在销售员眼中,不应只有客户,最为关键的是你得盯紧对手。成败并不仅仅取决于你做得怎么样,更取决于你能否比竞争对手做得更好。自工业革命诞生了资本主义以来,销售模式的发展经历了多个阶段,其中具有划时代意义的莫过于尼尔·雷克汉姆创立的SPIN销售法,彻底改变了20世纪70年代以前单一的销售思路和销售方法,奠定了顾问式销售理论的基石,后来的各种流派和体系都以此为母体衍生,最为典型的就是大客户销售。 In the eyes of sales staff, not only the customer, the most crucial is that you have to watch on the opponent. Success or failure depends not only on how well you do, but on whether you can do better than your competitors. The development of the sales model has gone through several stages since the Industrial Revolution was born. One of the most striking aspects of the sales model was the SPIN sales law created by Neil Reckham, which completely changed the single sales before the 1970s Ideas and sales methods, laid the cornerstone of consultant sales theory, and later various schools and systems are derived as the parent, the most typical is the sales of large customers.