A WORD FROM Author作者有話說
difficult is it to learn how to sell like a true professional, and then
go out and excel on the job every day? A lot of salespeople don’t
achieve the first goal, much less the second, in their entire careers.
how difficult would it be for every customer-contact person in your
company to learn how to communicate in a way that increases customer
loyalty in every customer interaction, every day?
Sounds even more daunting, right? Well, it actually doesn’t have to be very hard. Let me explain.
We are committed to your professional success.
Author of Action Selling行動銷售作者
HOW HARD DOES BUILDING LOYALTY HAVE TO BE ?
sales training can teach you how to make more sales. Great sales
training teaches you how to create more customers who are fiercely loyal
to you and your company.
same principle applies to training that teaches any customer-contact
people—service reps, technicians, marketers—how to communicate with
customers in a way that builds stronger relationships.
the issue is sales or customer communications, genuinely great training
should produce lasting loyalty gains over a long period of time.
Customer loyalty should just keep on growing—a snowball effect. For that
to happen, the training somehow has to enable ordinary employees to
become extraordinary. And for that to happen, the training has to impart
knowledge and skills that can be used every day by average people in
the real world.
training is going to impart such skills, the sales and/or communication
system being taught must be, a) easy to learn and, b) practical and
flexible enough to use on the job every day.
all due modesty, I happen to know of a great sales system that also
works as a great customer-communication system. It is practical,
flexible, and easy to learn. That very point is made in a LinkedIn
message I received recently from Justin Kurtz, an interactive print
consultant at Mines and Pines, a publishing company in Grand Rapids,
Minn. “I want to share with you just how wonderful Action Selling is,”
Kurtz writes. “I live by the steps every day. I have been the top
performer at every business I’ve worked at because of Action Selling. If
only other people could realize how easy it is! Thank you.”
盡管如此，我恰好知道一個偉大的銷售系統，它也可以作為一個偉大的客戶溝通系統。它實用、靈活且易于學習。我最近從明尼蘇達州大急流城的出版公司Mines and Pines的互動印刷顧問Justin
ALL IT TAKES IS A FEW GREAT SKILLS.One
reason why Action Selling is so easy to grasp, learn, and apply is
because the training does not waste time and energy trying to teach
dozens of skills or loads of forgettable information. Instead it focuses
on Five Critical Skills that research has shown to be the biggest
contributors to sales success. Those skills are practical and flexible
enough to apply every day, with any customer.
five skills (such as Asking the Best Questions and setting Commitment
Objectives) ultimately aim at building stronger relationships and
earning loyalty from customers. All five are useful not only for
salespeople on formal sales calls but in any customer-contact situation.
With a few minor changes in terminology and emphasis, the expertly
designed training programs that teach Action Selling to salespeople in
an easy-to-learn way can serve equally well to turn any customer-contact
people into Customer Relationship Professionals (CRPs).
new program, Customer Relationship Professional, has been created to do
exactly that. What do CRPs do that ordinary customer-contact people
don’t? They generate loyalty. In every customer interaction. Every day.
can Action Selling merge selling skills with customer-relationship
skills in a useful, productive, and “everyday” way? Because it is based
on the best-documented sales-and-communication process in the training
industry. The system corresponds to a proven decision-making process
that every customer follows. Action Selling teaches skills that really
work in the real world. Therefore, people who learn it actually practice
it. Every day.
What happens when you practice something every day? It gets easy.
? 近期公開課:?? 6月27-28日 深圳? 科特勒學院專注企業營銷銷售培訓