1.销售人员的等级
一流推销员——卖自己；二流推销员——卖服务；三流推销员——卖产品；四流推销员——卖价格。
取众人之长，才能长于众人，顾客是最好的老师，同行是最好的榜样，市场是最好的学堂。
2.你的选择大于努力十倍
选对池塘才能钓大鱼，顾客的品质一定要好。如果你为穷人服务，你将变得越来越穷；你可以把自己定位为珠宝店老板，也可以把自己定位为收破铜烂铁的小贩；你服务十个破铜烂铁不如服务一颗钻石。
信赖感大于实力，有价值的才是最好的，销售的97%都在建立信赖感，3%在成；
一定要给顾客讲有含金量的东西，一定要学会创造价值，为顾客创造他需要的价值。
3.销售最大的敌人是谁？
不是提成多少，不是升职，不是增加了炫耀的资本，不是完成任务，不是对手，不是价格太高，不是拒绝你的客户，不是公司制度，不是产品不好，最大的敌人是：你的抱怨！你的借口！你的懒惰！
4.天上不会掉钱，要赚钱找顾客拿
销售人员要永远问自己的三个问题：
我为什么值得别人帮助？顾客为什么要帮我转介绍？顾客为什么向我买单？
天上不会掉钱，要赚钱找顾客拿。买和不买永远不是价格的问题，而是价值的问题。要不断的向顾客塑造产品的价值。
5.拒绝是成交的开始
拒绝是成交的开始，销售就是零存整取的游戏，顾客每一次的拒绝都是在为你存钱。
6.六个方面
要从信任、观点、故事、利益、损失、利他六个方面，创造让顾客不可思议、不可抗拒的营销方案。
当你学会了销售和收钱，你才是销售的入门，但是，更重要的是你会——服务！做到这三点，你不想成功都难！
1. Level of sales staff
First rate salesmen sell themselves; second rate salesmen sell services; third rate salesmen sell products; fourth rate salesmen sell prices.
Customers are the best teachers, peers are the best examples, and the market is the best school.
Your choice is ten times greater than your effort
Choose the right pond to catch big fish, the quality of customers must be better. If you serve the poor, you will become poorer and poorer; you can position yourself as the owner of a jewelry store, or as a peddler of scrap metal; you can serve ten scrap metal better than one diamond.
Trust is greater than strength, valuable is the best, 97% of sales are in the establishment of trust, 3% in success;
We must tell our customers something valuable and learn to create value for them.
3. Who is the biggest enemy of sales?
It's not the Commission, it's not the promotion, it's not the increase of flaunting capital, it's not the completion of the task, it's not the opponent, it's not the high price, it's not the rejection of your customers, it's not the company's system, it's not the bad product, the biggest enemy is your complaint! Your excuse! Your laziness!
4. Money won't fall from the sky. You need to find customers to make money
Three questions that salespeople should always ask themselves:
Why am I worth helping? Why do customers want to introduce me? Why do customers pay me?
There is no money in the sky. We need to find customers to make money. Buying or not is never a matter of price, but of value. The value of products should be continuously shaped from customers.
5. Refusal is the beginning of the deal
Rejection is the beginning of a deal. Sales is a game of saving and withdrawing. Every rejection of customers is saving money for you.
6. Six aspects
We should create an incredible and irresistible marketing plan from six aspects: trust, viewpoint, story, benefit, loss and altruism.
When you learn to sell and collect money, you are the beginning of sales, but more importantly, you will serve! Do these three points, you do not want to succeed!
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