…everyone to buy your product or service but to diagnose their needs and only engage with firms that will benefit. For larger deals you "sell with your ears" as much as you talk. I find Neil Rackham's "Spin Selling" very useful. Peter Cohan's "Great Demo" embeds a lot of discovery advice and suggests that a good demo is really a conversation driven by mutual curiosity about customer needs and software capabilities.…
这里给出的建议很不错——ToB 企业销售有时真的……挺耐人寻味的……关于大额客单销售，我读过最好的一本书是尼尔·雷克汉姆的《SPIN销售法》（SPIN Selling）。工程师们肯定会喜欢它（而且篇幅不长！）。基本上，你是按照以下流程去卖百万美元级的计算机系统的：>> (S) 现状（Situation）——他们目前是怎么做的？>> (P) 问题（Problem）——……
Good tips here--enterprise sales can be... interesting... Best book I've ever read on selling big ticket items: SPIN Selling by Neil Rackham. Engineers would love it (and it's short!) Basically, you sell million dollar computer systems with the following process: >> (S)ituation -- what are they doing now? >> (P)roblem --…
……没有按特定顺序排列。我主要是听有声书或 mp3 版本，这样我就可以边做别的事边听。它们大部分都有可操作的步骤，不只是在纸上谈兵空谈高大上的概念。a. 尼尔·雷克汉姆的《SPIN销售法》（Spin Selling） b. 诺亚·戈斯坦、史蒂夫·马丁和罗伯特·西奥迪尼合著的《细节：如何轻松影响他人》（50 Scientifically Proven Ways to Be Persuasive） c. 吉恩·贝德尔的《三步达成共识》（Three Steps to Yes）；- 只有纸质版，没有音频 d. 《让创意更有黏性》（Made to Stick）：……
…listed in any particular order. I mostly listen to the audio or mp3 versions, that way i can just play them as i do other things. Most of them have actionable steps and are not just high level talk. a. Spin Selling by Neil Rackham b. 50 ScientificallyWays to Be Persuasive by Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini c. Three Steps to Yes by Gene Bedell; -Only print, no audio d. Made to Stick:…
…low. If you're working with larger lists (personally or for clients), it might not be the best solution, but for beginning freelance web dev and design, it should be fine. # Books You Should Read * Spin Selling: http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/007051113... This is the best book on selling you'll ever read. It's targeted to people working with larger organizations, but the sales strategies…
…it. Find the customers who see their problem clearly, and why your specific solution takes care of their needs better than anything else, an concentrate your efforts on them. Also, if you haven't read SPIN Selling by Neil Rackham, consider doing so when you get some time. Good luck!
* 雷克汉姆的《SPIN销售法》（SPIN Selling） * 吉托默的《销售圣经》（The Sales Bible） * 帕里内洛的《卖给VITO顶级决策者》（Selling to VITO） * 布赖恩·卡罗尔的《复杂销售中的潜在客户挖掘》（Lead Generation for the Complex Sale） * http://www.marketingsherpa.com/ * http://blog.startwithalead.com/weblog/……
* SPIN Selling by Rackman * The Sales Bible by Gitomer * Selling to VITO by Parinello * Lead Generation for the Complex Sale by Brian Carroll * http://www.marketingsherpa.com/ * http://blog.startwithalead.com/weblog/…
……说服所有人买你的产品或服务，而是去诊断他们的需求，并且只和能从中受益的公司打交道。对于大单子，你“用耳朵销售”（倾听）的功夫得跟动嘴皮子一样多。我觉得尼尔·雷克汉姆（Neil Rackham）的《SPIN销售法》（Spin Selling）非常管用。彼得·科汉（Peter Cohan）的《极简演示》（Great Demo）融入了大量需求挖掘（discovery）方面的建议，并指出一个好的 demo 本质上是一场对话，由双方对客户需求和软件能力的共同好奇心所驱动。……
