好书推荐: #阿里铁军

4 Jul

好书推荐: #阿里铁军

看完这本书后我才真正的了解阿里巴巴是如何招览生意, 打造它的互联网王国.

每当我们阅读有关马云和阿里的故事时, 往往大家的目光都会投射在马云的思维理念, 他如何的坚信互联网会成功, 他如何说服十八罗汉丢下工作陪他一起创业, 同时如又如何说服孙正一在他那儿拿到了大笔的风投资金.

早期的阿里是没有具体的商业模式, 也就是说它一点收入也没有, 只是一直在烧钱. 不用多久的时间, 它己把风投的钱烧了大半有多后才呈出个盈利模式. 而这个盈利模式之所以会成功, 完全是依靠着阿里铁军 (#销售团队) 去完成它坚难的任务.

从年年亏损, 到收支平衡, 到每天达到一百万的收入, 到最后每天达到一百万的利润. 这些都是铁军们的辉煌历史, 这才是为什么马云能专注做好他领导(CEO)的工作, 阿里能有足够的资金来源去扩充它其下其他的产品和公司. 要不是有这支铁军在背后支撑着, 再多的风投资金也不够用, 马云再有远见也实现不了.

所以讲到企业的根本, 还是离不开实实在在的有个盈利模式, 实实在在去作销售, 实实在在服务好客户. 什么只靠资本, 风投而没有实在的商业模式的念头只是在打嘴炮而已, 不实际.

起码阿里的故事的确如此.

#SmallFish
#阿里巴巴 #马云 #Alibaba #JackMa
#GoodRead

 

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Interview with City Plus FM 106

16 May

With great honour to be invited by Emily Ng CITYPlus FM to her hosted show. During the interview, we talk about how local SMEs and businesses can leverage on Alibaba.com (e-commerce) to get more customers from the overseas market.

I also shared about my journey and experience on how I transformed myself from an engineer to become a business coach and recently becoming one of the 3 certified Alibaba.com trainers in Malaysia.

My interview will be broadcast on May 21 & 28, 5:00pm (Monday) on CityPlus radio, you can opt to listen from CityPlus Apps or Youtube.

Yes, the interview is done in Chinese.

完成了两集与 CityPlusFM《全球华人》的电台录制,感谢佩玲的邀请让我有机会与各位听众分享我的一些亲身经验,如何从一名工程师转变成为一名企业教练与最近成为首三位在马来西亚 Alibaba.com 的认证的讲师。

我在访谈中分享了我们本地有许多非常有实力与特色的中小企业,他们都可以通过 这个平台来与世界对接把产品卖到国外去。我的使命是为了更好的帮助我们本地的企业作的更好更强。

这次的访谈将会分成两集的播出,分别在 5月 21 & 28号,5:00pm(星期一),你可以通过 City Plus FM106 收听或者是通过它们的 Apps 或 Youtube。

#SmallFish
#CityPlusFM106
#AlibabaGETTrainer
#阿里巴巴
#现在是更容易的把企业作大作稳

10 Steps How I write & published a book?

8 May

Self Publish a book – if one of your dreams is to write & publish a book someday, I may suggest a few quick tips for you without engaging a publisher.

This was how I got my first book – “Small Fish Conquering The Big Pond”, published back in 2014.

1. Pick a topic that you’re passionate 
2. Breakdown the layout of the book into a few chapters – ideally 6 – 8 chapters
3. Break each chapter down into sub-chapters – ideally 4 – 6 sub-chapters

Example Chapter 1: Creative Marketing
Sub-chapter 1.1: Marketing is about creating a difference
Sub-chapter 1.2: What is USP?
Sub-chapter 1.3: Finding your niche

*Don’t start writing your book until you have completed the layout of the book from the first chapter until the last.

4. Start writing your book (this is where the real challenge begin and kills-off most aspiring authors)
Instead of sitting in front of a computer and start writing, I took out my phone and recorded the contents of the book using an audio recorder, chapter by chapter. I just said what I feel like saying and what should be included in the chapter.

5. Then I passed all my recording to a copy-writer who help me converted the recording into text. This was how I first drafted my manuscript and begin editing the entire book with the help of my copy-writer.

*If you choose not to use a copy-writer, you can now opt for using temi.com. Temi is an online voice to text converter, it only cost you $0.10 per minutes.

6. Your goal is to have about 2000+ word per chapter and combining all the chapters you would have a book about 80-120 pages in A5 size format.

