言的方法,该方法得到世界500强企业的总裁和CEO、G8集团成员国领导及其他机构管理者的大力追捧。

安德鲁·福特,销售绩效管理顾问及教练、销售培训机构Sales CoPilot创始人,在建立高效销售团队方面有显著的成就。
2009年至今 SDL公司翻译。翻译经历:RED HAT 红帽新品发布会演讲稿、LG 手机用户手册、Facebook 用户协议、Canada Petro 市场文件、Nokia 产品发布稿件、Vopak 员工反馈意见、Corning 办公租赁合同、2011星巴克伙伴意见调查、2010星巴克伙伴意见调查、211 高校学科设计规划文件、KPMG审计报告(部分章节)、Microsoft市场调查报告、魏群琪摄影作品集、协助北京林业大学教授翻译《消费心理学》部分章节。
Catalogue

第 1章 “一见倾心”/ 1
本章将帮助你在与潜在客户沟通时,如何建立良好的初步印象,从而主导销售过程。
第 2章 赢得他人信任 / 24
本章将帮助你利用非语言技巧轻松赢得客户的信任。
第 3章 打开心门 / 45
本章将帮助你通过调整体位和沟通距离与客户建立有效的沟通;你还会学到如何正确握手以向客户打开心门。
第 4章 入乡随俗 / 72
本章将帮助你通过调整着装、利用合理的身体语言技巧与团队建立联系并在陌生团队中获得一席之地。
第 5章 销售过程中的关系 / 94
本章教你巧妙利用工具、倾听技巧和身体语言主导销售过程,进而建立长期合作关系。
第 6章 步步为营 / 118
本章将细致介绍销售过程中的每个步骤的身体动作该如何处理,从而传达有效信息,实现成功销售。
第 7章 复杂销售 / 143
本章教你在不同环境下合理布置会场,并且利用身体语言和沟通技巧获得全体与会人员的注意。
第 8章 巅峰挑战 / 167
本章帮助你利用巧妙的身体语言技巧及充分的前期准备实现对企业最高管理层的成功销售。
第 9章 破冰之火 / 191
本章教你通过各种视频交流技巧,发挥新媒体带来的优势,从而提升客户对你的信任度。
第 10章 技术人员来帮忙 / 213
本章指导技术人员或通过你引导技术人员通过最佳交流方式和身体语言实现成功的专业性销售。
第 11章 培养销售冠军 / 238
本章将你通过掌握教练的非语言行为和创造培养销售冠军的销售环境,成为顶级销售领导者。
后记 / 263
附录 / 265

