The 10 Laws of Sales Success

A recent Gallup poll on the honesty and ethical conduct of business professionals found that insurance salespeople and car salespeople ranked at the bottom of the list. Bet you're not surprised to hear this. But did you know that it's not just car salespeople who have a bad reputation? Bill Brooks of the Brooks Group estimates that more than 85 percent of customers have a negative view of all salespeople.
But it doesn't have to be that way: You can prove the masses wrong, and learn to develop the skills that will have people thinking differently about the selling process. In fact, selling can be one of the most rewarding tasks you'll undertake as a business owner-but only if you follow these 10 tactics:

Law #1: Keep your mouth shut and your ears open.

This is crucial in the first few minutes of any sales interaction. Remember:

1. Don't talk about yourself.
2. Don't talk about your products.
3. Don't talk about your services.
4. And above all, don't recite your sales pitch!

Obviously, you want to introduce yourself. You want to tell your prospect your name and the purpose of your visit (or phone call), but what you don't want to do is ramble on about your product or service. After all, at this point, what could you possibly talk about? You have no idea if what you're offering is of any use to your prospect.

Law #2: Sell with questions, not answers.

Remember this: Nobody cares how great you are until they understand how great you think they are.

Forget about trying to "sell" your product or service and focus instead on why your prospect wants to buy. To do this, you need to get fascinated with your prospect; you need to ask questions (lots and lots of them) with no hidden agenda or ulterior motives.

 

Many years ago, I was selling CDs at a music festival. It didn't take me long to figure out that it wasn't my job to sell the CDs-it was my job to get the earphones on every person who walked by my booth!
I noticed right away that whenever people sensed I was attempting to "sell" them a CD, their walls of defense immediately went up and they did everything in their power to get as far away from me as they could.
So instead, I made it my job to introduce new music to anyone who wanted to put on the earphones. Once they heard the music, they either liked it or they didn't. I didn't do any "selling," and I made more money that week than any other CD hawkers at the festival.
Back then, I didn't know anything about sales, but I knew enough about human nature to understand that sales resistance is an oxymoron: The act of selling creates the resistance! Which leads us to the next principle:

Law #3: Pretend you're on a first date with your prospect.

Get curious about them. Ask about the products and services they're already using. Are they happy? Is what they're using now too expensive, not reliable enough, too slow? Find out what they really want. Remember, you're not conducting an impersonal survey here, so don't ask questions just for the sake of asking them. Instead, ask questions that will provide you with information about what your customers really need.

When you learn what your customers need and you stop trying to convince or persuade them to do something they may not want to do, you'll find them trusting you as a valued advisor and wanting to do more business with you as a result.

Law #4: Speak to your prospect just as you speak to your family or friends. There's never any time that you should switch into "sales mode" with ham-handed persuasion clich?s and tag lines. Affected speech patterns, exaggerated tones, and slow, hypnotic sounding "sales inductions" are never acceptable in today's professional selling environments. Speak normally, (and of course, appropriately) just as you would when you're around your friends and loved ones.

Law #5: Pay close attention to what your prospect isn't saying.

Is your prospect rushed? Does he or she seem agitated or upset? If so, ask "Is this a good time to talk? If it's not, perhaps we can meet another day." Most salespeople are so concerned with what they're going to say next that they forget there's another human being involved in the conversation.

Law #6: If you're asked a question, answer it briefly and then move on.

Remember: This isn't about you; it's about whether you're right for them.

Law #7: Only after you've correctly assessed the needs of your prospect do you mention anything about what you're offering.

I knew a guy who pitched a mannequin (I'm not kidding)! He was so stuck in his own automated, habitual mode, he never bothered to notice that his prospect wasn't breathing. Don't get caught in this trap. Know whom you're speaking with before figuring out what it is you want to say.

Law #8: Refrain from delivering a three-hour product seminar.

Don't ramble on and on about things that have no bearing on anything your prospect has said. Pick a handful of things you think could help with your prospect's particular situation, and tell him or her about it. (And if possible, reiterate the benefits in his own words, not yours.)

Law #9: Ask the prospect if there are any barriers to them taking the next logical step.

After having gone through the first eight steps, you should have a good understanding of your prospect's needs in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you're now ready to bridge the gap between your prospect's needs and what it is you're offering. You're now ready for:

Law #10: Invite your prospect to take some kind of action.

This principle obliterates the need for any "closing techniques" because the ball is placed on the prospect's court. A sales close keeps the ball in your court and all the focus on you, the salesperson. But you don't want the focus on you. You don't want the prospect to be reminded that he or she is dealing with a "salesperson." You're not a salesperson, you're a human being offering a particular product or service. And if you can get your prospect to understand that, you're well on your way to becoming an outstanding salesperson.