7. Once you have done with your manuscript, passed it to a graphic designer to get the book done from cover to cover. (This was what I did back then)

*Or you can opt to use online software like designrr.io to help you design and layout your book.

8. In the same time, you need to apply an ISBN (International Standard Book Number) & CIP (Catalogue in Publishing) for your book to be officially published. And if you’re from Malaysia, you can apply ISBN & CIP from our National Libabry (http://www.pnm.gov.my/index.php/pages/view/18), follow the guiding steps from the website, download the forms and submit the required documents will do.

*Take note that the application of ISBN and CIP in Malaysia is FREE, some nonsense consultant out there is charging RM 2,000+ to help you apply. #BeCareful

9. Proofread, make sure everything is correct.

10. Printing – 2 options:
(a) if you wish to print your book in large quantity and send it to the bookstore to sell – go for offset printing, lower in cost when you go for large quantity (2000 copies) and have better finishing quality.

(b) if you just wish to print in low quantity and sell it on demand – then go for digital print (minimum print is only 20-30 book/print).

or (c) just convert it to an Ebook format

Happy Writing and Publishing.

#InspireMorePeopleToWriteABook
#BecomeAnAuthor
#MalaysiaBookAuthor
#SelfPublishing
#LiveYourDream

Alibaba Hangzhou Dream Trip (Part 4) – Final Chapter / 阿里巴巴杭州之旅 (完结篇)

18 Mar

 

I have met many amusing new friends and learn many things during this trip, having the privilege to visit Alibaba’s office campuses (both Bingjiang & Xixi Campus), as well as Hema supermarket, was indeed an eye-opener for me. But having the honour to have a visit Jack Ma’s Tai Chi Zen Garden was truly an amazing experience.

This Tai Chi Zen Garden located in one of the reserve Wetland Parks of Hangzhou, Jack Ma has built a villa and turned it into his Tai Chi Zen Garden, where he come and learn and practice Tai Chi.

As you can see from the photos attached, the Tai Chi Zen Garden is a very beautiful place, it kept many Jack Ma’s personal belonging, souvenirs, paintings, calligraphies and the photos of some world leaders, celebrities who have visited this place.

Even though we do have not had the privilege to meet Jack Ma in person, but we the honour to meet his personal assistant – Mr Chan Wei, who is also the principle of this Tai Chi Zen Garden and the book author of “This is Jack Ma”.

If you are in Hangzhou, then West Lake is a place you must visit. Despite our busy schedule, we do have the chance to have a boat ride on the famous West Lake on the last day of our journey. the weather was cold, but all of us were warm in our heart, enjoying the beautiful scenery and wildlife.

I have learned much new knowledge and tactics about e-commerce and when e-commerce is incorporated into the new technology of big data, mobile apps, logistics, retails and others. What will be the future of e-commerce look like? And how is it going to help change and shape the world? I guess everyone is still in the exploring stage, including Jack Ma and Alibaba. I do hope Small Fish and myself could contribute a little to our local SMEs in this area.

Lastly, I would like to express my sincere thanks to all my new friends (Malaysia, China, Thailand, Indonesia, Korea, Russia) whom we have much fun together. Let’s stay in touch and hope to visit you in the near future.

Thank you.

– The End –

————————————————————–

在这最后一篇的文章里,就让我总结一下这次对杭州之旅的感触和一些小趣事。

我们除了在阿里巴巴的两大园区(滨江和西溪园区)上课和作项目讨论、参观“盒马鲜生”这个新零售超市之外,最让我深刻印象的莫过于有幸被邀请参观了马云的私人太极馆——太极禅苑。

这座“太极禅苑”座落在杭州一个湿地保护区里头,马云在那儿盖了一栋别墅,并改建成为“太极禅苑”,主要是推广太极文化,建立新文化圈子,融合道家、儒家、佛家文化,以儒释道理念之本来做企业管理。

有如你在以下照片中看到,环境真的非常优美,我们还在里头学习了我人生的第一场太极功夫,真的是很棒的体验。在苑内,摆满了马云或阿里巴巴各式各样的纪念品、画作、书法以及各国名人、领袖到访过的照片等等。

虽然,我们无缘见到马云真身,但我们还是在苑中接触了马云的私人贴身助理~陈伟。他同时也是“太极禅苑”苑长,以及“这就是马云”这本书的作者。(当然抓紧机会,赶快和他拍照留念)

