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i*****e
发帖数: 218 | 1 工程师如何转行做一个好的销售人员 ？(转自SVCEF讨论)
如果你对销售有偏见， 请跳过。
如果你和我类似， 做了多年的工程师， 感兴趣转行做销售或创业， 那么也许你会觉
得硅谷华人创业论坛， (SVCEF, http://finance.groups.yahoo.com/group/svcef/ )上的这篇文章也许对你有帮助。
我个人觉得创业公司(startup)的CEO必须是公司的头号sales. (也许只有Facebook,
Twitter这种具有极强病毒效因的网站游戏公司例外)。
下面的是转自SVCEF mailing list:
****************************************************************************
********
=== What are import techniques and skills in sales:
A1. Be a good listener. Do not interrupt Mr. Customer’s talking. We
will pick up useful information from their talking.
In Chinese, it means “吃话”， not only understand what people
say, but what they mean and imply, and also why they say that
(underline reasons) “吃话” 可以听进去顾客说的任何话，(即便是难听的话)。
A2. Catch (or detect) buy signals.
A3. Never sell after closing.
A4. Do not “over-smart” Mr. Customer, try to let customer think that
the "good ideas" are from them. Here, the "good ideas" refer to
use our products and solutions to solve their problems. Pretend
to be stupid (装傻)
=== What are some good personalities (or characteristics) for a good sales
person:
B1. Be tenacious, do not give up. even 1% of chance, put 100% effort.
B2. Be open and out-going person, easy to gain trust.
很容易和陌生人打成一片， gain friendship and trust.
B3. Leadership. Motivate every parties involved for a “common goal”.
This is important for enterprise sales. Because enterprise sales
involve many parties, both from customer side as well as our own
company side.
=== What other things are important in sales:
C1. Good networking. Even if we do not have a large network, know
someone who have a large (and powerful) network. Maintain a large
network requires lots of effort. Always networking, call people
and send short messages whenever you have free time.
C2. Show enclosed value to Mr. Customer.
Enclosed value refers to something beyond "features/advantages/benefits",
such as, our team is "world leader".
=== Special advices on how to do large enterprise sales in China.
D1. People in China only do business with “兄弟”, that is why people
in China always like 称兄道弟. In China, to do (large enterprise)
sales, the most important things is to quickly become the
“兄弟”of Mr. Customer.
D2. To become“兄弟”, people need to feel that you are "open and
trustworthy". That is why China people like drinking and go to 夜
总会(club)。 A lot of time, not because they like drinking, but
because during drinking and in 夜总会, people很容易放松和放开, it is the
quickest
way to become “兄弟” 。If you do not 放开, people do not get chance
to see "inside" of you, they will not trust you.
During drink and eating, 前半场称对方”官衔“， 后半场称对方“大哥”.
In China, because large enterprise sales almost always involve
"bribe" and "灰色action", 和可以信赖的兄弟做生意 is extremely important.
顾客一个潜意识的问题是："今后你会不会把我害了 ?".
D3. In USA, it is also important to address the major risks that Mr.
Customers may have if they buy your products and services. For example, will
this buying decision risks their job security ?
In USA, the body language need to show that you are open, when
talking to customers, 不要把手抱在胸前。 | r*******1
发帖数: 97 | 2 好文!
我总结为3点:
1.了解客户
2.建立信任
3.展示价值
另外，我觉得facebook CEO也需要类似技巧才能挖到Google高管加入。
**
【在 i*****e 的大作中提到】
: 工程师如何转行做一个好的销售人员 ？(转自SVCEF讨论)
: 如果你对销售有偏见， 请跳过。
: 如果你和我类似， 做了多年的工程师， 感兴趣转行做销售或创业， 那么也许你会觉
: 得硅谷华人创业论坛， (SVCEF, http://finance.groups.yahoo.com/group/svcef/ )上的这篇文章也许对你有帮助。
: 我个人觉得创业公司(startup)的CEO必须是公司的头号sales. (也许只有Facebook,
: Twitter这种具有极强病毒效因的网站游戏公司例外)。
: 下面的是转自SVCEF mailing list:
: ****************************************************************************
: ********
: === What are import techniques and skills in sales:
| e***y
发帖数: 273 | 3 A very concise summary. Thanks,.
Devils are in details.
The details of original post make it useful.
【在 r*******1 的大作中提到】
: 好文!
: 我总结为3点:
: 1.了解客户
: 2.建立信任
: 3.展示价值
: 另外，我觉得facebook CEO也需要类似技巧才能挖到Google高管加入。
:
: **
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