Why Some Sales People
Succeed While Others Fail?
为何有些销售员能够成功，而
其他的却失败？
What Do Customers Expect from Sales
People? 客户对销售员有什么期望？
• Be personally accountable for customers’ results
为客户的绩效承担个人责任
• Understand customers’ business
了解客户的商
务模式
• Proactively provide advice for customers
主动为
客户提出建议
• Suggest the right solutions that solve customers’
problems 提出能解决客户困惑的有效方案
• Be easily accessible
客户能随时联系上
• Be creative in responding to customers’ needs
能为客户的需求提出有创意的解决方法
Source: HR Chally
Winning Ways of Winning Sales
People 成功销售人员的制胜法则
• They ask questions regarding their customers
problems, implications and "what will happen if those
problems are solved" 他们针对顾客所面临的问题、
问题产生的影响以及“如果那些问题能够被解决会发
生什么？”来进行提问
• They are personally accountable for customers'
results and understand customers' businesses
他们会为客户所想达到的结果负责到底，并深入
了解客户的商务情况
• They reach to ALL people who can influence over
the outcome of the sale 他们会接触、联系所有会影
响销售结果的人士
Winning Ways of Winning Sales
People 成功销售人员的制胜法则
• They match their sales process with their
customers' buying process 他们会把注意力
放在顾客的采购步骤，并将自身的销售流程
配合客户的采购步骤
• They seek to build a relationship with no
agenda first, rather than aiming the
customers' pockets everytime 他们在初
期与客户建立关系的时侯不期待任何销售结
果，而是围绕顾客自身的情况开始谈话
• They create value by providing advice and
insights to the customer 他们以提出建议、
见解的方式创造价值，而不只是一个充当
“会说话的宣传手册”
Customers DON'T Buy from People They
Like 客户不一定跟他们喜欢的人购买
They Buy from Whom They Trust
但他们会跟他们信赖的人购买
行千里而不劳者，行于无人之地也
If you can march 1,000 miles and
NOT feel tired, you are
undefeatable"
Traits of Unsuccessful Sales
People 不成功的销售人员的轨迹
• They over-promise and under-deliver 承诺过多而兑
现甚少
• They don't qualify and prioritise没有将时间投入在优
质客户身上
• They put their sales targets in the first-place, rather
than their customers' interests 将自己的销售指标，
而不是将客户的利益放在第一位
• They sell on price ALL the time 一贯以价格作为卖点
• They sell thru Guanxi ALL the time
一贯通过“关
系”作销售
• They leverage on a single customer contact within
the customers' organisation
只跟客户的一个联系
人接洽
• They lie to their customers
向客户撒谎
Why Not Build a High-Performing
Sales Team Instead?
为何不创
建一支高效销售团队？
Call Us: +86-21-62190021 or e-mail:
info@directions-consulting.com
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