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世界第一销售大师乔·吉拉德告诉你:高效销售的“250定律”!

发布时间:2020-05-30 浏览:

 

250法则:你身后有250个人,不信你回头看。——乔·吉拉德

 

250定律来源

 

QIAO·JILADE CHENGWEIQICHEXIAOSHOUYUANHOUBUJIU,YIWEIHAOYOUDEMUQINGUOSHILE,TALAIDAOBINYIGUANDAONIAN。ZAITIANZHUJIAOZANGLIYISHISHANG,PAIFAMISATONGZHIDANSHIYIDAOBIAOZHUNDECHENGXU,MISATONGZHIDANSHANGMIANYINYOUYIGURENSHIDEXINGMINGHEZHAOPIAN。

 

JILADEJIANGUOMISATONGZHIDANYIYOUDUONIAN,DANTACONGWEIXIANGGUOTAIDUO。RANER,ZHEIYICITARENZHENSIKAOQILAI。YINZHIZHEIXIEMISATONGZHIDANDECHENGBENYIDINGHENGAO。ZANGLICEHUAZHESHIRUHEZHIDAOXUYAOYINDUOSHAOZHANGDENI?

 

BUJIUYIHOU,JILADEXIANGYIWEIKAIBANBINYIGUAN,ZHUYAOWEIXINJIAOTUFUWUDEGUKEXIAOSHOULEYIBUQICHE。WANCHENGJIAOYIHOU,TAXIANGZHEIWEIGUKEXUNWENYICHANGZANGLIPINGJUNYOUDUOSHAOWEICANJIAZHE。“DAYUE250MING,”DUIFANGDADAO。 CISHI,YIGENIANTOUSHANXIANZAIJILADEDEDANAOLI:ZHEIERCUNZAIYITIAOYOUXIAODEGUILV,TAKEYIYUNYONGZHEITIAOGUILVWEIZIJIDESHIYEFUWU。

 

这条规律便是:大多数人的一生中都有250名重要的、有资格被邀请参加其葬礼的相关人员。这条规律非常简单,但它真的非常有效。

 

WOMENYEKEYICONGZHEIGEJIAODUKANDAI“250DINGLV”:MEIYIWEIYUNIZUOSHENGYIDEGUKEDOUDAIBIAOZHE250MINGQIANZAIGUKE。RUGUONIDEFUWUCHUSE,NIDEMEIWEIGUKEJIUYOUKENENGTUIJIANLINGWAI250RENYUNIZUOSHENGYI;FANZHI,RUGUONIDEFUWUZHUOLIE,NIJIUHUISUZAOCHU250GEDIREN。

 

CONGZHANGYUANLAIKAN,JIGUKETIGONGCHIXU、CHUSEDEFUWU—QIANGHUAYUGUKEDEGUANXI,GONGPINGDIDUIDAITAMEN,BINGMANZUTAMENDEXUQIU—JIANGHUISHIXIAOSHOUGONGZUORONGYIXUDUO。

 

对吉拉德而言,这只不过是个简单的数字游戏:假如你遇到的顾客当中,通常有半数与你做成生意,而你每个月能够遇到100位顾客,那么你每个月将做成50笔生意。如果每个月能够遇到200位顾客,你的销售额将会提高一倍,即使你没有采取其他的特别措施。

 

 

 

                           

  • 250法则:不得罪任何一个客户

 

 

ZAIMEIWEIGUKEDEBEIHOU,DOUDAYUEZHANZHE250GEREN,ZHEISHIYUTAGUANXIBIJIAOQINJINDEREN:TONGSHI、LINJU、QINQI、PENGYOU。

 

RUGUOYIGETUIXIAOYUANZAINIANCHUDEYIGEXINGQILIJIANDAO50GEREN,QIZHONGZHIYAOYOULIANGGEGUKEDUITADETAIDUGANDAOBUYUKUAI,DAOLENIANDI,YOUYULIANSUOYINGXIANGJIUKENENGYOU5000GERENBUYUANYIHEZHEIGETUIXIAOYUANDAJIAODAO,TAMENZHIDAOYIJIANSHI:BUYAOGENZHEIWEITUIXIAOYUANZUOSHENGYI。

 

这就是乔·吉拉德的250定律。由此,乔·吉拉德得出结论:在任何情况下,都不要得罪哪怕是一个顾客。

 

