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你不懂“销售”自己,还怎么谈职场发展!

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来自: 圣境 发布于: 2017-04-20 22:01:59

这么多年以来,老胡见过了形形色色的职场故事,见过了各种各样的发展轨迹;见过人的笑,也见过人的哭;见过人的春风得意,也见过人的马失前蹄。

 

排除各种外在因素暂且不谈,老胡发现,资质相似、背景相似、起点相似的职场人,最终发展的好坏,很大程度在于他是否懂得良好的“销售”观念和技巧。这并不是做业务的专属技能,而是每个人都应该掌握。

 

职场中的每一步发展,其实就是完成对自我的“销售”!


今天突然想到用销售的角度来谈谈自己对职场发展的一些看法,分享给大家。


1.  “销售”并不是教你去“忽悠”,自己要过硬!

 

有人一听“销售”就想到了舌灿莲花,口若悬河,想到了“忽悠”,其实这是最低等级的销售。我们都希望,要把自己“销售”给最好的客户,“销售”最好的价格,要“销售”之后,被“客户”所喜欢和良好地使用。


老胡听说过有个企业的干部提拔原则,在员工中传递是这样一句话:“做得了项目,写得了PPT,还要会讲自我介绍”。其实这个原则很有意思,做得了项目是指做事的能力要有,写得了PPT是有好的思维并呈现出来,会讲自我介绍就是要会展现自我,让别人明白你是个什么样的人!仔细一想,其实还真就这么回事。

 

请记住,如果你是好的“产品”,拥有好的销售技巧,是锦上添花;否则,即使有再好的销售技巧,品质不过关,最多也就是昙花一现;


2.  你“销售”的对象是谁?这取决于你的格局!


如果连客户是谁,客户在哪里都搞不清楚,“销售”也就无从谈起了。职场中有些人的目光很短浅,他眼中的“客户”就是能直接提拔自己的人,然后采用迎合的方式来对待“客户”,这种人就无法做出对整个组织有利的贡献。


而成功的人,会将所有和自己职业发展相关的人都作为自己的客户,绝不势利,有些客户虽然不一定直接给你带来“利益”,但他会帮你推介和传播。正如华为市场部有个规则是这么写的:“我们贴近客户的每一层每一级,凡是和销售流程有关的人,全面突破。我们不是势利的公司,我们要在这里拿一票,那里拿一票,加起来就是好多赞同票,即使最后那一票没有投,也没有关系。”这是任正非说的,也同样可以用到职场中的“销售”格局。


3.  产生“销售”的需要,是因为存在竞争,要有危机感!


既然存在“销售”,就是因为有竞争,要向你的客户说明你是最佳选择。老胡在销售培训课程中经常告诫学员:“不要以为你同客户关系好,客户就只接触你,事实上,客户每天还要接触很多你的竞争对手,客户永远不会没得选,因为他毕竟不是你的亲人!”


我们有些朋友,因为自己的起点高一些、上级多关注一些,就容易飘飘然。其实职场是比任何一个市场都更富有竞争性,也更具有残酷性。市场上一个订单丢掉了还可以再找个客户,或者努力再来;职场中丢掉了每一个机会的时间成本都是可怕的,即使你跳槽,时间也已经过去了,因为你的职业生涯是被限定了时间的。

 

所以,每个职场人要有危机感,要能审视自己的不足,逆水行舟,不进则退。


4.  好的“销售”不是推销卖点,而是买点,没有人喜欢“被决策”!


 所以,职场中,我们不要整天说自己会什么、能什么,要清楚组织需要什么、要求什么,并以此来优化自己的各项条件。


5.  “灰色关系”的手段不再是主流,用实力去争取!


一说起“销售”,很多人会心一笑,不就是“搞关系”吗?的确,是要搞关系,但搞法却不同。正如我们有些销售人员说自己跟客户关系很好,问他怎么证明关系好,回答多数都是:“经常和客户吃饭喝酒、打牌… …”这种方式不应该成为证明关系好的核心,因为客户也不会排斥跟别人做这些事。


用了一个象限图来说明这一点:


希望朋友们都能进入红色的象限区域,作为值得发展的“事业伙伴”!

 

总的来说,职场发展犹如做销售,要做一个有长远眼光的销售,做一个有能力的销售,也要做一个有情商的销售。

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王冰
学习互联网营销、UI、Java、Web、PHP、软件测试,请联系:584053956

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小平说销售
人生无处不销售,卖产品只是一种行为,要实现这种结果,需要具备无数的自我销售细节。

创心销售就能很好的诠释什么是销售自己!

如果不会销售自己,卖什么产品都会出问题!一个销售员基本能力就是自我销售。

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小小猫2017
说的很好啊,特别是想准备跳槽的时候,每一次面试的过程不都是在销售自己吗?之前有朋友对我说,销售应该是最会销售自己的,否则连自己都销售不出去,怎们能销售别的东西呢。好几个朋友在跳槽的过程中都发现了一个问题,想去外企,英语忘了,去一般的企业吧又不愿意,后来有一个朋友在离职后没有选择马上找下一份工作,而是利用这个时间去恶补了自己的英语,好像是在一家真人外教机构学习的,网址是这个http://www.01teacher.com/,在充分提升了自己之后终于找到了一份好工作。因此我也很认同这句话 “销售”并不是教你去“忽悠”,自己要过硬。

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雨馨
如果连客户是谁,客户在哪里都搞不清楚,“销售”也就无从谈起了。

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