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11.03.2013 in person, management and leadership, sdi business and economy - 1 Comment What is the first thought when you hear the word "sale"? If you're sdi a regular, Estonian "normal" person, you probably envisioned for the words and images of money, intrusion, as annoying.
Sales have something to talk about the need for business people. What do educators teach. What are some of the "hard salesmen" worship ("eskimo sdi even sell ice cream"). And what most people ... must somehow be low and a little embarrassing activity. But all this is changing.
I read one of the best books of the last few years has been in the hands. Honestly. This is Daniel Pink'i "To Sell Is Human," which turns on its head the entire sales of the current widespread understanding of why and how it is done today, which makes the sale a success, and that is the most important prerequisites for a good sale. It all goes pretty much agreed with me that my own experience has been accumulated sales activities. And do not go many places with what was discussed at the end of the sale of the last millennium (and partly still spoken today). sdi What then is the essence of the book, based on dozens of studies and experience of the best players?
First, sdi a few assumptions. First, the sale is no longer what it was even 30 or 20 years ago. At that time, and in the past acted as salesmen and women in conditions where they were, figuratively speaking, to the king, they knew all about the product, they had to convince the buyer to buy the thing and could use all the tricks. From the innocent lies to deceive the sale was structured around the argument to disprove. Today, however, is generated from the sales market, where buyers and sellers are often smarter than the vendor's role is changed, is changing. sdi Sales are in many cases more customer service than pushimine advice.
Another important change, however, is perhaps an even greater impact. sdi If the sale was used to keep the sales people in line (for example, one person out of 9 in the U.S.), you now engaged in the sale ... practically everything. Are you trying to earn one's living someone else to convince to buy the products sdi or services that you are your own employer (even partially), your job is to sell ideas, figuratively, to get people to move, to act? If any part of the answer to the question is "yes", then ... you're in sales, you're a teacher (so-called indirect sales), or a salesman (direct sales).
Make a simple test. Contact (preferably by washing) marker and draw one person to ask yourself (ie Teme itself), the letter E in the forehead. Done? Now look what he assumed was drawn by Email - either way, as you can see by looking at it in their own half, or as he sees it? Psühhloogid has been used for decades to test if they want to test whether and how the environment and the other is an adaptable person. Masterful people tend to run away would still be just as if they own it by looking at the E-na see, which would mean a worse-than-adaptability.
Adaptation, consideration for others was perhaps as important as the seller had the information holder - only he knew how the product machine, the idea works. Got rattle off your talk, take a teglema arguments and refute them in order. But now, if the buyer is a doer, if the buyer possesses information that is crucial deciding factor, and we need the ability to see through the eyes of a buyer. And it can not be done through a vendor egocentric worldview, aggressive and constantly correct your näegemust after squeezing chatter. To adapt, shut up, listen, ask the seller the new basic skills. Thus, a good start is to try to think of making the sale and focus on what the other person is and what he thinks sdi needs and wants to achieve.
Two good things yet to adaptation. Studies suggest that better outcomes, better sdi arrangements saavuatavad people who are (partly) mimic the other person's facial expressions. The easiest way is by sitting or standing positions such as imitation. And yet many of consolation: that it is an extrovert better sellers, is pure myth. The best sellers are neither clean nor introverdid introverdid clean, but the so-called ambiverdid - people that are so different than the one who will behave according to the situation (ie most of us). 2 Sparkle sdi
The mid 80s of last century, scientists at the University of Pennsylvania did a study on this topic tõseseltvõetava. They took 100 major insurance sales people and their activities monitored the two-year period. And, among other things, the questionnaire also measured on a scale of optimistic-pessimistic attitude. The results?
Optimislikum sdi half of the participants made an average of 37% better performance than the pessimistic side. And the optimistic toward the tip of the tenth of 88% (ie almost twice) a better performance than pessimistic toward the top one-tenth. The difference is decent.
