文档介绍：解开
营销相对论
Austin
M = m1 + m2 = m1’+ m2
C = E/ c 2 = c P/ c 2 = P/c
v 1 +m2’ v 2 =0
07/11/2011
讲师简历
姓名:罗奇维 Austin Lo
星座:狮子座
专长:高额保单开发、资产管理
兴趣:阅读、行为心理学、高尔夫
特质:Ideation/勇于创造新思维
Predictability/前瞻性思考缜密
经历:1994 Prudential Financial/执行寿险顾问(台湾)
2010 金合会/总顾问(上海)
工作记录:有效保户达 938个
累计有效 FYC 1,880万
获得的荣誉:
7次MDRT奖
5次PTC奖(总裁杯奖)
1次保德信风云人物奖
2
MDRT专业肯定
专业认定及荣誉
营销步骤星球图
提升业绩的方程式
成功方程式
销售三部曲
销售关键
创意行销
纲要
营销步骤星球图
Habit
Skill
Method
SWOT
TBO
TBI
S/P
SMART
PESOS
J/W
POWER
Training By Objective
Performance
Strength
Weakness
Opportunity
Threat
Training By Individual
Measurable
Attainable
Reality
Sit Plan
Principle
On Paper
Prepare
Explain
Show
Observe
Supervise
Joint Work
Role Play
Key
Performance
Indicator
Review
& Planning
Positive speaking
Objective related
Where & When
Evidence Empowerment
Resource allocation
POP
PRP
KPI
Evaluation
Knowledge
Coach
Leadership
Motivate
Record
Observe
Conversation
Training System
Objective
Specific
Core Value
Attitude
Traceable
Lead by example
Establish the plan
Attract quality people
Develop relationship
Expect the best
Review result regularly
Systemize sales training
Hold the focus
Improve self image
Pursue excellence
Ask
Listening
Tell apart
Respond
Biological & physiological
Safety
Belongingness & love
Esteem
Self-actualization
Diagnosis
MBO
MBA
Management By Objective
Management By Activity
R/P
PRAC
Record
Analyze
Coach
C/S
Case study
Seek prospecting
Suspect planning
Find advantage
Specific praise
Tell What is wrong
Tell How I feel
Emphasize advantage
Lead How to do
Tell What He expect
Monday
Forecast
MF
Management
Planning
Maslow’s 5 needs
提升业绩的方程式
业绩=业务量× 业务能力×行为能力
50%
业务量
从事业务
的时间
━
意识的
怠慢时间
结果的
怠慢时间
(
)
+
业务能力
知识(Knowlege)
┿
品味(Sense)
┿
整合能力(Grand Design)