Biblia de las ventas

Libros de Gerencia Resumidos

La biblia de las ventas
El mejor recurso de ventas
por Jeffrey Gitomer

RESUMEN EJECUTIVO
El mercado está repleto de textos sobre cómo triunfar en el área de las ventas. Así que uno se podría preguntar para qué otro libro sobre la materia. La respuesta es muy sencilla: porque los tiempos cambian y las reglas que servían antes no sirven ahora. En el presentetexto, el autor nos ofrece una amplia lista de consejos, máximas y reglas relacionadas con las tres áreas propias de las ventas: iniciación, mantenimiento y cierre. Entre los temas tratados están: humor, llamadas no solicitadas, presentaciones, objeciones, entre otros.

2. Compita sobre la base de las relaciones no del precio. Fortalezca sus relaciones. 3. Entrene. Mantenga un presupuesto deeducación. 4. Asegúrese de que es el mejor en lo que hace. 5. Cree interrelaciones como nunca lo ha hecho antes. 6. Procure volverse notable en su comunidad (líder, voluntario, hágase un nombre). 7. Déle a su cliente información que no pueda conseguir en ningún otro lugar (no sólo sobre su producto o compañía sino sobre cualquier cosa). 8. Su reputación es todo lo que sabe la gente de usted. Sáquelebrillo. 9. Tome sus decisiones pensando en lo que quiere llegar a ser no en su comisión. 10. La gente compra incluso durante las recesiones económicas. Busque la manera de resolver el problema, en lugar de lamentarse por la situación. 11. Lea sobre la personalidad. Lea todos los días. Lea Huevos verdes y tomate del Dr. Seuss. 12. Invierta en usted mismo. Desarrolle una buena personalidad, asistaa eventos, estreche sus relaciones. No deje de invertir en usted. 13. Procure ser diferente, memorable, impresionante. 14. Invierta en Internet. Úsela. 15. Practique, estudie y cultive la creatividad. 16. Aprenda del rechazo. Haga más llamadas no solicitadas y practique diversos modos de lidiar con un “no”. Pronto encontrará el modo de convertir ese “no” en un “si”. 17. Levántese temprano yacuéstese tarde. Trabaje mientras el mundo duerme. 18. Sea una persona mañanera. Su mente trabajará mejor y sus pensamientos serán más agudos. 19. Fuera del trabajo, invierta tiempo en mejorar personalmente. 20. Ponga sus objetivos a la vista, recuérdelos a diario un par de veces y concéntrese en los mismos.

¿Por qué otro libro de ventas?
Hay abundantes libros sobre el tema de las ventas. ¿Por quéotro? En pocas palabras, porque el mercado ha cambiado. Las viejas reglas de ventas ya no funcionan. Las nuevas reglas de ventas suponen que conozcamos y dominemos las viejas reglas, pero que las utilicemos de un nuevo modo. Al igual que con la ropa, el estilo al vender cambia. Las nuevas reglas son: 1. Venda lo que desee o requiera el cliente, no lo que tenga. 2. Sea personal; recopile toda lainformación que pueda sobre su cliente y úsela. 3. Sea amigable porque a las personas les gusta comprarle a un amigo; no confían en los vendedores. 4. Compita sobre la base de relaciones vigorosas. 5. Busque cosas que usted y su cliente tengan en común (deportes, familia, golf) y aproveche estas conexiones. 6. Gánese la confianza de sus clientes. 7. Pásela bien y tenga un buen sentido del humor.8. Nunca dé la impresión de estar tratando de vender algo.

Tiempos difíciles
Practique a diario cada uno de los siguientes principios. Son particularmente importantes en los malos momentos económicos: 1. La competencia está tratando de llegar a sus clientes, así que protéjalos.

Resumido.com selecciona, traduce y resume los mejores libros de gerencia, para promocionar la lectura del tema enIbero América. En menos de 30 minutos nuestros clientes pueden captar las ideas principales de un libro y decidir si lo leen completo. Para mas información visite: www.resumido.com

La biblia de las ventas 2 21. Planifique una serie de pequeños pasos diarios para llegar a su gran objetivo. 22. Válgase de su dinero y su tiempo. Apueste a usted mismo y haga todo lo posible por lograr un buen…

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