3 Personal vs. external "They did not buy because I was a terrible showcase" "They do not ostn
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11.03.2013 in person, management and leadership, sdi business and economy - 1 Comment What is the first thought when you hear the word "sale"? If you're sdi a regular, Estonian "normal" person, you probably envisioned for the words and images of money, intrusion, as annoying.
Sales have something to talk about the need for business people. What do educators teach. What are some of the "hard salesmen" worship ("eskimo sdi even sell ice cream"). And what most people ... must somehow be low and a little embarrassing activity. But all this is changing.
I read one of the best books of the last few years has been in the hands. Honestly. This is Daniel Pink'i "To Sell Is Human," which turns on its head the entire sales of the current widespread understanding of why and how it is done today, which makes the sale a success, and that is the most important prerequisites for a good sale. It all goes pretty much agreed with me that my own experience has been accumulated sales activities. And do not go many places with what was discussed at the end of the sale of the last millennium (and partly still spoken today). sdi What then is the essence of the book, based on dozens of studies and experience of the best players?
First, sdi a few assumptions. First, the sale is no longer what it was even 30 or 20 years ago. At that time, and in the past acted as salesmen and women in conditions where they were, figuratively speaking, to the king, they knew all about the product, they had to convince the buyer to buy the thing and could use all the tricks. From the innocent lies to deceive the sale was structured around the argument to disprove. Today, however, is generated from the sales market, where buyers and sellers are often smarter than the vendor's role is changed, is changing. sdi Sales are in many cases more customer service than pushimine advice.
Another important change, however, is perhaps an even greater impact. sdi If the sale was used to keep the sales people in line (for example, one person out of 9 in the U.S.), you now engaged in the sale ... practically everything. Are you trying to earn one's living someone else to convince to buy the products sdi or services that you are your own employer (even partially), your job is to sell ideas, figuratively, to get people to move, to act? If any part of the answer to the question is "yes", then ... you're in sales, you're a teacher (so-called indirect sales), or a salesman (direct sales).
Make a simple test. Contact (preferably by washing) marker and draw one person to ask yourself (ie Teme itself), the letter E in the forehead. Done? Now look what he assumed was drawn by Email - either way, as you can see by looking at it in their own half, or as he sees it? Psühhloogid has been used for decades to test if they want to test whether and how the environment and the other is an adaptable person. Masterful people tend to run away would still be just as if they own it by looking at the E-na see, which would mean a worse-than-adaptability.
Adaptation, consideration for others was perhaps as important as the seller had the information holder - only he knew how the product machine, the idea works. Got rattle off your talk, take a teglema arguments and refute them in order. But now, if the buyer is a doer, if the buyer possesses information that is crucial deciding factor, and we need the ability to see through the eyes of a buyer. And it can not be done through a vendor egocentric worldview, aggressive and constantly correct your näegemust after squeezing chatter. To adapt, shut up, listen, ask the seller the new basic skills. Thus, a good start is to try to think of making the sale and focus on what the other person is and what he thinks sdi needs and wants to achieve.
Two good things yet to adaptation. Studies suggest that better outcomes, better sdi arrangements saavuatavad people who are (partly) mimic the other person's facial expressions. The easiest way is by sitting or standing positions such as imitation. And yet many of consolation: that it is an extrovert better sellers, is pure myth. The best sellers are neither clean nor introverdid introverdid clean, but the so-called ambiverdid - people that are so different than the one who will behave according to the situation (ie most of us). 2 Sparkle sdi
The mid 80s of last century, scientists at the University of Pennsylvania did a study on this topic tõseseltvõetava. They took 100 major insurance sales people and their activities monitored the two-year period. And, among other things, the questionnaire also measured on a scale of optimistic-pessimistic attitude. The results?
Optimislikum sdi half of the participants made an average of 37% better performance than the pessimistic side. And the optimistic toward the tip of the tenth of 88% (ie almost twice) a better performance than pessimistic toward the top one-tenth. The difference is decent.
3 Personal vs. external "They did not buy because I was a terrible showcase" "They do not ostn
MORE
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