卖产品不如卖自己

卖产品不如卖自己 推销法则一:随时想象成功者每天在想什么，每天在做什么 在过去的十几年当中，很多人都问我说:“陈老师，一个人到底要怎么样才会成功,你一年平均阅读300—500本书籍，你的朋友都是世界第一名，听说你有一百位以上世界第一名的朋友，你们到底有什么样成功的秘诀呢, 今天我首先分享一个成功的公式，这个公式花了我十七年的时间把它研究出来，这个公式会告诉你，成功者到底每天在想什么，成功者到底每天在做什么。 推销法则二:复制成功者的想法和行为到自己的行动中 假如我们可以复制成功者的想法，复制他的行动，那我们势必得到同样的结果。 这个成功的公式就是，成功=知识+人脉 推销法则三:知识加人脉关系网才能获得成功 首先我要问一个问题:一个人要成功，到底是知识比较重要，还是人脉比较重要, 在我还没有告诉你到底知识重要还是人脉重要之前，我问另外一个问题，顶尖的推销员都是很会发问的:一个人到底是头比较重要，还是心脏比较重要, 觉得头比较重要的，我们把他的心脏挖出来好吧,觉得心脏比较重要的，我们把他的头砍掉算了。假如头和心脏两者只能选择一个的话，请问你选择头还是选择心脏,是哪一个,两者都要，是不是, 所以，成功过程中，到底知识比较重要，还是人脉比较重要,两者都得要～但是它们得要的比例是不一样的。 推销法则四:知识占成功要素的30%人脉关系占成功要素的70% engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 依我个人研究的经验，我感觉一个人成功，知识在约占30%。所以人脉应该占70%。 推销法则五:不断的补充知识是获得成功的前提 我以前曾经访问过一个企业家—张董事长，这位张董事长从前是做汽车的，后来改做在量贩店的代理。在他还没有从事大型量贩店的代理之前，他从汽车行业时，他资产在约是1亿人民币，是相当的不错。但是从事大型购物中心之后，他的资产高达60亿人民币。只要你一年能赚1亿人民币，这样也要赚60年啊，如果你已经35岁了，加60年的话，要到95岁，你的资产才会跟我的朋友张董事长一样。 那我很好奇，这位张董事长到底可以赚取这么多财富,他到底懂什么样成功的秘诀是我们一般人所不了解的, 所以我透过我的人际关系就去访问这个张董事长—事实上很不幸，现在张董事长已经过世了。我访问他是在十年前当他在60几岁的时候。在我拜访他之前，就像一个最顶尖的销售人士一样，拜访顾客之前一定要做顾客资料的了解以及调查。 我发现这个张董事长曾说:他成功的秘诀就是不断地补充知识，那就是学习，学习，再学习。所以在之前，我就做了很多调查，研究了他到底喜欢看什么样的书籍，以及他所有的相关资料。 有一天下午，我就去了张董事长办公室。一进这个办公室非常非常地气派，我看至少有150平方米。一个桌子占这么在的办公室，我觉得好奇怪，心想:假如有一天我可以跟他一样那该有多好。那时候我下午2点到他办公室，我发觉这个资产高达60亿的人，他桌上摆着4本书，他还在学习啊～他到底要赚多少钱，我实在不太了解。 推销法则六:注意他人成功的结果并经常思考他人成功的原因 我说:“张董事长，很冒昧今天打扰你1个小时的时间，我时常教别engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 人如何成功，也喜欢帮助别人成长，那依您多年来成功的经验，我想今天您把您的知识传授经我，在未来的日子里，我即将把他发扬光大，让全世界想成功的人都可以知道你成功的方法和秘诀。”张董事长说:“事实上，赚钱是很容易的事情。” 我一听，我的天啊，赚钱很容易啊，对一个资产60亿的人他赚钱当然是很容易。我说:“到底怎么赚了这么多钱啊,”他说:“陈先生啊，一般人只看到我赚钱的结果，但是他们不知道我赚钱根本的原因。我之所以今天拥有这么多的资产，就像你们所说的，是因为我不断地学习，不断地阅读。” 他说:有一次，他正在争取一家大型购物中心在台湾区域的代理权，跟他竞争的有另外一家食品公司，资产超过250亿人民币。 我们知道，开一家大型购物中心，财力是相当重要的。250亿对1亿，一个250亿的财团对上一个只有1亿资产的人，到底谁会取得区域代理权,但是我们都知道最后被张董事长所取得了。 推销法则七:所有成功者都是善于阅读者 我很好奇，就问张董事长:“你到底有什么秘诀呀—可以取这个代理权,因为事关上1亿对250亿，要是我是你，早就放弃了。” 他说:这人厂商是来自荷兰的一个企业，这个总裁只有四十几岁。他跟这个总裁聊天，聊聊聊，聊到最后，他就问荷兰的这个总裁:“总裁啊，你到底是喜欢打高尔夫球，还是喜欢游泳呢，还是喜欢慢跑,还是没有其他的嗜好,还是喜欢美术,” 荷兰的总裁说:“所有的成功者都是阅读者，所有的领导者都是阅读者。” 推销法则八:多熟悉顾客喜欢的一种知识就多一次成功的机会 他们:“我当然最喜欢的就是阅读。” engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 讲到阅读，张董事长就越来越兴奋了，因为他本人也非常喜欢读书。