However, the good becomes
【Material】
Ingredients: tofu 2 South, 2 eggs, flour.
Seasoning: chicken broth, sesame oil, cooking wine, salt, diced green onion, ginger, garlic at the end.
first tofu cut into oblong pieces, then cut back into the middle of the triangle, square placed in the dish, sprinkle with diced green onion, ginger, then add cooking wine, salt, salt immersion taste.
beat the egg In bowl, mix well. the oil into the pan, 4 to 5 on the fire to become hot, the tofu dipped in flour on both sides before, again and again on the egg, a piece of ground into the oil, into pieces brown remove to.
pan Heat the oil to remain low, with a little onion, ginger, garlic, soy pan, followed by the next chicken soup (in fact water can), wine, salt, MSG, mix the juice, so after the bombing of boiling hot been in place tofu slices, then put a small fire fanned fry for a while, this time to put some pieces of carrot, green pepper slices, water fungus things like decorative colors only when the absorption of dry soup, drop into a little sesame oil, poured into a dish Serve.
golden color, the white Ruannen, taste delicious.
Wednesday, February 23, 2011
Tuesday, February 22, 2011
The main principle of the establishment, development and decline
Outline the main principles: the principle of subjectivity; I think therefore I am; Copernican revolution; subjectivity evening
one of the main principles of
from Greek philosophy Western philosophy since the beginning of its basic principles established This is the Learning to know, to grasp the object of knowledge as the primary means. Thus, rationalism, scientism, and epistemology constitutes the tradition of Western philosophy or basic disciplines. Corresponding to this, will become the main issues It is one of the basic issues. However, despite the problem of subjectivity is an important issue in Western philosophy, but it really stands out, as valued by philosophers, but mainly modern philosophy for the future. because the ancient Greek philosophers in the pursuit of knowledge While not out of simple and intuitive, they do not realize the main issues. With the progress of modern science, the rapid expansion of human knowledge and expansion to a deeper level, has become an issue of epistemology and philosophy of science priority. corresponding to the modern Enlightenment, finally became the main principle of the basic principles of philosophy.
knowledge of Western philosophy in pursuit of the ideal, and therefore more developed theory of knowledge, and constitute one of its basic features. Since it is the pursuit of knowledge, the awakening of subjectivity into the development process for a necessary stage: When scientific knowledge has developed to a certain stage, if the subject's own lack of understanding of further understanding, it is difficult to move forward the development of scientific knowledge. The results, main principle is not only the basic principles of modern philosophy, but also constitute the basic concepts of Western civilization, its influence still play a role in.
However, both the length of all things, there is always the short. one of the main is based on the principle of separation of subject and object, based on, but which determines the unity of the two is impossible; the other hand, developed from the principle of subjectivity out of a false and exaggerated anthropocentrism. Therefore, 20 century Western philosophy to counteract the main principles of this mission, following Nietzsche shouted .
, of course, the main issues is not only epistemological issue, but also ethics, history, philosophy and other disciplines, problems, which is one of the basic problems of Western philosophy, but this chapter we discuss the main subject on the epistemological issues, as it constitutes the main contents of this issue.
Second, I think, therefore I
Although the main issues in philosophy was born as early as the beginning has been in existence, but this issue has become philosophers consciously think the main problem, but it is only the beginning of modern philosophy.
Greek philosophy Western philosophy from the beginning of a study that established the concept of knowledge, it is generally necessary to obtain knowledge as a goal, so the epistemological problems - of course, include the main issues - the basic problem is that it should be. However, when the ancient philosophers began to philosophical thinking, they are still in with the natural world, regardless of the realm of things I do not know How many arduous efforts of sensory experience from the concept of abstract universal, so although there are certainly concerned to understand the main issues, but the problem for a long time for the philosophers are not conscious. from the Renaissance beginning, science has expanded rapidly in the differentiation of the various disciplines gradually established their own research, both in depth and in breadth have made remarkable achievements. Therefore, the epistemological problem becomes one of the important issues of philosophy , which is why the beginning of modern philosophy of experience there and Rationalism debate on the question of understanding the causes.
Usually we call the awakening of subjectivity or self-consciousness principle is the basic spirit of modern philosophy, but the basic spirit of the founder of the French philosopher Descartes.
boarded the philosophy of Descartes the date of the stage, it is the decline of scholastic philosophy, philosophy, when undone. before him the difficult task of metaphysics is to rebuild the entire human re-lay the foundation for building knowledge. So, how can we determine the basis for human knowledge, it? philosopher Descartes is not only a scientist, he found that the geometry can help him solve this problem. We only perform strictly in accordance with the method of geometry type reasoning, knowledge can ensure that the truth of the universal necessity, the question is how do we determine the basic premise for reasoning, that is, the starting point or basis of knowledge. In the case of knowledge difficult to distinguish between true and false, Descartes advocated the use of universal doubt methods to clear the doubts of all things slightly, to exclude all knowledge of suspicious, no doubt looking for the basis of self-evident. In his I feel that since I put a lot of errors from an early age as a real acceptance of views over, and then on some very unreliable in accordance with the principles of things are not built up is not very suspicious, very unreliable, So I think that if I want to establish a firm scientific and reliable, enduring things, I would not in my days be careful to put all the ideas I have always believed all cleared out, and from the fundamental can not be re-started. Always hesitant of skeptics, because on the contrary, my whole plan is sure to be sought for their own reasons, to eliminate surface dust and sand in order to identify the rocks and clay. On First of all, we have been as real and reliable perceptual knowledge is not reliable. Despite feeling a lot of things to us about the report, but sometimes the senses can be deceiving. For example the same as the distance of an object is different in the sense that it becomes different things. Therefore, once these things to fool us Do not believe, is certainly prudent behavior. However, despite the sensory distance of things, size, etc. may deceive us, but in other ways may be no reason to doubt it. For example, I sat by the fire, dressed in winter coats, etc., how can I deny these hands, this body is for me? However, this is also suspicious. because I am a man, in sleep may be dreaming. I whether sitting here, being sober is uncertain or in the dream, so also can be questioned. That being the case, we can thus infer that all things depend on the scientific study such as physics, astronomy, medicine, and so are suspicious, because they exist in reality if the object is uncertain. Cartesian doubt is so complete that he even believes that his beloved mathematics, geometry is also questionable, because people often make mistakes when reasoning and God created the world also may be a liar, and he intended that we are fooled: We think that 2 times 2 equals 4, and in fact is equal to 5. Not only that, even the vision of God does not exist is also allowed. Thus, we which is very easy to assume that neither God nor heaven, nor the object, it is easy to assume that not even our own hands, no feet, and finally there is not even the body. In short, the past, all we could ascertain is illusory.
However, when we doubt this way all the time, the suspicion itself is no doubt that a truth that I can not doubt that It is thought Shique not exist, it is self-contradictory. In other words, those who suspect that there must be a doubt in doubt, thinking there must be a thought in the mind. So, ) but a true and reliable, even skeptics of any one of the most arrogant presumption of the truth does not make the shake, there is no doubt that we can put it as the first principle of metaphysics. As for ; the understanding, affirmation, denial, willing, or not, think, feel and so on.
Descartes insisted that On the idealist, which is obviously a misunderstanding. Descartes is not to say, all things are dependent on the think will find it difficult to distinguish between true and false in the case of knowledge, Descartes's Doubt may be the only feasible way out. because any arbitrary decision of the French are able to escape suspicion, we can do is to suspect exclusion of knowledge one by one, take a look at what is left. In other words, any positive knowledge are lost in this role, we can only rely on a negative way, but the end result is only one negative, that is negative itself. Therefore, the Cartesian method by suspected seek self-evident, unquestionable knowledge of the process, in fact, that is, exclude the contents of knowledge, and eventually found the main body of knowledge in the form of which is the process of understanding. When Descartes completed thinking I walk, confirm my existence. Indeed, we might try, there is no knowledge of a positive self-assurance can be no doubt of its own, it is obviously impossible. Let us think about what more than suspected good solution, enabling us to establish self-consciousness, apparently not. because of ego or self-consciousness only to distinguish with other things is possible, in other words, we can only difference with other thing to realize that I own. Thus, Descartes's ontological proposition, the only the power of cow tigers raised this proposition, it is a little fuss: We who do not know my own existence? However, the key is to know but that does not prove or claim in accordance with Descartes, nor is it intuitive proof of it to determine my existence, because if it is to prove that there is the premise, which is not the first principle. There is no doubt that Descartes simply a proposition to last forever, and it has great significance because it is reflective of modern philosophy laid, the main principles and basic characteristics of rationalism, marking the beginning of modern philosophy. Thus, Hegel praised Descartes: take the lead in rebuilding the foundation of philosophical heroes, philosophy in the rush for a thousand years later, now back to the basis of the above. 1978, p. 63] great contribution to philosophy of Descartes is that he suspected this by way of negative thoughts and ideas in the form of content (object) separately, thus establishing the independent status of the main body, and take it as the basis of all thought or knowledge. However, when he transformed into a reflection of the epistemology of ontology results, that ; the conversion. As Kant said, I think, as a thinking entity will be made a logical error, it is equivalent to determine the on the understanding of the subject can only be seen as a form of conditions, it is everything to me to judge the In other words, it must be judged to be a judge the as a basic condition for understanding, but can not know it philosophers have thought and exists in solving the identity problem has always been difficult to shake off the dilemma. Descartes is thinking through the content (object) and the form of thinking (the subject) to distinguish the way to establish the principle of subjectivity, which makes him unable to extricate themselves into a dualism. In his view, the mind and body are two mutually independent, unrelated entity. mind attribute is extension, is indivisible; objects can not be thought, is infinitely divisible. Descartes Although the established principle of subjectivity, but also caused a soul and body, the relationship between mind and body, the whole of modern philosophy has always been for this Recognizing the problem is plagued by deadly. because it is set up in the main body of the distinction between subject and object of its premise and, therefore, when the philosophers, which set out to prove the identity of thinking and being, when it was bound can not solve the problem. result, not only rationalism and empiricism can not cross this final barrier: Descartes had to ask the Lord to help coordinate limit, but also into the that the Cartesian subject is linked to the awakening, then, finally established the principle of subjectivity and completely clear the name of another great link, he is Immanuel. Kant. Compared with the Cartesian , Kant's philosophical questions facing more complex, they include science, freedom and metaphysical problems, which are mainly metaphysical issue that runs through all of his Philosophy.
