门外汉看《输赢》
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">一：收集情报（建立内线），判断销售机会</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">二：建立关系：</span><span lang="EN-US"><font face="">1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）认识，取得好感</span><span lang="EN-US"><font face="">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）约会，推进关系</span><span lang="EN-US"><font face="">3</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）信赖，</span><span lang="EN-US"><font face="">4</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）同盟</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">三：挖掘需求（从信赖开始）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 34.5pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo1; tab-stops: list 34.5pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">1)<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">注意客户的需求，</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 34.5pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo1; tab-stops: list 34.5pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">2)<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">从双赢的角度考虑客户的需求</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 34.5pt; TEXT-INDENT: -18pt; mso-list: l2 level1 lfo1; tab-stops: list 34.5pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">3)<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">深层次的注意客户需求（问题的实质），提出解决方案。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">四：竞争策略（呈现价值）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo2; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">1）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">根据客户需求进行优劣分析</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo2; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">2）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">将客户的注意力转移到自身的优点上来</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo2; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">3）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">强化自己的优点、弱化自身的缺点（对于缺点提出解决办法）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l1 level1 lfo2; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">4）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">打击竞争对手的缺点</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">五：赢取承诺（谈判）</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo3; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">1）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">谈判是双方的妥协的艺术</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo3; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">2）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">同样要站在双赢的角度考虑</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo3; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">3）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">进行必要的价值（有些价值对某一方可能没有任何意义）交换</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level1 lfo3; tab-stops: list 39.0pt;"><span lang="EN-US" style="mso-fareast-font-family: "";"><span style="mso-list: Ignore;"><font face="">4）<span style="FONT: 7pt "";"> </span></font></span></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">需求决定价值</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">六：后期的实施，以及回款。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face="">1</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）最后还是要靠实力说话，否则终会被淘汰</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US"><font face="">2</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">）规避风险，生存有时候最重要</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">以上其实就是书中所说的销售技巧，作为一个门外汉，我就只能理解这么多</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">在于其他方面，我觉得给我印象最深的是一个团队的魅力，周锐作为团队的领导者我感觉书中刻画得不够，没有完全体现出他的领导魅力，倒是方威让人印象更深刻。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">另外本书也指出现实中确实存在的不良现象，其中有一些敏感问题。但是最终还是处理好了。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">最后书中的，每天</span><span lang="EN-US"><font face="">7</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">件事，每周</span><span lang="EN-US"><font face="">5</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">件事，每年</span><span lang="EN-US"><font face="">3</font></span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">件事，一生一件事让人感触颇深，我们需要的是什么，我们的一生追求是什么，我们做了什么样的人生规划，都是值得我们思考的。</span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: ""; mso-hansi-font-family: "";">总之：书不错，建议大家一看。</span></p> 谢谢分享读书心得 <p>我有的是思想，</p><p>有的是制度，</p><p>缺少的是文化</p><p>缺少的是与人细腻的交往，相处，缺少领导能力</p>
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