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Jingdong book

高利润销售：美国销售达人的销售秘笈

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Jingdong book

高利润销售：美国销售达人的销售秘笈

Name: 高利润销售：美国销售达人的销售秘笈
Brand: Jingdong book
SKU: 3102009371
Price: 42.47 USD
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Editer Recommend

美国管理协会经典图书AMACOM。
拥有18年财富500强企业销售经验的“销售达人”马克·亨特教您可口可乐、三星、歌蒂梵、雅培、喜力、联合利华、都乐、美泰、诺华等世界巨头公司已经验证过的成功的销售理念和销售秘笈。

Content Description

达成销售和达成高利润销售有着天壤之别。为了赶快打败竞争对手，降价销售是一种很有诱惑力的做法；可是，建立在折扣基础上的短期战略可能会摧毁企业长远的可持续发展。简而言之，你的销售目标不应该是达成销售……而应该是达成高利润销售。
《高利润销售：美国销售达人的销售秘笈》为你提供了看待销售的全新视角。《高利润销售：美国销售达人的销售秘笈》教给你一套全面、循序渐进、以利润为导向的做法，帮助你加强客户关系，提高净利润。你会学到：
避免谈判
认真倾听客户
使产品或者服务符合客户的需求和愿望
自信地传达产品或者服务的价值
成功地对现有客户提价
引发新客户购买意向且不会让他们一味压价
通常，客户总想达成“划算”的交易……，销售人员往往尚未深入挖掘客户购买决策背后所面临的真正问题，就轻率地达成了对客户而言“划算”的交易。《高利润销售：美国销售达人的销售秘笈》将告诉你如何避免价格成为谈话的主要内容，而是让客户更多地关注你的产品和服务会带来何种利益，如何能够满足客户的需求。

Author Description

马克·亨特，人称“销售达人”，他在三家财富500强企业的销售和营销部门工作过18年，还在全球多个国家做过数千次为客户量身打造的利润很大化销售培训，制止销售人员疯狂的折价销售行动，让他们达成真正有力可图的销售。他的客户有可口可乐、三星、歌蒂梵（Godiva）、雅培（Abbott）、喜力（Heineken）、联合利华（Unilevel）、都乐（Dole）、全球很大玩具商——美泰（Mattel）和全球制药保健行业跨国集团——诺华（Novartis）等巨头企业。

Comments

“如果你从事的是销售工作，那么千万不可轻易放弃自己应得的利润。你应当为自己和自己所从事的职业负责，赶快购买本书来看吧！马克·亨特给你指明了成功之路。”
——克里斯·怀德纳（Chris Widener），著有《影响力艺术与领袖法则》（The Art of Influence and Leadership Rules）

“读了马克·亨特的新书，我不但赶快把它加到了我的销售类藏书当中，还建议你也把它加到销售培训课程当中。我建议所有销售人员都读一读这本书，并且每周在销售会议中讨论书中的章节，用来指导、改善销售流程。相信你的销售会突飞猛进地发展！ ”
——肯·索森

Catalogue

第一章你在损失利润
本书对你有何价值
要想实现利润最大化，必须改变看待客户的方式
到自我反思的时候了
自信改变态度
要价高的公司能否胜出
人们不是在购买，而是在投资
忘掉竞争对丰
第二章“利润”并无不光彩
你在追逐华而不实的东西吗
你认为“利润”不光彩吗
怎样定义“利润”
“直接利润”的含义
客户的长远价值是多少
计算客户的利润可持续因子
价格失当的大订单是不值得的
知识利润可以累加
尽量减少利润侵蚀
“利润”是个美妙的词
第三章用需求和利益来索取高价
追逐华而不实的东西
明确客户的需求和希望获得的利益
区分好的和不好的信息
苹果公司传授的有关需求和利益的经验
用后续问题对客户需求进行分类
什么是需求？什么是利益？需求和利益到底有何区别
第四章用价格点创造真正的价值
围绕价格形成真正的价值
形成价格点
一揽子交易的力量
一揽子交易与销售人员的信念
“不谈判”哲学
销售经理不要授权销售人员放弃利润
“不谈判”策略在什么情况下效果最好
有效执行“不谈判”策略的法则
在遵守法则的条件下让“不谈判”策略发挥效力
用时间来提升价值
第五章成功开发新客户
过去的增长不能保障未来的增长
开发新客户不是一项可有可无的工作
潜在新客户还是疑似新客户？二者的区别是什么
开发新客户应是你日常工作的重要组成部分
无法开发新客户就无法达成销售
什么是潜在新客户
所有潜在新客户并非一律平等
假设与询问
战术性的评论和问题：压价
战略性问题导向长期关系
开发新客户的时候要确立高标准
让开发新客户成为日常事务
在节假日开发新客户
行动起来
第六章少说话，多销售
职业买家如何用沉默来施加压力
把掌控权交给客户
采用适合你个性的提问法
对你而言可以取得很好效果的问题
在拜访客户时，多少时候是你在说话
战术性买方喜欢在销售拜访时速战速决
销售人员为什么失败
不懂倾听的例子
学习客户的语言
最佳后续问题
抛开你的骄傲：骄傲是有成本的
扩充你列出来的问题
你是否尊重客户
两秒钟停顿
过早达成销售会损失利润
客户说得越多，你为下一笔销售可做的准备工作就越多
始终牢记最高奖赏
第七章跳过销售陈述
第八章充分利用你了解到的信息
第九章在无形中达成更多销售
第十章向高管推销
第十一章处理价格异议
第十二章实行提价
第十三章采购部门和职业买家
第十四章 RFP和RFQ：竞价
第十五章确立持续赚取高额利润的自我定位

Book Abstract

人们总是在出了问题以后责怪某个人或者某件事。今天，对于许多销售人员来说，这种现象已经成了常态。他们怪自己没有能力达成销售，却不怪自己没有给出充分的理由让客户购买。
如果你问一位销售人员，为什么没有达成更多的销售；他可能会说，因为产品或服务的价格太高，客户不想花那么多钱。这种说辞我听过几千遍了。我必须告诉你，我见过许多销售部门和销售主管居然相信这是真正的理由。实际上，价格只是影响客户购买的众多因素中的一个。即使你从事的行业是商品销售，也有其他因素比如数量、送货时间、送货方法和付款条件等影响到客户的购买决策。遗憾的是，许多销售人员倾向于把价格因素当成惟一的因素。
如今商业环境不太好，总有一些外部因素(销售人员无法掌控)可能或者必将影响到客户的行为方式。经济繁荣也好，衰退也罢，客户好像都会要求打折，都会表示不愿接受销售人员的要价。销售围绕价格展开是一种错觉，现在到了打破这种错觉的时候了。
……

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Jingdong book

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