the stage when the philosophy of Kant, when board , is in trouble when modern philosophy. Western philosophy from Greek philosophy began to take shape, a rationalist, it is, only through rational understanding of activities on the natural world form a universal necessity of knowledge, accessible to the fact that truth, this concept evolved into the modern philosophy of a scientific spirit, and greatly promote the development of epistemology. epistemology is to be solved on the things that we know exactly how to generate, and thus the knowledge of the general form come from necessity, or truth, and its scope and so on. It should be said, as long as we pursue knowledge, such problems are inevitable. But for the ancient philosophers, these issues have not yet entered their field of vision . As people gradually in-depth understanding of the world, more and more become the epistemological problem concerns the philosopher, in the modern philosophy there has finally become one of the main problems of philosophy. early modern philosophers to explain the scientific knowledge source of epistemological certainty and scope of the problem is divided into two major factions, and this is the experience of the UK and mainland rationalism.
experience of starting from experimental science, all knowledge claims are derived from perceptual experience and based on experience It attempts to generalize on the experience of the natural law of induction to. rationalism starting from theoretical science, sensory experience that is ultimately the individual, relative and accidental, and therefore generally not necessary as a solid foundation of scientific knowledge, so knowledge is by some rational deduction from the concept of inherent talent, and not so can not explain the universal necessity of knowledge. So the question of epistemology, the two factions split on one end of the philosopher, engaged in a fierce debate, and their one-sidedness is determined by who can not ultimately solve the problem, Hume's skepticism of modern philosophy is the best portrayal of the troubled. His skepticism not only the experience of the experience of attempting to obtain a general sum of knowledge of natural law ultimately shattered this ideal, but also make rationalism into a corner. Hume knowledge into two categories, one is about the relationship between the concept of knowledge, one is the knowledge about the external facts. On the relationship between the concept of knowledge has nothing to do with external things they meet the rules of their own contradictions to be universal and not inevitable. knowledge of the facts is different. As the knowledge of the facts must be established on the basis of sensory experience, so such knowledge can only be probable. Thus, the ideal of experience of course shattered, the same ideal of rationalism in trouble: the only rational theory inherent in trying to deduce a number of innate ideas all human knowledge, and Hume had proved the concept of rationality only to the inherent their relevant and has nothing to do with external things.
empiricism and rationalism of the dispute to the issue of philosophy in the theory of knowledge into a dead end, the consequences are very serious. Modern Philosophy and Enlightenment reason to advocate and promote the scientific and advance knowledge of their responsibility, however, between empiricism and rationalism debate while filling the danger of these ideals have come to nothing. It means that we not only can not prove that the universal necessity of scientific knowledge, but also as a rational basis of scientific knowledge itself occurred shaken. as the product of scientific knowledge is rational, whether it is the universal necessity of scientific knowledge can not be confirmed, or reason, could not confirm the universal necessity of scientific knowledge, the result is the same, it means that reason itself has become a problem.
course For modern philosophy, this is not the most serious problem. The more serious problem is that in the basic spirit of the Enlightenment took place within the conflict, and this is the conflict between reason and freedom.
modern philosophers as The main reason advocated is a scientific reason, which makes the philosophy of natural science formed under the influence of a mechanical determinism of Nature. in the booming encouragement of natural science under the science philosophers have tried to method is extended to all areas of human knowledge, they believe that both nature and society all human beings to obey their own rules in a unified, that is the natural law of causality, all things can thus be a reasonable description. Therefore, there is no man and the natural world What is the difference, as subject to the common law of nature, he is just a more sophisticated and more complex machines only. results, the two pillars of the Enlightenment - reason and freedom to place a sharp contradiction: when philosophers of science rational implementation of all areas of human knowledge, when not only free but also the value and dignity of their own into question. In this context, the French thinker Jean Jacques Rousseau in its own way reveals the inherent contradictions of this Enlightenment. When Rousseau tried to that the origin and basis of human inequality, he put the state of nature and social status against each other, that human beings had to live in carefree, natural state of freedom and equality, and when he entered the state of society will be lost when freedom and equality. This means that those who advocate the Enlightenment culture, science and progress, when Rousseau began a profound reflection of the Enlightenment.
for Kant, no matter the issue or the freedom of knowledge, in fact with another more important issue related to that metaphysical question. We have said in the first chapter, metaphysics is the core of classical philosophy department, which must be resolved are the basis of a unified universe, nature and based on issues, they have been seen as a solution to all philosophical basis and premise. As has been advertised metaphysical science, or that it is the highest ideal is to become a science and even is science, then the building of human knowledge based on the risk of losing face, and now it is facing philosophers such danger. in the metaphysical issue, philosophers have different opinions in the divergent philosophical debate, almost become a people of all against all concept, although this on the philosophical question, we can summarize his problems in a strict compliance with the laws of nature in the world, people have the freedom, there is no independent value and dignity. For Kant, these problems are related to knowledge problems, so he begins with knowledge of the problem to start to solve these problems.
issues in epistemology, Kant advocates must be derived from experience, it also endorsed the rationalism of the criticism of experience - experience of scientific knowledge, it only is not enough, they can only be innate universal necessity. But this way, we caught dilemma: if knowledge must be built on the basis of experience, knowledge, there can be no universal necessity; if there is widespread knowledge of necessity, it must be innate and can not be established on the basis of experience. Kant put in one sentence put out of this dilemma: how can we experience the first world object? [[Germany] Kant: (apriori) and This means that independent of experience and is a prerequisite for the experience, knowledge in terms of performance for the universal and inevitable, Kant also known as it must also have the experience and innate factors in these two areas, however, seem to acquired experience and innate factors that are incompatible.
So, how can we experience the first world object? If in accordance with the knowledge must be consistent The traditional concept of the object, we can never prove the universal necessity of scientific knowledge. because we not only external things and their properties can not explain how consciousness can be moved to, but can not prove that the basis must be built on the knowledge of how the experience has universal necessity. After a long deep thinking, Kant developed a strange idea: Since the year of Copernicus can the relationship between the earth and the sun reversed, imagine not the sun around the earth, but the earth revolves around the the sun, which made the and reversed the relationship between objects and look for the object to meet the knowledge that is inherent in the understanding of the main form of the result. In Kant's view, the problem which would have been perfect solution: on the one hand, our knowledge indeed must be built on the basis of experience, but on the other hand, the understanding of the main activities of the form itself also has a set of knowledge, as these forms of knowledge and the experience of the first experience of the conditions as exist in our minds, Thus the knowledge they have of the innate or universal necessity. In other words, knowledge and experience to provide material, while the principal was to provide knowledge of the processing order of these materials in the form of knowledge is experience in terms of its content, but its form and statement is innate. the universal necessity of scientific knowledge which proved to be.
which is to be known as the confined to the field of epistemology, it has a more important role.
Kant proved in its own way the universal necessity of scientific knowledge, highlighting the main in understanding the status, role and initiative, but at the same time produce a very serious negative consequences. because if it is not the object but the object of knowledge must be consistent with the understanding must be consistent with the main form, it means something for us to be divided into two aspects: one is through the understanding of the main forms of understanding of things, Kant called the thing on our Dingeansich) Natural Science requirements only in accordance with the natural features of the original understanding of the principles of nature have wavered, but, more seriously, the metaphysical attempts to transcend the limitations of the natural universe, to grasp the essence of unity of nature and laws of the ideal is bound to be impossible. This is said that natural science is possible, and metaphysics is not possible. From this perspective, the In Kant's view, this can limit the negative into a positive outcome, or that he is open to the limit by another of our rational ability. While recognizing the limitations embodied in the form of cognitive ability limited, but on the other hand it also shows that our knowledge is not recognized outside the field there is a limited form of freedom which can be seen as an infinite field. So, on the rational understanding of capacity constraints as the reason for the other kinds of capabilities that is practical ability to open up vast world of infinite, because the practical reason or German but said its based on a free. If something is not on our performance in two aspects, we can understand things universal and necessary to form their own scientific knowledge, it means that everything is under the constraint of the form in which knowledge can be no freedom there. But if things for us, is divided into two aspects, the result is completely different: the thing into the performance and Two aspects of the things themselves, man is the same. the one hand, as the natural existence of people subject to the universal and necessary laws of nature, in this area he is not free; while the other one is not subject to the laws of nature also has limited side. In other words, people with a dual nature, he is a necessary things and people lost their freedom. and when we limit the ability of rational understanding of the time, this will keep the place in the world for free. So, Kant think that we need to limit knowledge in order to leave the site of moral beliefs. [more See Kant's the other hand, cognitive ability is limited by opening the way for free. Thus, in the philosophy of Kant, the subject of the content has been expanded, the main subject is not only understanding, but also the will of the subject. Kant philosophy into practice, and claims the priority of practical reason, thereby Hegel, Marx eventually carried forward to form a new philosophy.
As mentioned above, Kant's great contribution in the history of philosophy is one of the main initiative of Praise . But the difference is, Kant, the principal activity of the carry forward is not only the epistemological sense, especially in the sense of ethics, and even can be said that his understanding of the main areas of activity truly reflected in the practice of not understanding domain. Reason There are two functions, namely, the theory of cognitive ability as a reason, and as the operational capacity of practical reason. Corresponding to this, there are two rational legislative power: the legislative and rational intellect is a natural for their own legislation. [usually people say, Kant argues must be distinguished intellectual and rational, because the different intellectual, the main activity, in fact, on the contrary, it reflects a person's limited. intellect is a natural legislation does not mean we can decide and control the natural law, because lawmakers and law-abiding here are separated: a priori knowledge in the form of legislation law-abiding is the experience of objects. Therefore, as we do not experience the object can not because of intellectual limitations intellectual law, which is a necessary field. and this is different from the field in practice, the rational for their own legislation, its own their compliance with legislation, lawmakers and law-abiding persons are unified, so it is self-discipline that is free. Therefore, the main activity is not truly reflect the cognitive capacity but the will. from Kant, practice has become much attention of area.
to Kant as a guide, the German philosopher who finally established on the basis of rationalism to an extreme the main activity, thus also indicates that the main fate of the 20th century.
