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1、业务员生存手册（Salesmansurvivalmanual）SalesmansurvivalmanualLawofexistenceLaw1:aslongasyouhaveastrongwilltodomarketing,evenifyoudonothaveanymarketingknowledgeandskills,youcansurvive.The"SurvivalGuide"attheoutsetwrotethatmanycasesofsurvival,firmandstrongwilltoovercomemanydifficulties.Nomatterwhattheprob
2、lem,the"survivalattitude"isextremelyimportant.PerformancelawLaw2:ordinarybusinessregardsthecustomerasGod,excellentsalesman,letthecustomerwhenheistheGodofwealth.Thereasonwhyacustomersellsorbuysyourproductisbecauseyoucanmaximizehisinterests.Nomatterhowcarefullyyoucareforcustomers,youmaybefarfromth
3、eneedtomaximizecustomerbenefits.Letthecustomerunderstand:(1)letyousellmyproducts,istogiveyoutheopportunitytomakemoney,Idonotgiveyouaproduct,buttogiveyouabrightfuture;(2)weeitherbecomeatrenchcomrades,orbecomerivals--willyouletmebeyourstrongtheopponent?Ifyoudon'tsellmyproduct,you'llregretit.Ifyous
4、ellanegg,thentheeggisn'tworthmuch.However,ifyouaresellinga"egg,egg"breedingcareer,aneggisworth,valuableisnottheegg,butyouruniqueperceptionoftheegg.Law3:aslongasthecustomertoselltheproduct,yourproductwillalsosell.Thetaskofasalesmanisnottosolveyourownproblem,buttosolveyourclient'sproblem-becauseth
5、ecustomerneedsyou,theenterpriseneedsyou.Ahotelownerisworriedaboutbadbusiness,awinerysalesmanjusthappenedtosell,thebossdecidedto"killaknife",overchargedintotheshopfee.Thesalesmannevertalksaboutsellingwine.Thetopichasalwaysbeenaroundthehotelbusiness.Afterlisteningtothebossgreatlyinspired,immediate
6、lysetthebanquet,consultthesalesman.Ofcourse,theproductintothehotelisnotonlysolved,butalsobecausethehotelbusinessisbooming,expandingproductsales.Whenthesalesmanaskedmehowtoselltheproducttothecustomer,Itoldhim,"aslongasyouhelpthecustomerselltheproductandmakemoney,yourproductwillbesold."."Whensomeo
7、neasksmehowIcansolvetheproblemofsellingcredit,Ialsotellhim,"aslongasyouhelpyourcustomersolvetheproblemofcreditsale,thecustomerwilltakecashintoyourgoods."."Law4:performancearisingfromtheopportunitytodotheperformance,firstlook
