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<!DOCTYPE html>
<!--
==============================================================================
"GitHub HTML5 Pandoc Template" v2.2 — by Tristano Ajmone
==============================================================================
Copyright © Tristano Ajmone, 2017-2020, MIT License (MIT). Project's home:
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The CSS in this template reuses source code taken from the following projects:
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https://github.com/sindresorhus/github-markdown-css
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http://primercss.io/
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
The MIT License
Copyright (c) Tristano Ajmone, 2017-2020 (github.com/tajmone/pandoc-goodies)
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<article class="markdown-body">
<h1 id="书摘推销的艺术卡耐基">书摘《推销的艺术》卡耐基</h1>
<p>工作以来，我的大部分时间主要是研发软件，思考程序的设计、解决软件缺陷，即便开始创业以后，也是为了攻克一些技术问题而长期的围绕源代码工作。</p>
<p>本书购于 2007 年 6 月 27 日，重读此书让我更好的思考为客户服务。本书的核心理念是：真诚自信、热情待人和真正的关心别人是成为优秀推销人员的前提。</p>
<p>购书链接：<a href="https://item.jd.com/10056659204455.html">https://item.jd.com/10056659204455.html</a>.</p>
<h1 id="第一篇-接近客户的秘诀">第一篇 接近客户的秘诀</h1>
<p>在客户眼里，产品是你的一个延申，你必须先学会推销你自己。推销自己与自信程度的关系，远远超过你所推销的任何产品和观念。你必须直直的盯住对方的眼睛，使他（她）深信你是一个可靠的人。</p>
<h2 id="激发客户的强烈需求">1.1 激发客户的强烈需求</h2>
<p>世界上，能够影响他人的唯一方法，就是谈论他的需要，并告诉他如何去获得、满足他的需要。人们总是在想着如何解决自己的问题，所以，一位推销员如果告诉人们，他的服务或商品将会帮助人们解决问题，那么他不向别人推销，大家也会主动购买。顾客喜欢自己主动购买，而反感强行的推销。</p>
<p>世界上到处都是充满了贪求和欲望的人，只有那些不存在私心，真诚的为客户提供帮助的推销员，才能获得最大的回报。所以，推销员要永远的站在客户的角度去看问题。</p>
<h2 id="不要直接抛粗缆绳">1.2 不要直接抛粗缆绳</h2>
<p>接近客户实际上是推销你自己。接近客户最好的方式，就是谈论他们自己，谈论他们喜欢的事情。</p>
<h2 id="如何与客户预约">1.3 如何与客户预约</h2>
<p>每周一或周五，制定和客户见面的计划，然后进行邀约。</p>
<h2 id="和客户交朋友">1.4 和客户交朋友</h2>
<p>真诚的关心别人。</p>
<h2 id="微笑待人">1.5 微笑待人</h2>
<p>要用热情和生机去应对客户。让客户觉得你是一个非常成功的人，非常开心的人。即便是对方看不到你，你也要微笑，对方会感受到你的热情。</p>
<p>每天，尤其是早上，做一些让自己感到快乐的事情，比如美食、听音乐、自我更新等。</p>
<p>提升社交的质量，多花时间陪好的客户。</p>
<p>热情很消耗能量：注意你的能量值，多睡眠，多运动，多吃营养食物水果。</p>
<h2 id="牢记客户的姓名">1.6 牢记客户的姓名</h2>
<ul>
<li>清楚的记得客户的姓名和面孔</li>
<li>重复：见缝插针的重复对方的名字</li>
