文档介绍：Presented byKeith AhsmuhsAT&T AVP – Global Sales EnablementRetired凯斯艾斯莫斯美国电信助理副总裁-全球销售总监退休Today’s Agenda今日事项?Consultative Selling – A Process?咨询式销售——munication – A Plan?沟通——一份计划2Selling?销售??How many people here are Sales Professionals??How many people here are Business Owners??How many people here Work for someone else??这里多少人是销售专家??这里多少人是企业家??这里又有多少人是为他人工作的?We are all in be employed, or to have a job, or to own a business required each of us to either sell our skills to an employer, or sell the benefits of pany to another person so they would go to work for you…被雇佣的,上班族,自己拥有企业的,我们每一个人都需要向雇主销售我们的技能,或者向他人销售公司的利益,这样人们才能为你工作…3Consultative Selling?咨询式销售While the fundamentals of selling may remain constant, we, as sales people, may not!虽然销售的基本原理是一成不变的,但是我们,销售的人不是一成不变的We must all continue our pilgrimage “by learning, living, and looking:我们都必须经历我们的人生旅程“继续学习,生活并展望:Learning from the past without living there;学习过去没有经历过的Living in the present by seizing each vital moment of every single day; and 活在当下,抓住每一天每一个重要的时刻;Looking to the future with hope, optimism and education.”带着盼望展望未来,乐观并且不断学习”-Zig Ziglar -吉格金克拉4To Win At Sales Requires ?What is selling??什么是销售??The transfer of an idea or thought from one person to another.?是一个人的想法或者观念传递给其他人?The e of selling is someone is now doing what you asked them, persuaded them, or encouraged them to do, and they are in agreement with you.?销售的结果是你现在做的,你告诉其他人,说服他们,让他们这样去做,并且人们也同意你所说的按你的意思去做。?Consultative Selling -- A Process?咨询式销售——一套流程5You __________, were “Born To Win.”你__________, 是“天生大赢家”But to win please remember that “The Will to Win Is Nothing Without the Will to Prepare.”但是想赢请记住“没有准备,何谈输赢”6Consultative Selling – A Process咨询式销售——一套流程Key Words to Know: 成交78Sell By Design, Not By Chance销售是精心设计的,不是偶然发生的Four-Step Analysis Awareness Solution 需要解决