Introduction


我第一次见到马克?博登是在2008年3月。当时我有两位同事才刚刚结识了这位“了不起的公众演讲教练和身体语言专家”,就强烈建议我和他认识一下。非常巧的是,那时我们两人都在多伦多出差;于是,带着满满的好奇心,我和马克约在一家咖啡馆见了面。
你也许会奇怪,为什么我会这么好奇呢?因为那时我已经是一个公众演讲专家,还是销售业绩管理研讨会的领导;我有一群忠实的粉丝,学员遍布北美洲及其他地区。但是,对我来说,最重要的两位支持者都十分坚定地认为我应该认识一下这位沟通教练。因此,我自然对他们如此坚定的推荐感到十分好奇。
2006年我转行干顾问并推出Sales CoPilot,这之前,我在销售领域已经有了很不错的成就。这不是自吹自擂:不管是销售员、销售经理,还是某企业软件公司的部门领导,我都干得风生水起。专业的沟通技巧让我在演讲界也出类拔萃;实际上,有些人甚至觉得我是个了不起的沟通专家。但是你也别把我想象得太伟大,我只是个在母亲的鼓励下参加了Toastmasters课程的年轻人。在上完了十次演讲课程之后,我拿到了Competent Toastmaster证书。如果你有兴趣,我母亲肯定很乐意把证书从箱底翻出来给你看。经过不断的培训、学习,我积累了大量的专业经验,对自己充满信心。无论面对跨国集团的CEO,还是身处挤满听众的会议大厅,抑或在一群行业专家的围攻之下,我都能轻松应对,游刃有余。综上所述,为什么我还需要一位“百里挑一”的沟通教练呢?
所以,见面那天,我带着满心的疑惑(当然是积极的)及些许不悦,到达了约定的咖啡馆。我敢肯定,坐在我对面的人能感受到我的情绪。当时我的坐姿、讲话及倾听的方式,都散发着一个信号:“证明给我看!”
接着,马克自信而平静地向我走来,握手、微笑、落座、提问……事情自此出现了转变。
这次见面是马克和我职业生涯中的关键会面之一。马克敏锐的洞察力和巧妙的教练方式(在星巴克里!)深深地震撼了我。除了我熟知的演讲技巧,他还向我演示了更全面的专业销售沟通技巧。但是现在我先拿演讲方面举例。
作为一个演讲者,我总是精力充沛,对工作投入无与伦比的热爱和激情。我被销售这一行深深吸引,沉浸其中。因此,我积累了大量的专业知识,内容涉及系统和流程设计、信息传达、管理和教练等方面。凭着满腔热情和扎实的功底,我可以自信地面对听众。我喜欢跟人打交道,所以我必须获得人们的关注和尊重。如果你没有全身心投入,那你也别期望别人能全心全意待你。
在演讲时,我会尽力营造互动的氛围。就像销售沟通一样,只有双方围绕着客户的需求共同出谋划策,会议才算成功。所以,在那次会面中,当马克轻声询问我平时的沟通方式时,我忽然意识到:自己对工作的热情过高,而且大部分都通过身体语言表现了出来,这对我的事业发展十分不利;有时我甚至在气势上压倒了听众,破坏了互动的氛围。这是听众和我都不愿看到的景象。
于是,我当时就邀请马克做我的教练。他会怎样解决我的问题?首先,他回顾了我过去举办过的研讨会;接着,我面对马克进行演讲,并用视频记录下来。
在我们合作期间,马克向我介绍了他的GesturePlane? 系统。当时这个系统还没有通过他的首部著作Winning Body Language为大家所熟知;现在,读者可以从该书中了解更多关于这个系统的内容。当时如果你想获得马克的专业培训,只能亲身参与,而学费也十分昂贵;如今,你只需阅读本书,就可以快速了解我学到的那些知识,掌握马克在GesturePlane? 系统中介绍的心理和非语言技巧。马克曾说过,思想和身体是互相影响的,人的身体会与思想的运转产生共鸣。GesturePlane? 系统之所以独一无二,是因为它探索了如何在人际交往中运用这种联系。
思想和身体是互相影响的,人的身体会与思想的运转产生共鸣。
就我个人而言,我希望在进行公共发言时可以营造出一种互动、协作的氛围,但是我的身体语言却总是帮倒忙;而且马克还指出,这些行为不仅让我身心俱疲,还阻碍了观点的传播,尤其是在倾听的时候。先不说那么远,马克?博登的GesturePlane?系统将人体划分为若干个层次,当你在演讲中运用身体语言时,每个层次会给听众带来不同的感受、判断和专注程度。TruthPlane?向对方表明了你的真诚,PassionPlane?演示了你的激情与活力,GrotesquePlane?则会让你显得萎靡不振:只要掌握了身体语言的要领,你就可以轻松控制自己的情绪、态度和活力。简而言之,根据你期望客户做出的反应,采用正确的身体语言,让一切尽在掌握。
过去,我不懂得PassionPlane?的正确尺度。结果是,听众被迫接受我的支配,直到他们筋疲力尽。这不仅打消了听众对于互动的兴趣和信心,也阻碍了我聆听他人的想法,尤其是当我把展现全部的热情作为唯一目标时。这样的做法并不适合以客户为中心的销售活动。
但是你可别误解我的意思,我本人确实是个非常出色的沟通者,现有的客户对我的评价都很高。打个比方,人到中年总会出现这样那样的健康问题,这些问题在初期影响不大,但是随着时间的累积,后果便会慢慢显现。现在,我认识到了自己的动作和控制欲不仅使听众无法打开心扉、随心所欲地与我沟通,也让自己变得独断专行、看不清问题的本质。真正的我是什么样子的呢?我说了我是一个精力充沛的人,这一点有证据证明。我曾经做过霍根性格调查表(Hogan Assessment of Personality Inventory),在精力一栏分数颇高。这说明我是一个充满热情与激情的领导者。但凡事有利亦有弊,当我感受到压力或觉得疲劳的时候,这种激情就会变得格外具有攻击性和破坏性。在进行领导力训练的时候,教练会帮助像我这样的学员学会控制这种力量,从而降低对队友造成的负面影响。
认识马克后,我对于如何控制以上行为有了更清晰的认识。通过TruthPlane?,马克教会了我实现平衡的关键:注意自己的一举一动。
GesturePlane?系统为我开启了一扇大门,提高了我对自己的控制力。我在工作中取得了令人瞩目的进步。马克告诉我:“演讲结束之后,听众的反应有两种,一种是对你大加赞赏,另一种是在赞赏你的同时,还希望与你有进一步的交流。”在与马克合作之前,我的演讲往往都大受好评,但是没有听众会主动来找我沟通。如果我能改进这一点的话,说不定就会有听众排长队来跟我喝咖啡了。
现在,我不仅更善于带领听众融入销售交流中,还对自己有了更好的把控。我脑海中有一幅清晰的画面,知道该如何把握主题;我学会了谨慎掌控自己营造的氛围,并随时进行调整以辅助我传达信息;如果我的热情超出了应有的水平,开始带来负面影响,我可以有意识地加以控制。身体不光是思想的反映,甚至可以影响思想。如果忽略了这一点,身体便会受情绪控制,从而暴露或透露你不愿表达的心理活动。但是,意识到了身体的影响之后,我们便可以通过身体调整自己的感觉、态度和能量。这就是马克研究的意义所在。
在与马克的合作中,我也有了一些收获。例如,一对一交流最容易受到身体语言的影响。当我面对销售人员和企业家进行指导,或者向客户推销时,我会表现得过于强势。这和我在演讲中遇到的问题一样。我的气势压过了听众,阻碍了信息交流的互动性;若不加以控制,这种气势甚至会令人生畏。采纳了马克的建议之后,我学会了将自己的影响力控制在所需的程度之内。
现在,在跟别人沟通互动时,我可以利用身体语言传递一种鼓励性的信号,邀请听众融入沟通过程。如果观众兴趣索然、热情度不高,我可以利用身体语言改善这一局面,鼓励大家进行互动。这可不是操纵听众,而是将人类最基本的社会本能作为工具;这一工具在人类漫长的发展史中不断完善,是一种根植于人们基因中的本能行为。
一直以来,马克的研究都围绕着领导者和演讲者展开。这些人的共同目标是运用正确影响力给听众带来启发。但归根结底,这些研究的中心还是如何营造出能够提高沟通效率的氛围;这一点也是马克和我联手推出本书的初衷。销售的本质是通过协作发现解决客户问题的方法。成功的销售人员不仅是好的演讲者,更是好的听众。他们能与客户建立起牢固的信任关系。学会运用身体语言,可以为你的销售工作创造有利条件。无论是商店里的零售买卖,还是向大集团总裁推销你的解决方案,只要学会控制自己的身体语言,成功绝不会与你失之交臂。
在本书中,你将学到马克关于身体语言、非语言沟通及行为的独特理论,这些成果归功于马克在艺术、演化心理学、神经结构及具身认知领域的专业研究。此外,我们还会研究这些理论在销售情境中的应用,通过全方位的实践,你会获得独特、有效的观点。阅读本书之后,你将学会如何利用氛围获得事业上的成功,决胜于一举一动之间。
也许你是经验丰富的销售老手,渴望在工作中不断超越自己,让事业更上一层楼;也许你只是一名新手,希望他人对你刮目相看……总之,欢迎你进入身体语言的世界!
安德鲁·福特

