1, 15 ToB sales experience, a real sales expert who grew up from grassroots: Zhang Lei has always been the sales champion in the domestic new energy industry segment, and has also brought dozens of sales teams. Has rich industry experience, including textile, packaging, chemical industry, new energy, intelligent audio and video, intelligent office and so on. This time, from the first-hand experience of 15, Zhang Lei systematically sorted out more effective and easy-to-copy methods.
2, take you to do sales with the thinking of product manager: general sales focus: product introduction; Communication skills; Customer relationship. Zhang Lei is as concerned as a product manager: product planning; Demand analysis; Promote the realization of the goal. With this idea, he can let a customer who was not interested in the product directly buy an entire production line; You can also take the initiative to launch your own company's new product development and innovation and so on. The way of thinking behind this is sales wisdom with more migration value.
3. Take you to solve the seven most intractable problems in ToB sales: how to send messages to customers to improve the transaction rate? How to sell products to those who say "I don't need them"? How to quickly find the key decision makers and shorten the trading cycle? How to win customers in a weak competitive environment? How to turn new customers into long-term customers and realize continuous trading? How to coordinate internal resources and avoid internal friction? How to coordinate external resources and win big orders together?
Seven mind maps, see which one suits you at a time "Your First Mind Map Operation Book"
There are so many mind maps that almost every page has a map. All the paintings painted by the author look difficult, and she is afraid that this will scare most people who are afraid of painting. It is very intimate to teach readers how to associate how to start painting with a lot of simple exercises, especially for those who are sleepy at the sight of words. Personally, I feel that there is a lot of water and relatively little dry goods. Suitable for people who don't want to read the theory of brain memory and are a little interested in the introductory book of mind mapping.
Complete works of mind mapping
This book has a chapter on enterprise development, such as how to create an environment for employees to brainstorm freely, pay attention to creativity, and have a large number of business examples. This example is very clear. For example, there will be a situation in Toyota factory, and some machines will stop running until new production demand is generated. The author explains that this is related to which seven kinds of waste Toyota distinguishes, and makes a detailed explanation.
Personally, I feel that there is a lot of water, so I can stop watching it. There is a chapter on memory, a chapter on the importance of good health, a chapter on improving social skills, and the last chapter on learning. Although there is a thinking diagram of its method behind it, there are no steps to plan each diagram, so I can only understand it.
Business mind map
There are also many business examples and the importance of companies using mind maps. This book mentioned some business analysis methods, such as gap analysis diagram, but I didn't see the diagram. I'm not sure if it's because I read the e-book or not. If there is a guide map, then this book is still of reference value. If not, it is not recommended to waste time reading.
In contrast, in this book, the examples are illusory, such as the picture below.
Bozan learning skills
Bozan is the developer of mind mapping, and the author of your first mind mapping operation book is also his student. He has published a series of books such as Bozan Learning Skills, Starting the Brain, Mind Mapping, Fast Reading, Super Memory, Mind Mapping Practice Edition and Bozan Innovative Thinking Skills. This book combines all the elements of this theme. If you don't have time, just read it.
Every detail of the drawing guide is put forward, including the suggestion of paper and pen. The size of the words is thick and young, which is especially suitable for obsessive-compulsive perfectionists.
If you need association practice, you can look at the mind map, which contains many theories and exercises. If your first mind map operation book is an introduction, then this exercise is an advanced version, which provides some questions for you to think about. This is not too difficult, but there is a lot of room for thinking.
Mind mapping application Rubik's cube
Different from other books, this book combines existing business analysis with maps, focusing on simplicity rather than drawing, so you will find that branches are generally neat, like tables rather than a very random picture. Also introduced several mind map websites and applications, full of commercial dry goods! Whether writing a plan, making a product, doing a project, doing training, having a meeting, or even giving a speech, you can find a suitable Rubik's cube. However, there are not many suggestions on business zero foundation, because there are too many concepts, and each concept may only have a paragraph or a page, so readers may spend more time understanding these concepts.
Improving scores through mind mapping: drawing good grades
The first half explains the reasons for poor grades through stories, and the second half provides the use of mind maps in various subjects. But I didn't see the pictures (probably because of e-books), all of which were expressed in words. Personally, I think it is good overall, and there is nothing dry.
Mind mapping. Chapter 2 of commerce
Basically, it's about sales. I haven't read many books about sales, so it's not convenient to say. Generally speaking, it has little to do with maps. There are many sales examples, which provide many questions to guide customers and improve their sales skills.
