改变销售业绩有高招（Brilliant ideas for changing sales performance）.docVIP

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2017-08-04 发布于河南
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改变销售业绩有高招（Brilliant ideas for changing sales performance）.doc

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改变销售业绩有高招（Brilliant ideas for changing sales performance） Im afraid sales is one of the most attractive and most stressful job. Facing the cold face of customers how to do? The sales team lack of star how to do? In June 25th, the Shanghai Jiao Tong University Aetna School of management, Alibaba senior human adviser Guan Mingsheng, online sales director Kardashian 3 hundreds of sales staff on a vivid lesson, tell you how to change the rules of the game with open customer ideas, keenly aware of, to achieve sales success. Guan Mingsheng: I heard that SIEMENS won; but GE get orders The 2 point of the shortest route is not a straight line An opening, Guan Mingsheng will use a triangular figure flashed his point of view: the 2 point of the shortest route is not a straight line. He used A, B on behalf of sales staff and customers, to the process of B from A is a sales process. According to common sense, the shortest path is the straight line A-B between AB, but in many cases the A-B route is blocked by customer objections, is a feasible way? Then how to do? Go hard is clearly not feasible so you can make a detour. Looking for a C, which connects A and B, to achieve the purpose of sale. For this C, Guan Mingsheng thought that is the customers OpenMind (open ideas). With the idea of opening up, the customer is easier to accept advice and product sales, sales behavior recognition. Sales to help customers open ideas, with OpenMind, from the sales success is not far away. To help customers access to OpenMind, there are 2 paths: one is emotional identity (Emotion), two (Logic) is the reason analysis. My experience tells me that proceed from the customer psychology, to get emotional identity, than the direct reason, reason is more effective to the customer. Especially when the customer is dissatisfied with the sales behavior and a pile of objections, he said and reasoning is not clear, let the customer is God? Take the initiative to change the rules of the game of their whipping