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销售圣经:终极销售资源

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销售圣经:终极销售资源

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杰弗里·吉特默是销售和客服领域的全球。他的著作行销世界各地,至今已超过100万册。被誉为行业经典的《销售圣经》在过去10多年间一直位列畅销书行列。本书基于现实、实证的销售教育理念,为读者提供了即学即用、即学即通的销售信息和成交方案。
这是新版的《销售圣经》。之前由中华工商联合出版社出版,曾畅销数十万册。此次中信版为双色印刷,本版增加了社交媒体的章节内容,更贴合最近蓬勃发展的新媒体营销方式,而且见解也更深刻,装帧方式也更新颖。而对于作为销售人员的你来说,它也更具参考意义。
本书得到马云的倾力推荐。


Content Description

杰弗里·吉特默是销售和客服领域的全球专业。他的著作行销世界各地,全球销量超过100万册。被誉为行业经典的《销售圣经》在过去10多年间一直位列畅销书行列。本书基于现实、实证的销售教育理念,为读者提供了即学即用、即学即通的销售信息和成交方案。
本书是一个实用的资源。这其中的经验教训并不是所谓的专家、博士的临床研究,而是在商界艰难的销售环境中经过40年的成功与失败得出的真谛。本书为日常的销售工作提供全方位的帮助。源自实际工作中的解决方案切实可行,直接针对你所面临的销售情况和困难。
本书是目前全新版本的《销售圣经》,内容进行了全面的修订,增加了社交媒体的章节内容,更贴合最近蓬勃发展的新媒体营销方式,见解更为深刻,也更具参考意义。
书中增加了22幅精美的漫画插图,使得本书有更强的可读性和更高的收藏价值。

