頂級(jí)銷售人員的7種素質(zhì)知識(shí)培訓(xùn)課件

7Qualitiesof

TopSalesPeopleKelleySchoolofBusinessBobGoldsteinDiscussionSession #68February,20051Howmanyofyouareplanningacareerinsales(showofhands)?Anythinglessthena100%showofhandsisnotacceptable…NOWWHYDOISAYTHAT?

2WeusuallythinkofSELLING

PRODUCTSSERVICESORBOTH3Butwhatabout..SellingYourself?4Rememberthistruism…..Idon’tcarewhatcareerpathyouareon.Therealityisthatyoumustsellyourselfbeforeyousellyourskills.Iamtalkingaboutyour“persona”---abouthowothersseeyouasahumanbeing.Ichoosetocallit“personalsalesmanship”.5Whowouldyouhire?Joehasa4.0g.p.a.Also,heisa“slug”.Heisslovenly—conceited—surly--doesn’tbathetoofrequently—hasnofriends---yethisgradesaretops.Billhasa3.0g.p.a.Heispersonable—wellliked—outgoing—agoodlistener—enjoysworkingwithothers—andhebathesfrequently.6AREYOU……BEGINNINGTOGETTHEMESSAGE?7Thevideoyouaregoingtosee……isfocusedonthosewhoareplanningacareerinsalesandwhatittakestobecomeatopsalesperson.Butfollowingmyownthesis----thatwesellourselvesbeforewesellourskills,Ibelievethereissomethingyoucanlearnfromthisvideoeventhoughyou’renotgoingintosalesaswetraditionallythinkof“sales”.8WhoisBrianTracy?9AreviewofBrianTracey’sweb-sitecouldveryeasilyleadyoutotheconclusionthathewalksonwater.Myowncriteriaissimple:WouldIpaytohearhimspeak?Rightnow,theonlypersononmy“paytohearlist”isGeorgeCarlin.Thereissomegoodinformationinthisvideo---butyouwillhavetodecideifyouwouldpaytohearhimspeak.10O.K.-Let’sReviewBrian’sMessage11Whyaresomesalespeoplesosuccessful?20%ofthesalespeoplemake80%ofthesalesand80%ofthecommissions10%ofsalespeopleopen80%ofnewaccounts(“hunters”)Thetop10%ofsalesprofessionalstodayearn5X,10X,15Xandeven20Xtheaverageoftheother80%-90%.12Whyaresomesalespeoplesosuccessful?Theyselltheproductpeoplewant.Theyconvincepeopletheywant theproducttheyhavetosell.13Whodoyouthinkarethetopearnersinthebignameconsultingfirms?

Thosewiththe3.9gpa’s?ORThosewhobringinthemostnewclients?14Whyaresomesalespeoplesosuccessful?80%ofSalessuccessispsychological.TopsalespeopleareOPTIMISTS.Theyhaveapositivementalattitude.15OptimismOptimismisaresult,oreffect,ofthesevenkeyqualitiesoftopsalespeople16SevenQualitiesofTopSalespeopleTheyareambitious.17AmbitionAstrongdesiretogainaparticularobjective;specifically,thedrivetosucceedortogainfame,powerwealth,etc.18SevenQualitiesofTopSalespeople Theyareambitious. Theyarecourageous.19 CourageEveryoneisafraid.Thebestsalespeopledoitanyway!Askforthesale…Thetoppeopleconfronttheirfears.20SevenQualitiesofTopSalespeopleTheyareambitious.Theyarecourageous.Theyarecommitted.21Commitment….Caringisthekeyelementinsuccessfulselling.Sellinghasoftenbeendefinedasa“transferofenthusiasm”.22Lawof

CorrespondenceThemoreyoubelieveinwhatyousell,theeasieritisforyoutoconvincesomeoneelse.23SevenQualitiesofTopSalespeopleTheyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.24Consultantstance…Peopleacceptyouatthewayyoupresentyourself.Actlikeaconsultantineverythingyoudoandsay.Whatdoesaconsultantdo?25ForbiddenPhrases“WHYDOYOUNEEDTOKNOW?”“NO.”“YOU’REWRONG.”“WE’VENEVERDONEITTHATWAY.”“YOU’LLHAVETO.”“THAT’SNOTMYJOB.”“THAT’SAGAINSTCOMPANYPOLICY.”“IDON’TKNOW.”26Whatmakespeopleremember?PositiveAssociations

Love,,Table,Fork,Pen,Stream,Wisdom,Stream,Flower,Zulu,Ruler,Blue,Sheep,Meaning,etc…27WhyDoCustomersStop

BeingCustomers?BeyondCustomerService,1992.100%1% Die3% MoveAway5% Seekalternatives9% Gotothecompetition14%Dissatisfiedwithproduct/service68%Upsetwiththetreatmenttheyreceive28SevenQualitiesofTopSalespeopleTheyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.Theyareprepared.29ThreeKeystoPreparationinSellingPre-callresearch–doyourhomework- mentallyprepare.Pre-callobjectives–whatareyourgoals? Startingout?Breakitdown.Post-callanalysis–writedowneverydetail.Whentore-contact. Thinkwhatotherapproachcouldbeusedtoadvanceyourprospectofsuccess.30SevenQualitiesofTopSalespeopleTheyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.Theyareprepared.Theyengageincontinuouslearning.31KeystoContinuousLearningReadonehourinsellingeachday.Listentoaudiotapesinyourcar.Takeallthetrainingyoucanget.32SevenQualitiesof