除了“太极禅苑”,另一个非常优美的景区就是杭州西湖了。在我们繁忙的行程中,也偷得浮生半日闲登上了西湖的小船,在湖泊中慢行了一个小时左右,在春天的凉爽气候中游西湖果然是一件乐事。当然,也少不了品尝西湖著名的龙井茶。

除了在阿里巴巴身上学习到许多电子商务的新知识之外,还大开我对阿里巴巴和电子商务的眼界。当电子商务结合了互联网、大数据、物流、零售业等,到底在未来还能为这世界做出什么样的贡献?目前来说,还没有人会知道,就连马云和阿里巴巴也在探索、在研究中。当然,我也希望在这个时代的来临时,也能为我们马来西亚的中小企业付出一份力。

最后的最后,我也想要对这个短短几天的旅程中所结交到的朋友(来自马来西亚、中国、印尼、泰国、韩国和俄罗斯 )说声谢谢,感恩有你们的相伴,同时也感谢大家在这几天教会我很多新知识,希望有缘再聚。

谢谢。全篇完。

#SmallFish

#Alibaba #阿里巴巴

#Entrepreneurlife

Alibaba Hangzhou Dream Trip (Part 3) – Hema / 阿里巴巴杭州之旅(三)~ 盒马鲜生

14 Mar

If you’re a frequent follower of Jack Ma and Alibaba, you probably heard him talked about the “New Retail” concept. Incorporating the latest technologies into the conventional retail industry to revolutionise the new shopping method and improving customer shopping experience.

“Hema” – in Chinese pronunciation it means Hippo (Alibaba like to use an animal to brand their products), is a supermarket that sells fresh seafood, meats, vegetables, fruits and other groceries. But when you dive deeper into its business model, Hema is not an ordinary supermarket like what we have in Malaysia.

It had incorporated a supermarket with F&B businesses, technologies, big data analysis and logistics into one brand new business model (first in the world). If you’re shopping in Hema, you would require paying by using Alipay, it does not accept any transaction in term of cash or credit card. A customer can either psychically shop in the store or used Hema’s App to shop online. Any products that you purchased using Hema’s App, it can be delivered to your doorstep within 30mins (on a 3km radius from any Hema outlet) with no additional delivery charges.

Not only goods can be delivered, but also freshly cooked meal can too deliver to your doorstep. Should you ordered fresh ingredients (seafood, meat, vege & etc) from Hema’s App, the centre kitchen inside Hema can help you process and prepare the foods, customer can choose the cooked foods to be delivered to their home/office or they can choose to dine in at Hema’s food court area.

We do have the pleasure to visit and have lunch at one of the Hema outlets near to Hangzhou’s West Lake, and I must say it is one of the best meal I have during my stay in Hangzhou. It is so good until me and my teammates were so busy eating and we forgot to take any photos of our lunch.

If you ever spot a Hema in China, go in and experience yourself.

—————————————————————————————

如果你是有常接触马云或者阿里巴巴的视频或文章,你也许有听过马云常提起的要如何借助科技的发达,来创新及提升传统的零售业,给予顾客们更好、更优质的产品和服务,来达到所谓的“新零售”这个概念?

“盒马鲜生”这家公司就是以这样的理念下诞生。我们这次的旅程中,就安排了大伙们参观了在杭州西湖附近的一家盒马店,它是座落在一家商场的底楼,当我第一次踏入盒马时,感觉上与其他的超市没什么两样。它卖着一般超市所卖的日常用品和食品,它也许是多了一部分的档口来摆卖新鲜海产,还有一个美食广场,就如一般商场都会有的美食广场,没什么特别。不过,当我们听了盒马的代表对我们细细解说后,我顿时对这家“盒马鲜生”的超市竖起了大拇指,它的商业模式真的是很棒很神!

盒马是一家结合了超市、餐饮店、科技、物流、大数据整合于一体的新零售体验店。盒马是一家不接受现金或是任何银行卡付款的公司,它们只接受“支付宝”付费。如果你想要购买盒马的任何产品或食物,消费者可在店里购物、也可以通过盒马Apps下单。

而盒马的最大特点之一即是快速配送,只要你的地址是盒马店附近的3公里范围内,盒马保证能把货品在30分钟内送上门,而且还不另加运费。送上门的货品也不单只限于货品,如果消费者购买了新鲜海产或其他食材,你也可以要求盒马帮你把食材加工(烹调)后,再送到你家,或是你自己上门到盒马的美食广场用餐,这样的服务是不是好棒棒?

