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  • Writer's pictureMaggie

賣車女王十倍勝的業務絕學 - 陳茹芬, 鄧文華

这是听吴淡如小姐的节目知道的书和人。我自己本身就认为销售是一个公司里最重要的部门,没有之一。只要有销路,其它都好说。但是,作为一个人团队的公司,我开始遇到了销售瓶颈。条条道路通罗马,当还是不知道怎么选?怎么走?然后听到了她的访谈。卖车和卖脱氧剂虽然有很大的距离,陈茹芬女士的做法,我也不可能照搬照抄,但是她的销售思维太有趣了,有些还是特别赞同和学习的。例如:没有功利感的销售。这也是我一直秉持的,找我咨询,买不买不要紧,因为我的另外一个责任是普及脱氧剂这个产品,让大家知道,就是对行业的帮助。我可以进步的,是她无心理负担的长线销售。她的很多客户可能是多年拜访和认识后才真正实现的销售,但她的心理负担和期待特别底,所以做得特别轻松自在,这我应该并可以做更好。销售最重要是让客户感觉提供服务和帮助,而不是赚提成。太多销售在处理买卖的时候,只把钱放在重中之重,这也是很大的原因在交易过程中被轻视。要么本身并没有对产品有任何了解,要么也不打算解释太多,销售被人看来更是可有可无。前年滑雪,行李没跟上,我在加拿大雪山脚重新购置装备,没有捷径,只能一家一家走,为了达到最高效率,尝试找销售,希望自己运气好,遇到有良心的。可能霉运已经走到底,真找到了一个原因聆听,懂产品,即使费用航空公司愿意补偿,也提供性价比高的产品。那天的购买经验真的是如沐春风,重新对销售人员有了信心。当然了,真心诚意的还是少,遇到一次已经非常感恩。

Reading done by: 20 APR 2020

She provided and told me one of the way to do sale properly and nicely. There are lots of elements which make a successful business. For me sale is the most important one. It's really interesting that sale is about money, but successful sale provide me help, at least that is why customer should feel. 2 years ago when my luggage were left in France. I had no choice but bought everything foothills in Canada. To improve the efficient, asking sale for recommendation is the best choice. However, it's not easy to get a good sale based on my previous experience. Lucky, it was my day when she passed me the items I requested rather than the most expensive ones in the store. Even though I can't copy everything from the book due to product and cultural difference, however, I am impressed by her way of thinking and agree her sale philosophy.

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