Comments

★“偶尔会有一本书重新定义一个行业。”
——800-CEO-READ创始人JackCovert

★“一本让你爱不释手的实用书。”
——《一分钟经理人》作者肯·布兰佳(KenBlanchard)
Catalogue

第一部分 法则。秘密。乐趣。
1.1创世记
1.2法则记
1.3秘密记
1.4大秘密记
1.5幽默记

第二部分 做好万全准备,让潜在客户惊艳
2.1惊艳记
2.2提问记
2.3有效记

第三部分 请允许我自我介绍
3.1自我介绍记
3.2初次拜访记

第四部分 做好演示
4.1演示记

第五部分 拒绝、成交及跟进,逐步成功!
5.1拒绝记
5.2成交记
5.3坚持记

第六部分 苦难与敌人
6.1哀歌记
6.2竞争记

第七部分 顾客是上帝
7.1客服记

第八部分 传播福音
8.1沟通记
8.2展会记

第九部分 构建人际关系网,走向成功。
9.1人脉记

第十部分 先知与利润
10.1趋势记

第十一部分 增加收入!
11.1数字记

第十二部分 上帝是否庇佑我?!
12.1出埃及记

后记:当我长大后
你的过去和现在对未来而言至关重要。
你或你的团队需要更多的订单吗?
Book Abstract

一本问世15年的旧书,新意在哪里?我对销售过程及购买过程的认识逐年加深,或者我应该说每年都能有微小的进步。
如果你正在阅读本章,你可能已经阅读过我的《宝书》丛书中的某一本。感谢您的阅读。不过,本书对你而言可能会是个挑战。15年前,《销售圣经》一经问世,立即成为具有决定意义的销售资源。那个时候,没有电子邮件,没有网站,连打电话还需要每分钟50美分。世易时移,《销售圣经》也是如此。
新版《销售圣经》升级到了3。0时代。除了更新更好外,其中的见解更加深刻、更易实施,同时也更贴近读者实际。不用担心,我也没忘了有趣。事实上,新版读起来更有意思。
我研究了数年才形成了这些战略和解决方案,而你实施起来只需几分钟,熟练掌握只需几小时,而完全掌握也只需几天。
《销售圣经》新版供君阅读、享受、实践及获利。既然现在你已买了一本,那么赶快使用它吧。“这永远不可能。”本书源自何处?
如同多数交易,本书开始于我被拒绝之时。1992年春天,《夏洛特观察者报》(CharlotteObserver)刊登了一篇关于我及我的销售技能的文章,我的电话因此响起。于是,我又拜访了这家报社,主动要求给他们供稿。
“我想每周写一篇关于销售的文章。”我大声说。他们不仅当场拒绝了我,还说:“这永远不可能。”而我却说:“不,只是在你这儿永远不可能而已。”当天上午,一个小时后,我与《夏洛特财经日报》签订了开设销售技能每周专栏的协议。我将专栏直接命名为《销售技巧》。下一次当有人告诉你“永远不可能”时,记住这意味着“至少一小时不可能”。
我叫杰弗里·吉特默,是个销售员。我没有博士学位,甚至连大学都没毕业。我没有生活在象牙塔中,而是生活在北卡罗来纳州的夏洛特。我在纽约和新泽西长大,并在那里学会了如何销售。在多层级营销还叫作金字塔传销的时候,我就已经投身其中。我曾拜访过夏洛特市中心的每个办公室,也曾致电财富500强企业的老板,并最终与他们达成交易。
我卖出过一美元的东西,也曾达成价值百万美元的交易。我就是一个街头销售员,近30年来一直活跃在市场上,有成功,也有失败。我喜欢销售。《销售技巧》专栏最早刊登在1992年3月23日的《夏洛特财经日报》上。一经见报,即获得巨大成功。不久,我的专栏就开到了达拉斯,亚特兰大、丹佛、普林斯顿等多个城市的杂志上。
《夏洛特财经日报》的发行商马克·埃斯里奇(MarkEthridge)是一名曾经获得过普利策奖的记者,同时也是我的好友及支持者。马克·埃斯里奇说过,刊登《销售技巧》专栏是他在1992年做出的最具影响力的决定。天哪!从那时起我开始接到来自全国各地的电话,一直到今天也是如此。报纸想刊登我的专栏,读者则感谢我帮助他们达成交易。我发现销售人员把我的每周专栏挂在他们办公室的墙上。他们复印我的专栏,并四处传阅。他们邮寄给居住在其他城市的朋友和同行,他们甚至用我的专栏指导销售会议。我的女儿斯塔亚在夏洛特买了一辆车,而代理商中所有人都读过我的文章。当斯塔亚独自一人走到成交房间时,代理商说:“我们给你的是本年最划算价格,因为我们可不想你的父亲写文章给我们负面评价。”
自写文章的第一天起,我就知道我会写本书。这是一个自然演变的过程。我的好友及导师博伊德也曾给我提出相似的建议。对一个销售员而言,鼓励很重要。我感谢博伊德的鼓励,也感谢你们的支持。
我所使用的材料都源自我的亲身经历。我做销售工作40年,其中16年从事咨询工作。我听了数千小时的录音、磁带和光盘,读了我能找到的一切关于销售的资料,并且在时间允许的情况下,参加了无数培训课程。我的使命就是边教边学,我努力做到每天都学一点儿新东西。
我的每周专栏将会持续为你提供有价值的信息,以便你在销售的战场上拿下更多交易。我知道你面对的是什么,我知道你的工作有多努力,我也知道你有时候会很沮丧。我愿意帮助你们。
我于1993年秋天开始构思本书的第一版。当年为了写书我曾加班无数小时,在北卡罗来纳的榉木山度过一周,后来又在南卡罗来纳的希尔顿里德岛又度过一周。终于,在我超级挑剔的编辑及好友罗德·史密斯的帮助下,在我的爱猫利多的陪伴下,我用我的麦金托什苹果电脑完成了这本书。我料想这本书定会大卖。果然,700个工时后,《销售圣经》一炮而红。
你现在阅读的是新版《销售圣经》,由我的搭档及至交赤西卡·麦克杜加编辑的。新版在继承传统的同时另有诸多新的突破。感谢你购买本书。
这本书给我带来了很多收益,我希望它也能让你财源滚滚。那么,本书能给你带来什么?
你的回报是实现销售职业生涯内你曾设立的最为宏伟的目标。
你的回报是你将被认可成为超级销售员。
你的回报是你将成为心中期许的最棒的销售员,你对此十分满意。你将可以自学成才。
你的回报是你将拿下更多交易。
本书能为你的日常销售工作提供全方位的帮助。源自现实世界的解决方案切实可行,直接针对你所面临的销售情况和困难。一本实战参考书,一种资源,一本圣经。在开始阅读本书前,请自问以下问题:
我认为我的销售能力如何?
我每天如何练习我的销售技能?
我花多少时间学习新的销售技能?
我每天尝试多少新的解决方案?
我为成功全力以赴了吗?
销售是一种自律。这里说的自律并非军训中的那种自律(“要么做,要么去削土豆”),而是指只有具有自律能力,个人才能全力以赴、追求卓越。这是一种内生的控制力,而非基于外部的法律约束。你需要的不是因自律而抱怨,而是去享受它。
自律就是将理想日日铭记于心中,并且不懈追求,直至最终实现理想。我不想听起来像个布道者,不过我说的这种自律的确跟宗教意义上的自律很相似。如果你每天都能坚持祈祷或冥想,那么你就已经具有销售成功所需的自律。不过在销售中,奇迹要靠你自己来创造。作为一名销售员,你是企业中最重要的人。
除非你能卖出东西,否则企业将是死水一潭。只有你能卖出东西,工厂才能有订单可以生产,物流公司才能有产品递送,管理层才能有钱发工资,统计部门才能有钱购买新的电脑系统。当你从银行贷款或者想要银行提高你的信用上限时,你也需要销售。你需要将你的还贷能力或者偿付能力卖给你的银行。
“不管怎么样,东西总会卖出去!”
“要么就是你把‘同意购买’卖给客户,要么就是客户把‘拒绝购买’卖给你!”
……

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Jingdong book