This book is based on the author's own experience, and it has been adapted into a novel. After each story, there will be some dry goods summary. After reading the story, you can immediately get the sales experience that the author wants to teach, so as to achieve immediate feedback and improve learning efficiency. Let me say three things:
First, talking about business is like falling in love. The result of talking about business is not only the result of clinching a deal, but also the result of falling in love is not just the result of sleeping. Business can't be affectionate, you can gain a friend, you can fall in love, you can be friends if you can't fall in love.
People can't be so eager for quick success and instant benefit. They want to make a deal at the first meeting, just like an impatient man wants to have sex at the first meeting. Isn't this a hooligan? Unless the other person is hungry and in urgent need of your product, even if you are lucky, you need to communicate more in most cases. Invite people to dinner when necessary to enhance feelings and increase trust.
Second, rainy days (off-season) are a good time to do sales. Everything is established in advance, and it is abolished if it is not foreseen. Shop business is generally light in rainy days. Visiting customers at this time will not disturb customers' business, but also show your sincerity, killing two birds with one stone. After establishing a good relationship, customers will think of doing business with you in the peak season.
Third, be consistent with customers. First of all, I wear clothes, like I mainly run a fishing gear shop. If I wear a suit and tie to the fishing gear shop, it will be too abrupt and the customers will definitely feel uncomfortable. Wear a coat to be more grounded.
In words and deeds, you can also consciously imitate customers. Everyone generally likes people who are similar to themselves. Why do some people feel that they have known each other for a long time? It is because everyone has a * * * sound and has similarities.
The above are my three gains from reading the book "Sales is to get people". If you also want to improve your sales ability, I recommend you to buy one.
After reading "Selling to Get People", I personally feel that reading is quite complicated, and I have seen all kinds of tricks, but the first time I saw a book was synthesized because of the content of interaction with netizens in a post.
I haven't seen it before, but now I have.
Its form is very free, but I have to say that this book really inspired me a lot.
"Selling is to get people", originally named "Selling without Winter", is a post serialized by the author in Tianya Community. Respected in the sales industry, it is called the most practical and practical practical book.
This book uses the author himself and some stories around him to explain the ability and quality that an excellent salesperson should have, as well as some methods and coup for difficult customers.
I have to say that this sales is very careful, and it is no wonder that he can serve as the sales director in many world-renowned enterprises such as Japan, Germany and the United States.
The content of "Sales is to get people" focuses on the story of how a newly appointed director of Wuhan office of a foreign company uses sales wisdom to win one order after another in adversity and backwardness, and interprets various sales rules and skills in the local business environment, as well as workplace wisdom. The article tells the case first, and then makes a brief comment. The "appendix" at the end of the article is the author's experience in the market for many years and is of great reference value. More importantly, the "Interactive Q&A Collection with Netizens" produced during Tianya Link embodies all kinds of practical problems faced by ordinary salespeople and their suggestions and measures, which has practical guiding significance for the majority of salespeople and is well received by netizens.
Generally speaking, the whole book is to let salespeople learn how to deal with people, people in the project and people around them. A simple short story shows the tricks that others can't learn in sales. These contents may be told to everyone and everyone can understand them, but it is very difficult to really apply them to operation.
This book is more realistic than other books, because it has not only successful cases, but also failed cases. He even planted himself in the hands of a friend, and all his most tragic experiences were written in it. At the same time, the internal struggles of big companies, the suspicion of the upper level and the disobedience of subordinates all became the material of his book, which was very real.
It also includes his dealings with the government. Although some of these transactions are despised by outsiders, we can really put ourselves in his shoes and think that we may not do better than him.
Looking back on the whole book, I feel that the stories told by the author are all psychological tactics in the final analysis. For example, deliberately saying that you are on a business trip makes people feel that you are very busy and valued; For example, you deliberately tell people about Feng Shui and give yourself a name, but others don't, which makes people feel that you are professional, convey goodwill to yourself, and customers are more willing to listen to your ideas; For example, making a promise in an appropriate reality makes people feel profitable and more willing to help you at a critical moment.
Obviously, everyone's subconscious is selfish. If someone shows great kindness to himself and is related to his own interests, many people are willing to accept it.
This is the most common psychology of people, but how to deal with it well is not something that everyone can do.
There are also questions from netizens at the back of every story in this book, and the author has given detailed answers to these questions, which can be regarded as a tireless teacher.
What interests me more is that when the author answers some questions, he will also ask netizens, what is the purpose of my opinion? Think for yourself. This makes me feel very much like when I was studying, the teacher gave me an answer, then stared at you and said, think about where you are wrong and how to answer correctly.
Although I am not engaged in the sales industry, what I do must be related to sales. After reading this book, I also began to feel that sales is a promising career, if you are careful and brave enough.
Success or failure, everyone will experience it all his life.
But the author is willing to share his experience with everyone, which shows that he is a broad-minded person. At least it can prove that he is not afraid of others becoming his competitors through these means.
No matter how good the sales skills and methods are, they are not as useful as spying on people's hearts. After all, any sales are inseparable from people.
Reflections on "selling is to get people" 3. The book "selling is to get people" emphasizes three contents.
1. Sales is not only a business, but also an art. In this art,
2. As a manager, you must first get people inside the department;
3. Both the manager and the sales manager must get the customer's "person" before they can get the order.
It seems that the author is telling readers that people are the first factor in the success or failure of sales.