TopSalespeople-summaryBeambitious.Becourageous.BecommittedBeprofessional.Beprepared.Engageincontinuouslearning.Beresponsible.33Hooray!IMadetheSale!34JustRemember…YOUARESELLINGYOURSELF!!!35EvaluationQuestionsUse:StronglyagreeAgreeDisagreeStronglydisagreeDon’tknowIfoundthepresentationofmaterialeasytounderstand.ThisAdvantagesessionincreasedmyknowledgeonthesubjectpresented.IwillbeabletousesomeoftheinformationfromthisAdvantagesessioninthefuture.Thepresenterwaswellpreparedforthissession.Thispresentationshouldberepeatedinfuturesemesters.36市場(chǎng)營銷基礎(chǔ)材料單擊此處添加副標(biāo)題內(nèi)容講座筆記2020/01/01藝術(shù)藝術(shù)80%20%50%營銷的科學(xué)觀與藝術(shù)觀科學(xué)科學(xué)發(fā)達(dá)國家現(xiàn)狀0180%中國現(xiàn)狀02科學(xué)中國未來0320%單擊此處輸入你的正文，文字是您思想的提煉04藝術(shù)單擊此處輸入你的正文，文字是您思想的提煉0550%單擊此處輸入你的正文，文字是您思想的提煉06從共性需求到個(gè)性需求的演變消費(fèi)者需求的滿足過程添加標(biāo)題單擊此處輸入你的正文，文字是您思想的提煉，請(qǐng)盡量言簡(jiǎn)意賅的闡述觀點(diǎn)；01添加標(biāo)題單擊此處輸入你的正文，文字是您思想的提煉，請(qǐng)盡量言簡(jiǎn)意賅的闡述觀點(diǎn)；02目標(biāo)市場(chǎng)的細(xì)分工業(yè)品行業(yè)/領(lǐng)域、用途/目的、使用者/操作者、地區(qū)/領(lǐng)域消費(fèi)品年齡/性別、收入/價(jià)格、職業(yè)/學(xué)歷、地域/城市市場(chǎng)形勢(shì)與競(jìng)爭(zhēng)狀況橫向透明度（消費(fèi)者的判別能力）縱向透明度（生產(chǎn)者的判別能力）無序過度競(jìng)爭(zhēng)適度和平競(jìng)爭(zhēng)適度壟斷競(jìng)爭(zhēng)小公司大公司競(jìng)爭(zhēng)狀況的演變廠家數(shù)目廠家實(shí)力強(qiáng)弱少多初級(jí)競(jìng)爭(zhēng)壟斷競(jìng)爭(zhēng)完全競(jìng)爭(zhēng)無序競(jìng)爭(zhēng)1234BAC商場(chǎng)上的生物鏈供應(yīng)商生產(chǎn)商分銷商最終用戶供應(yīng)商的供應(yīng)商供應(yīng)商的上游產(chǎn)品上游企業(yè)上游產(chǎn)品基礎(chǔ)設(shè)施配套產(chǎn)品下游產(chǎn)品通訊廣播電視交通消耗品飲料服務(wù)下游企業(yè)代理商專賣店競(jìng)爭(zhēng)優(yōu)勢(shì)的維持和演變可變因素不可變因素優(yōu)勢(shì)劣勢(shì)競(jìng)爭(zhēng)的戰(zhàn)術(shù)進(jìn)攻戰(zhàn)老二、老三找出對(duì)手長處和弱點(diǎn)集中優(yōu)勢(shì)兵力各個(gè)擊破防守戰(zhàn)自己打自己（新舊更替）睜著眼睛睡覺迂回進(jìn)攻動(dòng)作要快游擊戰(zhàn)找到看不上的市場(chǎng)空間夾著尾巴做人市場(chǎng)營銷的經(jīng)典理論創(chuàng)造價(jià)值（產(chǎn)品Product）交付價(jià)值（渠道Place）體現(xiàn)價(jià)值（定價(jià)Price）宣傳價(jià)值（宣傳Promotion）用戶分析-消費(fèi)者的現(xiàn)狀與細(xì)分自我實(shí)現(xiàn)最終需要社會(huì)需要安全需要生理需要“整個(gè)產(chǎn)品”的啟示就餐環(huán)境兒童玩具生日會(huì)洗手間飲料（4-6度）中國特色兒童樂園周末兒童歌舞用戶感受的產(chǎn)品整個(gè)產(chǎn)品整體體驗(yàn)整體價(jià)值市場(chǎng)陷阱與主流產(chǎn)品市場(chǎng)陷阱發(fā)燒型先鋒型實(shí)用型懷疑型保守型市場(chǎng)陷阱實(shí)用型消費(fèi)者不追求革命性變革，希望穩(wěn)穩(wěn)當(dāng)當(dāng)找到“保齡球效應(yīng)”，找到有代表性的消費(fèi)者產(chǎn)品比較成熟保守型消費(fèi)者—謹(jǐn)慎的一批人懷疑型消費(fèi)者—落伍的一批人