tailieunhanh - No Lie—Truth Is the Ultimate Sales Tool phần 3

Đó là một nhút nhát,Bản quyền © năm 2004 của Barry Maher. Tất cả các quyền. Sản xuất tại Hoa Kỳ. Trừ khi được cho phép theo Đạo luật Bản quyền Hoa Kỳ năm 1976, không có phần nào của ấn phẩm này có thể được sao chép hoặc phân phối dưới bất kỳ hình thức nào hoặc bằng bất cứ phương tiện nào, | You Are Your Most Important Customer 29 the salesperson who appears to make sense than from anyone they consider a great salesperson. Most great salespeople are great they make a lot of sense because they understand that the first the most important and the most difficult prospect they need to sell is themselves. Getting Convicted Like me when I was one of the boys in the neighborhood are you trying to sell something to your customers that you re not entirely sold on yourself As I said earlier as salespeople far too many of us are not as sold on our products and services as we believe we must appear to be in order to convince our prospects to buy. Far too often what we wish were true about our products and services sometimes even what we say or at least imply about them fails to match up with what we ve discovered to be true. And if you re not sold on what you re selling your sales presentations are never going to ring entirely true you re never going to tap into the power that comes from genuine conviction. But how do you become a true believer in a product that just might not be the best product of its kind in the marketplace How do you sell that product to yourself when better than anyone else you know every scar every imperfection every negative about it You can t do it by ignoring those negatives. You can t do it by pretending they don t exist. You can t do it at least not in the long term by deluding or kidding yourself. But you can do it if you can honestly turn those negatives into positives turn those 30 No Lie Truth Is the Ultimate Sales Tool drawbacks into selling points and even bragging points. You can do it if you can honestly make the skeleton dance for yourself. Which brings us to the Skeleton Protocol. Indroducing the Skeleton Protocol The Skeleton Protocol is the easiest most systematic way I know to make the skeleton dance whatever that skeleton might be. It will help you reach a more thorough understanding of whatever you might be selling. It .