[原创][原创][原创]个人感悟
<br/><p style="TEXT-INDENT: 21.1pt; mso-char-indent-count: 1.5" class="MsoNormal"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">个人感悟：<span lang="EN-US"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; tab-stops: list=" class="MsoNormal" l0="l0" mso-list: lfo1? level1="level1" list? 39.0pt;><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体; mso-bidi-font-family: 楷体_GB2312" lang="EN-US"><span style="mso-list: Ignore">●<span style="FONT: 7pt="7pt"=" 7pt? ?Times New? 7pt? =" Roman?? new="> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">销售的过程，其实是跟客户交朋友的过程。同等情况下，朋友向你购买产品还是向陌生人购买？<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; tab-stops: list=" class="MsoNormal" l0="l0" mso-list: lfo1? level1="level1" list? 39.0pt;><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体; mso-bidi-font-family: 楷体_GB2312" lang="EN-US"><span style="mso-list: Ignore">●<span style="FONT: 7pt="7pt"=" 7pt? ?Times New? 7pt? =" Roman?? new="> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">销售的抗性，主要来自于客户的“不信任”。对于客户不熟知的产品，客户往往是认同销售人员，从而认同产品。消除客户的不信任，这是促成销售的必经之路。<b style="mso-bidi-font-weight: normal"><span lang="EN-US"><o:p></o:p></span></b></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; tab-stops: list=" class="MsoNormal" l0="l0" mso-list: lfo1? level1="level1" list? 39.0pt;><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体; mso-bidi-font-family: 楷体_GB2312" lang="EN-US"><span style="mso-list: Ignore">●<span style="FONT: 7pt="7pt"=" 7pt? ?Times New? 7pt? =" Roman?? new="> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">真诚，这是销售的不二法宝。对待你的客户，就像对待你的家人一样真诚。你会将明明知道的不良产品销售给家人吗？如果不会，那么也别将不好的产品销售给客户。<b style="mso-bidi-font-weight: normal"><span lang="EN-US"><o:p></o:p></span></b></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; tab-stops: list=" class="MsoNormal" l0="l0" mso-list: lfo1? level1="level1" list? 39.0pt;><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体; mso-bidi-font-family: 楷体_GB2312" lang="EN-US"><span style="mso-list: Ignore">●<span style="FONT: 7pt="7pt"=" 7pt? ?Times New? 7pt? =" Roman?? new="> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">卖得不是产品，而是一种使用的感受。客户购买冰棍，卖的不是冰棍本身，而是清凉的感受；客户购买汽车，买的不是汽车本身，而是使用汽车带来的便利。<b style="mso-bidi-font-weight: normal"><span lang="EN-US"><o:p></o:p></span></b></span></p>
[此贴子已经被作者于2010-10-8 12:39:51编辑过]
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