销售的一些基本理念

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1、销售过程中一些基本的理念张志宏Qualifyyourprospects(1)选择合格的潜在客户PotentialProspects潜在的客户群QualifiedProspects合格的潜在客户Qualifyyourprospects(2)选择合格的潜在客户Possibleprofiles可能的轮廓Haveneeds有需要Understandtheneeds理解需要Havetherequiredresources(moneyetc)有必要的资源（钱等……）Haveincentivetobuy有购买的动机Consideringtobuy考虑购买Willbuywithinxmonths在X月内会购买

2、Etc等Qualifyyourprospects(3)选择合格的潜在客户PotentialProspects潜在的客户群Qualifyinggrid合格的规范qualifiedProspects合格的潜在客户Customer/order顾客/订单SellingEfforts/process销售工作/过程Lostorders失去订单Theeternalquestion永恒的话题FarmingorHunting?耕种还是狩猎？Predatoryinstincts弱肉强食Hunting:Pros狩猎：正面的Satisfiesourpredatoryinstincts符合弱肉强食的天性Instantg

3、ratification马上满足胃口Thethrillofthechase追捕的快感Thethrillofthekill杀戮的快感爽Hunting:Cons狩猎：反面的Resultsnotpredictable结果不可预计Risky有风险-Injuries受伤-Wastedenergy损耗体能Boomandbust有一顿没一顿Supplynotreliable不可靠的补给Difficultforplanning难以计划Farmingandranching畜牧耕种Farming:Pros耕种：正面的Resultsmorepredictable结果更能预计Supplyunderyourcontro

4、landmorereliable可控可靠的补给Regularprocessesmakesforbetterutilisationofresources通过程序在资源的分配上取得最佳化Betterplanningpossible更可行的计划Idealfornaturalgrowth最遵循自然生长的规律Farming:Cons耕种：负面的Canbeslowandsteady可能缓慢但稳定Muchpatienceneeded需要很大的耐心Mustfollowthecycle必须遵守循环作业不爽Farming:Howhumandominatestheworldasweknowit耕种：众所周知人类如何

5、统治世界Wewereallpredators我们都是弱肉强食者Otherwereformorepowerfulthanhuman人类在这方面不是最强的Onlyhumanbeingsdisplaytheabilitytofarmlandandtoranchanimals但只有人类能耕种畜牧Farming:Thekeyphases耕种：关键步骤Excavation垦荒Seeding播种Fertilization+Watering施肥，灌溉Protection保护Harvest收割Farming:Thecycle耕种：周期Excavation,Seeding,Fertilization&Wateri

6、ng,Protection播种，施肥，灌溉，保护Harvest收割Farming:ContinuousHarvest耕种：停不了的收割Harvest:TheHuntinginFarming收割：耕种中的狩猎Closingskills签单的技能Predatoryinstinctsneeded需要弱肉强食的本能Risktaking需要冒险Butwithouttheearliercyclethiswillnothappen这个是耕种过程的结论篇Farming:Whatdogoodfarmersdoeveryday？耕种：一个好农夫每天做些什么？Acontinuouscycleofexcavating

7、,seeding,watering&fertilizing,protecting，harvesting.他每天都做垦荒、播种、灌溉、施肥、保护、收割的工作。Farming:Thesecretisinthebalance耕种：秘密在于平衡Farming结婚耕种畜牧就好象是结婚HuntinginFarming在婚姻中相互保持一夜激情Summary结论Whatdowewant?我们要的是什么？-Regu