成交的藝術:達成交易的十個關鍵承諾: The Lost Art of Closing: Winning the Ten Commitments That Drive Sales (Traditional Chinese Edition)
成交的藝術:達成交易的十個關鍵承諾: The Lost Art of Closing: Winning the Ten Commitments That Drive Sales (Traditional Chinese Edition)

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★專為B2B專業銷售人員撰寫的成交書!幾十年來,無論是業務經理、顧問,業務行銷類書籍作家都一致同意,成交是整個銷售過程中最重要且最困難的階段。他們也為此發明了一些咄咄逼人的技巧。然而,這些手段往往只會拉大與顧客之間的距離,最終導致收到客戶委婉的拒絕或乾脆不相往來。凡此種種,都會讓新一代的銷售人員苦於了解,究竟該如何才能成交,以及該運用哪些策略才能帶來最好的成果。安東尼.伊安納里諾針對我們所處新時代的科技與社會現實,提出一種截然不同的方法。在本書中,他證明客戶最後點頭答應成交,其實是整個銷售環節中最簡單的步驟。只要業務人員能在成交前獲得客戶在銷售過程中每一階段的首肯。關鍵在於,業務員必須引導客戶通過一系列必要的步驟,以避免交易進行過程中產生停滯。本書著重於引導讀者如何順利成交,書中富有經過驗證的策略及實用的實戰經驗,能協助業務員在客戶採購過程中十個關鍵時點贏得客戶的承諾。例如: .在銷售過程早期階段,藉由品質而非價格競爭,贏得客戶投資承諾。 .要求在客戶組織內建立共識的承諾,確保你所提出的解決方案能獲得所有人的支持。 .主動化解客戶疑慮,以防止銷售功虧一簣。本書將永遠改變你對成交的看法,而客戶將會感激你幫助他們實現理想成果!【達成交易的十個關鍵承諾】 1. 時間的承諾:教你如何獲得和目標客戶首次及後續會面的機會。 2. 探究的承諾:解釋如何贏得目標客戶探究改變的承諾。對方願意探究改變,你才能進行發掘和需求分析的工作。 3. 改變的承諾:機會誕生之處。除非目標客戶同意改變,你不會有實際的機會。 4. 合作的承諾:學習如何請求,並獲得目標客戶的投入,以此建立合作夥伴關係。 5. 建立共識的承諾:給予那些被改變的決定所影響的人發言權。學會如何藉由建立客戶共識來要求推進決策過程的承諾。 6. 投資的承諾:如何要求目標客戶多投資一些,以創造所需的成果。 7. 檢討的承諾:學習如何籌備一場提案前會議,來確保在你要求對方做決定的承諾之前,你的解決方案百分之百正確。 8. 化解疑慮的承諾:請求一個允許你主動服務客戶的承諾,引導客戶一步步化解所有疑慮。 9. 決定的承諾:學會如何請求對方做出購買的承諾。 10. 執行的承諾:聚焦於最後的定案,也是最難取得的承諾,將幫助你從業務員搖身變成受客戶信賴的顧問。

  • Released: February 24, 2020
  • Author: 安東尼.伊安納里諾(Anthony Iannarino),洪世民
  • Rating: 4
  • Publisher: Ebook Digital Agent
  • Total Page: 250 pages
  • File Size: 20000 KB

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