后来他就问这个荷兰总裁:“那你最喜欢读哪一方面的书籍,” 荷兰总裁说:“我最喜欢研究中国的哲学。”这荷兰人老外要研究老中了。张董事长就问他了:“你最喜允读谁的书籍,”他说:“我最喜欢读老子。”张董事长说:“你最喜欢读老子的什么书,”他说是，《道德经》。” 恰巧张董事长对老子有三十年的研究，两个人就读起老子来了。谈得这个荷兰总裁不亦乐乎。这总裁只有四十几岁，谈完之后，他觉得张董事长对老子的整个哲学理念实在是非常透彻地进解，他彻底地佩服了，他决定拜张董事长为义父。 跟你签约的厂商都叫你爸爸了，你觉得这个合约签得下来吧,假如你少读一本老子《道德经》你少赚59亿，你多读一本，你多赚59亿。所以你要不要去读老子《道德经》,要还是不要,可是你万一遇到一个美国总裁，他读《庄子》，怎么办, 所以，我们可以知道:一个人要成功，他的知识非常重要。 所以，我敢说，一个人能成功，就是他的知识比我们丰富，所以我们一定要补充我们的知识。 推销法则九:具备一周工作七天每天工作24小时的意识 在前两年的时候，我到日本去演讲，日本人知识非常丰富，而且很勤劳，日本人工作时间都是Seven twenty—four(7—24)。 什么叫Seven twenty—four,我解释一下，一周有几天,七天;一天几个小时,24小时。所以日本本人工作七天，一天24小时，根本就是随叫随到。 所以我到了日本，我也本土化，进入了他们的那种状况。有人说:“陈老师，请问你可不可以清晨两点钟，跟我一个朋友谈日本的网络教育engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 训练,”我说:“没问题。”听完之后他说:“陈老师你的训练实在是太棒了，我们日本人非常需要这套方法，清晨三点半，我再找个朋友来，可以吗,”我说:“No problem,绝对没有问题。” 在两天之内我成交了20位顾客，一天成交10个顾客。一般的推销员一天连10个顾客都拜访不了，我一天成交10位顾客。但是重点不在这里，重点是在20位顾客当中，每位的平均月收入都超过10万美金～ 推销法则十:掌握的知识越多就越能与客户找到各己般共鸣的话题 我记得我谈到过一个做网络行销的人，他五十几岁，他做那家公司已经十几年了，他对那空公司坚信不移。记住我们在谈任何销售产品的时候，我们都不要直接切入产品，我们一定要谈跟这个产品无关的事情。 所以我就跟他闲聊了，聊聊去非洲啦、聊聊听音乐啦、聊聊去拉斯维加斯啦，东聊聊，西聊聊，---最后我问他:“某某先生，你最喜欢什么,”他说:“当然是阅读了。”我一想，正中下怀，“你喜欢读哪方面的书籍,”他说:“我最喜欢读《易经》。”我说:“我也研究《易经》。” 我们开始聊《易经》，自从我们聊了《易经》之后，我们两个好像结为一体一样(当然他是男士，我是比喻那种状况)。聊完之后，他把他的公文皮箱打开来，拿出他易经的卜卦来，一个人相信《易经》连卜卦都带出来了。当然，最后他也成为我的顾客观存在。 所以假如我少读一本《易经》，假如张董事长少读一本《道德经》，你看我们的业绩到底会差多少。 推销法则十一:平均每天阅读五本书一年阅读2000本书籍才能成首富 现在的亚洲首富在此时此刻是孙正义，孙正义是韩国人，在日本出生，在美国留学长在，所以他精通韩文、英文、日文。 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 孙正义在二十三岁的时候呢，他得了肝病，住在医院住了两整年。在两年当中，他阅读了4000本书籍，平均一年读2000本书籍，平均一天读5本书籍。假如你今天要推销产品给孙正义的话，你会不会先回家多读500本书再说,感觉自己有点心虚心是不是,孙正义在读完了4000本书籍之后呢，他写了40种行业的，他发现要成为世界首富，就必须从事电脑行业。 后来，他的公司开始创立，员工只有两个，他站在公司的水果箱上面，跟他两个员工说:“我叫孙正义，在25年之后，我将成为世界首富，我公司营业额将超过一百兆日币～”那两个人听了之后，立刻辞职不干了，说老板疯了，这个年轻人夸下海口。但他们不知道孙正义读了4000本书籍。 推销法则十二:成功来自于从小养成的学习习惯 我曾经听比尔盖茨说他九岁时候就已经读完所有的百科全书，所以他精通天文、历史、地理，各式各样的都精通。 假如你今天想要让比尔盖茨亲自面试你的话，比尔盖茨会这样面试的:“请问你、你是哈佛大学毕业的吗,”你说:“是的，准老板，比尔盖茨，我是哈佛在学毕业的。”“请问你，你很聪明吗,”你说:“我是大学第一名毕业的，应该智商还不错。”“那你今天是来应征微软公司产品部经理吗。”你说:“是的，准老板，比尔盖茨，希望我能有机会为你服务～”“请问你，你既然这么聪明的话，那亚马逊河有多长,” 整个人傻了，亚马逊河,“答不出来是不是,显然你不够聪明。” 