…everyone to buy your product or service but to diagnose their needs and only engage with firms that will benefit. For larger deals you "sell with your ears" as much as you talk. I find Neil Rackham's "Spin Selling" very useful. Peter Cohan's "Great Demo" embeds a lot of discovery advice and suggests that a good demo is really a conversation driven by mutual curiosity about customer needs and software capabilities.…
这里给出的建议很不错——ToB 企业销售有时真的……挺耐人寻味的……关于大额客单销售，我读过最好的一本书是尼尔·雷克汉姆的《SPIN销售法》（SPIN Selling）。工程师们肯定会喜欢它（而且篇幅不长！）。基本上，你是按照以下流程去卖百万美元级的计算机系统的：>> (S) 现状（Situation）——他们目前是怎么做的？>> (P) 问题（Problem）——……
Good tips here--enterprise sales can be... interesting... Best book I've ever read on selling big ticket items: SPIN Selling by Neil Rackham. Engineers would love it (and it's short!) Basically, you sell million dollar computer systems with the following process: >> (S)ituation -- what are they doing now? >> (P)roblem --…
……没有按特定顺序排列。我主要是听有声书或 mp3 版本，这样我就可以边做别的事边听。它们大部分都有可操作的步骤，不只是在纸上谈兵空谈高大上的概念。a. 尼尔·雷克汉姆的《SPIN销售法》（Spin Selling） b. 诺亚·戈斯坦、史蒂夫·马丁和罗伯特·西奥迪尼合著的《细节：如何轻松影响他人》（50 Scientifically Proven Ways to Be Persuasive） c. 吉恩·贝德尔的《三步达成共识》（Three Steps to Yes）；- 只有纸质版，没有音频 d. 《让创意更有黏性》（Made to Stick）：……
…listed in any particular order. I mostly listen to the audio or mp3 versions, that way i can just play them as i do other things. Most of them have actionable steps and are not just high level talk. a. Spin Selling by Neil Rackham b. 50 ScientificallyWays to Be Persuasive by Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini c. Three Steps to Yes by Gene Bedell; -Only print, no audio d. Made to Stick:…
……偏低。如果你要处理规模更大的名单列表（无论是为你自己还是为客户），它可能不是最佳方案，但对于刚起步做自由职业网页开发和设计的人来说，应该足够了。# 你必读的书目 * 《SPIN销售法》（Spin Selling）：http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/007051113... 这是你读过的最好的一本销售书籍。它的受众是那些与大机构打交道的人，但书中的销售策略……
…low. If you're working with larger lists (personally or for clients), it might not be the best solution, but for beginning freelance web dev and design, it should be fine. # Books You Should Read * Spin Selling: http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/007051113... This is the best book on selling you'll ever read. It's targeted to people working with larger organizations, but the sales strategies…
……它。找到那些清楚自身痛点、并且明白为什么你的特定解决方案比其他任何东西都能更好地满足其需求的客户，然后把精力集中在他们身上。另外，如果你还没读过尼尔·雷克汉姆的《SPIN销售法》（SPIN Selling），有空的时候不妨去读读。祝你好运！
…it. Find the customers who see their problem clearly, and why your specific solution takes care of their needs better than anything else, an concentrate your efforts on them. Also, if you haven't read SPIN Selling by Neil Rackham, consider doing so when you get some time. Good luck!
* 雷克汉姆的《SPIN销售法》（SPIN Selling） * 吉托默的《销售圣经》（The Sales Bible） * 帕里内洛的《卖给VITO顶级决策者》（Selling to VITO） * 布赖恩·卡罗尔的《复杂销售中的潜在客户挖掘》（Lead Generation for the Complex Sale） * http://www.marketingsherpa.com/ * http://blog.startwithalead.com/weblog/……
* SPIN Selling by Rackman * The Sales Bible by Gitomer * Selling to VITO by Parinello * Lead Generation for the Complex Sale by Brian Carroll * http://www.marketingsherpa.com/ * http://blog.startwithalead.com/weblog/…