如何成为一名优秀销售人才 .ppt

Instead of doing this… Cost Satisfaction Productivity Revenue Why not do this… Instead of doing this… Bill Gates Brilliant Technologist Steve Ballmer Powerful Salesman Steve Jobs Passionate Evangelist Lou Gerstner Logical Businessman Why not do this… Bill Gates Steve Ballmer Steve Jobs Lou Gerstner Brilliant technologist Powerful salesman Passionate evangelist Logical Businessman Vocal+Verbal : Words+Intonation John Kennedy: “You need to contribute to your country” “Ask not what your country can do for you; ask what you can do for your country”. Quayle vs. Benson Debate: Quayle: I have as much experience in the Congress as Jack Kennedy did when he sought the presidency. Answer 1: “Jack Kennedy is better than you.” Answer 2: Senator, I served with Jack Kennedy. I knew Jack Kennedy. Jack Kennedy was a friend of mine. Senator, youre no Jack Kennedy.“ Visual Skills US Election 1960 was won on visual skills Components of Visual Skills: Eyes Body Hands Face Visual Skills – Eyes Look forward at audience (trust) Don’t shift eyeballs; don’t look in corner Don’t look too much at computer screen or notes Look at people’s faces (not eyes) 3-6 seconds per person Shift randomly Nod, smile, use facial expression Visual Skills – Body Stand up when talking Walk around = informal Don’t: Rock, shake Lean too much Visual Skills – Hands Gesture complements talk Should come naturally, without thinking Make sure they match! Need to exaggerate a little Especially with large audience Don’t fidget or put in pocket Videotape whole talk watch Can improve hand gesturing! Visual Skills – Face Show emotion! Most of the time: “I care a lot about this.” “I really believe in this.” “I love my work.” Sometimes (in response to questions). “This is the most outrageous thing I’ve ever heard.” “I will have nothing to do with this.” Learn Speaking Skills Next Topic: Develop the talk Develop Key Point Organize Story Design Graphics Practice Talk QA Delivery The Key Point: the Goal of the Ta