推销法则十三:世界首富一开始就以最直接的人脉关系做了世界最大企业的生意 我们刚刚谈到了知识占成功的比例的30%，人脉占70%。 很少有人知道比尔盖茨他今天之所以成功，除了我们刚刚谈到的他的engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 知识非常丰富外，最重要的关键是比尔盖茨他的人脉的因素，导致他成为世界首富。比尔盖茨在他25年前创业微软件公司的时候，他只是一个无名的小卒，但是在他二十岁的时候，签到了一个大Case(大单)。 我们今天拜访顾客，把这个推销比喻成钓鱼的话，我们要钓大鲸鱼比较好呢，还是钓小鱼比较好,肯定是大鲸鱼。因为钓鲸鱼我们钓一只可以吃一整年，但钓小鱼的话我们天天都要去钓，而且小鱼的肉不太多的话，可能会受穷，家里的小孩都会变得很瘦。 比尔盖茨在25年闪他业的时候，他就了解了这一点。25年前，在二十岁的时候，他签到了一份合约。这份合约是跟当时的全世界第一名的公司，叫做IBM签的。那比尔盖茨一个无名小卒只有二十岁，他哪里签得到这么大的“鲸鱼”,可能很多不知道，这个比尔盖茨之所以可以签到这份合约，中间有一个中介人，比尔盖茨的母亲。比尔盖茨母亲是IBM的董事，妈妈介绍儿子认识董事长，这不是委理所当然的事情吗,假如当初比尔盖茨没有签到IBM这个单，我想念他今天绝对不可能成为世界首富。 推销法则十四:推销冠军的秘诀之一就是大量地逢人就派名片 所以这人脉是非常重要的。很多人跟我说:陈老师，我才刚刚走上社会，我还没有什么朋友，我到底要怎么样建立人脉, 你们有没有听说过一个推销员叫乔吉拉德,乔吉拉德是做什么的,买汽车的。他是什么样的汽车销售员,他买雪佛来，但他的销售记录达到世界第一名。有没有人看过跟一个汽车推销员买车还要等两个月的,车子都是一样的，可是跟乔吉拉德买车，需要等待两个半月，而且价格并没有比较便宜。这位乔吉拉德后来成了全世界最会买汽车的人。 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 有一次，乔吉拉德去台湾演讲，那时候我去现场听了一下。现场大概有2500个观众，我就躲在后面，因为不想让别人认出来，以免影响整个会场的秩序。在开场前五分钟，办这个活动的公司的助教在那巡逻，他一看到我就说:“哇，陈老师，怎么你在现场,你教别人成功，你怎么自己还在听课,” 我说:“教别人自己最需要学习，我只是不想干扰其他学生学习的状况，我才偷偷的坐在后面。但世界第一名的演讲，我一定到，我一定认真学习，毕竟他成功的经验一定比我要丰富得多。” 这个助教就跟我说:“陈老师，请问你，你有没有乔吉拉德的名片,”我说:“没有啊。”那他说“从给你一张”。 我拿了这张名片一看:世界冠军推销员，乔吉拉德。啊，多么威风～ 我拿了这张名片，一个助教跑过来:“哇，陈老师你怎么在这里，请问你，你有没有乔吉拉德的名片。”我说:“有，有，有刚才拿到了一张了。”他说:“陈老师还不够，再给你一张。”一分钟到拿了两张乔吉拉德的名片。 五分钟之内，我总共拿到六张乔吉拉得德的名片。这个乔吉拉德可能钱太多，没事干，印了堆名片。 后演讲开始了，主持人说:“现在让我们欢迎世界第一名推销冠军乔吉拉德。”乔吉拉德74岁的年龄，一到台上就跳迪斯高，还站到讲台上去。他的这种兴备和热情使全场立刻疯狂，他说:“在座的各位，你想成为世界第一名的推销员吗,”我们说“很想。”“你知道我是怎么做到的吗,”我们说:“非常想。”他说:“请问各位你们有没有我的名片呢,”我们说“有”“有几张呢”，“有一张”，“有两张”，“有三张”，“有五张”，“有六张” 他说:“各位，还不够。”然后他把他的西装打开来，至少撒出了三千engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 张名片在现场。一撒出名片，全场更是疯狂。他说:“各位，这就是我成为世界第一名推销员的秘诀，演讲结束。”然后他就下场了。 所以怎么样结交人际关系,需要主动的出击。 推销法则十五:在任何时间任何地点都在介绍自己推销自己 乔吉拉德去餐厅吃牛排，人家给他一个账单，乔吉拉德给了人家一张名片，他说:“我是卖雪佛来汽车的，我叫乔吉拉德。” 乔吉拉德坐在这个大巴上面:“咦，太太你好漂亮，你今天跟你儿子出来,怎么样，聊聊天，我叫乔吉拉德，我是卖给汽车的。” 可见人际关系最重要的方法就是真正的，诚恳地去关心别人。这个影响力是很大的。 推销法则十六:每天晚上把当天交谈的每一个人的名字和内容复习一遍 然而，我听过一个最棒的结交人际关系的方法，是来自于美国的前总统---老布什先生。老布什不光自己是美国总统，他的大儿子又刚刚当选美国总统，他的小儿子是美国佛罗里达州的州长。显然布什总统有一个习惯，就是他每一天晚上睡觉之前，都会把他当天所交谈过的每一个人的名字以及谈话的内容，重新地阅读和复习一遍。这个美国总统他一天见的人数是非常多的，但他坚持每天复习。