当然,我们的团队也在盒马里享用了我们的午餐,我们大伙们都一致认为盒马的新鲜度和味道,是我们在这几天的旅程里,吃得最好吃得一餐。好吃到大伙都没有对着食物拍照,只顾着一直吃!

#SmallFish

#Alibaba #阿里巴巴

#Hema #盒马鲜生

#Entrepreneurlife

Alibaba Hangzhou Dream Trip (Part 2) / 阿里巴巴杭州之旅(二)

12 Mar

#Alibaba has two main campuses (offices) in Hangzhou China, One of them is Alibaba’s Bingjian Campus (located in the Bingjian District) while another is Alibaba’s Xixi Campus (located in the Xixi District). The distance of both campuses is about an hour drive apart.

We first visited the Alibaba’s Bingjian Campus – there are a total of 5 building blocks on this campus, it housed almost 7000 employees who are working on the Alibaba B2B business (primary focus on Alibaba.com). When we first arrived at the campus, everyone is so excited finding the right spot to take photos with the Alibaba’s signboard, despite the weather temperate on that morning is only at 6 degrees but who cares anyway.

After we are done with our photos taking, we were asking our host where is Jack Ma’s office? Is he around? But too bad luck wasn’t at our side, he was not around. Well, what to do? We proceed touring the campus and later went on to our training room and continue with our e-commerce training.

On the following day, we visited the Alibaba’s Xixi Campus, this is much larger campus compare to Bingjian (like 5 times bigger) and it housed near to 20,000 employees. Alibaba’s Xixi Campus is the primary business hub for Alibaba group, companies like Taobao, TMall, Alipay, AliExpress, Ant Financial, Cainiao and others are all located in this gigantic campus.

The design of these two campuses looks more like a university than a commercial office. You can find there are canteens, restaurants, convenient stalls, library, laundry shops etc. And should you work in Alibaba, you need to address your colleague and manager as “classmate”.

This probably is Alibaba’s culture that Jack Ma wish to cultivate – a university working environment could inspire the Gen Y better, I guess.

to be continued ~~

—————————————————————–

#阿里巴巴 在中国杭州其实是有两个不同的园区(办公大楼)。一个是座落在滨江一带的阿里巴巴滨江园区,还有西溪区的阿里巴巴西溪园区,两个园区的距离大约是一个小时的车程。

我们的组团在前后两天都各别参观了这两个不同的园区。我们最先抵达的是阿里巴巴滨江园区,它拥有五栋四至五层楼高的办公大楼,有近7000人在这个园区上班。而这里的主要业务是集中在Alibaba.com这B2B的平台上。

当我们到达了阿里巴巴滨江园区的第一件事就是迫不及待找着有阿里巴巴招牌的角度拍照,感觉就怕没人知道我们来了阿里巴巴总部。哈哈。(没办法,我们都是第一次到来,当然兴奋至极了)。当照片拍完、满足后,另一件重要的事就是看看能够见到马云这位神人。但可惜马总不在 。就连马云本身的员工,也没有太多的机会见到马云本尊,他们和我们一样,也只是在网上或报章上见到马云。

翌日,我们就前往阿里巴巴西溪园区上课及进行项目讨论。而西溪园区的面积比滨江园区还要大上5倍,接近2万人在这里上班。这里所负责的业务就是Alibaba.com的所有业务,包括淘宝、支付宝、天猫、盒马等等。

阿里巴巴的这两个园区给我的感觉就像是身在一所大学里,不论是建筑设计,抑或是社区的规划,都像极一所大学,里头有食堂、餐厅、便利店、邮局、图书馆、洗衣店等,而同事之间的称呼也规定称为“同学”。你说,是不是很有大学的feel呢?

而在阿里巴巴里头工作的员工,大部分都是以80、90后为主的年轻人。因此,一眼望去就像是在一所大学里工作。也许,这就是马云想打造的阿里文化。我亲身体验这个阿里文化后,感觉真的很棒!

待续~~

Alibaba Hangzhou Dream Trip (Part 1) / 阿里巴巴杭州之旅 (一)

11 Mar

Alibaba, Jack Ma, 阿里巴巴, 马云

It’s indeed a great honour to be certified by #Alibaba for becoming an “Alibaba.com GET Lecturer” in Malaysia. Seriously the selection process was much tougher than I thought, at first when I signed-up for the certification course I was thinking it is just like any other certification courses, as long as you completed the training, you surely will be certified.

