1, making a bill-the secret of the transaction
This book is very story-telling, focusing on the progress of a project and the difficulties encountered in the process. It can be fascinating and entertaining at the same time, and it will be smooth and comfortable to read, but there are also many valuable contents, which are worth stopping and thinking about, and will not be boring if they are entrained in the story.
Suitable for people who have just started to do sales, have a basic framework to understand customer needs, and understand the whole basic process of big customer sales;
Suitable for sales veterans, and have a further understanding of understanding the deep needs of customers and tapping their needs.
2. Floating and sinking 1 and floating and sinking 2
The main line of this book is based on a story of 700 million singles, which is more about the presentation of wisdom and the expansion of the pattern. It will expand your imagination, it will continue to surprise you, it will continue to amaze you, make your heart extremely calm and peaceful, you will enjoy the elegant beauty of wisdom and enhance your confidence.
If "Floating and Sinking 1" opens a window for you, "Floating and Sinking 2" opens a door for you, an extremely wide door; "Floating and sinking 1" The open window will shine in and make your world bright. "Floating and Sinking 2" will make you feel like a light source, which can directly illuminate others and other places.
Novices are not easy to pick up, but they will dance and be at a loss;
It is most suitable for sales veterans or senior leaders, who will have a new understanding of project operation and innovate their own cognitive system and knowledge system.
3. Discover your sales ability
This is a theoretical book, which is not as vivid as the story written in China, and will arouse your admiration with the relevant characters in the story, but more importantly, there are many dry goods in this book, which is very helpful for you to build a theoretical framework and get rid of some misconceptions.
You can understand that it will help you to present the building drawings, the appearance after building, the steps of building, and the key points of closing the chain in detail before building a house, so that you can have a general direction and path in your mind, so that you can have a clear methodology.
Beginners can understand it, but it's not too profound. You can combine this book with other story books.
Most suitable for sales veterans or senior leaders, it will guide you to truly understand and treat sales as a science and art.
4. Sales Giants: Training Manual for Large Order Sales
This is a book of partial frame theory, which clearly tells you several important steps in the sales process, and at the same time introduces the details of each step in detail, some of which are redundant and some are too detailed, but it is very useful to grasp the important steps and the basic theoretical knowledge in any case.
This may be the reason why foreign sales business is different from domestic sales business, or it may be that they are better at summarizing and theoretical analysis, and regard it as a rigid science, but it also has its wonders.
From the depth and professionalism of the content, this book may be more professional than Discover Your Sales Force, that is, each step is defined as a fixed step.
Novices can read more, master important concepts and contents, and combine their own work, which will have different effects.
5. Ask questions about sales methods and win nine questions.
The reason why these two books are put together is that their methodology is the same, that is, communication skills with customers, using effective questioning and communication skills to present what customers can't express, and these are more related to needs. Establish an effective link between the requirements and your solution, express the value in the process of communicating with customers, and control the customer's expectations in an effective range, so that the value of the solution will exceed the customer's actual expectations and have different effects.
These two books can be used to train what has been mastered at present, and to be familiar with and internalized constantly. They can be used as a coach's timely feedback and correction of self-mistakes, and can also test other correct places and achievements.
Novices can read more, master important concepts and contents, and combine their own work, which will have different effects.
6. Selling bibles and brand-new sales
The reason why these two books are put together is because their purpose is to improve the thinking framework and improve the sales ability. Different starting points and emphases determine different purposes. Of course, when these materials are combined with the structure and framework of self-knowledge, everyone's gains and observation points will be different, and the content they see will be different, so the content they absorb and the degree of improvement will be different, which depends on personal cultivation and accomplishment.
For example, in the Romance of the Three Kingdoms, most readers will think that Cao Cao is a traitor and a villain, while Chairman Mao will have different views on Cao Cao and think that it plays an important role in unifying China. Some people think that Liu's loyalty attaches importance to feelings and righteousness, and some people will think that Jia Xu is the most powerful person among the three countries, and so on. Everyone's emphasis is different, and the benefits of reading the same book are different.
Novices can understand it, just check the missing and fill in the gaps;
It is most suitable for sales veterans to reflect on their current work from different angles and emphases.
7. Win or lose circle trap 1, circle trap 2, circle trap 3.
These two books are two books that challenge IQ and EQ. At the same time, they will also bring you from dreams and imagination to reality. The real reality is the law of the jungle, because they are all grabbing customers' orders. You can think of this as a zero-sum game. For example, in the case of customers, there is only one winning bidder for a relatively large project, and only the first one wins the bid in this field, and there is no second or third place. The first place gains everything, the second place and the third place have nothing. That is the reality.
In these two books, as a salesperson, you have to face both customers and competitors, and at the same time take into account the various changes in our camp, otherwise you will become a ghost under the knife and don't even know who killed you. The reason you think is not the real reason, and the result you think is not the real actual result. What you think is just what you think, not the real reason, not the real result, just a process.
These two books will bring you different sales experiences and different life insights, but most importantly, they will arouse your in-depth thinking and independent thinking, let you gain a new position, re-understand sales and life, and wish you more growth.
The above 13 book has a great influence on me. It will accompany me at every stage of sales or in difficult times, give me wisdom and strength, overcome many difficulties and move on.
From my current maturity and perspective, these books have their own limitations, because only from the perspective of sales, that is, the nutrition and knowledge structure attracted are relatively simple. With the proficiency of these contents and the rich experience later, I will feel that these books are pediatrics and there is nothing to be proud of. It doesn't matter, let's take it step by step.
In future articles, other articles with rich sales structure and knowledge will be introduced to support and improve the sales ability and thinking by 100 times.
Disclaimer: These are only helpful for 2B business, but not for other 2C business.
1Friday, October 4th, 20 19 65438