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Len Foley, a renowned sales and sales management trainer, is the creator of the bestselling program "Sales Without the Sucker Punch!" Foley's technology has been used by dozens of corporations, and offers simple, cutting-edge strategies applicable to any business that sells directly to the end-user. He is also co-author of the book, Your Successful Sales Career.

http://www.entrepreneur.com/article/65984

電子郵件行銷守則

「要是我能把那封行銷郵件收回來重寫就好了。」如果你曾在發出一封行銷信或電子報後，心裡這麼懊惱過，行銷顧問漢德利（Ann Handley）在創業家雜誌（Entrepreneur）建議，下次在寫完電子郵件，按下「傳送」選項之前，先確認自己做了以下十三件事情：

「要是我能把那封行銷郵件收回來重寫就好了。」如果你曾在發出一封行銷信或電子報後，心裡這麼懊惱過，行銷顧問漢德利（Ann Handley）在創業家雜誌（Entrepreneur）建議，下次在寫完電子郵件，按下「傳送」選項之前，先確認自己做了以下十三件事情： 1.花在斟酌「主旨欄」的時間，應該跟花在撰寫電子郵件的時間一樣長。電子郵件的「主旨欄」相當於文章的標題。無論電子郵件的內容寫得多精彩，如果「主旨欄」不足以讓收件者打開瀏覽，一切都是白費力氣。 2.「主旨欄」應該儘量精簡。一項研究統計了超過二億封電子郵件，結果發現，「主旨欄」長度在六到十個英文字之間的電子郵件，被打開瀏覽的比例最高。然而大部份的行銷電子郵件，「主旨欄」卻過長，減少了被打開瀏覽的比例。 3.確定收件者在手機上看電子郵件，一樣沒有困難。確保在小螢幕上瀏覽時，內文排版不會變亂或不好閱讀。 4.讓電子郵件的開頭發揮副標功能。有些電子郵件的系統，收件者不用打開電子郵件，就能看到最前面幾個字的內容。這是讓收件者決定要不要看郵件的一個機會。善用這個寶貴空間補充「主旨欄」，不要浪費在非關鍵的資訊上（例如，如果無法看到郵件內容，請連結到以下網頁）。 5.口吻是人對人的溝通。即便收件者是一家公司或一個部門，電子郵件的語調都應該是，一個人（或一群人）在對另一個人（或另一群人）說話，自然易懂，而非制式僵硬。 6.明確指出希望對方看完電子郵件後，採取什麼行動。 7.善用吸引人的照片。避免使用無趣、到處都看得到、沒什麼太大意義的視覺資訊。 8.也可以附上動畫或者影片的連結。 9.結尾可以加上附註。內容主體結束之後加上附註，強調希望對方做什麼，可以發揮再次強調、製造急迫感，或者增加額外內容的功用。因為有些人會選擇大致看過電子郵件的重點，他們不見得會仔細看內文，但是通常會看結尾。 10.方便收件者在必要時回覆或轉寄電子郵件。 11.確定內容符合收件者的程度，不會太過艱澀難懂。 12.實際按一下電子郵件中的網址連結。確認收件者能夠看到你要他們看到的頁面，不會出現頁面已經不存在的問題。 13.寄給別人之前，先寄給自己。從收件者的角度看到完整的電子郵件，最後一次檢視有無問題。雖然要花的時間多一點，但是可以減少許多錯誤。  文章來源：EMBA雜誌第343期（2015年3月出版）

用手抓食物最正确 ？

这个道理是告诉人们，不要把自己知道的道理强硬套在别人的身上，毕竟大家的生活方式都不一样。

擁有集客力的老闆娘

有一對夫妻來找我，老闆跟老闆娘。

老闆跟我說：
「半年來諸事不順，一連出了很多事，沒有業績，不知道怎麼辦？」...
「所以你很痛苦嘍！」
「苦死了！」老闆娘說。
「半年前發生了什麼事？」
「當初我們講好，男主外、女主內，生意還可以，半年前我們為了擴大生意，變成男主內、女主外，結果生意一落千丈。」老闆娘說。
「你意思是半年前妳在公司主持生意，生意不錯，半年後妳不在公司主持生意，所以生意很糟？」
「對。」
「主要是因為什麼？」
「沒人上門。」
「聽起來是關於［集客力］的問題。」
「集客力？」
「現在誰顧門市？」
「老公。」
「老公在的時候沒人上門？」
「對。」
「以前老婆顧門市時怎樣？」
「門庭若市！」
「這就是集客力，老婆到任何地方，如在水果攤前買水果，本來沒客人，妳一站、剛挑選水果，旁邊客人就一個個出現，很熱鬧。」
「對，前幾天我在餐廳吃飯，本來沒人，我坐下來才十分鐘，就來了一百多個人，真奇妙喔！」
「這就是集客力的證明。」
「為什麼？」
 
