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    6. 行銷妙招 : 打贏這場心理戰,訂單就歸你了

    行銷妙招 : 打贏這場心理戰,訂單就歸你了

    Author李勝豐

    |

    Publisher 德威國際 / 德威

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    Released
    2015/01/01
    Language
    Traditional Chinese
    File format
    PDF: Fit in Tablet
    Download options
    Adobe DRM
    Pages
    238
    ID
    52919
    ISBN
    9789865756277
    DRM
    NT$95
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    洞悉客戶類型量身制定策略:用真誠打開客戶心扉,讓思想保守的客戶轉變觀念。
      需自我認知和修煉心理法則:只要不害怕,訂單就能拿下,對客戶採取正確溝通。
      銷售要懂得行話和售後服務:不做作,不說客戶聽不懂的話,讓客戶多多考慮。

      行銷大師科特勒曾說過:「行銷不是一味地推銷自己已經擁有的東西,而是要為客戶創造真正的價值。」所以做人也行銷,行銷也做人。多拿訂單提高業績是每個銷售人員的心願,只要運用心理學知識,看透客戶的心,那訂單就唾手可得。

      本書共分為三章,每章都會講解不同的銷售手法及真實案例,讓你透過洞悉客戶類型,避免錯誤的銷售方式,突破客戶心防,使他打開自己的錢包。事實上,只要掌握本書所指導的原則,無論你面對哪種類型的客戶,你都可以順利說服客戶喜歡你的產品、輕鬆達成目的,讓錢自動走進你的口袋。
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    第一章 洞悉客戶類型,量身定做銷售策略
     客戶隨和好說話,不妨適當加點壓
     讓獨斷專行的客戶聽從你的安排
     給愛虛榮的客戶一點面子
     再精明的客戶也擋不住你的真誠
     快刀斬亂麻,讓外向型客戶及早作決定
     用你的真誠打開內向型客戶的心扉
     追求另類的客戶就不能用通常的方法對待
     開動腦筋,讓思想保守的客戶轉變觀念
     投其所好,讓愛分析的客戶被你折服
     用心交流,優柔寡斷的客戶也能盡快掏錢

    第二章 銷售人員必懂的自我認知和心理修煉法則
     只要不害怕,訂單就能拿下
     巧妙的預約就是成功的開始
     欲速則不達,沒有耐心做不了銷售工作
     你的眼神和動作代表了你的心
     根據客戶的喜好,採取相應的溝通方式
     保持平常心,千萬別不謙虛
     厭倦了工作不可怕,只要積極想辦法
     你的熱情像把火,點燃客戶的心窩
     你給客戶留面子,客戶給你簽單子

    第三章 有些事,銷售人員做了就是不應該
     故弄玄虛,說一些讓客戶聽不懂的行話
     對同行的產品大肆貶低
     唯唯諾諾,害怕被客戶拒絕
     因為價格的問題而喋喋不休
     輕易對客戶承諾,但是不兌現承諾
     自認為不重要的客戶就不重視
     因為一點問題就與客戶發生爭執
     只想快速簽單,不考慮售後服務
     急於求成,不讓客戶考慮
     自卑心理嚴重,沒有求勝的信心
     不經調查,就盲目地拜訪客戶

    附錄 銷售絕招50條
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    李勝豐

      國立台灣大學企業管理研究所畢業,曾留學於美國哈佛大學,現為外商公司管理顧問師,專門研究市場行銷,曾應聘於台灣及大陸各大企業擔任市場行銷規劃,經常蒐集有關行銷方面的小短文,編輯成書。

      他是一位行銷高手,曾在報章雜誌上發表大量的文章,著有:《創新管理的藝術》、《顧客心理學》、《市埸決定產品》等暢銷書。
    More

    Details

    Released
    2015/01/01
    Language
    Traditional Chinese
    File format
    PDF: Fit in Tablet
    Download options
    Adobe DRM
    Pages
    238
    ID
    52919
    ISBN
    9789865756277

    真實案例

    銷售手法

    售後服務

    行話

    自我認知

    策略

    心理戰

    行銷

    Buy products firstAnd download app to watch

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