口才差就做唔到 Top Sales？揭開世界一流銷售必備的『2大態度+3大功夫』｜MEDDIC世界一流的銷售技術【東哥說故事】

全球大企業使用並驗證超過30年，
　　最實用、有效的業務開發工具MEDDIC，
　　華文世界第一本專書，終於上市！
 
　　25年來成功銷售的客戶超過1,000家公司，
　　上市企業客戶超過上百家的范大，
　　親自實戰解說，各界銷售菁英一致好評！
 
　　絕對成交關鍵6問 ╳ MEDDIC概念解析與實戰應用
　　助你找到客戶的痛點、找對窗口和決策者、掌握訂單決策流程，
　　取得銷售主導權，賣什麼都成功！
 
　　在銷售過程中，你最常遇到的狀況是什麼？
　　‧面對新客戶不知道要講什麼，也不知如何讓老客戶持續回購。
　　‧每筆訂單成交金額太小，老是拿不到績效獎金。
　　‧前期和窗口溝通都很順利，最後往往被他的上司駁回。
　　‧競品太多，不知如何突破，讓客戶買單。
　　‧因為訂單延遲成交，業績常常跑到下一季，導致未達標。
 
　　MEDDIC是一套讓銷售過程變得可預測且有效的業務技巧，
　　這些問題，MEDDIC都能幫你解決！
 
　　★結合理論與實務經驗，逐一拆解業務力武功祕笈！
　　本書作者是台灣第一位短時間從業務員成長為大中華區總經理的菁英銷售主管，成功打破「頂尖銷售≠好主管」的魔咒，培訓並帶領銷售團隊年年超標，指導過的業務員也都成為各大產業的經理人。
 
　　他以二十多年的實戰銷售和培訓經驗為例，說明MEDDIC的每一個步驟。無論你處於銷售世界的哪一個階層，在任何情況下都能透過這套銷售絕學，成功開拓客戶、贏得大訂單！
 
　　∣本書適用對象∣
　　‧如果你是新手業務，本書助你有系統地掌握銷售技巧，盡快上手。
　　‧如果你是資深業務，本書告訴你如何拿大單，業績更上一層樓。
　　‧如果你是銷售團隊主管，本書助你突破好業務無法成為好主管的魔咒，帶領團隊業績超標。
　　‧如果你是企業老闆，本書提供的系統化銷售管理工具助你培養頂尖團隊，並讓每個團隊都達標。
 
頂尖推薦
 
　　許景泰／大大學院創辦人
　　謝文憲／企業講師、作家、主持人
　　張敏敏／JW智緯管理顧問公司總經理
　　鄭名傑／LnData共同創辦人
　　鄭翊汎／RECO美國廚衛精品董事長
 
各界銷售菁英一致好評！
 
　　「范大教授的這套系統化實戰經驗，讓我們在開發客戶、維繫客戶、延伸客戶上從此都有經驗與方法可循。」錠嵂保經業務經理／Arthur
 
　　「MEDDIC是一個可以協助企業更有效傳承銷售知識及促進團隊溝通的系統性作法，令人耳目一新。」玉山商業銀行企業審查部經理／江岳龍
 
　　「銷售是不是一門可以系統架構化的技能？我在范大的MEDDIC課程中找到了解答。它不僅是讓銷售生手快速上手的工具，也是幫銷售熟手打通任督二脈的一道真氣。」IOT AR SaaS／曾阿金名
 
　　「MEDDIC是一套協助公司業務成功銷售的關鍵方法，運用這套系統化的邏輯結構和執行技巧，業務能更高效地進行銷售。范大傳授的MEDDIC銷售法，除了協助業務更全面、具體地分析工作專案的狀態，更讓我們學習掌握重要的關鍵因素，達成工作任務！」惟傑科技顧問／謝雅玉
 
　　「感謝范大帶給我們如此完整的銷售系統方法──MEDDIC，搭配TPD分析，判斷銷售對象的思路，幫助自己切換最適合的應對模式。拿大單、穩訂單、搶好單，讓過去只能靠『師唬步』錯中學，件件是特例的點對點銷售，轉換成具有全局觀的菁英銷售！」傳產打工仔／坦克豪爾
 