  • 250法则:向每一个人推销

 

 

MEIYIGERENDOUSHIYONGMINGPIAN,DANQIAO·JILADEDEZUOFAYUZHONGBUTONG:TADAOCHUDISONGMINGPIAN,ZAICANGUANJIUCANFUZHANGSHI,TAYAOBAMINGPIANJIAZAIZHANGDANZHONG;ZAIYUNDONGCHANGSHANG,TABAMINGPIANDABADABADIPAOXIANGKONGZHONG。

 

MINGPIANMANTIANFEIWU,JIUXIANGXUEHUAYIYANG,PIAOSANZAIYUNDONGCHANGDEMEIYIGEJIAOLUO。NIKENENGDUIZHEIZHONGZUOFAGANDAOQIGUAI。DANQIAO·JILADERENWEI,ZHEIZHONGZUOFABANGTAZUOCHENGLEYIBIBISHENGYI。

 

QIAO·JILADERENWEI,MEIYIWEITUIXIAOYUANDOUYINGSHEFARANGGENGDUODERENZHIDAOTASHIGANSHENMEDE,XIAOSHOUDESHISHENMESHANGPIN。ZHEIYANG,DANGTAMENXUYAOTADESHANGPINSHI,JIUHUIXIANGDAOTA。QIAO·JILADEPAOSANMINGPIANSHIYIJIANFEITONGXUNCHANGDESHI,RENMENBUHUIWANGJIZHEIZHONGSHI。

 

DANGRENMENMAIQICHESHI,ZIRANHUIXIANGQINEIGEPAOSANMINGPIANDETUIXIAOYUAN,XIANGQIMINGPIANSHANGDEMINGZI:QIAO·JILADE。TONGSHI,YAODIANHAIZAIYU,YOURENJIUYOUGUKE,RUGUONIRANGTAMENZHIDAONIZAINALI,NIMAIDESHISHENME,NIJIUYOUKENENGDEDAOGENGDUOSHENGYIDEJIHUI。

 

  • 250法则:建立顾客档案

 

GANGKAISHIGONGZUOSHI,QIAO·JILADEBASOUJIDAODEGUKEZILIAOXIEZAIZHISHANG,SAIJINCHOUTILI。HOULAI,YOUJICIYINWEIQUEFAZHENGLIERWANGJIZHUIZONGMOUYIWEIZHUNGUKE,TAKAISHIYISHIDAOZIJIDONGSHOUJIANLIGUKEDANGANDEZHONGYAOXING。

 

TAQUWENJUDIANMAILERIJIBENHEYIGEXIAOXIAODEKAPIANDANGANJIA,BAYUANLAIXIEZAIZHIPIANSHANGDEZILIAOQUANBUZUOCHENGJILU,JIANLIQILETADEGUKEDANGAN。

 

QIAO·JILADERENWEI,TUIXIAOYUANYINGGAIXIANGYITAIJIQI,JUYOULUYINJIHEDIANNAODEGONGNENG,ZAIHEGUKEJIAOWANGGUOCHENGZHONG,JIANGGUKESUOSHUODEYOUYONGQINGKUANGDOUJILUXIALAI,CONGZHONGBAWOYIXIEYOUYONGDECAILIAO。

 

 

 

 

让客户帮助你寻找客户

 

QIAO·JILADERENWEI,GANTUIXIAOZHEIYIXING,XUYAOBIERENDEBANGZHU。QIAO·JILADEDEHENDUOSHENGYIDOUSHIYOU“LIEQUAN”(NEIXIEHUIRANGBIERENDAOTANEILIMAIDONGXIDEGUKE)BANGZHUDEJIEGUO。QIAO·JILADEDEYIJUMINGYANJIUSHI“MAIGUOWOQICHEDEGUKEDOUHUIBANGWOTUIXIAO”。

 

ZAISHENGYICHENGJIAOZHIHOU,QIAO·JILADEZONGSHIBAYIDIEMINGPIANHELIEQUANJIHUADESHUOMINGSHUJIAOJIGUKE。SHUOMINGSHUGAOSUGUKE,RUGUOTAJIESHAOBIERENLAIMAICHE,CHENGJIAOZHIHOU,MEILIANGCHETAHUIDEDAO25MEIYUANDECHOULAO。

 