<li>联想：通过名字联想与之关联的一切（建立网络，关联起来）</li>
</ul>
<h2 id="学会倾听">1.7 学会倾听</h2>
<p>专心致志地倾听正在和你说话的人，这是最为重要的，至于成功的推销，也没有什么神秘的，没有别的东西比这个更令人开心。</p>
<p>要试着和对方共情，忘掉你自己。</p>
<p>大多数人愿意和让自己感到是同类的人做生意，因此，很多大规模的买卖都是在打高尔夫时候完成。</p>
<h1 id="第二篇-如何赢得客户的信任">第二篇 如何赢得客户的信任</h1>
<h2 id="做一个值得信赖的人">2.1 做一个值得信赖的人</h2>
<h2 id="不断的了解自己的事业">2.2 不断的了解自己的事业</h2>
<p>尽可能的了解你推销的物品。</p>
<h2 id="夸赞你的对手">2.3 夸赞你的对手</h2>
<h2 id="不要夸大其词">2.4 不要夸大其词</h2>
<h2 id="让自己看起来是最棒的">2.5 让自己看起来是最棒的</h2>
<p>穿戴得体，让自己看上去是最棒的。</p>
<h2 id="真诚的赞美和欣赏客户">2.6 真诚的赞美和欣赏客户</h2>
<h2 id="让客户多表现自己">2.7 让客户多表现自己</h2>
<p>让客户多多说话。</p>
<h2 id="勇敢的承认自己的错误">2.8 勇敢的承认自己的错误</h2>
<p>如果你错了，迅速坦诚地承认；或者即使你没有错误，也不妨做些让步，让客户得到心理上的满足，为下一步做好铺垫。</p>
<h1 id="第三篇-如何让客户赞同你">第三篇 如何让客户赞同你</h1>
<h2 id="永远不要争辩">3.1 永远不要争辩</h2>
<p>不要和客户辩论。</p>
<h2 id="友善地与客户打交道">3.2 友善地与客户打交道</h2>
<h2 id="使客户一开始就说是">3.3 使客户一开始就说“是”</h2>
<ul>
<li>帮助客户明确他的需求，帮助他实现这种需求</li>
<li>帮助客户理清思路，把你的想法变成他的</li>
<li>找到推销中的突破点</li>
<li>让客户感到受到重视</li>
</ul>
<h2 id="让客户觉得是他自己的主意">3.4 让客户觉得是他自己的主意</h2>
<h2 id="从客户的立场看问题">3.5 从客户的立场看问题</h2>
<h2 id="发挥同情的威力">3.6 发挥同情的威力</h2>
<h2 id="激发客户的高尚动机">3.7 激发客户的高尚动机</h2>
<p>我们每个人都是理想主义者，都喜欢为自己做的事情找一个动听的理由。每个人都会高估自己，认为自己是个善良不自私的人。即使那些有意欺骗的人，如果你让他觉得他是一个诚实、正直、公道的人，那么大多数时候，他就会做出积极反应，答应你的请求。</p>
<h2 id="戏剧化的表达你的想法">3.8 戏剧化的表达你的想法</h2>
<p>平铺直叙难以吸引人，你必须使之生动、有趣、戏剧化。克莱斯勒让大象站在他车上，以证明车的结识。</p>
<h1 id="第四篇-如何更好的说服客户">第四篇 如何更好的说服客户</h1>
<h2 id="千万不要喋喋不休">4.1 千万不要喋喋不休</h2>
<p>喋喋不休是最坏的习惯。最成功的推销员是言简意赅的表达自己的意见，并且终生都要努力克制自己喜欢多说话的毛病。</p>
<h2 id="委婉地提醒客户的错误">4.2 委婉地提醒客户的错误</h2>
<p>尊重客户的意见，千万不要指责客户的错误；要委婉地提醒客户的错误。</p>
<h2 id="迎合客户的兴趣">4.3 迎合客户的兴趣</h2>
<h2 id="让客户感到自己很重要">4.4 让客户感到自己很重要</h2>
<h2 id="给客户戴高帽子">4.5 给客户戴高帽子</h2>
<p>要善于赞美，学会给人一个好名声，让他为此而努力奋斗。</p>
<h2 id="寻找客户拒绝购买的真正原因">4.6 寻找客户拒绝购买的真正原因</h2>
<p>善于使用【为什么】和【除此之外】问问题。</p>
<h1 id="第五篇-克服忧虑快乐推销的诀窍">第五篇 克服忧虑快乐推销的诀窍</h1>
<h2 id="将推销变成有趣的工作">5.1 将推销变成有趣的工作</h2>
<p>能做自己喜欢做的事情的人，是最幸运的人。这种人之所以幸运，就是因为他们体力比别人充沛，情绪比别人快乐，忧虑和疲劳比别人少。</p>
<p>你至少要从假装快乐，假装喜欢推销开始，把它变成你真正的兴趣。</p>
<h2 id="培养积极的心态">5.2 培养积极的心态</h2>
<p>永远从积极的一面看问题。</p>
<h2 id="充满激情地投入推销">5.3 充满激情地投入推销</h2>
<p>请充满激情的投入工作吧，现在就开始。对自己说，这一切我都能做。</p>
<h2 id="过好今天的每一刻">5.4 过好今天的每一刻</h2>
<p>把过去和未来隔断，生活在完全独立的今天。问问自己：</p>