But it turned out to be not the case, we have to go through not only the training but follow-up with an online examination, presentation and an interview. And finally, out of the 30+ people who attended the process, only three were selected and thank god I am of them. And shortly after the final decision was announced, three of us were invited to Hangzhou, China for this amazing trip.

Jack Ma and his company Alibaba had always been a big name in me, they had created many unbelievable sales records, but exactly how big are they? Actually, I do not have a very clear picture until I have the first-hand experience during this trip.

Alibaba had accomplished many extraordinary works for the last 20 years, they have made global trading become easy and convenient. As stated in Alibaba Group’s mission statement “is to make it easy to do business anywhere.” And they have done it perfectly.

During these few days, I have learned much about #ecommerce, especially on strategies and technique on how Alibaba.com could help our local SMEs better in their exporting business. In Malaysia, we have many great SME company that produced excellent products, many of them are lacking an effective way to source for more high-quality leads. And I would believe that Alibaba.com is the answer to such problem.

For the last two decades, tens of thousands of businesses around the world have successfully leverage on the B2B online platform of Alibaba.com to source for their dream supplier and customer. And now being is a Business Coach and Alibaba.com GET Lecturer is my duty and mission to help more local SMEs to achieve this.

For the next couple of days, I shall be sharing some of the interesting, fun experiences and e-commerce business tips on what I learn during this Alibaba Hangzhou trip.

So stay tuned for more.

——————————————————————————

经过了重重的难关(上课、考试、演说、面试等)终于被 #阿里巴巴 选定成为在 #马来西亚 首三位获得 阿里巴巴认证的讲师 (Alibaba.com GET Lecturer)之一。

也因此原因,被阿里巴巴邀请到中国杭州走一趟。这次的旅程也真的是让我大开眼界,虽然我明白阿里巴巴集团是一间规模非常大的互联网公司,也了解到 #马云 是像神一般的企业家,他所说的每一句话都像是神化般的有道理、有震撼力。不过当我有机会真正亲身去体验这个象征神人的公司时,我才真的了解到,阿里巴巴到底是有多么的巨大和它们所做的一切,都是在改善着许多人每一天的生活,有如阿里巴巴的使命所提到的~“让天底下再也没有难做的生意”。

在这个旅途中也让我学习到不少有关 #电子商务 的专业知识,由其是如何的善用 Alibaba.com 这个独特的B2B平台来为我们马来西亚的中小企业发展更多的出口业务。中小企业在马来西亚缺乏的不是知识或技术,而是一个引线平台,有效的把在全球各地的潜在客户引进来,把生意做的更大更好。而 Alibaba.com 正是这个领域上做得最好的平台之一,它们已经帮助了成千上万的中小企业穿针引线,打造了无数的商机,而我有幸能够成为 Alibaba.com的认证讲师,就是要帮助更多的本地中小企业达到这个目标。

当 SmallFish 对接上 Alibaba.com 时会产生出什么火花时?我们就拭目以待。。。

接下来的几天我都会分享一些我在这旅程中所学习及体验到的一些故事和趣事,尽请留意关注。

#阿里巴巴杭州之旅
#SmallFish
#Entrepreneurlife

11 – 让客户说YES

5 Dec
Small Fish _ Leik Hong
作者:廖翊翃

标题:让客户说YES

继上一章“您要付现金,还是信用卡?”专栏提及的销售模式,这次就为大家解开为何该名香港女销售员那么轻易的就让我买了原本就不打算购买的衬衫。她到底用了什么技巧呢?

很多踏入职场的朋友,会选择销售性工作为第一行业的,相信并不多。原因很简单,销售确实是一件不容易的差事。根据统计,平均一位销售员会碰到七次客户说”No”,过后才会遇到一次”Yes”。换言之,会有七个人拒绝你的推销,只有一人答应听你的解说,但未必会跟你买产品。因此,要成为一位顶尖的销售员,是需要经过一些的培训,以及大量的失败经验所促成。

从笔者过往处理的各别客户个案中,所整理出的客户“失败经验“如下:

(一)要认清谁是你的销售对象?不要见到人就卖,销售员的工作并不是要把产品卖出去,而是要协助客户作购买的决定。一位只想卖产品的销售员,只想把产品卖了,赚取佣金。然而,一位真心帮客户解决问题的销售员会站在客户的角度去思考,帮对方解决问题,来达到销售结果。

