实战销售（Actual sales）.doc

实战销售（Actual sales） Dragon six. Six key steps to successful sales Since 92 years to start my career in sales, but now for fourteen years. In the first eight years before the charge into the enemy ranks, Cuichengbazhai, six years in the IBM and DELL world class company dedicated to studying the marketing theory and methods of domestic and foreign top, and has been at the Tsinghua University (School of continuing education and occupation training center manager) and the North (School of Economics and management) and other institutions and all walks of life to explore the student class president sales methods, both in-depth Lenovo, China Mobile and other large NOKIA companys primary sales department, also served as training and consulting work for small and medium-sized companies in all walks of life. Ive always wanted to get my sales methods into a big case, and thats the motivation for writing it. I know that shopping malls are like battlefields, and sales are the cruelest and greatest jobs in real life. Because of the limitation of conditions, most of the sales staff are not getting enough training before they were sent to the battlefield, with their own understanding and talent in the fierce competition in the battle between winning and losing is not easy. I will sum up eight years of sales experience and six years of research experience, recorded at the end of this book, I hope to guide the fate of the people later, less detours. Demand, trust, value, price and experience are the five key elements of customer purchasing, sales team must meet the five elements to win orders, plus sales before the data collection form six key steps to sales success. Each step contains four specific actions, a total of six twenty-four strokes. First type customer analysis Type second builds trust Third type mining needs Fourth presents value Formula fifth wins the promise Chapter six follow-up service The dragon is to destroy six basic process of large customer sales, still need to wo