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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