(二)顶尖的销售员并不必要有很棒的口才,但他必须有很好的聆听力。你是要真的用心聆听,才能了解你的客户到底要的是什么,而不是喋喋不休的一直讲你的产品有多棒,你的产品有多好。聆听,是销售成交的重要一环。

(三)如果你是需要与客户预约,可以在打电话之前把自己要表达的内容或要点,用纸笔写下,把它变成手稿。此举一来你在打电话给对方的时候,减少出错的机率,同时也增加自信心。还有,在约客户见面时,千万别问客户:”什么时候方便见面”,因为您的这种问法会令客户有机会说“没有空”。有技巧的问法可以是“星期三或星期四,早上10点,哪个时段比较方便您?”,你让客户在A或B“选择题”里,二选一。如果不行,再让对方选择C,即是“不如星期五,下午两点如何?”,总之就是不要客户太轻易的拒绝你。

(四)A或B的提问模式,亦可以运用在接近成交的时候。当销售进入最后阶段,销售员就要去成交这笔交易,如果你不去问客户是否要购买,他会说:“再考虑”,因为他并不急着要跟你买,或急需要这产品。此刻,你就要尝试去成交这交易,比如说:“请问先生你是要付现金还是信用卡呢?”、“或者您要下周二或周三送货”等等有技巧性的问题。

切记,如果客户已决定要购买了,就不要再介绍类似的产品,混淆客户的选择。

SME Conference – The 3 Golden Rules of Business

1 Dec

SME Business Conference_LeikHong

Together with the Penang State Government – Deputy Chief Minister 1 Office, Business Coach Lizam Karim and Business Coach Leow Leik Hong have successfully organized an SME Conference – The 3 Golden Rules of Business on the 3rd November 2016, at Hotel Jen, Penang.

Guest of Honor: YB Dato’ HJ Mohd Rashid Hasnon

The 3 Golden Rules of Business:
1. Rule of Entity – The Business and the owner are 2 separate entity.
2. Rule of Profit – A profitable product does NOT equal to a profitable business.
3. Rule of Selling – Is not WHAT you sell, is HOW you sell.

Visit: http://www.smallfish.com.my for more business ideas and
LIKE http://www.facebook.com/SmallFishBusiness

If you missed our sharing, here are some of the video highlights:

Hope you would enjoy.

10 – 您要付现金,还是信用卡?

28 Nov

Small Fish_LeikHong

作者:廖翊翃
标题: 您要付现金,还是信用卡?

有一年与家人到香港旅游,那时恰好是夏季,亦是购物的旺季,到处都是游客攥动。我无意间走入一家男性服装专卖店,实际上我只想走马观花消磨时间,较后再与家人会合。

专卖店里的销售小姐很礼貌地迎向我,并问道:”先生,您要休闲装或是正式上班服装?”。我礼貌回应:”我先看看。”

她同样礼貌回应:”那请先生随便看看。”过了一会,她继续说:”先生,我看您都在看正式上班装,您会喜欢蓝色,灰色,还是白色呢?”。我还是回应:”我再看看。”

她继续说:”好的。我看您都在看白色衬衫,不知您喜欢钮扣还是袖扣的呢?我替您拿来试试。”我心想,这销售小姐的观察力真强,但我始终回应:”我再看看。”

她再问:”先生,您是从事什么行业呢?”。”我是企业讲师,企业培训师。”我回复。

“难怪,我看您都在看白色衬衫,白色衬衫特别适合像你一样的专业人士。不如这样,我们这里有一套特别适合您的袖扣衬衫,我拿来让您试试。试穿一下不用紧的。对了先生,您是大码还是中码呢?”

我回复:”中码”。她把衣服找来后,引领我到更衣室试穿。过后,她再跑来,递上蓝色领带说到:”白色衬衫配上蓝色领带正好。”我也不知为何很配合地戴上领带。

“这衬衫和领带果然很适合您,那先生您要付现金还是信用卡呢?”

我糊里糊涂回复指用信用卡,也就这样不知觉的买下一件我原本没打算买的衬衫。过后我回想,她确实是很棒的销售员。从一开始,她就假定我们会成交。

因此,她一开始就不断问我选择性的问题,比如”要休闲还是上班装?”,”要蓝色或白色?”,”要钮扣还是袖口?”, 直到最后的”要付现金还是信用卡?”。她一直都把我设在她的销售模式里头。由此可见,销售模式对一位销售员来说是何其的重要。

您看出端倪了吗?什么是有效率的销售模式?请看下一章吧。