Improving Sales Productivity by Motivating the Sales Force 通过激励销售团队以提升销售业绩. Analysing Your Sales Force Performance分析你销售团队的业绩. Top 20% sales people delivering 80% of your sales; or顶尖20%的销售人员为你产出80%的业绩；还是 Top 4% sales people delivering 64% of your sales?顶尖4%的销售人员为你产出64%的业绩？.
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Less than 15% of superstar salespeople succeed in management
What will be Your Advice to Salesman A, B and C?你会给业务员A、B及C什么建议呢？
What is Motivation?什么是激励？
Motive + Action动机 + 行动
Motive = Chances of Success + Amount of Effort + Expected Payoff
动机 = 成功概率 + 所需精力 + 预期回报
Why do Good Sales People Leave?
What are Some Behaviours that Winning Sales People Have that Others Don't?
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
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”
39% of a customer’s decision to buy from your company is based on the effectiveness of the sales representative
If you can march 1,000 miles and not feel tired, you will be undefeatable
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