名言一：關(guān)于銷(xiāo)售態(tài)度
But if he didn't have time for the customers, what did he have time for?
如果他沒(méi)有時(shí)間服務(wù)客戶(hù)，他還有時(shí)間干什么？
James A. DeSena: The 10 Immutable Laws of Power Selling
名言二：不同目標(biāo)的關(guān)注點(diǎn)
1. For the purchasing agent, it tends to be price.
采購(gòu)關(guān)心（你的）產(chǎn)品的價(jià)格；
2. For the user, it tends to be performance.
使用者關(guān)心產(chǎn)品的性能；
3. For the executive, it tends to be profit.
經(jīng)理關(guān)心產(chǎn)品能給他帶來(lái)的利潤(rùn)；
James A. DeSena: The 10 Immutable Laws of Power Selling
名言三：業(yè)務(wù)增長(zhǎng)辦法
There Are Just Three Ways to Grow a Business
只有三個(gè)辦法來(lái)增長(zhǎng)你的業(yè)務(wù)
You can find new customers, or…you can have your current customers buy more frequently from you…or…you can give your current customers more opportunities to increase the size of the purchases they make.
1、尋找新客戶(hù)；
2、讓客戶(hù)更多次地購(gòu)買(mǎi)；
3、讓客戶(hù)買(mǎi)更多的東西；
Jay Abraham: 21 Power Principles of Business Builders Who Get Rich
名言四：如何講故事
1. First, say something that gets the prospect’s attention.
首先，要有能抓住客戶(hù)的注意力的開(kāi)場(chǎng)白；
2. Second, tell the reader/listener/viewer why he or she should be interested in what you have to say.
第二，告訴聽(tīng)眾為什么他們應(yīng)該對(duì)你要講的故事感興趣；
3. Third, tell them why they should believe that what you say is true.
第三，告訴他們?yōu)槭裁此麄儜?yīng)該相信你說(shuō)的是真的；
4. Fourth, prove that it’s true.
第四，證明這是真的；
5. Fifth, list all the benefits of your product or service.
第五，列舉出你產(chǎn)品或服務(wù)對(duì)客戶(hù)的所有好處；
6. Sixth, tell the reader/listener/viewer how to order.
第六，告訴聽(tīng)眾怎么來(lái)訂購(gòu)你的產(chǎn)品；
7. Seventh, ask them to order right away.
第七，請(qǐng)他們立即行動(dòng)，馬上購(gòu)買(mǎi)；
Jay Abraham: 21 Power Principles of Business Builders Who Get Rich
（原創(chuàng)翻譯）