Kant successors are not from the Germany's main initiative thought, but he thinks Kant is not complete, because it assumes an unknown outside the one hand, the physical self, including also assumed a priori unknowable self. In Fichte seems philosophy is epistemology, which is things in themselves do not assume that knowledge of the case of the universal necessity. That is to say, Fichte that not only knowledge but also knowledge of the contents of the form from all the main itself. So, he will combine theoretical and practical reason to said,
one of the main principles of
from Greek philosophy Western philosophy since the beginning of its basic principles established This is the Learning to know, to grasp the object of knowledge as the primary means. Thus, rationalism, scientism, and epistemology constitutes the tradition of Western philosophy or basic disciplines. Corresponding to this, will become the main issues It is one of the basic issues. However, despite the problem of subjectivity is an important issue in Western philosophy, but it really stands out, as valued by philosophers, but mainly modern philosophy for the future. because the ancient Greek philosophers in the pursuit of knowledge While not out of simple and intuitive, they do not realize the main issues. With the progress of modern science, the rapid expansion of human knowledge and expansion to a deeper level, has become an issue of epistemology and philosophy of science priority. corresponding to the modern Enlightenment, finally became the main principle of the basic principles of philosophy.
knowledge of Western philosophy in pursuit of the ideal, and therefore more developed theory of knowledge, and constitute one of its basic features. Since it is the pursuit of knowledge, the awakening of subjectivity into the development process for a necessary stage: When scientific knowledge has developed to a certain stage, if the subject's own lack of understanding of further understanding, it is difficult to move forward the development of scientific knowledge. The results, main principle is not only the basic principles of modern philosophy, but also constitute the basic concepts of Western civilization, its influence still play a role in.
However, both the length of all things, there is always the short. one of the main is based on the principle of separation of subject and object, based on, but which determines the unity of the two is impossible; the other hand, developed from the principle of subjectivity out of a false and exaggerated anthropocentrism. Therefore, 20 century Western philosophy to counteract the main principles of this mission, following Nietzsche shouted .
, of course, the main issues is not only epistemological issue, but also ethics, history, philosophy and other disciplines, problems, which is one of the basic problems of Western philosophy, but this chapter we discuss the main subject on the epistemological issues, as it constitutes the main contents of this issue.
Second, I think, therefore I
Although the main issues in philosophy was born as early as the beginning has been in existence, but this issue has become philosophers consciously think the main problem, but it is only the beginning of modern philosophy.
Greek philosophy Western philosophy from the beginning of a study that established the concept of knowledge, it is generally necessary to obtain knowledge as a goal, so the epistemological problems - of course, include the main issues - the basic problem is that it should be. However, when the ancient philosophers began to philosophical thinking, they are still in with the natural world, regardless of the realm of things I do not know How many arduous efforts of sensory experience from the concept of abstract universal, so although there are certainly concerned to understand the main issues, but the problem for a long time for the philosophers are not conscious. from the Renaissance beginning, science has expanded rapidly in the differentiation of the various disciplines gradually established their own research, both in depth and in breadth have made remarkable achievements. Therefore, the epistemological problem becomes one of the important issues of philosophy , which is why the beginning of modern philosophy of experience there and Rationalism debate on the question of understanding the causes.
Usually we call the awakening of subjectivity or self-consciousness principle is the basic spirit of modern philosophy, but the basic spirit of the founder of the French philosopher Descartes.
boarded the philosophy of Descartes the date of the stage, it is the decline of scholastic philosophy, philosophy, when undone. before him the difficult task of metaphysics is to rebuild the entire human re-lay the foundation for building knowledge. So, how can we determine the basis for human knowledge, it? philosopher Descartes is not only a scientist, he found that the geometry can help him solve this problem. We only perform strictly in accordance with the method of geometry type reasoning, knowledge can ensure that the truth of the universal necessity, the question is how do we determine the basic premise for reasoning, that is, the starting point or basis of knowledge. In the case of knowledge difficult to distinguish between true and false, Descartes advocated the use of universal doubt methods to clear the doubts of all things slightly, to exclude all knowledge of suspicious, no doubt looking for the basis of self-evident. In his I feel that since I put a lot of errors from an early age as a real acceptance of views over, and then on some very unreliable in accordance with the principles of things are not built up is not very suspicious, very unreliable, So I think that if I want to establish a firm scientific and reliable, enduring things, I would not in my days be careful to put all the ideas I have always believed all cleared out, and from the fundamental can not be re-started. Always hesitant of skeptics, because on the contrary, my whole plan is sure to be sought for their own reasons, to eliminate surface dust and sand in order to identify the rocks and clay. On First of all, we have been as real and reliable perceptual knowledge is not reliable. Despite feeling a lot of things to us about the report, but sometimes the senses can be deceiving. For example the same as the distance of an object is different in the sense that it becomes different things. Therefore, once these things to fool us Do not believe, is certainly prudent behavior. However, despite the sensory distance of things, size, etc. may deceive us, but in other ways may be no reason to doubt it. For example, I sat by the fire, dressed in winter coats, etc., how can I deny these hands, this body is for me? However, this is also suspicious. because I am a man, in sleep may be dreaming. I whether sitting here, being sober is uncertain or in the dream, so also can be questioned. That being the case, we can thus infer that all things depend on the scientific study such as physics, astronomy, medicine, and so are suspicious, because they exist in reality if the object is uncertain. Cartesian doubt is so complete that he even believes that his beloved mathematics, geometry is also questionable, because people often make mistakes when reasoning and God created the world also may be a liar, and he intended that we are fooled: We think that 2 times 2 equals 4, and in fact is equal to 5. Not only that, even the vision of God does not exist is also allowed. Thus, we which is very easy to assume that neither God nor heaven, nor the object, it is easy to assume that not even our own hands, no feet, and finally there is not even the body. In short, the past, all we could ascertain is illusory.
However, when we doubt this way all the time, the suspicion itself is no doubt that a truth that I can not doubt that It is thought Shique not exist, it is self-contradictory. In other words, those who suspect that there must be a doubt in doubt, thinking there must be a thought in the mind. So, ) but a true and reliable, even skeptics of any one of the most arrogant presumption of the truth does not make the shake, there is no doubt that we can put it as the first principle of metaphysics. As for ; the understanding, affirmation, denial, willing, or not, think, feel and so on.
Descartes insisted that On the idealist, which is obviously a misunderstanding. Descartes is not to say, all things are dependent on the think will find it difficult to distinguish between true and false in the case of knowledge, Descartes's Doubt may be the only feasible way out. because any arbitrary decision of the French are able to escape suspicion, we can do is to suspect exclusion of knowledge one by one, take a look at what is left. In other words, any positive knowledge are lost in this role, we can only rely on a negative way, but the end result is only one negative, that is negative itself. Therefore, the Cartesian method by suspected seek self-evident, unquestionable knowledge of the process, in fact, that is, exclude the contents of knowledge, and eventually found the main body of knowledge in the form of which is the process of understanding. When Descartes completed thinking I walk, confirm my existence. Indeed, we might try, there is no knowledge of a positive self-assurance can be no doubt of its own, it is obviously impossible. Let us think about what more than suspected good solution, enabling us to establish self-consciousness, apparently not. because of ego or self-consciousness only to distinguish with other things is possible, in other words, we can only difference with other thing to realize that I own. Thus, Descartes's ontological proposition, the only the power of cow tigers raised this proposition, it is a little fuss: We who do not know my own existence? However, the key is to know but that does not prove or claim in accordance with Descartes, nor is it intuitive proof of it to determine my existence, because if it is to prove that there is the premise, which is not the first principle. There is no doubt that Descartes simply a proposition to last forever, and it has great significance because it is reflective of modern philosophy laid, the main principles and basic characteristics of rationalism, marking the beginning of modern philosophy. Thus, Hegel praised Descartes: take the lead in rebuilding the foundation of philosophical heroes, philosophy in the rush for a thousand years later, now back to the basis of the above. 1978, p. 63] great contribution to philosophy of Descartes is that he suspected this by way of negative thoughts and ideas in the form of content (object) separately, thus establishing the independent status of the main body, and take it as the basis of all thought or knowledge. However, when he transformed into a reflection of the epistemology of ontology results, that ; the conversion. As Kant said, I think, as a thinking entity will be made a logical error, it is equivalent to determine the on the understanding of the subject can only be seen as a form of conditions, it is everything to me to judge the In other words, it must be judged to be a judge the as a basic condition for understanding, but can not know it philosophers have thought and exists in solving the identity problem has always been difficult to shake off the dilemma. Descartes is thinking through the content (object) and the form of thinking (the subject) to distinguish the way to establish the principle of subjectivity, which makes him unable to extricate themselves into a dualism. In his view, the mind and body are two mutually independent, unrelated entity. mind attribute is extension, is indivisible; objects can not be thought, is infinitely divisible. Descartes Although the established principle of subjectivity, but also caused a soul and body, the relationship between mind and body, the whole of modern philosophy has always been for this Recognizing the problem is plagued by deadly. because it is set up in the main body of the distinction between subject and object of its premise and, therefore, when the philosophers, which set out to prove the identity of thinking and being, when it was bound can not solve the problem. result, not only rationalism and empiricism can not cross this final barrier: Descartes had to ask the Lord to help coordinate limit, but also into the that the Cartesian subject is linked to the awakening, then, finally established the principle of subjectivity and completely clear the name of another great link, he is Immanuel. Kant. Compared with the Cartesian , Kant's philosophical questions facing more complex, they include science, freedom and metaphysical problems, which are mainly metaphysical issue that runs through all of his Philosophy.
the stage when the philosophy of Kant, when board , is in trouble when modern philosophy. Western philosophy from Greek philosophy began to take shape, a rationalist, it is, only through rational understanding of activities on the natural world form a universal necessity of knowledge, accessible to the fact that truth, this concept evolved into the modern philosophy of a scientific spirit, and greatly promote the development of epistemology. epistemology is to be solved on the things that we know exactly how to generate, and thus the knowledge of the general form come from necessity, or truth, and its scope and so on. It should be said, as long as we pursue knowledge, such problems are inevitable. But for the ancient philosophers, these issues have not yet entered their field of vision . As people gradually in-depth understanding of the world, more and more become the epistemological problem concerns the philosopher, in the modern philosophy there has finally become one of the main problems of philosophy. early modern philosophers to explain the scientific knowledge source of epistemological certainty and scope of the problem is divided into two major factions, and this is the experience of the UK and mainland rationalism.