所以用这样建立人际关系的方法，老布什自己当上总统，大儿子也是总统，他的小儿子是佛罗里达州州长。 所以我感觉，建立人际关系最重要的方法，就是真正地诚恳地去关心别人。 连美国总统这么忙，他都愿意这样做，那你我更需要这样做。 推销法则十七:凡事认真负责业绩就会好起来 现在有很多推销员都跟我说:“陈老师，你拥有五项的销售纪录，你engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 到底怎么样成为世界顶尖的推销员,”事实上我给每一个推销员以及每一个业务公司，每一个单位的经验就是:“业绩不好，只有一个原因---实话有时候很刺人---就是不够认真;业绩好的公司，就是比较认真。 推销法则十八:行销业绩能提升的关键每天要定出必须完成的量化限额 为什么我这样说呢,我以前在美国的时候，我在我的教师安东尼罗宾的机构上班。我每天早上五点半起床，我七点半要离开我们住的地方，因为八点半到九点有第一场的演讲。 在演讲开始之前，我在车上已经演练我的演讲稿，等到我实际去演讲第一次的时候，事实上我当天已经讲到第二次了，所以比较熟练;一讲完之后，我准备去下一个会场，在去下一个会场的车上，我又讲了第三次;到了现场讲的时候实际上我已经讲了第四次;回到我住的地方，休息了一下子，在下午一点半的时候，我就开始拜访顾客了。 在美国，地方很大，拜访顾客的方法我们都是用电话---我曾经企图开车去拜访，但是美国实在是太大了，所以一天下来拜访不到三位顾客。经理就说，你要是想行销成功的话，你一定要学会电话行销。 推销法则十九:每天完成100个陌生顾客拜访数量并且要站着打电话 我每天都翻电话薄，从A打到Z。每天公司，一定要打一百通的陌生电话。我一开始就很偷懒，打了大概二三十通，我就随便抄一下卡片说我有打过了，等到晚上经理说:“请问你今天打过一百通电话了吗,”我说:“当然有了。”他就说:“给我看”，我说:“经理，明天再看吧”----因为我偷懒不够认真。再看经理，他是连续三年安东尼罗宾机构的第一名的推销代、第一名的讲师，所以我感觉他真的是比我认真。后来我发奋图强，开始从每天下午一点也开始打一百通电话。 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 在安东尼罗宾机构我们打电话要站着打。就像我如果坐着跟你演讲，你觉得效果好不好,可能不太好。所以当你是坐着跟顾客打电话的时候，显然影响力也是有限的。安东尼罗宾机构每个人每天打一百我们再在小组开会检讨，我样再来演练演讲，等开会结束之后，我晚上再对着镜子练习三个小时的演讲，这样子持续不断。 有人就说:陈老师，你演讲不用看演讲稿，好像很流利的样子。事实上都是私下苦练出来的。我送给大家一句话:每一天私下的努力都会有倍增的回收，在公众面前都会被表扬出来。 推销法则二十:每一份私下的努力都会在公众面前表现出来 我再重复一次:每一分私下的努力，都会有倍增的回收，在公众面前都会被表扬出来。所以不要羡慕那些比你成功的人，他们只是私下比你认真，比你努力，他划水比你用力一点而已。 后来，我在台湾开始创业的时候，我聘请了第二名员工。第二名员工跟我说:“陈老师，我到底要怎样才能成功,”我说:“我给你一个建议:明天你先到办公室以外去换一百张名片回来，假设你没有换到一百张名片，请你就不要回到公司来，因为你已经不够资格在我公司上班了。”他说:“哇，这么严格,”我说:“不相信你试试看。” 第二天他进来了。他说:“陈老师，我换了一百张名片，请问你我应该怎么做呢,”我说:“很简单，成功者做什么，那你就做什么，听话照做～请站起来打电话，打给这一百个顾客，没有打完之前不准喝水，不准吃饭。” 他开始打。打了七十三通电话，没有一个顾客愿意见他，因为他销售的经验真是实在太差劲了。打到第七十四位顾客的时候，这们顾客感觉到了我这位业务代表他的成功渴望度很强。她愿意见他五分钟，从那一次见面当中，这位女性顾客帮我的业务代表在第一个月从事销售engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 的工作就赚了七万五千块人民币一个月。 所以我可以这样讲，业绩好的就是很认真，业绩不好就是不够认真。 推销法则二十一:要想获得什么就看你付出的是什么 当我们看到一颗树的时候，----我看到苹果树，我们知道这个人之前种了什么样的种子,苹果。当我们看到香蕉树呢,香蕉种子。樱桃树呢,樱桃种子。当我们在树上没有看到任何果实呢,表示之前你没有种果树。 假设你看到或是你发现目前在你的生活各个领域当中，你对你的结果不太满意，或是甚至没有看到任何结果，那只告诉了我一件事情，就是之前你没有播种。我给大家一个观念:要从银行取款，我样要不要先存款,没有存款如何提款，你们说是吗,大家都需要有更大成就，更成功的事业，更好业绩，但大部分人的付出都怎么样啊,都还是不够的。 推销法则二十二:要想超过谁就比他更努力四倍(具体和量化) 我以前研究《李嘉诚传》，因为李嘉诚是华人首富，人家问李嘉诚你到底是怎么成功，怎么推销的,他说很简单，比别人努力两倍。