「因為正能量，它具有：

1熱情力。
2人緣力。
3歡迎力。
4客氣力。
5親切力。
6召喚力。
7吸引力。
8行動力。」

「那我老公為何做不到業績？」
「因為［反集客力］。」
「反集客力會怎樣？」
「是一種負能量，具有：

1逐客力-擔心（worry）。
2推客力-害怕（afraid）。
3散客力-恐懼（fear）。
4趕客力-懷疑（doubt）。
5阻客力-憎恨（hatred）。
6壞客力-爭執（argue）。
7殺客力-衝突（conflict）。
8驅客力-抱怨（complain）。」

「難怪！那怎麼辦？」
「從臉色下手。」
「我老公就是不笑。」老婆說。
「我的個性就是笑不出來。」老公說。
「生意重要？還是個性重要？不要跟錢過不去！」

臉色重要嗎？
笑容重要嗎？
個性重要嗎？
生意重要嗎？
錢重要嗎？
你跟誰過不去？
你跟什麼過不去？

转帖自:黃振輝/2015.1.13.

木桶的多种功用

有位木匠砍了一樹，把它做了木桶：

一個裝糞，就叫糞桶，眾人躲著。
一個裝水，就叫水桶，眾人用著。
一個裝酒，就叫酒桶，眾人品著！
一個裝錢，就叫錢桶，眾人喜愛!
...

桶是一樣的，因裝的東西不同命運也就不同。

人生亦如此，有什麼樣的觀念，就有什麼樣的人生。有什麼樣的想法，就有什麼樣的生活！

狼行千里吃肉，馬行千里吃草，活魚逆流而上，死魚隨波逐流。

有這麼一句話我非常欣賞：真的很累嗎?

累就對了，舒服是留給死人的!

苦-才是人生
累-才是工作
變-才是命運
忍-才是歷練
容-才是智慧
靜-才是修養
捨-才是得到
做-才是擁有

如果，感到此時的自己很辛苦，告訴自己：容易走的都是下坡路，堅持住，因為你正在走上坡路!

拉麵說：想成功，得有人拉一把。
餃子說：臉皮不能太薄。
窩窩頭說：還是留個心眼好。
豆腐說：關鍵階段，需要“點化”。
蝦說：大紅之日，便是大悲之時。
啤酒說：別急，總有讓你冒泡的時候。
麵包說：渺小時，比較充實，偉大後，覺得空虛。
油條說：不受煎熬，不會成熟；總受煎熬，會成為老油條。

這就是人生，成功的路上離不開貴人的幫助，名師的指點，朋友的理解，小人的刺激，親人的支持。

人生不易，且行且珍惜。

(转帖分享)

投资者理财建议、执行

投资计划制定，一个完善的投资咨询涉及几个步骤。

1--资料收集，了解投资者投资心态、理念、投资能力、投资目标。

2--理财观念的教育、交流、讨论。

3--分析及设计理财工具（对于基金顾问，则是推荐合适的基金种类）

4--执行、监督及调整投资。

买高檔餐具

夫婦逛商場，
女的看中一套高檔餐具，堅持要買，
丈夫嫌貴，不肯掏錢。
導購一看，悄悄對丈夫說了句話，
他一聽馬上掏錢。
是什麼讓他立馬轉變？

導購員對丈夫說：“這麼貴的餐具，你太太是不會捨得讓你洗碗的。”


啟示： 人的觀念沒有什麼不可改變，關鍵是角度，要善於揣摩客戶心理。

1瓶3塊，3瓶10塊

有一個人，在周末上午想去買牛奶。

當他遇到路邊有小販在賣牛奶，上前詢問價格，

小販說：1瓶3塊，3瓶10塊

於是他很無語，掏出3塊買了1瓶，反覆三次。

他後來很得意的 對小販說...

哈哈，看到沒，我花9塊就買了3瓶。

小販：哈哈，自從我這麼幹，每次都能一下賣掉3瓶。



這也許不光是一種銷售的手法，更是一種讓你的工作生活充滿創意的思考方式！

（转帖分享）