加拿大外贸
在哪里可以找到阿特电话推销技巧的中英文版本？？[ 本帖最后由 Frank.Brown 于 2010-3-29 23:28 编辑 ]
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http://bbs.shanghai.com/viewt ... =424080#pid11648890
bruce老师这里贴的都是阿特的电话推销技巧貌似。
仔细看，里面老师有贴出所有的每周一译
08年到09年的
FYI
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新手发文，请多见谅，我尽量把最新鲜的每周文章贴出，大家可以分享自己的打电话经验~先来两篇，一篇是新年寄语，一篇是二月本周的~
第一篇~
This Week's Tip
How to Make 2011 Your Best Year Ever
Greetings,
Today's Tip has been a New Year's tradition for
about five years now. It's usually one of my most
popular issues of the year, and most-visited in the
archives.
If you've seen this before, don't quit reading. People
who are serious about self-improvement know that
it is a result of consistent action, not one-time
exposure to something. I didn't approach the door
of the health club at 5:30 a.m. this morning and
say, "Oh, I've been here before," and then turn
away.
If you're serious about having your best year ever
in 2011, TODAY is the best time to start. I do suggest
you take some time to sit down with these questions
Think about your answers. Challenge yourself. Write
them down. Them go to work!
It's quite simple: if you want to be better in 2011,
YOU need to do more than simply WANT it. You need to
make some changes. Start now.
____________________________________________
What are you going to do to improve your industry and
product knowledge in 2011?
How many inactive customers will you revive and turn
into regular customers again? What do you need to do
to make that happen?
What will you do to ensure you're protecting your
best customers, and adding more value to the
relationships? How will you sell even more to them?
How many new customers will you bring on this year?
How do you plan to do that, specifically?
What will you do to improve your physical health in 2011?
What, specifically, are your sales and production
goals for 2011? How does that break down into quarterly
and monthly goals?
How much more money will you make in 2011? How will
that happen? What will you need to do, today, to take the
first steps in that direction?
What will you need to do to increase THAT number by an
additional 10%
What are you going to do every day to keep your
attitude at a high level?
How much time are you going to spend, daily, to
improve your own sales skills? What will you do?
How many referrals did you get in 2010? How will you get
them? From whom? What will you do to turn them into sales?
Speaking of referrals, will you please forward this issue
to two others who would also benefit from these weekly Tips?
(OK, that's one of mine.)
How are you going to maximize the use of your time?
Where will you cut out the time-wasters in each day?
What have you been putting off that you will take
care of within the next two weeks?
Who can you help to feel special every day?
What challenge, wish or desire--that you've never
attempted before--will you finally achieve in 2011?
How will you do that? Why?
Where are you going to write all of this down so you
can review and revise your plans regularly?
What will it LOOK like when you accomplish everything
you've just been thinking about?
How good will it FEEL?
What will it SOUND like when you achieve these things?
Why COULDN'T you do all of this?
Any answer to that last one is not a reason, but rather
a self-imposed limitation, excuse, or lack of desire
or effort. The biggest deterrent to success looks us
in the mirror every day.
Now, go out and plan to have, no, COMMIT to ...
... YOUR BEST YEAR EVER IN 2011!
Art
QUOTES TO BEGIN 2011
"Leap, and the net will appear."
Julie Cameron
"Everything you want is out there waiting for you to
ask. Everything you want also wants you. But you have
to take action to get it."
Jack Canfield
"Jump into the middle of things, get your hands dirty,
fall flat on your face, and then reach for the stars."
Joan L. Curcio
"Your actions, and your action alone, determines
your worth."
Johann G. Fichte
"Do not wait; the time will never be 'just right.'
Start where you stand, and work with whatever tools
you may have at your command, and better tools will
be found as you go along."
Napoleon Hill
Make it Your Best Year Ever!
第二篇
Ask Buyers How They
Want to Be Sold To
Greetings!
While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do. ?
I answered by asking him,
"Do you ever get any sales calls at your office? (He's a manager in the corporate accounting division at a large life insurance company.)
"Yeah, I got one today. I'm in charge of the printing of our company's annual reports. Apparently I had received an email--which I never read-- from a printing rep a couple of months ago who wanted to get me to change to his company. In the meantime he was let go, and replaced by a new person who called me."
"Was the call any good?".
"No. It really turned me off. She called and said, `I'm _____ ?with ___. I've taken over (the previous rep's) accounts. So I was wondering if you're going to use us?' I told her no, and she ?was pretty antagonistic as she shot back with, `WHY?' I told her I didn't see any reason to change, She wasn't too courteous when she hung up."
I asked him, "What could she have said so that you would have listened to her?"
"Well, she could have said that her company specializes in printing annual reports, and that they might be able to provide equal or better quality than we're getting now, at a lower or competitive price. If they had done anything else for insurance companies that would have been a plus."
"Would that have sold you?"
"Of course not. It only would have gotten her to the point where she could ask questions to find out what I'm looking for and what I need. Then I'd want to find out how and if she could do that."
I told him he just described exactly what I do. That is, give people a system and ideas to accomplish what he just described.
"Well, I don't know anything about sales, but it seems some of these people would get the message."
I told him he actually knows a lot about sales. He knows what it takes to sell him, which is essentially the same as most of your buyers, and my buyers. And as I spoke with him, I thought what a great idea that is:
Interview buyers and ask them how they like to be sold to.
Find people who you know are decision makers for different companies.
Locate buyers in your own company. Find out what they react favorably to. Even talk to customers you've built up a personal relationship with, and ask them what they'd listen to.
Don't sell people the way you want to. Sell the way they want to buy.
QUOTES TODAY “Life is a grindstone. But whether it grinds us down or polishes us up depends on us.”
L. Thomas Holdcroft
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很好。。。。
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