论文部分内容阅读
有人把销售人员分成三类:只会在客户面前喋喋不休而不知提问的业务人员,称之为——菜鸟;能够提一些问题但不善倾听,因而不善追问的业务人员,称之为——中鸟;能够设身处地提出少而精的客户关心的问题的业务人员,称之为——老鸟。“菜鸟”只能搞定一些谁都能谈妥的客户;“中鸟”做了一些推进的工作,但不够到位,失去了很多销售机会;“老鸟”能够在看似没有机会的地方找到客户,把小客户开发成大客户。三种“鸟”我们分别称为铜牌、银牌和金牌业务员,他们的业绩差距也比较大。一般来说,80%的业务是靠20%的金牌业务员带来的。
Someone divides salespeople into three categories: businesspeople who only chatter in front of their clients and do not know who to ask questions, call them rookies, businesspeople who can ask questions but do not listen properly, Business people who can put themselves in the spotlight of the small but delicate customer concerns are called Old Birds. “Rookie” can only get some customers who can negotiate; “rookie” has done some promotion work, but not enough place, lost a lot of sales opportunities; “the old bird” can find the customer in the seemingly no opportunity , The development of small customers into large customers. Three kinds of “birds” we are called bronze, silver and gold salesman, their performance gap is relatively large. In general, 80% of the business is brought by 20% of the gold salesman.