顶级销售人员的7种素质.pptx
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顶级销售人员的7种素质.pptx
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7QualitiesofTopSalesPeople,KelleySchoolofBusiness,BobGoldsteinDiscussionSession#68February,2005,1,Howmanyofyouareplanningacareerinsales(showofhands)?
Anythinglessthena100%showofhandsisnotacceptableNOWWHYDOISAYTHAT?
2,WeusuallythinkofSELLING,PRODUCTSSERVICESORBOTH,3,Butwhatabout.,SellingYourself?
4,Rememberthistruism.,Idontcarewhatcareerpathyouareon.Therealityisthatyoumustsellyourselfbeforeyousellyourskills.Iamtalkingaboutyour“persona”-abouthowothersseeyouasahumanbeing.Ichoosetocallit“personalsalesmanship”.,5,Whowouldyouhire?
Joehasa4.0g.p.a.Also,heisa“slug”.Heisslovenlyconceitedsurly-doesntbathetoofrequentlyhasnofriends-yethisgradesaretops.Billhasa3.0g.p.a.Heispersonablewelllikedoutgoingagoodlistenerenjoysworkingwithothersandhebathesfrequently.,6,AREYOU,BEGINNINGTOGETTHEMESSAGE?
7,Thevideoyouaregoingtosee,isfocusedonthosewhoareplanningacareerinsalesandwhatittakestobecomeatopsalesperson.Butfollowingmyownthesis-thatwesellourselvesbeforewesellourskills,Ibelievethereissomethingyoucanlearnfromthisvideoeventhoughyourenotgoingintosalesaswetraditionallythinkof“sales”.,8,WhoisBrianTracy?
9,AreviewofBrianTraceysweb-sitecouldveryeasilyleadyoutotheconclusionthathewalksonwater.Myowncriteriaissimple:
WouldIpaytohearhimspeak?
Rightnow,theonlypersononmy“paytohearlist”isGeorgeCarlin.Thereissomegoodinformationinthisvideo-butyouwillhavetodecideifyouwouldpaytohearhimspeak.,10,O.K.-,LetsReviewBriansMessage,11,Whyaresomesalespeoplesosuccessful?
20%ofthesalespeoplemake80%ofthesalesand80%ofthecommissions10%ofsalespeopleopen80%ofnewaccounts(“hunters”)Thetop10%ofsalesprofessionalstodayearn5X,10X,15Xandeven20Xtheaverageoftheother80%-90%.,12,Whyaresomesalespeoplesosuccessful?
Theyselltheproductpeoplewant.Theyconvincepeopletheywanttheproducttheyhavetosell.,13,Whodoyouthinkarethetopearnersinthebignameconsultingfirms?
Thosewiththe3.9gpas?
ORThosewhobringinthemostnewclients?
14,Whyaresomesalespeoplesosuccessful?
80%ofSalessuccessispsychological.TopsalespeopleareOPTIMISTS.Theyhaveapositivementalattitude.,15,Optimism,Optimismisaresult,oreffect,ofthesevenkeyqualitiesoftopsalespeople,16,SevenQualitiesofTopSalespeople,Theyareambitious.,17,Ambition,Astrongdesiretogainaparticularobjective;specifically,thedrivetosucceedortogainfame,powerwealth,etc.,18,SevenQualitiesofTopSalespeople,Theyareambitious.Theyarecourageous.,19,Courage,Everyoneisafraid.Thebestsalespeopledoitanyway!
AskforthesaleThetoppeopleconfronttheirfears.,20,SevenQualitiesofTopSalespeople,Theyareambitious.Theyarecourageous.Theyarecommitted.,21,Commitment.,Caringisthekeyelementinsuccessfulselling.Sellinghasoftenbeendefinedasa“transferofenthusiasm”.,22,LawofCorrespondence,Themoreyoubelieveinwhatyousell,theeasieritisforyoutoconvincesomeoneelse.,23,SevenQualitiesofTopSalespeople,Theyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.,24,Consultantstance,Peopleacceptyouatthewayyoupresentyourself.Actlikeaconsultantineverythingyoudoandsay.Whatdoesaconsultantdo?
25,ForbiddenPhrases,“WHYDOYOUNEEDTOKNOW?
”,“NO.”,“YOUREWRONG.”,“WEVENEVERDONEITTHATWAY.”,“YOULLHAVETO.”,“THATSNOTMYJOB.”,“THATSAGAINSTCOMPANYPOLICY.”,“IDONTKNOW.”,26,Whatmakespeopleremember?
PositiveAssociationsLove,Table,Fork,Pen,Stream,Wisdom,Stream,Flower,Zulu,Ruler,Blue,Sheep,Meaning,etc,27,WhyDoCustomersStopBeingCustomers?
BeyondCustomerService,1992.,100%,1%Die3%MoveAway5%Seekalternatives9%Gotothecompetition14%Dissatisfiedwithproduct/service68%Upsetwiththetreatmenttheyreceive,28,SevenQualitiesofTopSalespeople,Theyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.Theyareprepared.,29,ThreeKeystoPreparationinSelling,Pre-callresearchdoyourhomework-mentallyprepare.Pre-callobjectiveswhatareyourgoals?
Startingout?
Breakitdown.Post-callanalysiswritedowneverydetail.Whentore-contact.Thinkwhatotherapproachcouldbeusedtoadvanceyourprospectofsuccess.,30,SevenQualitiesofTopSalespeople,Theyareambitious.Theyarecourageous.Theyarecommitted.Theyseethemselvesmoreasconsultantsthanassalespeople.Theyareprepared.Theyengageincontinuouslearning.,31,KeystoContinuousLearning,Readonehourinsellingeachday.Listentoaudiotapesinyourcar.Takeallthetrainingyoucanget.,32,SevenQualitiesofTopSalespeople-summary,Beambitious.Becourageous.BecommittedBeprofessional.Beprepared.Engageincontinuouslearning.Beresponsible.,33,Hooray!
IMadetheSale!
34,JustRemember,YOUARESELLINGYOURSELF!
35,EvaluationQuestions,Use:
StronglyagreeAgreeDisagreeStronglydisagreeDontknowIfoundthepresentationofmaterialeasytounderstand.ThisAdvantagesessionincreasedmyknowledgeonthesubjectpresented.IwillbeabletousesomeoftheinformationfromthisAdvantagesessioninthefuture.Thepresenterwaswellpreparedforthissession.Thispresentationshouldberepeatedinfuturesemesters.,36,
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