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All rights reserved by Yami.

Return Policy

Gift card that has already been consumed is non-refundable.

Sold by JD@CHINA

Service Guarantee

Yami Free Shipping over $49
Yami Easy Returns
Yami Ships from United States

Shipping

  • United States

    Standard Shipping is $5.99 (Excluding Alaska & Hawaii). Free on orders of $49 or more.

    Local Express is $5.99 (Available in Parts of CA, NJ, MA & PA). Free on orders of $49 or more.

    2-Day Express (Includes Alaska & Hawaii) starts at $19.99.

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

Sold by JD@CHINA

Service Guarantee

Yami Cross-store Free Shipping over $69
Yami 30-days Return

Yami-China FC

Yami has a consolidation warehouse in China which collects multiple sellers’ packages and combines to one order. Our Yami consolidation warehouse will directly ship the packages to your door. Cross-store free shipping over $69.

Return Policy

You may return products within 30 days upon receiving the products. Sellers take responsibilities for any wrong shipment or missing items. Packing needs to be unopened for any other than quality issues return. We promise to pack carefully, but because goods are taking long journey to destinations, simple damages to packaging may occur. Any damages not causing internal goods quality problems are not allowed to return. If you open the package and any quality problem is found, please contact customer service within three days after receipt of goods.

Shipping Information

Yami Consolidation Service Shipping Fee $9.99(Free shipping over $69)

Sellers in China will ship their orders within 1-2 business days once the order is placed. Packages are sent to our consolidation warehouse in China and combined there. Our Yami consolidation warehouse will directly ship the packages to you via UPS. The average time for UPS to ship from China to the United States is about 10 working days and it can be traced using the tracking number. Due to the pandemic, the delivery time may be delayed by about 5 days. The package needs to be signed by the guest. If the receipt is not signed, the customer shall bear the risk of loss of the package.

Sold by JD@CHINA

Service Guarantee

Free shipping over 69
Genuine guarantee

Shipping

Yami Consolidated Shipping $9.99(Free shipping over $69)


Seller will ship the orders within 1-2 business days. The logistics time limit is expected to be 7-15 working days. In case of customs clearance, the delivery time will be extended by 3-7 days. The final receipt date is subject to the information of the postal company.

Yami Points information

All items are excluding from any promotion or points events on Yamibuy.com

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

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Jingdong book

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About the brand

Jingdong book