experience of starting from experimental science, all knowledge claims are derived from perceptual experience and based on experience It attempts to generalize on the experience of the natural law of induction to. rationalism starting from theoretical science, sensory experience that is ultimately the individual, relative and accidental, and therefore generally not necessary as a solid foundation of scientific knowledge, so knowledge is by some rational deduction from the concept of inherent talent, and not so can not explain the universal necessity of knowledge. So the question of epistemology, the two factions split on one end of the philosopher, engaged in a fierce debate, and their one-sidedness is determined by who can not ultimately solve the problem, Hume's skepticism of modern philosophy is the best portrayal of the troubled. His skepticism not only the experience of the experience of attempting to obtain a general sum of knowledge of natural law ultimately shattered this ideal, but also make rationalism into a corner. Hume knowledge into two categories, one is about the relationship between the concept of knowledge, one is the knowledge about the external facts. On the relationship between the concept of knowledge has nothing to do with external things they meet the rules of their own contradictions to be universal and not inevitable. knowledge of the facts is different. As the knowledge of the facts must be established on the basis of sensory experience, so such knowledge can only be probable. Thus, the ideal of experience of course shattered, the same ideal of rationalism in trouble: the only rational theory inherent in trying to deduce a number of innate ideas all human knowledge, and Hume had proved the concept of rationality only to the inherent their relevant and has nothing to do with external things.
empiricism and rationalism of the dispute to the issue of philosophy in the theory of knowledge into a dead end, the consequences are very serious. Modern Philosophy and Enlightenment reason to advocate and promote the scientific and advance knowledge of their responsibility, however, between empiricism and rationalism debate while filling the danger of these ideals have come to nothing. It means that we not only can not prove that the universal necessity of scientific knowledge, but also as a rational basis of scientific knowledge itself occurred shaken. as the product of scientific knowledge is rational, whether it is the universal necessity of scientific knowledge can not be confirmed, or reason, could not confirm the universal necessity of scientific knowledge, the result is the same, it means that reason itself has become a problem.
course For modern philosophy, this is not the most serious problem. The more serious problem is that in the basic spirit of the Enlightenment took place within the conflict, and this is the conflict between reason and freedom.
modern philosophers as The main reason advocated is a scientific reason, which makes the philosophy of natural science formed under the influence of a mechanical determinism of Nature. in the booming encouragement of natural science under the science philosophers have tried to method is extended to all areas of human knowledge, they believe that both nature and society all human beings to obey their own rules in a unified, that is the natural law of causality, all things can thus be a reasonable description. Therefore, there is no man and the natural world What is the difference, as subject to the common law of nature, he is just a more sophisticated and more complex machines only. results, the two pillars of the Enlightenment - reason and freedom to place a sharp contradiction: when philosophers of science rational implementation of all areas of human knowledge, when not only free but also the value and dignity of their own into question. In this context, the French thinker Jean Jacques Rousseau in its own way reveals the inherent contradictions of this Enlightenment. When Rousseau tried to that the origin and basis of human inequality, he put the state of nature and social status against each other, that human beings had to live in carefree, natural state of freedom and equality, and when he entered the state of society will be lost when freedom and equality. This means that those who advocate the Enlightenment culture, science and progress, when Rousseau began a profound reflection of the Enlightenment.
for Kant, no matter the issue or the freedom of knowledge, in fact with another more important issue related to that metaphysical question. We have said in the first chapter, metaphysics is the core of classical philosophy department, which must be resolved are the basis of a unified universe, nature and based on issues, they have been seen as a solution to all philosophical basis and premise. As has been advertised metaphysical science, or that it is the highest ideal is to become a science and even is science, then the building of human knowledge based on the risk of losing face, and now it is facing philosophers such danger. in the metaphysical issue, philosophers have different opinions in the divergent philosophical debate, almost become a people of all against all concept, although this on the philosophical question, we can summarize his problems in a strict compliance with the laws of nature in the world, people have the freedom, there is no independent value and dignity. For Kant, these problems are related to knowledge problems, so he begins with knowledge of the problem to start to solve these problems.
issues in epistemology, Kant advocates must be derived from experience, it also endorsed the rationalism of the criticism of experience - experience of scientific knowledge, it only is not enough, they can only be innate universal necessity. But this way, we caught dilemma: if knowledge must be built on the basis of experience, knowledge, there can be no universal necessity; if there is widespread knowledge of necessity, it must be innate and can not be established on the basis of experience. Kant put in one sentence put out of this dilemma: how can we experience the first world object? [[Germany] Kant: (apriori) and This means that independent of experience and is a prerequisite for the experience, knowledge in terms of performance for the universal and inevitable, Kant also known as it must also have the experience and innate factors in these two areas, however, seem to acquired experience and innate factors that are incompatible.
So, how can we experience the first world object? If in accordance with the knowledge must be consistent The traditional concept of the object, we can never prove the universal necessity of scientific knowledge. because we not only external things and their properties can not explain how consciousness can be moved to, but can not prove that the basis must be built on the knowledge of how the experience has universal necessity. After a long deep thinking, Kant developed a strange idea: Since the year of Copernicus can the relationship between the earth and the sun reversed, imagine not the sun around the earth, but the earth revolves around the the sun, which made the and reversed the relationship between objects and look for the object to meet the knowledge that is inherent in the understanding of the main form of the result. In Kant's view, the problem which would have been perfect solution: on the one hand, our knowledge indeed must be built on the basis of experience, but on the other hand, the understanding of the main activities of the form itself also has a set of knowledge, as these forms of knowledge and the experience of the first experience of the conditions as exist in our minds, Thus the knowledge they have of the innate or universal necessity. In other words, knowledge and experience to provide material, while the principal was to provide knowledge of the processing order of these materials in the form of knowledge is experience in terms of its content, but its form and statement is innate. the universal necessity of scientific knowledge which proved to be.
which is to be known as the confined to the field of epistemology, it has a more important role.
Kant proved in its own way the universal necessity of scientific knowledge, highlighting the main in understanding the status, role and initiative, but at the same time produce a very serious negative consequences. because if it is not the object but the object of knowledge must be consistent with the understanding must be consistent with the main form, it means something for us to be divided into two aspects: one is through the understanding of the main forms of understanding of things, Kant called the thing on our Dingeansich) Natural Science requirements only in accordance with the natural features of the original understanding of the principles of nature have wavered, but, more seriously, the metaphysical attempts to transcend the limitations of the natural universe, to grasp the essence of unity of nature and laws of the ideal is bound to be impossible. This is said that natural science is possible, and metaphysics is not possible. From this perspective, the In Kant's view, this can limit the negative into a positive outcome, or that he is open to the limit by another of our rational ability. While recognizing the limitations embodied in the form of cognitive ability limited, but on the other hand it also shows that our knowledge is not recognized outside the field there is a limited form of freedom which can be seen as an infinite field. So, on the rational understanding of capacity constraints as the reason for the other kinds of capabilities that is practical ability to open up vast world of infinite, because the practical reason or German but said its based on a free. If something is not on our performance in two aspects, we can understand things universal and necessary to form their own scientific knowledge, it means that everything is under the constraint of the form in which knowledge can be no freedom there. But if things for us, is divided into two aspects, the result is completely different: the thing into the performance and Two aspects of the things themselves, man is the same. the one hand, as the natural existence of people subject to the universal and necessary laws of nature, in this area he is not free; while the other one is not subject to the laws of nature also has limited side. In other words, people with a dual nature, he is a necessary things and people lost their freedom. and when we limit the ability of rational understanding of the time, this will keep the place in the world for free. So, Kant think that we need to limit knowledge in order to leave the site of moral beliefs. [more See Kant's the other hand, cognitive ability is limited by opening the way for free. Thus, in the philosophy of Kant, the subject of the content has been expanded, the main subject is not only understanding, but also the will of the subject. Kant philosophy into practice, and claims the priority of practical reason, thereby Hegel, Marx eventually carried forward to form a new philosophy.
As mentioned above, Kant's great contribution in the history of philosophy is one of the main initiative of Praise . But the difference is, Kant, the principal activity of the carry forward is not only the epistemological sense, especially in the sense of ethics, and even can be said that his understanding of the main areas of activity truly reflected in the practice of not understanding domain. Reason There are two functions, namely, the theory of cognitive ability as a reason, and as the operational capacity of practical reason. Corresponding to this, there are two rational legislative power: the legislative and rational intellect is a natural for their own legislation. [usually people say, Kant argues must be distinguished intellectual and rational, because the different intellectual, the main activity, in fact, on the contrary, it reflects a person's limited. intellect is a natural legislation does not mean we can decide and control the natural law, because lawmakers and law-abiding here are separated: a priori knowledge in the form of legislation law-abiding is the experience of objects. Therefore, as we do not experience the object can not because of intellectual limitations intellectual law, which is a necessary field. and this is different from the field in practice, the rational for their own legislation, its own their compliance with legislation, lawmakers and law-abiding persons are unified, so it is self-discipline that is free. Therefore, the main activity is not truly reflect the cognitive capacity but the will. from Kant, practice has become much attention of area.
to Kant as a guide, the German philosopher who finally established on the basis of rationalism to an extreme the main activity, thus also indicates that the main fate of the 20th century.
Kant successors are not from the Germany's main initiative thought, but he thinks Kant is not complete, because it assumes an unknown outside the one hand, the physical self, including also assumed a priori unknowable self. In Fichte seems philosophy is epistemology, which is things in themselves do not assume that knowledge of the case of the universal necessity. That is to say, Fichte that not only knowledge but also knowledge of the contents of the form from all the main itself. So, he will combine theoretical and practical reason to said,
Monday, February 21, 2011
Details of successful sales
First 15. Exercises a strong memory
memory is one of intangible assets. For the Seller, the super-memory is your avenues to success, is a necessary capability. If the goal is to be a excellent sales staff, then your memory to remember those who support their important things enough; if you want to be the top salesman, then we must exercise a strong memory.
to remember their names < br> This is the Wisdom - sul mm an American town that nobody on the success stories of how mid-century 30 .20 Wisdom - sul took over his father at the hotel restaurant, is this only 20 seats a small restaurant that would become famous across the family business in Michigan, and its many branches to form a band around the restaurant in southern Michigan, it was named one of the nation's best restaurants. When sul took over his father The hotel restaurant before, was an active athlete, is an American football quarterback and halfback, baseball's first baseman, is also the basketball point guard. At that time he had exaggerated his teammates and to know each other player's name. During World War II to become a Navy logistics officers Sool. during his business trip in Washington, the capital of the food tasted the same time, he also maintained his good memories of the good habit, every contact with him officers, as long as he know the name, he will keep in mind.
