研究报告与观点

中文系列丛书

双赢销售:发掘隐藏需求,完成有效推荐

Wilson Learning经典丛书之一
ISBN: 9787506036733

Larry Wilson在1965年开创了顾问式销售方法。书中详细介绍了顾问式销售方法的四步法,它将帮助你与客户建立起长期的合作伙伴关系。这套方法经过上百万名销售人员的检验。他们将告诉你,若销售人员真的能将客户的需求和问题放在首要位置,就能带来巨大的变化。作为一名顾问式销售人员,你需要赢得客户的信任,为他们解决实际的业务问题,同时你的方案能为你和你的客户带来双赢的结果。

灵活应变的销售:沟通针对风格,应变赢得销售

Wilson Learning经典丛书之一
ISBN: 9787506039352

灵活应变的销售人员需要结合销售的艺术,灵活调整销售方法,以客户想要的购买方式进行销售。本书将帮助你理解自己的社交风格,和识别他人的风格。灵活应变的能力能使客户感到与你合作是舒适的,增加你的赢单机会。灵活应变是一套简单易行但强有力的方法,让你能够以客户期望的方式与他们相处。有意识地关注销售过程中的人性学,你将能更快速地获得客户下单的承诺。

社交风格手册:针对不同人群,短时间内提高情商

Wilson Learning经典丛书之一
ISBN: 9787506039116

社交风格手册提供一套经过科学验证的有效方法,让你能够不带评判的眼光、客观理解你自己及他人。当你能够了解自己的风格,并根据他人的社交风格做出调整,你们的沟通会变得更顺畅,冲突会更少,而你将拥有更大的影响力。许多用过这套方法的人说,这是一次改变生活的经历。

英文系列丛书

Win-Win Selling: The Original 4-Step Counselor Approach for Building Long-Term Relationships with Buyers

By Wilson Learning
ISBN: 9077256016

Four decades after Larry Wilson pioneered the Counselor selling approach, this book gives you the original 4-step process for building Long-Term Relationships with Buyers. A million salespeople who use the Counselor method will tell you how profoundly revolutionary and powerful it is because it puts the customer’s needs and problems first. As a Counselor seller, you become a trusted problem solver for your customers, creating a win-win situation for you, your customer, and the organization.

Versatile Selling: Adapting Your Style So Customers Say "YES!"

By Wilson Learning
ISBN: 9077256032

Versatile Selling combines the art of selling with the ability to adapt your approach in order to sell in a way that customers want to buy. This book helps people understand their own style and how to identify other people's styles. Versatility puts your customers at ease so that they feel more comfortable working with you and improves your success rate. Versatility is a powerful yet simple way to treat customers the way they want to be treated. It gets you and the customer to “Yes” sooner by leveraging the human side of the sale.

The One Minute Salesperson

By Larry Wilson & Spencer Johnson
ISBN: 0739307681

Larry Wilson and Spencer Johnson use their storytelling skills to teach principles of selling. Techniques such as preparing for and visualizing success are part of the formula, but the most valuable idea is to spend a full minute before each sales encounter focusing on what is best for the customer. Copyright © AudioFile, Portland, Maine.

Stop Selling, Start Partnering: The New Thinking About Finding and Keeping Customers

By Larry Wilson & Hersch Wilson
ISBN: 0471147419

Stop Selling, Start Partnering outlines a fresh approach to finding and keeping customers through powerful, long-lasting partnerships. Drawing on his extensive experience with companies such as Kodak, Saturn, and Baxter Healthcare, Larry Wilson shows managers, executives, and salespeople how to design and nurture "customer-keeping" organizations.

The Power of a Positive No: How to Say No and Still Get to Yes

By William Ury
ISBN: 0553804987

Based on William Ury’s celebrated Harvard University course for managers and professionals, The Power of a Positive No offers concrete advice and practical examples for saying No in virtually any situation. Whether you need to say No to your customer or your coworker, your employee or your CEO, your child or your spouse, you will find in this book the secret to saying No clearly, respectfully, and effectively.

The Social Styles Handbook: Find Your Comfort Zone and Make Your Partner, Family, Friends and Co-Workers Comfortable with You

By Wilson Learning
ISBN: 9077256040

This handbook helps you understand yourself and others in a non-judgmental, proven, productive way. When you know your own style and adapt it to others' Social Styles, communication gets easier, conflict lessens, and your influence increases. Many say it's a life changing-experience.

Getting to Yes: Negotiating Agreement Without Giving In

By William Ury & Roger Fisher
ISBN: 0140157352

Getting to Yes has sold over two million copies worldwide making it the best selling book in negotiations. It is recognized as one of the most effective and practical guides to negotiation and has helped millions of people secure win-win outcomes in constructive negotiations. This book cuts through the jargon to a few easily remembered principles that will guide you to success, no matter what the other side does.

Getting Past No: Negotiating Your Way from Confrontation to Cooperation

By William Ury
ISBN: 0553371312

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!