<ul>
<li>我是否不生活在现在，而只担心未来？或者只追求所谓的“遥远奇妙的玫瑰园”？</li>
<li>我是否经常为过去已经发生的事情而后悔，结果那些已经过去的、已经做过的事使现在更难受？</li>
<li>我早上起来的时候，是否决定抓住这一天，尽量的利用这 24 小时？</li>
<li>生活在完全独立的今天，将使我从生命中得到哪些东西？</li>
</ul>
<h2 id="消除忧虑的灵丹妙药">5.5 消除忧虑的灵丹妙药</h2>
<p>首先说服自己接受最坏的情况，然后思考如何改变。</p>
<h2 id="如何减少工作中一半的忧虑">5.6 如何减少工作中一半的忧虑</h2>
<p>追问：</p>
<ul>
<li>问题是什么？</li>
<li>问题的起因是什么？</li>
<li>解决问题的方法？</li>
<li>建议哪种解决方案？</li>
</ul>
<h2 id="清除思想上的忧虑">5.7 清除思想上的忧虑</h2>
<h2 id="克服忧虑的心理">5.8 克服忧虑的心理</h2>
<h1 id="第六篇-推销员口才训练">第六篇 推销员口才训练</h1>
<h2 id="快速获得当众演讲的技巧">6.1 快速获得当众演讲的技巧</h2>
<p>利用一切机会练习演讲。</p>
<h2 id="培养当众说话的勇气和信心">6.2 培养当众说话的勇气和信心</h2>
<h2 id="让演讲充满旺盛的生命力">6.3 让演讲充满旺盛的生命力</h2>
<h2 id="打开听众的心扉">6.4 打开听众的心扉</h2>
<ul>
<li>从听众的兴趣出发</li>
<li>发自内心的赞美听众</li>
<li>建立与听众沟通的桥梁</li>
<li>鼓励听众参与，保持谦虚谨慎的态度</li>
</ul>
<h2 id="如何激励和打动听众">6.5 如何激励和打动听众</h2>
<ul>
<li>演讲必须在2-3分钟，回答一个问题：听众为什么要参与，听众参与能得到什么好处？</li>
<li>选择听众熟悉的方式</li>
<li>表现出强烈的感染力</li>
<li>向听众表达敬意，用友好的态度打动听众</li>
</ul>
<h2 id="走向成功的第一要诀">6.6 走向成功的第一要诀</h2>
<p>坚持练习推销能力，时刻的锻炼。</p>
<h1 id="第七篇-顺利成交的技巧">第七篇 顺利成交的技巧</h1>
<h2 id="让客户帮你推销">7.1 让客户帮你推销</h2>
<p>客户转介绍。不要忘记老客户。</p>
<h2 id="创造推销奇迹的信函">7.2 创造推销奇迹的信函</h2>
<p>客户证言。</p>
<p>请客户帮你一个忙，对方会感到自己很重要，对方会感到自己受到尊重了。</p>
<h2 id="向客户请教">7.3 向客户请教</h2>
<p>“不知道你能不能帮我解决一点困难？请问您能不能告诉我……” 这样一句礼貌性的问话，足以激发客户内心的自尊，他们会很乐意提供帮助。</p>
<h2 id="完成推销的七项原则">7.4 完成推销的七项原则</h2>
<p>完整的保存推销记录并对记录进行分析非常重要。但是，缺少对销售过程的记录和分析是很常见的。要么多拜访不同的客户，争取见面一两次就成单，否则就要对每个客户拜访多达五次。最重要的，是行动。成功的销售的 7 原则：</p>
<ol type="1">
<li>要素</li>
</ol>
<ul>
<li>对待客户要有礼貌</li>
<li>激发客户的兴趣</li>
<li>激发客户内心的渴望</li>
<li>自信的邀请客户下单，付款</li>
</ul>
<ol start="2" type="1">
<li>言简意赅</li>
</ol>
<p>快速说完优点：如何帮助客户解决什么问题。</p>
<ol start="3" type="1">
<li><p>一句有魔力的话</p></li>
<li><p>乐于听取反对意见</p></li>
<li><p>问客户【为什么】【除此之外】的问题</p></li>
<li><p>让客户签名</p></li>
<li><p>现款交易主动收款</p></li>
</ol>
<p>失去一大笔生意的最快方式，就是你出价太低，认为对方付不起更高的价格。</p>
<h2 id="敢于承认自己的恐惧">7.5 敢于承认自己的恐惧</h2>
<h2 id="养成良好的工作习惯">7.6 养成良好的工作习惯</h2>
<ul>
<li>收拾整齐桌子，留下亟需要处理的事情</li>
<li>根据事情的重要程度来安排先手顺序</li>
<li>当机立断，遇事不要犹豫不决</li>
<li>学会自我组织和自我管理：利用大量时间制定计划，思考工作内容和轻重缓急</li>
<li>锲而不舍的练习推销</li>
</ul>
</article>
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