Generally speaking, mind mapping is a branch of a huge discipline. In addition to how to use mind mapping, it has also developed branches applied to learning, English, business, daily life and so on. Mind mapping applies Rubik's cube, the first one needs business analysis. If you want to know more about the use of mind mapping, you can see Bozan. If you want to see examples of creativity and success, I recommend the complete set of mind maps. If you don't want to read too many words, you can read your first mind map operation book first.
How to create a first-class sales staff mind map? Mind mapping, also known as mind mapping, is an effective graphical thinking tool to express radial thinking. It is simple but extremely effective, and it is a revolutionary thinking tool. Mind mapping uses the skills of paying equal attention to graphics and texts, showing the relationship between topics at all levels with hierarchical diagrams of mutual subordination and correlation, and establishing memory links between topic keywords, images and colors. Mind mapping makes full use of the functions of the left and right brain and the laws of memory, reading and thinking to help people develop in a balanced way between science and art, logic and imagination, thus opening up the infinite potential of the human brain. Therefore, mind mapping has a powerful function of human thinking.
Mind mapping is a method to concretize radioactive thinking. We know that radioactive thinking is the natural way of thinking of the human brain. Every kind of information that enters the brain, whether it is feelings, memories or ideas-including words, numbers, symbols, aroma, food, lines, colors, images, rhythms, notes and so on. -It can become a thinking center, from which thousands of joint points radiate, each joint point represents a link with the central theme, and each joint point represents a link with the central theme. Then thousands of joints spread out, showing a radioactive three-dimensional structure, and the connection of these joints can be regarded as your memory, which is your personal database.
First, appearance: dress for success.
1, the professional package is the "first investment".
2. Imagine what "the makeup of a successful person in your mind" looks like.
Second, thinking will affect actions-actions will affect emotions.
You have a subconscious.
2. You have potential.
3. Success only depends on choosing the right habits.
Third, the confidence of experts:
Smile and look into each other's eyes.
Tell each other loudly (no matter who! I am an expert, and I will teach you the correct method.
Four, the target training method:
Let's see what benefits you will get from this business.
Five, speech ability training:
Use your subconscious.
List the topics you are interested in.
Write your questions on a piece of paper, draw lots at random, and then make an impromptu speech.
-syllogism speech: a, what to say? RB tells stories, rC says what.
Correct posture, speech and expression immediately.
Sixth, the definition of success:
Achieve goals, enjoy the process and make contributions to society.
Success can be imitated, success can be copied, and do it according to the belief of the winner.
Winners have: good mentality, excellent ability and skills, and practice 1000 times a day.
Hope is despair. Want to succeed = not succeed. Be sure to succeed = success
Practice hard: practice skills, practice ability r practice skillfully: practice attitude, practice mind.
Seven, how to plan: seize the biggest trend.
Actions lead to results, but only the right actions and all-out actions will lead to the right results (success).
Eight, champion is a habit.
1, sales champion: punch in, make more demands.
2. Be positive but don't be impatient, and think accurately.
3. Ask yourself two questions: 1. What did I learn today? 2. How can I do better tomorrow?
4. Great achievements are the accumulation of small achievements.
Success means every link is successful, and the champion is strict with everything.
6, sales champion: heavy credit, keep promise.
7, sales champion: charge from the front and pursue victory.
8, sales champion: heavy credit, keep promise.
9. The sales champion starts with visiting 20 customers every day.
10, there is no excuse for the sales champion.
1 1. Sales champions never underestimate their competitors.
12, the champion who succeeds continuously is the truly great champion.
13, don't treat the people around you as opponents, but treat the world champions as opponents.
14, you will grow under pressure. The champion took the initiative to challenge the pressure.
Nine, no one is born to jump high, the method is learned the day after tomorrow.
1, people should be confident, but not arrogant.
2. Billionaires start with 100 yuan, and 100 yuan starts with exchanging business cards and establishing customer files.
3, insist on innovation, so that you can enter the field with the least competition.
4. Write in black and white: "10 What I can do better"?
X. Action comes from vitality.
1, failure (loss) does not matter, the key is review, and active review is the mother of success.
2. Manage potential customers.
3. Top salesmen sell their attitudes.
There is nothing wrong with my life except my attitude.
5. Attitude is a choice, and you can make a choice.
You must take the initiative to compete with all the masters in the world. Success is a choice. Champion is a choice.
The first decision to become a champion (a top figure in all industries): make up your mind.
1, make up your mind = cut off all retreat!
There are only two kinds of people: one is the upper class (people who aim at the first) and the other is the lower class.
When a person makes up his mind, his subconscious can provide unlimited energy.
The sales champion doesn't care about the indifference of others. The first place does not entertain ordinary people, but only cooperates or competes with first-class people.