JITIANZHIHOU,QIAO·JILADEHUIJIJIGUKEGANXIEKAHEYIDIEMINGPIAN,YIHOUZHISHAOMEINIANTAHUISHOUDAOQIAO·JILADEDEYIFENGFUYOULIEQUANJIHUADEXINJIAN,TIXINGTAQIAO·JILADEDECHENGNUORENGRANYOUXIAO。

 

RUGUOQIAO·JILADEFAXIANGUKESHIYIWEILINGDAORENWU,QITARENHUITINGTADEHUA,NEIME,QIAO·JILADEHUIGENGJIANULICUCHENGJIAOYIBINGSHEFARANGQICHENGWEILIEQUAN。                

 

真正的销售始于售后

 

“我相信推销活动真正的开始在成交之后,而不是之前。”推销是一个连续的过程,成交既是本次推销活动的结束,又是下次推销活动的开始。推销员在成交之后继续关心顾客,将会既赢得老顾客,又能吸引新顾客,使生意越做越大,客户越来越多。

 

“CHENGJIAOZHIHOURENGYAOJIXUTUIXIAO”,ZHEIZHONGGUANNIANSHIDEQIAO·JILADEBACHENGJIAOKANZUOSHITUIXIAODEKAISHI。QIAO·JILADEZAIHEZIJIDEGUKECHENGJIAOZHIHOU,BINGBUSHIBATAMENZHIYUNAOHOU,ERSHIJIXUGUANXINTAMEN,BINGQIADANGDIBIAOSHICHULAI。

 

QIAO·JILADEMEIYUEYAOJITADE1WANDUOMINGGUKEJIQUYIZHANGHEKA。YIYUEFENZHUHEXINNIAN,ERYUEFENJINIANHUASHENGDUNDANCHENRI,SANYUEFENZHUHESHENGPATELIKERI,FANSHIZAIQIAO·JILADENEILIMAILEQICHEDEREN,DOUSHOUDAOLEQIAO·JILADEDEHEKA,YEJIUJIZHULEQIAO·JILADE。

 

ZHENGYINWEIQIAO·JILADEMEIYOUWANGJIZIJIDEGUKE,GUKECAIBUHUIWANGJIQIAO·JILADE。

 

两种力量:一是倾听,二是微笑

 

QIAOSHUO:YOULIANGZHONGLILIANGFEICHANGWEIDA。YISHIQINGTING;ERSHIWEIXIAO。

 

“QINGTING,NIQINGTINGDEYUEZHANGJIU,DUIFANGJIUHUIYUEJIEJINNI。WOGUANCHA,YOUXIETUIXIAOYUANDIEDIEBUXIU。SHANGDIWEIHEJIWOMENLIANGGEERDUOYIZHANGZUI?WOXIANG,YISIJIUSHIRANGWOMENDUOTINGSHAOSHUO”!

 

QIAO.JILADESHUO,YOURENNAZHE100MEIJINDEDONGXI,QUELIAN10MEIJINDOUMAIBUDIAO,WEISHENME?NIKANKANTADEBIAOQING?YAOTUIXIAOCHUQUZIJI,MIANBUBIAOQINGHENZHONGYAO:TAKEYIJURENQIANLI,YEKEYISHIMOSHENGRENLIJICHENGWEIPENGYOU。

 

XIAOKEYIZENGJIANIDEMIANZHI。

 

QIAO.JILADEZHEIYANGJIESHITAFUYOUGANRANLIBINGWEITADAILAICAIFUDEXIAORONG:ZHOUMEIXUYAO9KUAIJIROU,ERWEIXIAO,BUJINYONGZUI、YONGYANJING,HAIYAOYONGSHOUBEI、YONGZHENGGESHENTI。

 

“DANGNIXIAOSHI,ZHENGGESHIJIEDOUZAIXIAO。YILIANKUXIANGMEIYOURENYUANYILICAINI。”TASHUO,CONGJINTIANQI,ZHIDAONISHENGMINGZUIHOUYIKE,YONGXINXIAOBA。

 

“SHIJIESHANGYOU60YIRENKOU,RUGUOWOMENDOUZHAODAOLIANGDAWUQI:QINGTINGHEWEIXIAO,RENYURENJIUHUIGENGJIAJIEJIN。”

 