那时候，世界首富是日本西武集团总裁堤义明，别人问，堤义明先生，你怎么成为世界首富的,他们很简单嘛，比别人努力三倍。所以假设要超越他们的话，现在要努力几倍啊,四倍～ 今天只是产品品质好，产品价格便宜，那全世界每一家公司的业绩应该都是一样的，可是事实上并不是如此。同样的产品，同样的价格，让不同人来贩卖，他的业绩是不一样的。 所以顾客不只买产品，他更买你做事认真的态度。假如一个人真的很认真，很诚恳，他几乎可以签下任何的合约。 推销法则二十三:顾客能上门约见你就成功了一半 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 我以前十几岁的时候就经常看书，书上就写着你要成功的话，你一定要做自己有兴趣的事，我从小到大，对几件事情特别感兴趣:第一个，我很喜欢车子，所以我觉得我以后会成为汽车推销员，跟乔吉拉得德一样;第二个呢，我很喜欢讲话，我从小太喜欢讲话了。----小时候老师把我的嘴巴用胶布贴一个叉，回去给陈妈妈看到之后才可以撕下来;第三，我很喜欢运动，所以我想到耐克鞋厂去帮它设计运动鞋。 后来我还是感觉我对车子特别热爱。所以我就去面试，当然我不敢打电话，因为我太害怕我的英文讲不好，----他听我的这个东方声音不太流利，可能在电话上就拒绝我。所以当天我就亲扑克到车行去面试，我选择一家车行，看车行的车子蛮多的，感觉到这里会很有发展的机会，我就进去了。总经理跟我见了面，开始面试。 总经理是老板的儿子，是一个年轻人，三十几岁。他说:“你叫什么名字呀～”我就跟他讲了我伟大的抱负。我吹牛吹了一大堆，吹了牛之后，他就说:“好吧，我们看你是一个有为的年轻人，我们决定录用你。” 哇，我觉得不可思议。这么好的工作，这么高尚的工作，最向往的工作，竟然老板轻而易举、毫不犹豫地答应我。我说:“老板顺便问一下，你今天为什么录取我,”他说:“因为我们公司在报纸上登了三个月的分类广告，90天之内你是惟一走进来面试的人，”他说，“我们不录取你录取谁呀,”我说“老板，谢谢你对我的赞赏和肯定。” 老板说:“你在两个星期没有卖出两台车子，那你就即将被开除。” 推销法则二十四:放松心情无为而无不为 因为我的业绩不太好，一个月卖不到两台车子。有一天我就有预感那一天专利权要的我干掉，那天我就很高兴，因为怎么样，我今天就要跟专利权说永别了。要 见了，要沙扬那拉了，要Good bye了，那一engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 天很快乐。 到了下午，突然来了两个黑人，两个女士，她说我们的这个车子不好看，又太贵，那个二手车引擎又不好，讲了一堆，把我们的车批评得一无是处。我说:“这样好了，这两位女士，既然你不喜欢我们的车子，那你到底喜欢什么车子，我开我公司的确良示范车带你出去买你要的车子，只要你喜欢哪个车型的话我坐下来帮你谈判，因为我知道它有多少的利涧空间，这样好还是不好,”业务员做到这种程度了，不可思议。 推销法则二十五:先为顾客考虑顾客才会为你考虑 看完两个小进之后，那两个女士回来，她说:“我们决定跟你购买车子。”我说:“你们不是说我们车子不太好吗,”她说:“是的，你们的车子真的是不太好，但你的服务是不错的。” 当天我卖了一台车子，老板看到我说:“恭喜你，你以后会变乔吉拉德的。” 推销法则二十六:顾客往往购买的是服务态度 当老板肯定你，又赚到别人的拥金，顾客这么欣赏你，你还好不好意思辞职呀,保留到第二天。礼拜六早上又继续了，精神好轻松，心情好愉快。突然早上九点半，来了一对夫妻带了个小孩，交谈了不到一个小时之后，这个太太决定跟我买车子。 她与经理正在谈和约的事情时，这个先生就跪过来了。他说:“今天我们原本是不可能跟你买车子的。”我说:“好，不可能,你看看你太太现在干什么,”他说:“是呀，我了解，我感觉我太太她这人太老实，现在汽车推销员都很奸诈，我怕我太太被骗了。”我说:“我们今天早上九点钟来就是要去比五家车行，哪家开价最低，我们就跟他购买。我们是9:30到你的车行，显然你是第一家，所以我们绝对不可能跟engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 你买。但是后来我太太为什么决定跟你买呢,她们因为她觉得你的服务态度是比较好的。她说:即使这个车行贵一点点，赚取这个提成、这个佣金也是应该的。” 推销法则二十七:推销自己比推销产品更重要 到了第三天，礼拜天，真的要辞职了。再这样下去，我真的会变乔吉拉德，你知道吗,这汽车行业非常好，但我发现我的个性可能不太适合。 第三天，突然来了个饭店的经理，叫伯纳。我说:“May I help you(我能为你服务吗),”他说:“ Just looking(随便看看)。”我说:“ Keep looking，继续看，随便看”。 后来，伯纳走来走去之后呢，就问我:“请问你叫什么,”“我叫Steve啊。”