5. Champion influences others positively, and also influences others to become champions.
6. The sales champion is not an individual, but a team that has team spirit and supports each other. Lead the team to become a champion.
The key to becoming a sales champion is to have strong motivation (with good reasons).
1, success is a psychological game, constantly giving yourself reasons to work harder.
2, stronger motivation (this year! ! This month! ! ! )
3. Motive examples: buy a computer for my daughter, buy a set of teaching materials for my son, open a small shop for my wife, and provide better training for enterprises.
Thirteen, two ways to convince anyone:
Give him pain (what's the pain of not selling products)
Give him happiness.
Fourteen, the quality of the champion:
cordial
Be down-to-earth.
Modest learning attitude
Good character, good character
Keep a grateful heart.
Good image
Rich knowledge
Never give up (everything is successful, because you won't stop until you succeed)
Brian's Song
Always walk a mile more than others.
Fifteen, the champion is born from constant "learning" and "practice".
1. A great player had a great coach before him.
2. Successful coaches will pass on the habits of success to failed members.
Let yourself succeed first, then you can teach others how to succeed.
4. Have the image of a successful person.
5. Try your best to work harder than others!
Sixteen, the sales champion is visiting big customers, and he has more courage and courage than others.
1. Visit the bosses of listed companies
2. Visit top companies.
What most people lack is courage.
The champion always visits the key people, first of all, the assistant of the key people.
Telephone visit is the fastest means of transportation, including door-to-door visit and letter visit.
Examples of key skills for telephone calls:
"I have important data to send to the boss. May I know your name? "
(to the secretary) "I have something personal with my boss".
I can improve the performance of your enterprise.
I can give a lecture for your enterprise for free.
17. Beliefs of successful people:
1. If I can't, I must. I will if I have to.
Everything that happens to me must have its purpose and help me.
3. The past is not equal to the future.
A friend who is strict with you is a true friend.
The manager should pay attention to how his employees behave correctly. Every private effort will have multiple returns and appear in front of the public.
6. When you get off work, it's time to surpass others, and when others stop visiting customers, it's time to act.
7. I acted immediately because I was in pain.
8. Higher wisdom comes from effort and practice. Please work harder than Jordan in order to succeed.
If you don't get what you want, you will get better.
10, the winner will not see it until he believes it. Losers see first, then believe.
1 1. The universe is round, the universe is balanced, the universe is black and white, and cause and effect are accompanied. Without experience and hard work, you can gain anything.
12, the difference in grades is only in yourself, and you are responsible for your grades 100%.
13, to change things, you must first change yourself. To make things better, make yourself better first. He who cannot change himself can change nothing.
14. If the result is wrong, then your behavior is wrong and your thought is wrong: thought-behavior-result.
Eighteen, one-time winning method:
1. One-time sales transaction method: You absolutely believe in your product or service, and you don't have to explain too much to your customers. You just need to ask customers to buy, trade and join immediately. (also known as "5-minute closing method").
2, physical training (wind, explosive action).
A good coach should correct his mistakes at the first time.
4, champion salesman, take the initiative to establish interpersonal relationships, take the initiative to request, take the initiative to sign the contract.
5. The initiative person will master everything.
6. Take the initiative in everything. I don't believe there will be any gains from being passive.
Nineteen, the five steps of learning:
Preliminary understanding, repetition is the mother of learning, start to use, achieve mastery, and then strengthen.
Memory: segmented memory.
Twenty, why do I want to become a sales champion: looking for all motives-
1, daughter buys a computer 2, son buys a set of books 3, wife opens a shop 4, parents save money 5, runs a business 6, buys a bigger house 7, buys cars and clothes they like 8, takes the whole family on a trip 9, publishes a book 10, publishes a book for daughter 1 1, and builds it for daughter. Buy favorite books 15, invest in the establishment of high-tech enterprises 16, let parents travel 17, travel abroad 18, invest in their son's future 19, and pay off their debt of gratitude 20, so that they have more time to ponder over the meaning of life 2/kloc-0. Banquet the villagers. Buy a big color TV for grandma. Have time to write love poems. Have fun at work. Help yourself to fruit. Subscribe to many newspapers and provide them to others for free. Reward 29 rural hope primary schools. Help the self-reliant disabled. Cultivate orphans.
Twenty-one, eager to achieve 10 life goals.
Be president
┠ Successfully established a sustainable development enterprise.
Run a free-thinking university.
Research philosophy
Create excellent paintings
Poetry
Write a book that teaches people how to communicate.