Now, the company has been handed over to the son of Hans and grandson Sool to taking over control, and now this restaurant is well known in Michigan. Su Le's success can in part be back to work on his very famous restaurant has a secret system of small snacks, but the most important factor is that sul super memory. his name to others can be said to Guomuchengsong. Thus he was able to come to the store for each customer are warmly welcome, as welcome guests to his home to visit the same. Meanwhile, he also has contact with him to remember every name of the person had the habit, these people almost all by his name firmly in mind. sul way is to get a first meeting of each person, whether customers, partners, competitors or their employees, he would ask each other's full name. and then repeat the name three times, and try to chat in the next dialogue or her name used. After the Road program after sul basically you can never remember the name of this person.
of course, also has a number of sul Shortcuts: When a group of strangers appear at the same time when the customer, he always will be their names linked to their position to help them remember. To avoid confusion, he will be the name of each person with a direction of the back or front of the word. After he recorded before going to bed at night, who will provide a chance to browse and remember the name again.
for sul, repetition of the memory is very effective. In fact the modern scientific research shows that people need to repeat 7 times more memory, will form a life-long memories. and sul also confirmed the success of the importance of memory: remember the name of each client, to truly realize the guests to return to the intimacy as it is a strategy for success .
If you feel that your memory has begun to decline, or had not so good, a lot of people need to meet at least three times to remember each other's names, then you must start now to practice your memory, the super memory is of great help to your career as a quality.
develop a remarkable memory
salesman should have a remarkable memory. because you must keep in mind a variety of performance products, and even a competition for each commodity characteristics. You have to remember the names of your customers at the next meet, do not need to remember to be blurted out. Perhaps the other side can not remember your name, but that does not mean you can not remember their name . can not remember their name, is a taboo for sale!
you can enhance memory through self-suggestion. means that you want to learn something, only half the battle, you also have to say to yourself: ; I remember it. Remember to learn more than you are just browsing over the contents, not to deliberately perform much better memory.
record the information and names of traveling salesman
need to travel, each trip will provide a lot of new information, so you need your own super-memory to write them down for future use. of course, just heard a positive message on human memory was only 50%, but the champion salesman has some effective methods can be used
to progress in the efficiency of their memory. The following tips first volume, hope to see help you develop their own quality in this area.
1. repeat of useful content
just heard the other after the finish , immediately to the other side, then use their own language to re-expression. aim is to one side repeatedly, while for their own gain time memory. If we do not take the initiative to repeat the words, they will continue to give you some new information, then your brain's memory device to will be overwhelmed.
2. quickly familiar with each other's speech patterns
If you can talk a few minutes at the beginning, summed up the pattern for the other to speak, or to remember one of the typical examples, and then their Refresh combination of conversation, also can help memory. and because the grasp of the characteristics of each other, it is easy to sit in the right into the seat. There is a small clothing store owner, she may remember the names of no less than every customer, but she always considered out of you, because she was the first face you see when you record in mind the characteristics: a big eye or a dyed red hair girls girls.
3. the use of certain memory method
and skills in this area have a lot of books, as a growing emphasis on memory, so people will study more. You can access some information, then according to their actual situation, to find their own way.
student Why do they always have good memories? there is one important reason is because when you study and had to take notes. quickly record some key words on paper, or on behalf of their own design specific meaning of symbols, after Rereading the impression will be a lot of depth.
second 16. Speech is silver, gold
listen is saying: more useful. If the customer places an order on the other side there for a while silent, and you must not think themselves bound to say something. Instead, you give customers enough time to think and make decisions. Do not self-assertion to interrupt their train of thought, otherwise you will regret was vomiting blood.
effective listening
front of the customers and sales staff to do the first volume of goods to their full advantage, which of course is essential. However, listening to the sales staff also has an important role. sales staff not only to encourage customers to talk and speak after the customer, but also learn to listen, then do not speak more than a few
. Some sales staff, For a priori reasons, introverted, quiet, customer-facing, at times I have a lot of want to say, no way open, the only thing they listen to, but their business is not imagined it could not carry out, on the contrary, they performance is not bad. This is the idea that they can listen to the customer, the customer is willing to deal with such people.
can be seen, the salesman how to say this is not the most important, the key is to learn to speak. speak speaking and listening skills, into the ears of its more important than that. A good listener who will be a good salesman. Listening is a skill worth developing, good at listening to people at social gatherings and career will occupy the upper hand. representing expert survey, 20 species in the sales manager's characteristics and capabilities, the top two are: listening and communication skills. during working hours, sales will be 70% -80% of its time to do the work of communication, of which the main activities is to listen. Therefore, listening is a successful sales person should have the most important quality.
listen, is often misunderstood as is very dangerous, and this misunderstanding will lead to to ignore this important communication functions. even terms, as a listener, it is only 35% efficiency. the lack of effective listening often leads to missed opportunities, misunderstandings, conflict and poor decisions, or failure to make timely discovery by subject led to the crisis. effective listening can be acquired through learning, familiar with their own listening behavior of web pages will help you become a proxy efficient listener. listen to the sales staff is essential. When speaking with customers to understand their own is a listener, rather than waiting to make a sale and purchase of the governed, they do not hide to give advice and share emotions. In this way, between customers and sales staff to creatively solve the issue, and not passing the buck accused. learn effective listening can make you establish good relationships with customers, sales staff access to important information needed to improve the professional image of your sales to ease tension, so that the sales job easier, relatively easy to convince customers.
listening is the best compliment is a courtesy to listen to, is a respected speaker's performance, the speaker is a high degree of praise, but is the best compliment to the speaker. listen to to each other like you, trust you. hope to see everyone get the respect of others by other people's attention. When we dedicate ourselves to listening to each other about, hard to listen, to listen attentively even when the other party must be respected and there will be a the feeling of being taken seriously, is bound to narrow the gap between the two sides.
through a friend's first volume, heavy-duty car salesman George, who used to visit the merchants bought their company cars. meet, the manner of George offers his own business card: car all the unpleasant, such as bad attitude, quotes false, false built and equipped, the handover time waiting for the car too long, etc..
customers chatter endlessly with George providing the car companies and the original Seller, George had to stand aside quietly, listen carefully, do not say a word. Finally, to all previous customers who have grievances spit bare headlong. When he took a break a little only when found in front of the sales staff seemed very strange. So, a little embarrassed, he said to George: capacity of the first capacity to me first, right. purchase, the entire process, George said, then do not add up to more than 10. heavy-duty vehicles the key transaction finalized by the road out of that client, he said: lying to you before the winter so I buy a car. therefore benefit.
second 17.
to win customers by listening to listening to our customers talking salesman, the most common weakness is that he only put on listening to our customers talk, the way my heart can not wait to wait for an opportunity within , want to talk about his own words, completely > listen to win customers
Joe - Gilad said: I observed that some sales staff chatter, so that their performance is always flat. why God gave us two ears and one mouth? I think, is to make us listen, speak! Ladd deep feeling on this point, as he learned from his clients this truth, but also come from the lessons.
One day, Joe - Gilad accompany clients to switch half an hour, on the He should have full grasp of buying a car, and sent into the office filling the order.
their way into office again to talk about winter and spring sounded customers to his son. > .
to be a doctor. suddenly said:
. Joe, you heard me. tell you, Mr. big shot, some people tell you what he likes does not like something, you should listen to them, listen attentively! something wrong, quickly said: ; any ideas?
br> Three years later, that client again, Joe - Gilad sell him a car. He not only buy their own, but also the first volume of the several dozen colleagues to Joe - Gilad here. and then later, that customers and from Joe - Gilad here to buy a car, the doctor gave his son Jim.
Joe - Girard 12 years and more cars were sold, known as the set into the goods patience. On the contrary, customers are willing to spend time with those who care about their needs, questions, thoughts and feelings of people together. Joe - Gilad on listening to do a simple sum, he thought, when we do not chatter, br> but listen to what others say, at least can gain three benefits.
(1) reflects your respect for each other;
(2) the opportunity to get more transactions;
a customer focused attitude of listening to our customers needs, goals in a timely manner to customers is not sure you understand what he wanted to say that the attitude of sincere focus on customer say that he can stir the heart more ideas.
2. to allow customers to finish, and note the key to remember is to meet customer needs you, you are to bring the interests of customers, let your customers to fully express his condition after, you can correct to meet his needs, as doctors described the patient to be listened to their condition before beginning diagnosis.
3. to grasp the idea that customers really
customers customer attitude, he probably will not really think tell you, he might use the excuse or false excuses, or for diversion to other purposes, or do not have a hidden reason inconvenience clear. so you have to listen to the customers as much as possible the idea of the real.
take customers inside The idea really is not an easy thing, you'd better listen to customers in the conversation, ask yourself the following questions.
(1) customers said what?
(2) it mean? he said is a fact or an opinion?
(3) Why did he say that? he said What is the purpose?
(4) from his talk, I know what you need him ?
(5) from his conversation, I knew he would like to see the conditions you buy?
if you can keep track of the above 5 points, I believe you will definitely become a burnt person.
second 18. The first time we met I remember the first time and exchange business cards
meet customers must remember to exchange business cards. Even in the appointment of the phone has spoken to each other has also been reported to name the generic term, or should be exchanging business cards. cards is salesperson for an important interpersonal communication tools, often used, but essential. a good sales staff attached great importance to business cards, and will properly use the card.
respectfully delivered and accepted delivery of a business card business card
, should be cautious, respectful and politely handed it to each other. in the delivery of well-known films, the salesman should not use the following method: pinch the part of business cards handed out to; to hand out business cards tucked finger. these two delivery methods easily towards the other side where the sharp is very incompatible with the etiquette. the right delivery method should be: the fingers close together, the business card on the palm, thumb grip around both ends of the card, respectfully to the other breast; or Bend the index finger and thumb grip the left and right ends business card offer.'s name on the card back on himself, so that customers can clearly read out their names, and easy to walk to the other party on receipt of the interval to delivery, which delivery is the most basic business card etiquette. Similarly, out of a business card, please do not forget to smile on her face, and not slowly and, procrastination, as this might make sense of anxiety, and even your sales generated sense of exclusion.
1. visiting cards to produce business cards with the attitude of tough
seriously can not take so-so attitude. first meeting by the time customers will produce a business card salesman approach to measure its character, determine whether it is worthwhile contacts. go out, the salesman should be easy to take out the card in advance to place out smoothly at the proper time, gave each other respectfully and politely said: . each other's business card, be sure to read through attentively, cut can not be casually stuffed into the pockets of a trouble; while exchanging business cards with a few people, and because is the first encounter, the other party to the temporary seats on the order of cards on the table , when talking with each other, while the iron is to remember each other's names and faces, the only card in the appropriate opportunity to close up. If there are several customers present at the same time, we must keep track the location of customers and business card, do not do can be mistaken identity, read the wrong name, as this will make you and your clients are selling discount goods.
