1瞭解人們消費的方式和原因 How and why people buy
01 銷售正向改變的夢想 Sell positive change
02 重點在價值，而非價格 Understand value
03 掌握銷售循環，對症下藥 Know the selling cycle
04 建立信任和尊重 Build trust and respect
05 你就是差異 You are the difference
2向對的人銷售 Selling to the right people
06 瞭解你的顧客 Understand your customer
07 瞭解顧客的公司組織Understand their organization
08 瞭解買方的角色Know the roles that organization
09 認出「改變的媒介」Identify the agents of change
10 接近決策者Get access to authority
3 開發新商機Generating new business
11 挑選適當的潛在顧客Pick the right prospects
12 製作潛在顧客名單Make a prospect list
13 策劃銷售宣傳Plan your sales campaign
14 數字遊戲Play the numbers game
15 嘗試電話業務開發Try telephone prospecting
16 屬於你的60秒定調推銷Create your 60-second pitch
17 開展你的電話策略 Develop your telephone tactic
18 克服你的不情願 Overcome your reluctance
19 處理反對的聲音Handle objections
20 自我激勵Keep yourself motivated
4與顧客見面Meeting the customer
21 籌劃上門拜訪 Plan your sales visit
22 製造絕佳的第一印象Make a great first impression
23 調整成與對方相近的風格 Adapt your style
24 別只告知產品，要銷售產品價值 Telling isn’t selling
25 提問是有力的工具 Questioning is a powerful tool
26 記得提問五步驟：SPEND！ Remember to SPEND!
27 做個商務醫生Be a business doctor
28 合格的商機Qualify the opportunity
29 沉默是金Silence is golden
30 繼續進行Move things forward
5 進行銷售Making your pitch
31 建立商務檔案Build a business case
32 撰寫絕佳提案Write a great proposal
33 有風格的簡報Present in style
34 架構你的簡報Structure your presentation
35 條件和折扣Take care with offers and discounts
36 增添些火花Add some sparkle
6 贏得承諾Gaining commitment
37 協商準備 Prepare for negotiation
38 進行交易協商Negotiate the deal
39 價格只是可變因素之一Price is just one variable
40 瞭解買方的策略Spot the buyer’s tactics
41 對付競爭Handle the competition
42 開口要求生意Ask for the business
43 克服最後障礙Overcome the final obstacles
44 懂得何時撤退Know when to retreat
45 銷售之後的行動Know what to do after you’ve sold
46 管理你的顧客Manage your customer
7 正確的態度The right attitude
47 準備與堅持Prepare and persist
48 定義屬於你的成功Define your success
49 自我管理Manage yourself
50 開展你的創意、熱誠和動力Develop your creativity, enthusiasm and drive
