-
営業の大原則
- Narrated by: 菅沢 公平
- Length: 3 hrs and 39 mins
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Publisher's summary
売れる営業パーソンと 売れない営業パーソンの違いはなにか。
その答えを4つのカテゴリー分けをして紹介しているのが本著です。
目から鱗の原則を紐解いていきましょう。
第一章 能力の差は考え方の差「ポジポジ思考」の原則
第二章 結果の差は行動の差「ポジポジ行動」の原則
第三章 成長の差は学びの差「ポジポジ技術」の原則
第四章 売れちゃう営業の「あいうえお」の原則
この4つの大分類の中で、更に31個の 大原則に分類しキメ細かく解説。
ロングセラーシリーズ「営業の魔法」・「仕事の魔法」・「営業の神さま」・「営業の魔法 勇気の言葉」の著者が放つ心得集が待望のオーディオ化!
目次:収録内容
はじめに「良かった探しの原則」
第1章 能力の差は考え方の差「ポジポジ思考」の原則
1 売れない人はお金持ちを目指す 売れる人はお人持ちを目指す
2 売れない人は自分の幸せを考える 売れる人は他人の幸せを考える
3 売れない人は苦労に慣れる 売れる人は苦労を肥やしにする
4 売れない人は深刻に考えている 売れる人は真剣に考えている
5 売れない人は欲を満たそうと考えている 売れる人は夢を叶えようと考える
6 売れない人はちょっと儲けようと考える 売れる人は少し損をしようと考える
7 売れない人は自分の都合ばかり考えている 売れる人は相手の都合を考えている
8 売れない人は売ることがゴール 売れる人は売れたときがスタート
9 売れない人は「高い」と思っている 売れる人は「安すぎる」と感じている
10 売れない人はどう売るかを考えている 売れる人はどう使ってもらうか考えている
11 売れない人は論理好き 売れる人は行動好き
12 売れない人は(自分を)ヒールだと思っている 売れる人は(自分を)ヒーローだと思っている
コラム1「成功する人の記憶の秘密」
第2章 結果の差は行動の差 「ポジポジ行動」の原則
13 売れない人は人との約束を守る 売れる人は自分との約束を守る
14 売れない人は得を求める 売れる人は徳を求める
15 売れない人は技術を求める 売れる人は心を深める
16 売れない人は自分の数字を見ている 売れる人は仲間の数字を応援している
17 売れない人は自信を欲しがる 売れる人は自信を与える
18 売れない人はいつも待たせる 売れる人はいつも待つ
19 売れない人は自分だけ元気がいい 売れる人は人を元気にする
20 売れない人は何でも頑張りたがる 売れる人はただ努力する
21 売れない人は調子の良いときに笑う 売れる人は調子の悪いときも笑う
22 売れない人はすぐやりたがる 売れる人はまず準備する
23 売れない人は(自分を)紹介してもらいたがる 売れる人は(人を)紹介しまくる
24 売れない人は朝早く夜遅い 売れる人は朝早く夜早い
コラム2「一%の努力、一%の手抜き」
第3章 成長の差は学びの差 「ポジポジ技術」の原則
25 売れない人は商品説明をしている 売れる人は商品の利用説明をしている
26 売れない人はイエスかノーを探るプレをする 売れる人はイエスを前提にプレしている
27 売れない人はあきらめが早い 売れる人は切り換えが速い
28 売れない人はお喋り好き 売れる人は質問好き
29 売れない人は紹介を欲しがる 売れる人は紹介したがる
30 売れない人は満足させようとする 売れる人は感動させようとする
31 売れない人は営業させられている 売れる人は営業をしている
コラム3「昭和時代の三大英傑」
第4章 売れちゃう営業の「あいうえお」の原則
あ行
か行
さ行
た行
な行
は行
ま行
や行~わ行
メッセージ(あとがきにかえて)
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