Children are successful, families are prosperous, parents spend their old age peacefully, and husband and wife are loving and harmonious.
22. To this end, I would like to:
Exercise 10 minutes or more every day, don't be greedy, don't pay attention to diet, go to bed late and get up early, and live a simple life.
Never accept bribes or have sex.
Don't blame your wife, don't contradict your parents, treat everyone equally and spend more time with your family every day.
Make more than 10 calls every day, and sit still for more than 10 minutes every day to meditate on the future.
Practice speaking (reciting) 10 minutes or more every day, and clean the family hygiene 10 minutes or more every day.
Never harm the interests of the unit because of individuals. Say hello to every colleague every day and communicate with each other.
Read more than 10 minutes every day.
Twenty-three, super training mode:
1, host introduction 2, lecturer teaching 3, VCD playing 4, group dance (led by people)
Twenty-four, change yourself:
1. Make up your mind to be number one in the world, and use your skills and creativity.
2. First-class people do first-class things.
3. Look at people and see the results.
4. Income will not deceive people.
5. Values-what is important to me-what do you think is the most important to you. For example, happiness, safety and travel.
6. Potential-cause-action-belief-cause-result.
7. Any champion always believes in his own ability first.
Advantage of mind map in sales proces
The application of mind map in sales, if you change your name, mind map will make you a sales champion or sales expert, and it is estimated that it will attract many people's attention within a certain day. For those salespeople who have just entered the business or just started, there must be great temptation. For those who are already doing sales and looking for a breakthrough, it is estimated that it will also have a great impact on their own hearts.
But I'm very sorry, I'm not a professional salesman or a sales expert. I know little about sales skills. I am just a person who knows how to use our brains to communicate with customers more effectively, understand the psychology and needs of customers, integrate these resources and give full play to their greatest advantages. Besides, I don't have any special skills. I'm not a sales expert, and I don't know any more sales skills. What I can do is how to use the brain's thinking tool-mind map, and how to combine it with our sales link more effectively. How to use our brains scientifically and efficiently for better customer and sales management.
1. Use mind map to analyze the market and competitors, find out your biggest buying point, and what is the effective value you can provide to customers?
2, customer management, using mind map to do customer service sharing, customer demand management, customer purchase records and other services.
3. The scheme formulation does not need a lot of words, only one or two simple pictures are needed, and the scheme can be displayed in front of customers very clearly and intuitively, and the corresponding adjustment or even re-planning can be made quickly and conveniently in communication with customers.
4. Product introduction, product functions, features, specifications and materials, comparison, a guide map clearly shows, and the regulations are clear and vivid.
5. Grasp the key points of sales. In the process of communicating with customers, grasp the needs of customers in time, cut in quickly, and accurately grasp the sales opportunity.
6, whole brain sales, left brain text plus logic, right brain image plus emotion, the only tool that can get through Ren Mai sales and Unicom whole brain sales.
7, market planning management, do not need a lot of written reports, cumbersome data management, take up a lot of time of invalid meetings, simple, a few charts, showing the overall market strategy and development planning, at a glance.
All the above contents can be used as the training theme when training the sales team. Through team brainstorming, collective drawing, mind map display and sharing, and final comments, the effect of training courses can be enhanced, but the most important point is the application in practical work, continuous exploration and innovation.
Make marketing plan with mind map
In order to popularize these graphical thinking tools, it is best to design them into modules such as marketing, R&D, management training, etc.: For these tasks that every company can't do without, what benefits can be gained by using new tools; How to use these people in different positions. It's nothing if you just learn a new tool, but different positions know how to use this new tool to double their work performance, which means different things.
Take mind mapping as an example. Bozan's book Mind Mapping says that mind mapping is a major tool in marketing! (Need to collect some domestic application cases. It seems that marketers don't use it much. The above picture was copied in Chinese according to the illustrations in the book. The author of the picture is NigelTemple, a British marketing consultant. My understanding of the function of this picture is to give a template for thinking and checking, so as to systematically take care of every customer's marketing needs. Including:
The product range that the customer wants to market;
Customer's business and marketing objectives;
The main information that customers want to convey to the public media;
The use of different media;
Short-term, medium-term and long-term goals, etc.
Use a page to present a thinking frame, see more comprehensively and think more thoughtfully. When brainstorming, rich ideas can also be arranged more orderly.
Guess you like:
1. 8th grade's historical mind map.
2. The role of mind mapping in enterprise training
3. How to make mind maps more specific and practical?
4. Start with a small mind map.
5. Senior one political compulsory one mind map
6. What are the functions of mind mapping?
7. Advantages and disadvantages of mind mapping