“你为什么今天来这里工作啊,”我就跟你讲，我从五岁的时候就立志要成功，这是我伟大的计划的一部分。讲了一堆，讲到他，直到他说:“好吧，Steve，我跟你买一台车子吧。” 我说:“你不是Just looking(随便看看)吗，怎么成了Just buying(随便买买)了呢,”他说:“我今天来，真的只是随便看看而已，可是我看你这么想成功，为了帮助你成功，我跟你买一台车子好啦。” 推销法则二十八:只有当顾客真正喜欢你相信你之后才会开始选择产品 连续三天卖三台车子，可是我连车子都没有示范。可见----每一个全世界上最顶尖的推销员都知道，他所销售的产品，不是产品的本身，而是他自己，他自己就是产品。顾客在买产品之前，他一定先买这个营销代表，当他喜欢你，相信你之后，然后他才选择产品。 推销法则二十九:推销冠军的习惯是不只要准时还必须提前做好准备 我有一个朋友，他曾经是卖百科全书的，他是连续六年三十六个国家engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 的世界第一名。你在一家公司全年度得到冠军就不可思议，连续六年三十六个国家的世界第一名简直是匪夷所思～我的朋友已经七十几岁了，他是在日本创出的这样一个世界纪录。 在十年前，我曾经问他:“某某先生，你为什么可以六次的世界冠军,你成功的秘诀是什么,”他说:“成功秘诀很简单啊，除了认真之外，还是认真，但认真呢，还要准时。”我说:“你是什么意思,”他说:“我叫业务员拜访顾客，比如就下午两点去拜顾客，一定要提早五分钟到，在一点五十五分的时候，----要做什么事情,我个人感觉，在拜访顾客之前，任何的业务代表最重要、最重要的事情就是照镜子。” 他说，“我每次拜访顾客之前，我就要到洗手间，然后我就把我的两个指头伸出来”，请你也把指头伸出来试试看，“这两个指头干什么》当然是摆到嘴巴里，然后开后开始扩大张”。有没有感觉这个肌肉开始松弛,他就:“我每次把这两个指头摆到嘴巴里，我就看着镜子念:我是世界一流的～我是全世界最伟大的～我是最棒的～” 推销法则三十:见客户前5分钟对着镜子给自己一番夸奖 你自己这样做还好，万一有人看到就会不太好意思。有一次，他约了一个董事长下午两碰面。一点五十五他准时到了洗手间，在那里，“我是最棒的，我是最伟大的，我是世界一流的，我的微笑是最棒的，顾客很喜欢我。” 不到三十秒，突然有一个人走进来看到，“你好”，“我是最棒的，我是最伟大的，我是一流的”，这个人笑笑，觉得不可思议，上完洗手间走掉了。 推销法则三十一:任何时间和地点都言行一致是给他人信心的保证 一点五十九分，赶快冲出厕所，到了办公室，敲门，秘书一开，他说:“我跟你们董事长两点有约，现在是一点五十九分五十九秒。”秘书想engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 这个人还真准时的。秘书就问董事长:“你是不是和某某人有约呀,”董事长说:“是的是的，请他进来。” 门一打开来，两个人一看，一句话都不说了，因为似曾相识呀----在哪里见过呢，刚刚在洗手间里见过。 结果董事长就说:“某某先生，你今天是要介绍我一些产品吗,”“是的，某某董事长，我要给你介绍，”-----“不用介绍了～”把某某先生吓一跳。不用介绍，某某先生，你今天卖的任何产品我都要全部给它买下来。“ 那个业务代表吓一跳，他就:“董事长，你都还不知道我在卖什么呀。”他说:“某某先生，你在日本很有名的，你写的书，我有看过。你叫推销没在拜访顾客之前提前五分钟到之后，到厕所把指头伸进去，我刚刚亲眼看到你这样，你这个人言行一致有用介绍了，全部买下来。” 推销法则三十二:背对客户时也要100%地对客户尊敬 我这个朋友又讲了另外一个故事，让我深常驻感动 有一次晚上十点钟答应给顾客回一个电话，九点钟他和他的太太换睡衣睡着了。突然九点四十五，闹钟响起来，他赶来，他直快把睡衣服脱掉、睡裤脱掉，然后他开始穿西装子，绑皮带，空衬衫，打领带，空西装，梳头发，完全到达完美无缺的时候，十点准时打电话给顾客。 五分钟打完电话之后，立刻西装脱掉，领带脱掉，全部脱掉，然后，换睡衣，空睡裤，之后睡觉。他太太说:“老公，你疯了，你刚才干什么呀,”他说:“我刚刚打电话给顾客呀。”她说:“你打电话给顾客，还把睡衣脱掉、换衣服，你换衣服的时间比打电话时间还要长啊，这顾客又看不到你～” 他说:“老婆，你不了解呀，顾客虽然看不见我，但我看得见我自己，这是我对顾客的尊敬，所以我打电话的时候一定要把西装穿起来。” engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 推销法则三十三:成功行销就是永不放弃、放弃者不可能成功 我曾经有个寿险业学生，他年收入超过五百万人民币-----五百万人民币不稀奇，他连续十五年都超过五百万～这个保险界的代表他已经五十几岁了。