Keep business cards business card if the wrong delivery of other people to each other, will be a very rude things, but also result in embarrassing scenes. putting the card in the back pants pocket, it will not respect each other's sense impression, so the card or on a better suit jacket pocket.
following these is salesperson details should be very aware of the place.
(1) business card holder may use the relatively long time, so please buy some of good quality.
(2) Do not place the card in the ticket holder, a small notebook inside , when the access is very convenient nor decent.
(3) business card holder should be placed on a suit jacket inside the bag, not in his hip pocket, especially after the pocket more than to put the card folder. < br> (4) When exchanging business cards, should be left to take their business card, right to receive other people's business cards, business cards so each handover.
(5) exchange of business cards into the seat after completion, to correct each other's business cards placed his business card folder.
(6) is not easily read the name it has to ask each other, but do not directly ask how to pronounce the word, you can repeat each other's names, will not be a word was stopped, indicating the other side, usually the other will not mind repeating once.
(7) If there are conference table when the talks, do not rush to put away the business card, business card in the collection after the other, if there are people, should be order on the table and went away, be sure to receive a good business card. not the other things on the card, this is a big taboo.
Dell Kan, director of marketing, said Roberts, when he went to see regular customers about this statement: get a more favorable discount. must be proficient grasp. excellent sales staff will use the special way people keep business cards.
second 19. to develop sales targets
establishing goals is very important. to establish goals to keep in mind: to achieve goals process, its progress is more important than achieving goals. As a salesman, not without their own goals and action plans, or sales will not be able to start, If it is messy, the scattershot visits to several customers, the probability of success and how many?
no goal to no direction
as a salesman, just found the right target, it should go forward and not be a temporary failure of the difficulties and short intimidated, we will certainly succeed. goals Seller is not everywhere clear. If a sales clerk casually asked: Q: Ladd, to their own goals and plans is to visit 30 clients every day, if the day was not reached, he would certainly not have to adhere to the night out to dinner. is with this spirit of persistence made him worthy of a top sales king, but also brought him great wealth.
To be a successful person, we must first have a clear goal in life. no goal in life, there is no specific action plan, work will muddle through, improvise, there is no sense of responsibility, let alone what a strong will and high-spirited. Yiping said the former marketing guru: passive, negative; if doing things for themselves, the target will be able to determine their own plans for their implementation, then his action is positive and proactive. no target seems to be no sales to buoy the ship, only in the river on the drift. no goals, sales staff can not conduct their own evaluation and summary of achievements, he does not remember where the goods sold, he wants to waste a lot of time, his performance stagnated, with no records. there is no record the things that is not happening.
goal setting sales targets three-step development of the general three-step
.
1. to set an ideal target in the choice of targets, to follow the was almost one br> asking price. is mutual respect for the interests of both conditions, so that their own interests to maximize the target.
2. seize the end of a vertical target
in Scotland, a small tire company had started only 4 days a week, manager enhance the competitiveness of commodities in the market, hope to see can start working five days to one week. However, the trade unions refused to make the meeting on the grounds that the ideal of union does not start on Friday. In the long sales process, company managers have repeatedly statement, if the union refused to cooperate, the Company may be *** of business. may be the ideal goal of union insistence. final sales failed, the company announced closure, the workers are unemployed. The union is due to the pursuit of ideals and goals at the expense of final vertical target mm to keep their jobs. end goal is survival longitudinal subject, the ideal goal is the development of topic, the ideal goal for the final vertical goals. If the subject did not solve the survival of talk about development? the end goal is vertical and the bottom line mentality.
3 . better to have a target range of objectives and end
longitudinal ideal goals, it is best to have a clear target range in order to leave room for negotiation and customers, allow customers to psychological sense of accomplishment.
market, A paper that says the shirt stall No price, 30 yuan each. but you can bargain, but also through the bargain, generally or in 25 per transaction, daily sales is not bad. customers excited about it, will buy a tie.
the same transaction is 25 yuan, B Why sales stall A stall than good would stall because the price of B has a target range of 30 per mm is his highest ideal target, the lowest 25 per longitudinal end of his goal. and this target range setting to allow customers to accept psychologically.
sales success can set goals, do not set goals, it can not fully develop their potential. particularly in terms of a salesman, if no target, it will become depressed, irritable , will be lost to the focus. We can see how important goal setting.
a goal is not afraid of failure
Whenever we start something, you always can not avoid failure, as Like a child learning to walk, not a child can not learn wrestling to go and run. from failure to success, this is the way, do not think it will succeed without fail, it is fantasy. fame and mediocre Inaction person will experience failure, the difference is that failure is success and fame were to be successful, a new dynamic, but also the gap between mediocrity are insurmountable.
When a new customer to the company Jie, When to visit him, Jie both excited and nervous, almost afraid to make eye contact with customers on the exchange, the customer's questions answered is also hesitant, until after the end of conversations with customers found themselves with palm also nervous full of sweat, sweat shirts are soaked. This visit customers with predictable results, the initial sales Jie so failed. but Jie did not blow because of the failure to do see, he seriously analysis of the merits of their location: they certainly have a wealth of theoretical knowledge on the sale, but no practical experience. in the goods sold on their own understanding of the skills of dealing with people's knowledge is still quite lacking.
second 20. to develop a sound marketing plan 2
morning time is the key to victory or defeat, when it decided to sell, salespeople have to study carefully how to formulate a plan of action as early as possible. In making plans, let us look at ) The first is reading, thinking marketing programs, develop action plans that day's sales. (3) 6:30 into the client's home to hang up in order to finalize the visit time.
(4) 7 o'clock breakfast, and his wife to discuss the work.
(5) 8 o'clock to the company to work.
(6) 9 o'clock ride in his favorite car out to the Cadillac sales.
(7) 6 pm after work home.
(8) at 8 o'clock to study, reflect, and organize customer information, and arrange the new program.
(9) 11 o'clock bed time.
Mr. Saito, the success of the help of bamboo every day because of his careful planning, and strictly implemented according to plan, work nonstop from morning to night. you know, he was only 57 years into the desperate into the sales profession mm Asahi Mutual Life Insurance Company. and he only 5 years from the debt, became Japan's chief salesman. at age 70 years by the United States's become the world's chief salesman, this is done by the merits of his unshakeable brought. good marketing plan is divided into two types: for the sale and development of operational plans and to provide customers with the plan as a reference.
first kinds of plans, the salesperson's action plan, also known as battle plans.
how to develop operational plans, many ways, generally includes the following steps:
(1) setting goals, establishing sales outlook. determine the marketing concepts or creed, but also to make specific, detailed the total target decomposition, making it the guiding principle of the work of the part of the business and direction.
(2) to guess. No matter how the salesman's subjective intent, in fact, is surrounded by the objective environment. If ignored guess the objective analysis of the environment, marketing plans are just building a tower on the sand, the air-made floor.
(3) envisaged marketing plan. sales plan is based on sales staff intention two kinds of plans, to provide a reference plan. It produces a very large role, if well developed such a plan, you can say that the sales is half the battle. salesperson to develop sales plans, always taking into account the following two things: One is usually sales have in common; the other is the sales target due to the various situations that may arise. In general, the sales staff at work are used to prepare the products of the company manual. Company goods manual, an overview of the main features of the operation of commodity, is applicable to all customers, all sales staff a common language. As fits, we all use it, therefore, not only the usefulness of the sales will not achieve much, And to make customers feel tired easily. Therefore, the sale should be based on different objects, their preparation of the corresponding file. Handbook of goods issued by the company, based on repeated study, imagine, if they are customers, how will think, should provide What is the best reference programs. This would be vary, just kind of.
when the customer is a company, it is necessary to the company's product manual as a reference, according to the size of the company to write programs . whether the other has a hundred or a thousand staff ...
memory is one of intangible assets. For the Seller, the super-memory is your avenues to success, is a necessary capability. If the goal is to be a excellent sales staff, then your memory to remember those who support their important things enough; if you want to be the top salesman, then we must exercise a strong memory.
to remember their names < br> This is the Wisdom - sul mm an American town that nobody on the success stories of how mid-century 30 .20 Wisdom - sul took over his father at the hotel restaurant, is this only 20 seats a small restaurant that would become famous across the family business in Michigan, and its many branches to form a band around the restaurant in southern Michigan, it was named one of the nation's best restaurants. When sul took over his father The hotel restaurant before, was an active athlete, is an American football quarterback and halfback, baseball's first baseman, is also the basketball point guard. At that time he had exaggerated his teammates and to know each other player's name. During World War II to become a Navy logistics officers Sool. during his business trip in Washington, the capital of the food tasted the same time, he also maintained his good memories of the good habit, every contact with him officers, as long as he know the name, he will keep in mind.
Now, the company has been handed over to the son of Hans and grandson Sool to taking over control, and now this restaurant is well known in Michigan. Su Le's success can in part be back to work on his very famous restaurant has a secret system of small snacks, but the most important factor is that sul super memory. his name to others can be said to Guomuchengsong. Thus he was able to come to the store for each customer are warmly welcome, as welcome guests to his home to visit the same. Meanwhile, he also has contact with him to remember every name of the person had the habit, these people almost all by his name firmly in mind. sul way is to get a first meeting of each person, whether customers, partners, competitors or their employees, he would ask each other's full name. and then repeat the name three times, and try to chat in the next dialogue or her name used. After the Road program after sul basically you can never remember the name of this person.
of course, also has a number of sul Shortcuts: When a group of strangers appear at the same time when the customer, he always will be their names linked to their position to help them remember. To avoid confusion, he will be the name of each person with a direction of the back or front of the word. After he recorded before going to bed at night, who will provide a chance to browse and remember the name again.
for sul, repetition of the memory is very effective. In fact the modern scientific research shows that people need to repeat 7 times more memory, will form a life-long memories. and sul also confirmed the success of the importance of memory: remember the name of each client, to truly realize the guests to return to the intimacy as it is a strategy for success .
