从事销售工作的人都认为,社会网络至关重要:你的人脉越广,你的潜在销售对象就越多,最终,你的销售量也就越大。虽然这种观点有一定道理,但它过于简单化了。不同类型的网络会产生不同的结果,因此,如果销售人员了解各种网络之间的细微差别,就能取得比竞争对手更出色的业绩。销售人员的工作在销售流程中是不断变化的,每个阶段都需要特定的能力。我们可以将销售流程视为4个各自独立的阶段:发现潜在客户、赢得潜在客户的支持、创建解决方案、达成交易。第1个阶段的成功取决于销售人员能否通过自己 People who work in sales think social networking matters: the more people you connect with, the more potential sales you have, and ultimately, the greater your sales. Although this view has some truth, it is too simplistic. Different types of networks can produce different results, so salespeople get better performance than their competitors if they understand the nuances of the various networks. The sales force’s work is constantly changing in the sales process, with each phase requiring specific capabilities. We can think of sales processes as four separate phases: finding potential customers, winning potential customers, creating solutions, and closing deals. The success of the first phase depends on whether salespeople pass themselves