我曾经问他:“某某业务代表，一般业务员可能拜访顾客一次不买，他就放弃了，两次不买，放弃了，很多寿险业务员都拜访顾客三次、四次、五次、六次、七次、八次、半年、一年、两年----你收入这么高，你最长的一段时间曾经拜访顾客多久,”他说:“陈老师，我老实告诉，我曾经拜访过一位顾客超过十五年啊。” 只要我卖你保险，我持续拜访你十五年，你会不会跟我买,你觉得那个顾客会不会跟他买,有没有跟他买, 推销法则三十四:顾客不只买产品更买你的服务精神和服务态度 是没有的，因为那个人死掉了，-----还来不及买，死掉了。但是这个人的儿子跟他购买了，买了最高的保单的内容，而且，完全都不需要看任何保单里面所写的一切。 我的这位学生很纳闷呀，他们:“你投资了这么高的金额，你连保单的内容都不需要看一下,”那个人说:“我已经看了十五年了，还需要看吗,” 可见，顾客不只买产品，他更买你的服务精神和服务态度。 推销法则三十五:顾客反对意见太多只代表他不相信你不喜欢你 在推销过程当中，我感觉建立信赖感是最重要的，因为顾客只要他不相信你，他不喜欢你，你再怎么说，他的反对意见还是很多的。 所以很多业务代表对我说:“陈老师，你可不可以教我一些处理反对意见的方法,”我说:“事实上，当顾客反对意见太多，只是代表一落千丈件事情，就是他不够相信你，不够喜欢你。” 推销法则三十六:从语言速度和肢体动作上去模仿对方去配合对方 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 在成功学心理学的课程当中，我们把人分成三类。 第一种类型叫做视觉型，这种类型讲话速度特别快，像我一样。那为什么讲话速度特别快，因为他们的眼珠子不断地在转动，他的头脑必须跟着眼珠子跑，所以讲话速度特别快。 第二种类型叫做听觉型，听觉型讲话声音稍微小了一点点，他跟你讲话的时候有的时候他没有在看你，他耳朵在听。视觉型说你怎么不尊重我，讲话怎么没有看我呢，他说我很尊重你呀，我正在听你讲话，气死一堆视觉型的人。 第三种类型叫做触觉型，讲话要想好半天才能说出来的。 可以想象一下，一个视觉型的人遇上一个触觉型的顾客，这两个人频率会怎么样,很别扭是不是,所以，在成功学的心理学中，当顾客讲话声音快或是声音大时，他是视觉型的人，我们就要企图去配合他，去模访他;当顾客讲话慢的进修，我们就开始跟他揉面团，我们也开始慢一点。 以前我训练过一个百货公司，训练六百个专柜小姐。大部分人来逛商场，他们都是走来走去，看到她比较对、服务态度比较好或者是来一个微笑，然后才有兴趣听她的产品介绍。我辅导的那家公司是一个销售中高档次商品的百货公司。那一年，透过我的辅导，他们公司的总营业额增加了20.3%啊，不可思议，营业额提升了一亿人民币以上～ 有一次，我就去考察了一下我训练的结果。我到了二楼男士皮件部，那儿的专柜小姐一看到我就很高兴地说:“陈老师你今天怎么有空来呀,”我说:“我今天来是看看我训练的方法有没有效。” 她说:“陈老师，你教我们的所有方法中，那个声音的模仿特别有效。”我说:“怎么有效呢,”她说，有一位顾客到她这里来，说:“请问你这个登喜陆驼鸟皮皮带到底卖多少钱,”，她说“一万两千五”。 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the “啊,他妈的怎么那么贵,”，她说:“他妈的就这么贵～”他说:“好，好吧，买一条”。顾客讲“三字经”她都给模仿过去了，这顾客吓了一跳。 有一个证券公司的经理讲话非常快:“陈教师你好(很快速)～”我说:“李经理你好(也很快速)。”他说:“陈老师我有问题问你(很快速)。”我说:“李经理你请问吧(也很快速)----他讲话速度多快我就给他配合回去。 当你开始配合一个人的声音的时候，大概五到十分钟之后，你可以带动他。所以隔了十分钟呢，我就说“李经理你现在感觉如何呀(很慢)”。他说“陈老师，不错噢(也很慢)”。等到他离开我办公室，他是这样子的，他说“陈-老-师，再--见--(再慢)”，他整个人都走神了。 他之所以找我做个别辅导，是他讲话的速度太快，给他的员工的压力太大，所以他员工一致地提议需要接受我的辅导。但我第一次调整过火了，把他调理得过慢，第二个星期才让他恢复了正常。 声音在人与人面对面的沟通中它的影响力是蛮大的，但我感觉这个肢体动作的影响力更大。 有一次我在美丰田汽车总公司演讲，我就跟他们讲了肢体动作的模仿。我说，你不只要模仿顾客的声音，你还要模仿顾客的肢体动作，那业务员听了半信半疑。 结果一大早，一对夫妻进来了，那位业代表发现这个男士有个习惯性的动作，业务员就记住了。所以到了一个小时之后，这个业务员就问了，他说:“请问这位先生，你对我们丰田汽车感觉如何呢,”他说:“这个车很好，但是这个价钱,”手比了一个习惯性动作。业务员说:“先生，不可以，一定要这个价钱～”一边模仿顾客的肢体动作。“好吧，就这个价钱吧。”顾客马上跟着做出了决定。 engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the 当这个业务员在比这个动作的时候，好像是这位先生对他自己下命令---无法反驳。 当然模仿声音、肢体动作很重要，但有一件事情可能更重要----就是握手。 很多学生看到我好兴奋，说:“陈老师你好～”他那个握手强而用力，所以我就说:“这位先生，你好～”一模一样的握手力度给他还回去。但是有些女性学生却是“陈老师，你好”，她轻轻伸出两只指头来。假如我一样用力给她握下去，你觉得会发生什么事情，那她会吓死的～我说“某某学生你好”，两个指头给她轻轻碰回去。她一看，哇，找到知己～她感觉特别对。 但是有些人握手是两手一起握，他说:“陈老师你好～你好～你好～你好～----”握了五十分钟还不放手，有没有见过这样子的,我说:“是的，某某学生，你好，非常好，很好，特别好，我们都很好，你的手啊”粘住了。这些人这么用力，假如我这么用力握的时候，你就跟他一样----“你好、你好、你好----”。他说:“陈老师我好喜欢你嘞～ 知道为什么吗, engineering construction and acceptance specification for 5 GB50275-98 compressor, fan and pump installation engineering construction and acceptance specification for lifting 6 HG20201-2000 construction installation engineering construction standard 7, HG ... Pressure gauges, using an installed spark arrestor for acetylene cylinders, illegal carrying, using gas cylinders, each operator fined 20 Yuan. Gas bottle without the hot sun exposure measures, responsibilities of team a fine of 50 Yuan. (7) at height and the opening and provisional protective measures have been taken, the responsible unit fined 200 Yuan, construction person in charge a fine of 50 Yuan. (8) no permit to work and the job in accordance with the provisions, on the job unit fined 300 yuan, the unit will charge a fine of 100 Yuan. 7.5.3 accident penalties (1) injuries fatalities directly punished 1~2 million. Direct responsibility for the accident and have the corresponding responsibility of leadership, such as concerning administrative sanctions, should be brought to the company or the relevant Department. (2) personal injury accident occurred, the direct punishment 0.5-10,000 yuan, responsible for the direct responsibility for the accident and the responsibility of leadership, such as concerning administrative sanctions should be dealt with by the personnel Department of the company. (3) personal injury accident occurs, the direct punishment 500-1000, who is directly responsible for the accident responsibility, give notice of criticism and 50-100 economic sanctions against them. (4) to conceal the accident, reported without undue delay or false, to inform the