RANGXINNIANZHIHUOXIONGXIONGRANSHAO “ZAIWODESHENGHUOZHONG,CONGLAIMEIYOU‘BU’,NIYEBUYINGYOU。‘BU’,JIUSHI‘YEXU’,‘YEXU’,JIUSHIFOUDING。WOBUHUIBASHIJIANBAIBAISONGJIBIERENDE。SUOYI,YAOXIANGXINZIJI,YIDINGHUIMAICHUQU,YIDINGNENGZUODAO。

 

“NISUOXIANGDEJIUSHINISUOXIANG,NIYIDINGHUICHENGJIUNISUOXIANG,ZHEIXIEDOUSHIFEICHANGZHONGYAODEZIWOKENDING。

 

Impossible(BUKENENG),QUDIAOim,JIUSHIpossible(KENENG)LE。YAOYONGYUCHANGSHI,ZHIHOUNIHUIFAXIANNISUONENGGOUZUODAODELIANZIJIDOUJINGYI。”

 

QIAO.JILADESHUO,SUOYOURENDOUYINGGAIXIANGXIN:QIAO.JILADENENGZUODAODE,NIMENYENENGZUODAO,WOBINGBUBINIMENHAODUOSHAO。ERWOZHISUOYIZUODAO,BIANSHITOURUZHUANZHUYUREQING。

 

YIBANDEXIAOSHOUYUANHUISHUO,TAKANQILAIBUXIANGYIGEMAIDONGXIDEREN。DANSHI,YOUSHEINENGGAOSUWOMEN,MAIDONGXIDERENZHANGDESHENMEYANG?QIAO.JILADESHUO,MEICIYOURENLUGUOTADEBANGONGSHI,TANEIXINDOUZAIHOUJIAO:JINLAIBA!“WOXIAOZHEMIANDUITA:WODEQIANZAINIDEKOUDAILI。”

 

TASHUO,NIRENWEIZIJIXINGJIUYIDINGXING,MEITIANYAOBUDUANXIANGZIJIZHONGFU。YAOYONGYUCHANGSHI,ZHIHOUNIHUIFAXIANNISUONENGGOUZUODAODELIANZIJIDOUGANDAOJINGYI。

 

35SUIYIQIAN,QIAO.JILADEJINGLIGUOXUDUOSHIBAI。JIDENEICICANZHONGSHIBAIYIHOU,PENGYOUDOUQITAERQU。DANQIAO.JILADESHUO:MEIGUANXI,XIAODAOZUIHOUCAISUANXIAODEZUIHAO。

 

TAWANGZHEYIZUOGAOSHAN——NEISHITADEMUBIAO——SHUO:WOYIDINGHUIJUANTUZHONGLAI。TAJINDINGDESHISHANDIAN——PANGBIANZHEIMEDUOXIAOSHANBAO,TAYIYANDOUBUHUIKAN。

 

 

 

 

唯一诀窍尊重普通人的爱心

 

“RUGUOKANDAOYIGEYOUXIUDEREN,JIUYAOWAJUETADEYOUXIUPINZHI,YIZHIDAONIZIJISHENSHANG。”

 

YIWEIYISHENGGAOSUQIAO.JILADE,MEIGERENTINEIYOUYIWANGEFADONGJI。QIAO.JILADEJIAZUIWAIMIANDEMENSHANGYOUYIJUHUA:BASUOYOUFADONGJIQUANBUQIDONG。

 

TAMEITIANZHEIYANGLIKAIJIAMEN:GUANCHASHENSHANGSUOYOUXIJIE,KANKANZIJISHIFOUHUIMAIZIJIDEZHANG。YIQIEZHUNBEIHAO,SHOUWOZAIMENBASHOUSHANG,DAKAIMEN,XIANGBAOZIYIYANGCHONGCHUQU。QIAO.JILADERENWEI,MAIQICHE,RENPINZHONGYUSHANGPIN。

 

YIGECHENGGONGDEQICHEXIAOSHOUSHANG,KENDINGYOUYIKEZUNZHONGPUTONGRENDEAIXIN。

 