From this point of view, the author first takes down the "people" (subordinates) who don't listen to his orders, then lets go of sales activities and constantly uses various methods to tackle key problems. Finally, when one's own ability can't solve the problem, one should know the truth of knowing people and being kind, and use "people" who can solve the problem to break through the problem and complete the task.
In the appendix 1 of the book, the author summarizes 73 points for attention for all salespeople, which are actually encountered by every salesperson every day and will happen at any time. The author gave you a summary, which can be used as a business manual.
In this book, the author launched the actual sales business based on two premises, that is, the premise that the salesperson "has mastered professional knowledge" and the premise that the salesperson "is willing to engage in sales work".
1, provided that the salesperson "has mastered the professional knowledge"
Whether managers themselves or subordinates, we must first have professional knowledge. There is no training in the book, but at the beginning of the book, the business personnel are asked to sit in the office and read the information, instead of letting them run out easily. This is called self-study.
It is necessary for business people to teach themselves. But some knowledge is not enough for business people to memorize sample books. In today's increasingly fierce competition, sales staff should not only understand the performance, use and competitive products of the goods themselves, but also form the company's price system, the overall market trend, the basic theory in the market economy and so on.
In the past year's work, we often encounter customers' requests for price reduction, some of which deviate from the company's established prices. Sometimes it is difficult for the business person in charge (including me) to make an accurate judgment on whether the customer's request is justified at the moment when he hears the customer's request, so he said to the customer, "I can't give you an answer until I discuss this price with the company leader." This way is understandable in the current enterprise management, but it also reflects the lack of understanding and training of the company's pricing system and price advantages by enterprise leaders. The impression given to customers is that our business leaders lack the ability to respond randomly.
At present, all our quotations are based on the price indicated in the price list plus one or two yuan. Then reduce the price according to the number of customers. If the customer is not satisfied with our quotation, the business manager will call the superior, otherwise it will be ruined. This kind of mechanical quotation system, at most, allows business personnel to "know why" and "don't know why". The person in charge of the business calls, goes through the process and checks privately. In short, even if the price required by the customer is obtained, the efficiency is not high and the probability of successful quotation is not high. It is suggested that the leaders of our company explain the price system to business leaders within the scope allowed by the company.
In the sales business in the past year, there has also been a question, "How did this project suddenly disappear?" "Why didn't you push this product recently?" Or there will be "why can't the company's newly developed superior products be pushed out?" And so on. When the business manager experienced some storms, he suddenly turned around and said, "Oh! It turns out that the market for this product is not here, "so I wasted my time and energy and didn't sell it." "This illustrates a reality-lack of the guidance of prescient market trends. If we examine this phenomenon, we will return to the question of "which came first, the chicken or the egg"-demand first, then development, then product promotion (in other words, taking the road of imitation)? It is better to understand the market first and actively promote the switch of new product development, so as to lead the market and promote sales (take the "big pig route" in the "smart pig game"). The former is more realistic and low cost, but it is difficult to occupy the market on a large scale. The latter has certain risks and high costs, but after its success, its merits are boundless. Of course, for the person directly responsible for sales, it is particularly important to constantly explore experience in practice and constantly sum up the market. Perhaps the salespeople who fight in the front line have the most say. But any good soldier can't do without the guidance of the commander, otherwise he will make mistakes and lose the battle. This commander is a leader in market trends and market size. Judging from the past work, the management of our company lacks guidance on corporate responsibility. It is suggested that the business leaders of the company regularly guide the business leaders on market trends.
From my work in the past year, I also found that my subordinates have certain practical ability. They have a set of products and achievements, but they just can't follow logic. When they knocked at the door, they had nothing to say. They were annoyed and even disgusted. They think you embarrass me, and you despise me. Needless to say, it is very difficult to judge him or her theoretically and logically, even through 5h1w. I once asked my subordinates: "If you want to achieve your goal or win a project, what resources do you need to cooperate with you?" The answer is often silent silence. From the silence of my subordinates, I seem to understand two things: first, "Lao Cao, why do you ask so many questions?" ! It will be over when the performance is over! "Another possibility is that he doesn't even know what he wants. I sometimes ask this question: What if you can't do it? The answer is: What else can I do? There is no bonus at most. No matter why this employee formed this understanding, at least one thing is clear: he doesn't like learning theoretical knowledge. Judging from the work content of salespeople, what we salespeople do is actually "sales", not "marketing" in the real sense.
Therefore, in the true sense, "salespeople have mastered professional knowledge", at least my business members still have a long way to go.
2, the premise of sales staff "willing to engage in sales work"
In the book "Sales is to get people", I wrote several times that the author's subordinates were "upset" when the sales were not smooth, but no one said "I don't like this job".
The reality that benefits and bonuses are linked often makes sales managers regard sales as a profession. As for "like it or not", that is another matter. It is more about the love and willingness of sales when the project is successful, but for projects that can't be done, projects that don't feel, and customers that don't feel, they often don't show how to learn, and then give up these projects and customers that don't feel to find the next goal. From this reality, in fact, this salesperson may not like the sales work, or even be unwilling to do it.
Cultivating myself and my subordinates to enjoy and love sales is also an important topic for my department in the future.
The products are different, so the selling methods are different. Based on the sales method of products, the importance of "people" is more prominent, which may be the basis of the author's argument, the original intention of the author's writing, and what my subordinates and I will study hard in the future.
Chinese and foreign traditional architectural art is a comprehensive art that studies the relationship between architectural community, archi