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业务人员超级培训转载-公司老总部门经理必看...

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chengzhen2008 发布于: 2007-4-17 11:53 1418 次浏览 20 位用户参与讨论
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<p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">为什么业务人员学习了很多销售技巧,却被客户一两句似乎漫不经心的话打破了信心?培训下属,心态比能力更重要。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  业务员缺的到底是什么?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">许多公司花巨资请名师给销售团队培训销售技巧,但是培训时听听激动,想想感动,一上市场一点都不动,那些看似高明的销售技巧为什么用不上呢?问题的关键就在,许多管理者只重视营销团队的技能管理,而忽略了对他们心态的管理。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  如果一个业务员的心态不对,你教他再多的技巧也等于零。比如,业务员心里想:在竞争激烈的市场环境下,款到发货的政策根本行不通。因此当他与客户谈到结算问题时,客户说:</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">竞争这么激烈,款到发货根本行不通!</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">此时业务员就会与客户产生</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">共鸣</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,再多的技巧也被抛到九霄云外了!再比如,业务员本来就认为公司的产品价格太高,此时客户一句话:</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">这么高的价格怎么卖得掉!</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">业务员同样会即刻败下阵来。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  销售成功的关键,是我们要说到客户的心坎里,可现在却变成客户说到了业务员的心坎里,公司的技能培训又如何能发挥效用呢?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  因此,销售执行力不强的表面现象是能力、素质问题,实质却是心态问题。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"> 问题诊断</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">一、</span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">只看到劣势,却看不到优势</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  表现:看自己的公司、产品、政策等,只看不如竞争对手的一面,比如我们的价格不如</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">××</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">供应商,我们的销售政策不如</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">××</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">活,我们的广告不如</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">××</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">多;而看竞争对手时,则往往盯着比自己强的一面,如他们的产品品质比我们的好,他们的促销力度比我们大等等。如果一个业务员抱着这样的心态去做销售,能力再强也是枉然。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  应对:面对这种心态的业务员,首先要告诉他们,任何公司都不可能在各方面都做到最好,都有相对薄弱的一面,我们能找到一个品牌是最响的,质量是最高的,服务是最好的,广告是最多的,销售政策是最宽松的,价格又是最低的产品吗?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  每个产品就像人一样都有优缺点,我们找不到一个十全十美的员工,同样也不可能找到一件十全十美的产品。再者,业务员是干什么的?业务员的价值又靠什么体现?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  销售经理要给业务员在心态上拨乱反正,要让他们学会拿自己公司的优势,与竞争者的劣势去比较,这样就越比越有信心了。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"> 二、</span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">心态随着销量变</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  表现:有些业务员的心态不稳定,销售好的时候高兴万分,销售一不好,情绪一落千丈,心态变得很消沉,这时往往干什么都不顺,而他却将之归咎于运气不好。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  应对:心态随着销量变,容易产生恶性循环。销售不好的时候,特别要有一个稳定的心态,此时假如心态消沉,则做事不容易成功,做事不顺利,则心态更消沉,如此恶性循环,很可能使业务员成为废人。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  作为经理,要努力提高下属的</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">情商</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">这里最重要的是怎么看待挫折与困难。就如同两个销售人员去非洲卖鞋的故事一样,同样</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">因为非洲人不穿鞋</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,一个说非洲没有市场,另一个则认为非洲市场很大。困难的另一面往往就是机遇,要引导业务员往积极的一面去看问题,改变消极态度。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">三、</span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">多抱怨少检讨</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  现象:凡是销售失败的业务员,必定一怨公司,二怨产品,三怨政策,四怨市场,五怨经销商,就是不怨自己。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  比如公司实力不强、产品力不够、政策太死、市场竞争太激烈、经销商太难缠,而没有很好地检讨自己有没有问题。一个销售失败者若只会将问题归结于外部,不懂得检讨自己,自然不可能看清自身问题,也就不会进步。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  应对:怨天尤人的情况在业务员中并不少见,这种心态如不及时调整,下次销售工作也难以取得成功。笔者在以前的销售管理中,遇到这样的情况时,先启发他们从自身找原因做检讨,把问题找出来后,让他们自己动脑筋想办法,找出应对之策。一旦他们把自身的问题看清楚并有了解决之道,此时人的精神往往为之一振,状态很快就调整过来了。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  业务员往往不愿意从自身找原因,这时引导他们自省非常重要。如果经理能带领自己的团队不断反省,就能攻无不克。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"> 四、</span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman"></font></span></strong><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">我们是弱者</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  现象:一些业务员之所以失败,是在心理上有一个误区:他们往往怀着</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">去赚客户钱</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">的心理,去开发客户。这种弱者的心态,在谈判还未开始,就已经将自己置于下风。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  应对:对抱有这种心态的业务员,笔者经常会问他们一个问题:当公司发薪水给你的时候,你会不会感到不好意思?几乎所有的业务员都回答说</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">不会</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">。为什么我们不会觉得不好意思?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">因为我们付出了</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,所以觉得薪水是理所当然的。反过来,我们去找客户,请他们帮我们卖产品,客户是在帮我们义务劳动吗?当然不是,客户做我们的产品是有利益的,我们去找客户不是去赚客户的钱,而是给客户一个赚钱的机会,帮助他们赚钱。如果你的团队抱有这样的心态去开发市场,那么一定更容易成功。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">心态决定结果</span></strong><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  只有心态好了,技巧才能用得上!所以团队管理的核心,不只在于管理业务员的行为,应将重点放在心态上。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">1.</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">观念</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">-→</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">态度</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">-→</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">行为</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">-→</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">结果。