[原创]销售，原来可以这么简单
<p style="TEXT-INDENT: 21pt; mso-char-indent-count: 1.5" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">《一分钟推销人》延续了</span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: #111111; FONT-SIZE: 14pt; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">斯宾塞·约翰逊博士作品通俗易懂的风格，以一个小故事糅合推销技巧展开叙述。虽然书名很特别，但是内容却属于“推销常识”，谈不上创新。不过，不可否认，它将经典的推销知识整理归纳，对于营销人员来说，不失为一读的作品，对于整理、梳理思路，大有裨益。</span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体" lang="EN-US"><?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></span></p>
<p style="TEXT-INDENT: 13.5pt; mso-char-indent-count: 1.5" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p> </o:p></span></p>
<p style="TEXT-INDENT: 21pt; mso-char-indent-count: 1.5" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">各个章节可以用以下文字总结：<span lang="EN-US"><o:p></o:p></span></span></p>
<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: red; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">推销前→推销中→推销后→设定销售目标→自我表扬→自我批评<span lang="EN-US"><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: 21pt; mso-char-indent-count: 1.5" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">将推销整个流程，进行各部分的细分，做好每个流程的准备、改善，从而提高销售能力。<span lang="EN-US"><o:p></o:p></span></span></p>
<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">推销前：<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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">深刻了解所售产品的特点和价值。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; 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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">想象自己销售的产品，发挥了作用，给客户带去了他们想要的感受。</span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p></o:p></span></p>
<p style="MARGIN-LEFT: 21pt" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p> </o:p></span></p>
<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">推销中：<span lang="EN-US"><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">根据客户喜欢的购买方式进行推销（比如价格、渠道、促销等），提供人性化的服务。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">提问：向他们提出“拥有”和“想要”的问题，比如他们已经拥有了普通洗衣机，想要的是全自动洗衣机。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">“拥有”和“想要”之间的差距，就是问题所在。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">倾听：认真倾听客户真实的需求，并重复一遍自己听到的重点。根据客户想要的感受，有针对性的介绍产品。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">购买风险，往往使客户不敢轻易下单。选择以较小的风险尝试，是他们乐意接受的。基于这个情况，我们可以让客户选择性购买较为便宜的产品或者少量产品，甚至于免费试用。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="MARGIN-LEFT: 21pt" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p> </o:p></span></p>
<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">推销后：<span lang="EN-US"><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">跟踪服务：与客户取得联系，了解他们使用后的感受。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">如果感受是满意的，那么主动请求他们推荐给身边的朋友。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">如果感受是不满意的，那么尽最大努力，解决问题，从而巩固彼此的关系。<span lang="EN-US"><o:p></o:p></span></span></p>
<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">设定销售目标：<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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">把目标写在纸上，反复阅读。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">每次阅读目标，想象自己已经成功了。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="MARGIN-LEFT: 21pt" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p> </o:p></span></p>
<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">自我表扬：<span lang="EN-US"><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">每一次销售完成，极力赞扬销售中做得出色的部分。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">告诉自己做对了什么，哪些地方做得非常好。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">享受这种感觉。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="MARGIN-LEFT: 21pt" class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 9pt; mso-hansi-font-family: 新宋体" lang="EN-US"><o:p> </o:p></span></p>
<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">自我批评：<span lang="EN-US"><o:p></o:p></span></span></b></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">每一次销售完成后，检视自己哪些行为做得不够好，进行批评。<span lang="EN-US"><o:p></o:p></span></span></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><u><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">注意：批评的是行为本身，而不是自己。相反，对于自己，我们应该赞扬，相信自己是最棒的。<span lang="EN-US"><o:p></o:p></span></span></u></p>
<p style="TEXT-INDENT: -18pt; MARGIN-LEFT: 39pt; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </span></span></span><span style="FONT-FAMILY: 楷体_GB2312; COLOR: black; FONT-SIZE: 14pt; mso-hansi-font-family: 新宋体">告诉自己，哪些地方做得不够好，然后体会这种感受。<span lang="EN-US"><o:p></o:p></span></span></p>
<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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </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; mso-list: l0="l0"level1="level1"lfo1; tab-stops: list="list"39.0pt" class="MsoNormal"><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"'Times New="New"Roman'"> </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>
<p style="TEXT-ALIGN: left; LINE-HEIGHT: 150%; MARGIN: 18pt="18pt"0cm="0cm"2.25pt; mso-pagination: widow-orphan; mso-outline-level: 3" class="MsoNormal" align="left"><b style="mso-bidi-font-weight: normal"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 楷体_GB2312; COLOR: red; FONT-SIZE: 12pt; mso-font-kerning: 0pt; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">作者简介<span lang="EN-US"> :<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></span></span></b></p>
<p class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: #111111; FONT-SIZE: 12pt; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">斯宾塞·约翰逊博士<span lang="EN-US"><o:p></o:p></span></span></p>
<p class="MsoNormal"><span style="FONT-FAMILY: 楷体_GB2312; COLOR: #111111; FONT-SIZE: 12pt; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">世界最受欢迎和最受尊敬的作家之一。作为世界顶尖企业和知名组织广泛使用的工作指南和培训工具，他的作品已经成为一种文化现象，深刻地改变了人们的生活。他善于应用生动的故事讲述现实的智慧，轻松活泼的寓言风格既让人深受鼓舞，又让人深受震撼。他的作品《谁动了我的奶酪》《一分钟经理人》《一分钟推销人》《一分钟父亲》《一分钟母亲》《珍贵的礼物》《是或不》等长居《纽约时报》《出版家周刊》等畅销书排行榜，并被<span lang="EN-US">CNN</span>、<span lang="EN-US">BBC</span>、《时代》《商业周刊》《纽约时报》《读者文摘》《华尔街日报》《财富》《今日美国》等广泛报道。目前他的作品已经被译成<span lang="EN-US">41</span>种文字全球发行，并创下销量逾亿册的惊人记录。</span><span style="FONT-FAMILY: 楷体_GB2312; FONT-SIZE: 12pt" lang="EN-US"><o:p></o:p></span></p> 终于发完了，呵呵，上午发遇到问题了。 很有启发 <p>学习了</p>
<p> </p> <p><font face="Times New="New"Roman">分享，让价值增长。</font></p>
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