If you feel that your memory has begun to decline, or had not so good, a lot of people need to meet at least three times to remember each other's names, then you must start now to practice your memory, the super memory is of great help to your career as a quality.
develop a remarkable memory
salesman should have a remarkable memory. because you must keep in mind a variety of performance products, and even a competition for each commodity characteristics. You have to remember the names of your customers at the next meet, do not need to remember to be blurted out. Perhaps the other side can not remember your name, but that does not mean you can not remember their name . can not remember their name, is a taboo for sale!
you can enhance memory through self-suggestion. means that you want to learn something, only half the battle, you also have to say to yourself: ; I remember it. Remember to learn more than you are just browsing over the contents, not to deliberately perform much better memory.
record the information and names of traveling salesman
need to travel, each trip will provide a lot of new information, so you need your own super-memory to write them down for future use. of course, just heard a positive message on human memory was only 50%, but the champion salesman has some effective methods can be used
to progress in the efficiency of their memory. The following tips first volume, hope to see help you develop their own quality in this area.
1. repeat of useful content
just heard the other after the finish , immediately to the other side, then use their own language to re-expression. aim is to one side repeatedly, while for their own gain time memory. If we do not take the initiative to repeat the words, they will continue to give you some new information, then your brain's memory device to will be overwhelmed.
2. quickly familiar with each other's speech patterns
If you can talk a few minutes at the beginning, summed up the pattern for the other to speak, or to remember one of the typical examples, and then their Refresh combination of conversation, also can help memory. and because the grasp of the characteristics of each other, it is easy to sit in the right into the seat. There is a small clothing store owner, she may remember the names of no less than every customer, but she always considered out of you, because she was the first face you see when you record in mind the characteristics: a big eye or a dyed red hair girls girls.
3. the use of certain memory method
and skills in this area have a lot of books, as a growing emphasis on memory, so people will study more. You can access some information, then according to their actual situation, to find their own way.
student Why do they always have good memories? there is one important reason is because when you study and had to take notes. quickly record some key words on paper, or on behalf of their own design specific meaning of symbols, after Rereading the impression will be a lot of depth.
second 16. Speech is silver, gold
listen is saying: more useful. If the customer places an order on the other side there for a while silent, and you must not think themselves bound to say something. Instead, you give customers enough time to think and make decisions. Do not self-assertion to interrupt their train of thought, otherwise you will regret was vomiting blood.
effective listening
front of the customers and sales staff to do the first volume of goods to their full advantage, which of course is essential. However, listening to the sales staff also has an important role. sales staff not only to encourage customers to talk and speak after the customer, but also learn to listen, then do not speak more than a few
. Some sales staff, For a priori reasons, introverted, quiet, customer-facing, at times I have a lot of want to say, no way open, the only thing they listen to, but their business is not imagined it could not carry out, on the contrary, they performance is not bad. This is the idea that they can listen to the customer, the customer is willing to deal with such people.
can be seen, the salesman how to say this is not the most important, the key is to learn to speak. speak speaking and listening skills, into the ears of its more important than that. A good listener who will be a good salesman. Listening is a skill worth developing, good at listening to people at social gatherings and career will occupy the upper hand. representing expert survey, 20 species in the sales manager's characteristics and capabilities, the top two are: listening and communication skills. during working hours, sales will be 70% -80% of its time to do the work of communication, of which the main activities is to listen. Therefore, listening is a successful sales person should have the most important quality.
listen, is often misunderstood as is very dangerous, and this misunderstanding will lead to to ignore this important communication functions. even terms, as a listener, it is only 35% efficiency. the lack of effective listening often leads to missed opportunities, misunderstandings, conflict and poor decisions, or failure to make timely discovery by subject led to the crisis. effective listening can be acquired through learning, familiar with their own listening behavior of web pages will help you become a proxy efficient listener. listen to the sales staff is essential. When speaking with customers to understand their own is a listener, rather than waiting to make a sale and purchase of the governed, they do not hide to give advice and share emotions. In this way, between customers and sales staff to creatively solve the issue, and not passing the buck accused. learn effective listening can make you establish good relationships with customers, sales staff access to important information needed to improve the professional image of your sales to ease tension, so that the sales job easier, relatively easy to convince customers.
listening is the best compliment is a courtesy to listen to, is a respected speaker's performance, the speaker is a high degree of praise, but is the best compliment to the speaker. listen to to each other like you, trust you. hope to see everyone get the respect of others by other people's attention. When we dedicate ourselves to listening to each other about, hard to listen, to listen attentively even when the other party must be respected and there will be a the feeling of being taken seriously, is bound to narrow the gap between the two sides.
through a friend's first volume, heavy-duty car salesman George, who used to visit the merchants bought their company cars. meet, the manner of George offers his own business card: car all the unpleasant, such as bad attitude, quotes false, false built and equipped, the handover time waiting for the car too long, etc..
customers chatter endlessly with George providing the car companies and the original Seller, George had to stand aside quietly, listen carefully, do not say a word. Finally, to all previous customers who have grievances spit bare headlong. When he took a break a little only when found in front of the sales staff seemed very strange. So, a little embarrassed, he said to George: capacity of the first capacity to me first, right. purchase, the entire process, George said, then do not add up to more than 10. heavy-duty vehicles the key transaction finalized by the road out of that client, he said: lying to you before the winter so I buy a car. therefore benefit.
second 17.
to win customers by listening to listening to our customers talking salesman, the most common weakness is that he only put on listening to our customers talk, the way my heart can not wait to wait for an opportunity within , want to talk about his own words, completely > listen to win customers
Joe - Gilad said: I observed that some sales staff chatter, so that their performance is always flat. why God gave us two ears and one mouth? I think, is to make us listen, speak! Ladd deep feeling on this point, as he learned from his clients this truth, but also come from the lessons.
One day, Joe - Gilad accompany clients to switch half an hour, on the He should have full grasp of buying a car, and sent into the office filling the order.
their way into office again to talk about winter and spring sounded customers to his son. > .
to be a doctor. suddenly said:
. Joe, you heard me. tell you, Mr. big shot, some people tell you what he likes does not like something, you should listen to them, listen attentively! something wrong, quickly said: ; any ideas?
br> Three years later, that client again, Joe - Gilad sell him a car. He not only buy their own, but also the first volume of the several dozen colleagues to Joe - Gilad here. and then later, that customers and from Joe - Gilad here to buy a car, the doctor gave his son Jim.
Joe - Girard 12 years and more cars were sold, known as the set into the goods patience. On the contrary, customers are willing to spend time with those who care about their needs, questions, thoughts and feelings of people together. Joe - Gilad on listening to do a simple sum, he thought, when we do not chatter, br> but listen to what others say, at least can gain three benefits.
(1) reflects your respect for each other;
(2) the opportunity to get more transactions;
a customer focused attitude of listening to our customers needs, goals in a timely manner to customers is not sure you understand what he wanted to say that the attitude of sincere focus on customer say that he can stir the heart more ideas.
2. to allow customers to finish, and note the key to remember is to meet customer needs you, you are to bring the interests of customers, let your customers to fully express his condition after, you can correct to meet his needs, as doctors described the patient to be listened to their condition before beginning diagnosis.
3. to grasp the idea that customers really
customers customer attitude, he probably will not really think tell you, he might use the excuse or false excuses, or for diversion to other purposes, or do not have a hidden reason inconvenience clear. so you have to listen to the customers as much as possible the idea of the real.
take customers inside The idea really is not an easy thing, you'd better listen to customers in the conversation, ask yourself the following questions.
(1) customers said what?
(2) it mean? he said is a fact or an opinion?
(3) Why did he say that? he said What is the purpose?
(4) from his talk, I know what you need him ?
(5) from his conversation, I knew he would like to see the conditions you buy?
if you can keep track of the above 5 points, I believe you will definitely become a burnt person.
second 18. The first time we met I remember the first time and exchange business cards
meet customers must remember to exchange business cards. Even in the appointment of the phone has spoken to each other has also been reported to name the generic term, or should be exchanging business cards. cards is salesperson for an important interpersonal communication tools, often used, but essential. a good sales staff attached great importance to business cards, and will properly use the card.
respectfully delivered and accepted delivery of a business card business card
, should be cautious, respectful and politely handed it to each other. in the delivery of well-known films, the salesman should not use the following method: pinch the part of business cards handed out to; to hand out business cards tucked finger. these two delivery methods easily towards the other side where the sharp is very incompatible with the etiquette. the right delivery method should be: the fingers close together, the business card on the palm, thumb grip around both ends of the card, respectfully to the other breast; or Bend the index finger and thumb grip the left and right ends business card offer.'s name on the card back on himself, so that customers can clearly read out their names, and easy to walk to the other party on receipt of the interval to delivery, which delivery is the most basic business card etiquette. Similarly, out of a business card, please do not forget to smile on her face, and not slowly and, procrastination, as this might make sense of anxiety, and even your sales generated sense of exclusion.
1. visiting cards to produce business cards with the attitude of tough
seriously can not take so-so attitude. first meeting by the time customers will produce a business card salesman approach to measure its character, determine whether it is worthwhile contacts. go out, the salesman should be easy to take out the card in advance to place out smoothly at the proper time, gave each other respectfully and politely said: . each other's business card, be sure to read through attentively, cut can not be casually stuffed into the pockets of a trouble; while exchanging business cards with a few people, and because is the first encounter, the other party to the temporary seats on the order of cards on the table , when talking with each other, while the iron is to remember each other's names and faces, the only card in the appropriate opportunity to close up. If there are several customers present at the same time, we must keep track the location of customers and business card, do not do can be mistaken identity, read the wrong name, as this will make you and your clients are selling discount goods.
Keep business cards business card if the wrong delivery of other people to each other, will be a very rude things, but also result in embarrassing scenes. putting the card in the back pants pocket, it will not respect each other's sense impression, so the card or on a better suit jacket pocket.
following these is salesperson details should be very aware of the place.
(1) business card holder may use the relatively long time, so please buy some of good quality.
(2) Do not place the card in the ticket holder, a small notebook inside , when the access is very convenient nor decent.
(3) business card holder should be placed on a suit jacket inside the bag, not in his hip pocket, especially after the pocket more than to put the card folder. < br> (4) When exchanging business cards, should be left to take their business card, right to receive other people's business cards, business cards so each handover.
(5) exchange of business cards into the seat after completion, to correct each other's business cards placed his business card folder.
(6) is not easily read the name it has to ask each other, but do not directly ask how to pronounce the word, you can repeat each other's names, will not be a word was stopped, indicating the other side, usually the other will not mind repeating once.
(7) If there are conference table when the talks, do not rush to put away the business card, business card in the collection after the other, if there are people, should be order on the table and went away, be sure to receive a good business card. not the other things on the card, this is a big taboo.