　　「過去讀了非常多關於銷售的書籍，但是都沒有范大的課程來得完整且扎實，釐清了我過去許多觀念盲點，也清楚地讓我們知道原來銷售是有系統化的學習方法。」LnData產品經理／陳炳章
 
　　「MEDDIC提供了一個有組織系統性的業務檢查方式，幫助銷售了解當下到了哪個階段，還有哪些資訊沒有評估到，才能有效管理自己的案子。」力新國際文件自動化處／Phyllis
 
　　「過去我們說的師徒制，一切都須手把手教學，只能意會無法言傳，有了MEDDIC後一切都解決了。它可以幫企業建立一套可傳承及依循的方法論，透過這套篩選機制可在最短的時間內結案，只能說真可惜沒早點學到這個系統。」法商科法斯產險台灣分公司總經理／張育立
 
　　「范大的課程是B2B的救星。MEDDIC的運用和案例，甚至是眉角都完全無私地教導。」學員／Ady Chang
 
　　「在還沒有遇見范大之前，銷售可謂是一團漩渦；遇見范大後，才真正見識到何謂銷售的救世主。」學員／彥彤
 
作者介紹
作者簡介
 
范永銀（范大／NATHAN）
 
　　頂尖企業銷售培訓教練
 
　　全球知名企業總經理，同時也是優秀的企業銷售培訓教練、銷售心理學專家。台灣第一位短時間從業務員成長為大中華區總經理的菁英銷售主管。
 
　　曾任：
　　Clarivate 科睿唯安大中華區智權事業部暨台灣區總經理
　　Clarivate 科睿唯安台灣區總經理
　　Siemens PLM 西門子工業軟體業務總監
　　HP 惠普科技大型客戶業務經理
　　CA 組合國際電腦公司業務經理
　　PTC 參數科技業務經理
 
　　中山大學EMBA畢業，長期研究思路動力學，結合科學、心理、神經醫學所創造的快速解析思路，幫助更多人找到天賦加以運用。
 
　　★25年來成功銷售的客戶超過1,000家公司，上市企業客戶超過上百家
曾任軟體、硬體、系統等企業中高階銷售主管。深諳各產業銷售技巧，短時間內即從業務人員成為業務經理，更在擔任總經理時期，三個月內成為該公司大中華區總經理，為最快速升任該職的菁英銷售主管。
 
　　★成功打破「頂尖銷售≠好主管」魔咒，培訓並帶領銷售團隊年年超標
擅長以「世界一流的銷售技術・MEDDIC」幫助企業打造超強銷售團隊、培訓業務核心幹部，促使團隊年年創下超標紀錄！在科睿唯安任職期間，台灣團隊創下全球客戶滿意度最高的紀錄，員工對主管滿意度評比更在大中華區創下最高分，指導過的業務銷售人員都成為各大產業的經理人，因此被譽為「業務生涯中最重要的伯樂」，開設的線上課程也獲得各界經理人一致好評推薦。
 
目錄
推薦序  人人都應該學會的世界一流銷售技術                    　許景泰
推薦序  識人、識局、識言的專業態度                          　謝文憲
推薦序  以MEDDIC六大方法，跟著范大走，就能絕對成交！　　　　張敏敏
前言　沒有天生的超級銷售
 
【第一部】MEDDIC概念篇—好好蹲馬步，概念先紮實
CH1  銷售不是天生及高手哲學
CH2  伯樂與千里馬相遇，造就銷售冠軍
CH3  MEDDIC源頭──關鍵六問
CH4  MEDDIC 的一流銷售技術

【第二部】MEDDIC實戰篇──絕對成交要訣
CH5 【M】Metrics 你好、我好、大家好——效益量測指標是共好
CH6 痛在哪，商機就在那   
CH7 【E】Economic buyer關鍵人物與關鍵一票——決策購買者與潛在影響者   
CH8 【D】Decision criteria從競爭對手中脫穎而出的關鍵——決策標準
CH9 【D】Decision process時間拖越久，風險變數越大——加速才是王道
CH10 【I】Identify pain精準掌握客戶痛點——小單變大單
CH11 【C】Champion一定要有擁護者——必勝的重要樁腳

【第三部】不到最後，永遠都有可能性
CH12  對手殺紅了眼，怎麼辦？亂砍價／攻防戰／我攻人家，同時守住
CH13  永不放棄
結語：正在閱讀本書的你
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Transcript

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