[精选]顶级销售人员的7种素质.pptx

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1、7QualitiesofTopSalesPeopleKelleySchoolofBusinessBobGoldsteinDiscussionSession#68February,20051Howmanyofyouareplanningacareerinsales(showofhands)?Anythinglessthena100%showofhandsisnotacceptable…NOWWHYDOISAYTHAT?2WeusuallythinkofSELLINGPRODUCTSSERVICESORBOTH3Butwhatabout..Se

2、llingYourself?4Rememberthistruism…..Idon’tcarewhatcareerpathyouareon.Therealityisthatyoumustsellyourselfbeforeyousellyourskills.Iamtalkingaboutyour“persona”---abouthowothersseeyouasahumanbeing.Ichoosetocallit“personalsalesmanship”.5Whowouldyouhire?Joehasa4.0g.p.a.Also,heisa

3、“slug”.Heisslovenly—conceited—surly--doesn’tbathetoofrequently—hasnofriends---yethisgradesaretops.Billhasa3.0g.p.a.Heispersonable—wellliked—outgoing—agoodlistener—enjoysworkingwithothers—andhebathesfrequently.6AREYOU……BEGINNINGTOGETTHEMESSAGE?7Thevideoyouaregoingtosee……isfo

4、cusedonthosewhoareplanningacareerinsalesandwhatittakestobecomeatopsalesperson.Butfollowingmyownthesis----thatwesellourselvesbeforewesellourskills,Ibelievethereissomethingyoucanlearnfromthisvideoeventhoughyou’renotgoingintosalesaswetraditionallythinkof“sales”.8WhoisBrianTrac

5、y?9AreviewofBrianTracey’sweb-sitecouldveryeasilyleadyoutotheconclusionthathewalksonwater.Myowncriteriaissimple:WouldIpaytohearhimspeak?Rightnow,theonlypersononmy“paytohearlist”isGeorgeCarlin.Thereissomegoodinformationinthisvideo---butyouwillhavetodecideifyouwouldpaytohearhi

6、mspeak.10O.K.-Let’sReviewBrian’sMessage11Whyaresomesalespeoplesosuccessful?20%ofthesalespeoplemake80%ofthesalesand80%ofthecommissions10%ofsalespeopleopen80%ofnewaccounts(“hunters”)Thetop10%ofsalesprofessionalstodayearn5X,10X,15Xandeven20Xtheaverageoftheother80%-90%.12Whyar

7、esomesalespeoplesosuccessful?Theyselltheproductpeoplewant.Theyconvincepeopletheywanttheproducttheyhavetosell.13Whodoyouthinkarethetopearnersinthebignameconsultingfirms?Thosewiththe3.9gpa’s?ORThosewhobringinthemostnewclients?14Whyaresomesalespeoplesosuccessful?80%ofSalessucc

8、essispsychological.TopsalespeopleareOPTIMISTS.Theyhaveapositivementalattitude.15Op