最近得到启发。从以前的自由企业,销售业务员,到金融业,任何行业都有一些共同点:
专家= 赢家。成为自己领域的专家,你就无所不能了。
成为专家需多少时间?
灵芝疗法/创业说明会,有人一星期就倒背如流了;
也有人一年还讲得 吞吞吐吐,上文不接下文。
银行里的产品知识终究需多少时间才学会,其实要看个人心态和观念。
复杂事情简单做,简单的事情重复做。
银行产品看是复杂,其实未必。
当你把简单的产品复杂化 ,顾客一句:这些投资太难了,不适合我。最终以失败收场。
换上另一位业务员,把产品精华一言道尽,同样的顾客,最终制造双赢。
别人也同样卖保健品,为何我选择你?
以前我总是百思不得其解,同样竞争的环境底下,一些销售员成功率超低,一些却是常胜将军。
很简单:问你自己可以为顾客增值多少?(value added)
平庸销售员只在于吹捧自己的产品有多好,自己的服务如何了得。但当竞争激烈的环境底下,就需为顾客创造额外的价值,比如保健知识,对症下药和养颜长寿的指示。
当你到访时,顾客会打开门户欢迎你入内,觉得跟你聊天很有收获。
一切始终归咎于观念与态度。
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