TADEAIXINTIXIANZAITADEMEIYIGEXIXIAODEXINGWEIZHONG。YOUYITIAN,YIWEIZHONGNIANFUNVCONGDUIMIANDEFUTEQICHEXIAOSHOUSHANGXING,ZOUJINLEJILADEDEQICHEZHANXIAOSHI。TASHUOZIJIHENXIANGMAIYILIANGBAISEDEFUTECHE,JIUXIANGTABIAOJIEKAIDENEILIANG,DANSHIFUTECHEXINGDEJINGXIAOSHANGRANGTAGUOYIGEXIAOSHIZHIHOUZAIQU,SUOYIXIANGUOZHEIERLAIQIAOYIQIAO。“FUREN,HUANYINGNINLAIKANWODECHE。”JILADEWEIXIAOZHESHUO。FUNVXINGFENDIGAOSUTA:“JINTIANSHIWO55SUIDESHENGRI,XIANGMAIYILIANGBAISEDEFUTECHESONGJIZIJIZUOWEISHENGRIDELIWU。”“FUREN,ZHUNINSHENGRIKUAILE!”JILADEREQINGDIZHUHEDAO。SUIHOU,TAQINGSHENGDIXIANGSHENBIANDEZHUSHOUJIAODAILEJIJU。

 

JILADELINGZHEFURENCONGYILIANGLIANGXINCHEMIANQIANMANMANZOUGUO,BIANKANBIANJIESHAO。ZAILAIDAOYILIANGXUEFOLAICHEQIANSHI,TASHUO:“FUREN,NINDUIBAISEQINGYOUDUZHONG,QIAOZHEILIANGSHUANGMENSHIJIAOCHE,YESHIBAISEDE。”

 

JIUZAIZHEISHI,ZHUSHOUZOULEJINLAI,BAYISHUMEIGUIHUAJIAOJILEJILADE。TABAZHEISHUPIAOLIANGDEHUASONGJIFUREN,ZAICIDUITADESHENGRIBIAOSHIZHUHE。NEIWEIFURENGANDONGDERELEIYINGKUANG,FEICHANGJIDONGDISHUO:“XIANSHENG,TAIGANXIENINLE,YIJINGHENJIUMEIYOURENJIWOSONGGUOLIWU。GANGCAINEIWEIFUTECHEDETUIXIAOSHANGKANDAOWOKAIZHEYILIANGJIUCHE,YIDINGYIWEIWOMAIBUQIXINCHE,SUOYIZAIWOTICHUYAOKANYIKANCHESHI,TAJIUTUICISHUOXUYAOCHUQUSHOUYIBIQIAN,WOZHIHAOSHANGNINZHEIERLAIDENGTA。XIANZAIXIANGYIXIANG,YEBUYIDINGFEIYAOMAIFUTECHEBUKE。”

 

HOULAI,ZHEIWEIFUNVJIUZAIJILADENEIERMAILEYILIANGBAISEDEXUEFOLAIJIAOCHE。

 

ZHENGSHIZHEIZHONGXUXUDUODUOXIXIAOXINGWEI,WEIJILADECHUANGZAOLEKONGQIANDEXIAOYI,SHITADEYINGXIAOQUDELEHUIHUANGDECHENGGONG。

 

十二要诀

 

1、YAOYOUTIAOBUWENJIXIASUOYOUKERENDEYUEHUI,ZUOHAOZHUNBEI

2、GONGZUOSHIGONGZUO,YAOYUYIXIEDUINIYOUBANGZHUDERENYIQICHIFAN,ERBUYAOZHIDONGGENTONGSHICHIFAN

3、SHIHUCHANGHEJIDUIXIANGCHUANZHUHESHIYILV

4、YANSHOU'BUYAO'JIETIAO:BUCHOUYAN、BUCHOUXUEQIE、BUYAOYANSIHUOKOUXIANGTANG、BUPENGULONGSHUI、BUSHUODISUXIAOHUA,HAIYOUNANRENZAIGONGZUOSHIBUYAODAIERHUAN

5、YONGXINLINGTING

6、ZHANSHIWEIXIAO

7、BAOCHILEGUAN

8、JINJI'MASHANGHUIDIAN'

9、ZIJIZONGJIECHUJINGDIANDE“250DINGLV”。

10、QIEJIGUOGAOSHOUFEI

11、ZHICHINISUOMAIDECHANPIN

12、CONGMEIYIXIANGJIAOYIZHONGXUEXI

 

 

销售的要点是,不是在销售商品,而是在销售自己。——乔.吉拉德

 

 

 

来源:魔鬼销售学如果您认为标注与事实不符,请告知我们。

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