这个公式很好地说明了心态对结果的影响。我们经常看到,有的业务员不是帮着公司与客户谈判,而是帮客户同公司谈判,帮客户向公司要政策,其原因就在于业务员在观念与心态上,没有真正意识到</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">只有公司好,我们才能好</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">2.</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">心态是销售成败的核心,行为只是表象。笔者招聘业务员,首先不是看其销售技巧、沟通水平,而是看这个人的心态。比如,有的业务员会说</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">不喜欢现在的社会</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,其核心就在于他喜欢盯着社会的阴暗面,那么他在做销售时同样会消极地看待问题,这样的人怎么能成功呢?</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">3.</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">控制心态波动,才能加强行为稳定性。一旦心态经常处于不稳定状态,行为自然随之波动,也就不能保证销售业绩的持续稳定。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">4.</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">避免负面心态传染。负面心态就像精神病毒,假如你的团队里有人说:</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">我们这样的产品一点卖点都没有,怎么可能卖掉!</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">如果你不加以控制,马上整个团队都会弥漫着悲观情绪。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  编辑点评:</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  从</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">先天</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">上看,是否具有</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">阳光心态</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,应作为招聘、委派业务员时的一个考察重点。所谓</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">阳光心态</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,就是发现优势、发现机会的心态。从</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">“</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">后天</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><font face="Times New Roman">”</font></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">上看,对业务员及时的心态支持也不容忽视。</span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-ALIGN: left; mso-pagination: widow-orphan; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto;"><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: 宋体; mso-ascii-font-family: ??; mso-hansi-font-family: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">  心态决定行为,行为强化心态。如果让新业务员进入弱势市场,再好的心态也经不起强烈的负面冲击。因此,新业务员应优先进入强势市场,通过业绩强化其心态。另一方面,正面心态也会相互感染。新业务员应尽可能从助销员做起,与老业务员配合,让老业务员的一言一行感染新业务员。</span><span style="FONT-SIZE: 14pt; COLOR: black; FONT-FAMILY: ??; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 14pt;"><font face="Times New Roman">&nbsp;</font></span></p><!--Element not supported - Type: 8 Name: #comment-->
[此贴子已经被作者于2007-4-17 11:55:08编辑过]

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沙发
chinazuo 发表于 2007-4-17 14:10:00
<p>好帖。</p>
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板凳
peteraiyan 发表于 2007-4-17 14:12:00
<p>在那就只能有正面思想.</p><p></p>
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地板
zhouping9 发表于 2007-4-17 17:06:00
<p>你不行 你能行 你一定行 你还行 你肯定行 你干的不错;我行 我肯定行 不行也得行,我太棒了!!自己肯定自己,鼓励自己,每一天的太阳都是新的...</p>
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5#
wsrs 发表于 2007-4-17 23:04:00
<p>好贴,不是一般的好,是相当好啊</p><p>学习了~~~~~~~~~~~~~~~~</p>
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6#
skyelf 发表于 2007-4-18 10:44:00
<p>非常的客观,看后感触很多,支持!!!</p>
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7#
canty 发表于 2007-4-18 10:48:00
<p>好,相当的好</p>
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8#
yaqhe 发表于 2007-4-18 12:32:00
<p>我来灌下。。</p>
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9#
Topsecu 发表于 2007-4-18 18:02:00
&nbsp; 学习了变成自己的!
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10#
chengzhen2008 发表于 2007-4-20 15:42:00
我有阳光心态,哈哈
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11#
lilv 发表于 2007-4-23 14:30:00
我顶。谢谢楼主
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12#
chenggong 发表于 2007-4-25 10:56:00
我虽不是公司老总也是不是部门经理,我也研究一哈!
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13#
zhixuankeji 发表于 2007-4-25 15:34:00
<p>说出了我现在的困境呀,,,感谢....努力去做吧,,,,,,,相信自己!!</p>
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14#
dxkun 发表于 2007-4-25 16:02:00
<p>好贴!真是好贴,建议版主加精学习!楼主真是高见!受益非浅!</p><p>想我05年刚进入安防行业时,就存在这种心态,从深圳到广州,再到佛山。</p><p>深圳销售时,我就帮客户向公司压过价格。直到现在自己开始生产时,才知老板多难当,才知当初的不对!深圳做前两个月业务时,我就销售达到近五万,当时新进的两个业务员,就我发展最快,但从10月份开始却一滑千丈,哪个月销售还不到一万。我在深圳都辞职了时,才有客户在安防展会前下了一万元多元的单过来。我就经不起哪种大起大落的心理压力,所于在05年11月安防展会后,接待了我认识的几个客户后,我就离开了深圳。</p><p>后到了广州后,到朋友的公司销售摄像机,就感觉到朋友公司的摄像机有点高,深怕做不出业务,所于最后又离开了广州。</p><p>最后在佛山时,又感到帮的公司没有技术力量,再次败北。</p><p>最后自己开始发展,说句实话,发展真难。要是不是现在我的资金全投入到这里了,我真的可能经不起这种市场的考验。对楼主的文章真是深有感触。</p><p>好文章呀。好文章。谢谢。</p>
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15#
飞来的云 发表于 2007-4-25 21:55:00
受益匪浅,谢谢.
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16#
广州安博 发表于 2007-4-25 22:13:00
<p>讲的不错,顶</p><p></p><p>广州安博智能  020-38844891/3/5</p><p><a href="http://www.anbtw.com">http://www.anbtw.com</a></p><p></p>
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17#
luckyering 发表于 2007-5-6 14:38:00
不错!
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18#
xmonetop 发表于 2007-5-8 17:16:00
好贴,支持一下。
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19#
qdzydz 发表于 2007-5-9 09:40:00
<p>发人深省,值得研究和回味,希望大家能互相学习共同进步!</p>
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20#
chengzhen2008 发表于 2007-6-28 09:54:00
<p>谢谢支持,欢迎多交流!</p>
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