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Jingdong book

销售一定要懂的自我心理调整术

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Books Psychology Applied Psychology

Jingdong book

销售一定要懂的自我心理调整术

Name: 销售一定要懂的自我心理调整术
Brand: Jingdong book
SKU: 3116024421
Price: 26.30 USD
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心理素质的好坏直接决定销售成败，所以优秀销售人员都有一颗“大心脏”！克服心理障碍，提升心理素质；应对客户拒绝，轻松拿下订单。

Content Description

《销售一定要懂的自我心理调整术》分为十章，根据销售人员在销售过程中经常出现的心理问题，分别从认识自我、透视销售、客户销售心理障碍、杜绝销售中出现的错误心理、掌控情绪、缓解压力、培养逆商等方面出发，针对销售人员的心理品质、心理调节及心理控制三方面的训练进行了科学的阐述，集先进理论与实践经验于一体，对于销售员提升自身心理素质、提高销售业绩具有很大的指导和借鉴意义。
《销售一定要懂的自我心理调整术》采用了“生动实用的案例+明晰准确的分析+行之有效的心理策略”的模式，再加上精炼却又不失通俗的语言，堪称全面提升销售员业务素质的心理自助书。

Catalogue

前言
第一章认识自己，了解销售：销售员进行心理调整的第一步
在销售过程中，销售员以什么样的心态来定位自己、定位销售，决定了销售员将会取得什么样的成绩。销售员只有正确地认识自己、定位自己，全面地了解销售，才能以一种良好的职业素养在销售领域中实现自己的人生价值。

你属于哪种类型的销售人员
销售工作并非矮人一等
销售的本质其实只是一种沟通方式
销售是勇敢者的职业
避免掉进销售误区
把自己看做产品

第二章克服销售心理障碍，启动内心成功模式
销售领域中最大的障碍不是价格，不是竞争，不是客户的抗拒，而是销售员自身的缺陷，也就是心理障碍。在销售过程中，销售员常常会被自己的恐惧心理、自卑心理、投机心理、敷衍心理等心理障碍牵绊，从而对销售业绩产生致命的打击。所以，销售员要想提高业绩，就必须先克服这些销售心理障碍，启动内心的成功模式。

克服恐惧心理，销售是勇敢者的游戏
克服自卑心理，相信自己客户才能相信你
克服投机心理，销售不是一锤子买卖
克服敷衍心理，你敷衍客户业绩自然敷衍你
克服急躁心理，有耐心才能成为优秀的销售人员
克服“盲从”心理，客户的要求也可以拒绝
害怕客户拒绝，为自己寻找退缩的理由
不妄自菲薄，让自己高大起来

第三章随时修复自己的情绪：金牌销售员只关注事物的积极面
在销售过程中，销售员的情绪往往决定了销售的成败。如果销售员用一种消极负面的情绪推销产品，那往往达不到销售成功的目的。因为只有积极的情绪才能让自己充满自信，才能让客户对产品产生认同感。所以，销售员要想取得销售上的成功，就要及时修复自己的情绪，做情绪的主人。
……

第四章把信心“种”进潜意识：金牌销售员为什么总那么自信
第五章自我激励：拓展欲望空间，在销售中不断超越自我
第六章积极创新：求新求变，形成自己与众不同的销售风格
第七章培养逆商：打造强大内心，在销售逆境中突围
第八章调整自我，在与客户的交流中调动客户的购买激情
第九章巧妙应对客户的拒绝：普通销售员说服顾客，金牌销售员感染顾客
第十章让顾客买单：满足顾客的心理需要，俘获顾客的心

Book Abstract

案例解析：
案例中的小钱是个非常有经验的销售员，即使她要推销的房子有让客户不满意的地方，但她发现客户非常喜欢这个别墅里的游泳池，便紧紧抓住客户这个兴趣点。她在和客户沟通的过程中，始终有意无意地把话题转到游泳池上，采取各种语言反复刺激客户的购买兴趣点，最终打动了客户，成功地让客户买下了别墅。
心理调整策略：
一般的销售员都懂得，如果客户愿意听你讲述产品，那么他们都至少有一个购买兴趣点。也就是说，他们毫无疑问地都是潜在的客户。而销售员要做的就是找到客户的购买兴趣点，并对这些兴趣点进行反复刺激，来达到让客户购买产品的目的。那么，销售人员如何才能利用客户的购买兴趣点大做文章呢？
1.站在客户的立场去寻找购买兴趣点
要想找到客户的购买兴趣点，销售人员就必须准确掌握客户的心理。而要想准确掌握客户的心理，销售员就必须学会站在客户的立场去思考。只有这样换位思考，急客户之所急、想客户之所想，才能准确找出客户的购买兴趣点。
2.注意客户的忌讳之处
反复刺激客户的购买兴趣点可以在一定程度上促进客户下定决心购买，但销售员在运用这一方法的过程中必须注意到客户的忌讳之处。比如面对一些残疾人，就不能为了让他购买你的产品，就反复刺激他的缺陷之处。这样的话，伤害了客户的自尊，客户不仅不会购买产品，甚至会对销售员怒目而视。
3.要重视客户的购买兴趣点
销售员找到了客户的兴趣点后，就必须对这一兴趣点给予足够的重视，只有这样，客户才会感觉到你对他的尊重和他自己存在的价值。客户是销售员赖以生存的基础，只有真正做到尊重客户，理解客户，重视客户，才能让客户在交易过程中得到满足，包括物质和精神上的双重满足。只有这样，销售员才能得到客户的赏识，为自己的销售事业打下良好的基础。
……

Introduction

对于一些销售员来说，销售是一项无比艰难的工作。
很多时候，他们见到客户，还没开口，就已经战战兢兢，忘了推介词怎么说；
很多时候，销售进程本来进展得很顺利，客户的一个质疑，就让他们阵脚大乱，不知该如何继续；
很多时候，在销售中被拒绝，客户还没完全放弃，他们就先灰心丧气，失去了创造业绩的信心；
然而，对于金牌销售员来说，他们启动的却是内心的成功模式：往往只是一个自信满满的微笑，他们就能打动客户；只是一个积极的引导，他们就能获得客户的赞同；只是一个心理暗示，他们就能获得成功。
那么，产生差异的原因是什么呢？是你的实战技巧有误？还是你的推介话术不行？NO！这一切都是因为你的心理素质不够硬，你的心理调控能力不够强！
诚然，销售技巧和销售话术的提高能让你在签单过程中少走弯路，然而，没有强大的自我调控能力为支撑，这一切只是一纸空谈。
……

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Jingdong book

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