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【拆解寬頻街霸苦賺百萬創業成因】頂級銷售員是怎樣煉成的 (top sales secrets)....!

19/5/2014

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[蘋果日報] 第一次接觸馮錦強這個名字,是讀到他在《信報》的一篇個人專訪「大學生寬頻街霸捱八年苦賺百萬創業」。當中最引起我注意的,是內裏的三組字:「八十後、寬頻街霸、月入13萬。」他創業所設計的iSafe手機程式大受歡迎,背後故事當然值得一讀,但作為營銷人,我更有興趣想知道那位其貌不揚的男子,究竟有甚麼過人之處讓他成為一位top sales。
sell寬頻月入13萬元

我嘗試從字裏行間,找出馮錦強的成功之道。文章中提到的第一個原因,是勤力。頭五年兼職不計,全職三年期間,馮錦強只放8至10日假,每天由中午12點做到晚上11點,兩餐在檔口解決,試過攰到在檔口瞓着覺。勤力固然重要,但我認為不是成功核心,因為若然工時夠長就可以月入13萬,我相信應徵者會由屯門排到柴灣。

馮錦強提到他作為top sales,可以先選開檔位置,長期佔着黃金商場門口、旺角西洋菜街等戰略地段,當然有助拉攏生意,但問題是,他一開始是如何成為top sales,令他有選擇檔位的特權?

全文提到最關鍵的一點,我認為是他的「特別售後服務」,原來他會為不能上網的客人跟進約師傅,有需要時更會上門幫客人整電腦。這招殺手鐧,引來很多熟客主動介紹朋友找他。上門整電腦,一般sales不會做,但這個鮮為人知的細節,讓他與別不同。
讀畢整篇專訪,我還是感覺掌握不到真正的核心,因為特別售後服務獨樹一幟,但開初無人落搭,何有售後服務可言?為解開這個謎,我專登約馮錦強食lunch問過明白。一頓飯,換來兩點結論。

美國銷售專才Jeffrey Gitomer一本專述銷售法則的作品《Little Red Book of Selling︰12.5 Principles of Sales Greatness》,提到重要一點:「成功與不成功銷售的微妙差異,在於嘗試『銷售你有的東西』,與『營造潛在客戶願意買你的東西的氣氛』之間的差別。」馮錦強深明此理。

「好多人過嚟第一句就問價錢,不停話要平平平,尤其係一啲師奶,會挑你機話點解人哋幾十蚊個月,點解你收過百,又會不停問有冇禮品。」

馮錦強解釋,寬頻收費計劃以至贈品都由公司定死,每個sales擁有相同板斧,但原來有過別sales為了拉客,自掏荷包提供優惠券。馮錦強不貼錢打工,成為top sales是他懂得捉摸潛在客人的心理。

「其實一百幾十對好多師奶根本唔係乜嘢大錢,只不過下意識唔想蝕底,覺得越平越好。我會同佢哋講,你個仔













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