Dell Kan, director of marketing, said Roberts, when he went to see regular customers about this statement: get a more favorable discount. must be proficient grasp. excellent sales staff will use the special way people keep business cards.
second 19. to develop sales targets
establishing goals is very important. to establish goals to keep in mind: to achieve goals process, its progress is more important than achieving goals. As a salesman, not without their own goals and action plans, or sales will not be able to start, If it is messy, the scattershot visits to several customers, the probability of success and how many?
no goal to no direction
as a salesman, just found the right target, it should go forward and not be a temporary failure of the difficulties and short intimidated, we will certainly succeed. goals Seller is not everywhere clear. If a sales clerk casually asked: Q: Ladd, to their own goals and plans is to visit 30 clients every day, if the day was not reached, he would certainly not have to adhere to the night out to dinner. is with this spirit of persistence made him worthy of a top sales king, but also brought him great wealth.
To be a successful person, we must first have a clear goal in life. no goal in life, there is no specific action plan, work will muddle through, improvise, there is no sense of responsibility, let alone what a strong will and high-spirited. Yiping said the former marketing guru: passive, negative; if doing things for themselves, the target will be able to determine their own plans for their implementation, then his action is positive and proactive. no target seems to be no sales to buoy the ship, only in the river on the drift. no goals, sales staff can not conduct their own evaluation and summary of achievements, he does not remember where the goods sold, he wants to waste a lot of time, his performance stagnated, with no records. there is no record the things that is not happening.
goal setting sales targets three-step development of the general three-step
.
1. to set an ideal target in the choice of targets, to follow the was almost one br> asking price. is mutual respect for the interests of both conditions, so that their own interests to maximize the target.
2. seize the end of a vertical target
in Scotland, a small tire company had started only 4 days a week, manager enhance the competitiveness of commodities in the market, hope to see can start working five days to one week. However, the trade unions refused to make the meeting on the grounds that the ideal of union does not start on Friday. In the long sales process, company managers have repeatedly statement, if the union refused to cooperate, the Company may be *** of business. may be the ideal goal of union insistence. final sales failed, the company announced closure, the workers are unemployed. The union is due to the pursuit of ideals and goals at the expense of final vertical target mm to keep their jobs. end goal is survival longitudinal subject, the ideal goal is the development of topic, the ideal goal for the final vertical goals. If the subject did not solve the survival of talk about development? the end goal is vertical and the bottom line mentality.
3 . better to have a target range of objectives and end
longitudinal ideal goals, it is best to have a clear target range in order to leave room for negotiation and customers, allow customers to psychological sense of accomplishment.
market, A paper that says the shirt stall No price, 30 yuan each. but you can bargain, but also through the bargain, generally or in 25 per transaction, daily sales is not bad. customers excited about it, will buy a tie.
the same transaction is 25 yuan, B Why sales stall A stall than good would stall because the price of B has a target range of 30 per mm is his highest ideal target, the lowest 25 per longitudinal end of his goal. and this target range setting to allow customers to accept psychologically.
sales success can set goals, do not set goals, it can not fully develop their potential. particularly in terms of a salesman, if no target, it will become depressed, irritable , will be lost to the focus. We can see how important goal setting.
a goal is not afraid of failure
Whenever we start something, you always can not avoid failure, as Like a child learning to walk, not a child can not learn wrestling to go and run. from failure to success, this is the way, do not think it will succeed without fail, it is fantasy. fame and mediocre Inaction person will experience failure, the difference is that failure is success and fame were to be successful, a new dynamic, but also the gap between mediocrity are insurmountable.
When a new customer to the company Jie, When to visit him, Jie both excited and nervous, almost afraid to make eye contact with customers on the exchange, the customer's questions answered is also hesitant, until after the end of conversations with customers found themselves with palm also nervous full of sweat, sweat shirts are soaked. This visit customers with predictable results, the initial sales Jie so failed. but Jie did not blow because of the failure to do see, he seriously analysis of the merits of their location: they certainly have a wealth of theoretical knowledge on the sale, but no practical experience. in the goods sold on their own understanding of the skills of dealing with people's knowledge is still quite lacking.
second 20. to develop a sound marketing plan 2
morning time is the key to victory or defeat, when it decided to sell, salespeople have to study carefully how to formulate a plan of action as early as possible. In making plans, let us look at ) The first is reading, thinking marketing programs, develop action plans that day's sales. (3) 6:30 into the client's home to hang up in order to finalize the visit time.
(4) 7 o'clock breakfast, and his wife to discuss the work.
(5) 8 o'clock to the company to work.
(6) 9 o'clock ride in his favorite car out to the Cadillac sales.
(7) 6 pm after work home.
(8) at 8 o'clock to study, reflect, and organize customer information, and arrange the new program.
(9) 11 o'clock bed time.
Mr. Saito, the success of the help of bamboo every day because of his careful planning, and strictly implemented according to plan, work nonstop from morning to night. you know, he was only 57 years into the desperate into the sales profession mm Asahi Mutual Life Insurance Company. and he only 5 years from the debt, became Japan's chief salesman. at age 70 years by the United States's become the world's chief salesman, this is done by the merits of his unshakeable brought. good marketing plan is divided into two types: for the sale and development of operational plans and to provide customers with the plan as a reference.
first kinds of plans, the salesperson's action plan, also known as battle plans.
how to develop operational plans, many ways, generally includes the following steps:
(1) setting goals, establishing sales outlook. determine the marketing concepts or creed, but also to make specific, detailed the total target decomposition, making it the guiding principle of the work of the part of the business and direction.
(2) to guess. No matter how the salesman's subjective intent, in fact, is surrounded by the objective environment. If ignored guess the objective analysis of the environment, marketing plans are just building a tower on the sand, the air-made floor.
(3) envisaged marketing plan. sales plan is based on sales staff intention two kinds of plans, to provide a reference plan. It produces a very large role, if well developed such a plan, you can say that the sales is half the battle. salesperson to develop sales plans, always taking into account the following two things: One is usually sales have in common; the other is the sales target due to the various situations that may arise. In general, the sales staff at work are used to prepare the products of the company manual. Company goods manual, an overview of the main features of the operation of commodity, is applicable to all customers, all sales staff a common language. As fits, we all use it, therefore, not only the usefulness of the sales will not achieve much, And to make customers feel tired easily. Therefore, the sale should be based on different objects, their preparation of the corresponding file. Handbook of goods issued by the company, based on repeated study, imagine, if they are customers, how will think, should provide What is the best reference programs. This would be vary, just kind of.
when the customer is a company, it is necessary to the company's product manual as a reference, according to the size of the company to write programs . whether the other has a hundred or a thousand staff ...
Sunday, February 20, 2011
Warm and simple style, 4.2W to build the city's record petty decoration real life
First City District Name
type of housing
2
City Hall, Room 2, Unit 1, 1 Wei kitchen area
92 square meters
create decorative design units
real solid record of three decorative center design
modern minimalist decor
construction period
40
create decorative type of package
real solid record 288 Deluxe Package
decorative total project cost
52154 Yuan Yuan owners case
the client's successful career as a pair of middle-aged couple, mature, demanding design.
garden designer is good at Chinese Continental style
real simple create decorative Hotline
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type of housing
2
City Hall, Room 2, Unit 1, 1 Wei kitchen area
92 square meters
create decorative design units
real solid record of three decorative center design
modern minimalist decor
construction period
40
create decorative type of package
real solid record 288 Deluxe Package
decorative total project cost
52154 Yuan Yuan owners case
the client's successful career as a pair of middle-aged couple, mature, demanding design.
garden designer is good at Chinese Continental style
real simple create decorative Hotline
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Thursday, February 17, 2011
The snow, I am with you hand in hand
Snow again today, looking at the snow, I thought of her. On a field of snow, well under the United States.
Thinking about her, thinking about her. Saw her on the line, the result we had a falling, and finally good of the. We've been with the same heart, felt the other side, waiting for me to marry her years later, she made my bride.
his emotionally heavy, went out alone in the snow in the sky I am alone, but my heart just filled with you, little girl.
remember the heavy snow, I waited for her in the snow for a long time, you still come, my you look shivering in the snow , I kind of hold your impulses, my hair was covered with snow, you make me look down, I knock down the snow by hand, then the warmth of the scene, I hope to stay in that moment of time.
I want to hold your hands red, through snow, through the life ~~~~~
Thinking about her, thinking about her. Saw her on the line, the result we had a falling, and finally good of the. We've been with the same heart, felt the other side, waiting for me to marry her years later, she made my bride.
his emotionally heavy, went out alone in the snow in the sky I am alone, but my heart just filled with you, little girl.
remember the heavy snow, I waited for her in the snow for a long time, you still come, my you look shivering in the snow , I kind of hold your impulses, my hair was covered with snow, you make me look down, I knock down the snow by hand, then the warmth of the scene, I hope to stay in that moment of time.
I want to hold your hands red, through snow, through the life ~~~~~
Wednesday, February 16, 2011
You can fantasize about big brother is not just legend
You can fantasize about big brother is not just legend
text / snakes of this year's Spring Festival and Western
Valentine's Day together on the same day, learned from the Internet, which is 57 years since the West since 1953, two collisions again after the hand. two encounters must be waiting for the next 38 years, that have a chance to hand 2048.
suddenly felt that this special day belongs to us, is born 1953 years ago, snakes were .57 , two snakes came to earth were born together, although not in the same city, although it did not catch the Chinese New Year day, but the infant born with a complex we have to experience the world.
57 years stroke, the number of storms experienced ups and downs, ups and sweet and sour. from a little place, to the grandson of the children in pairs around the knee, six years on the road train Ben directed his sixtieth in your hand and the sub- sing a long marriage in hand once again Chinese New Year Valentine's Day encounter.
this encounter is different from the infancy of the case 57 years ago, this encounter is the real life encounter. the next 38 years to meet , then we are 95 years old at the ripe old age I hope to feel the deep love again.
the past 2009 years, the network There is a catchphrase: Do not fantasize about big brother is just a legend. However, in this special day, the White Snake, I want to say: You can fantasize about big brother is not just legend! we caught up with the two infant hand in the year, 57 years later we met again two hand, We look forward to meet again 38 years later, two hand to catch the last train.
in this special holiday, the two snakes to send my heartfelt blessings to you! and we want to tell you: Costa Rica is the big brother is not only a legend!
Note: still under revision,
text / snakes of this year's Spring Festival and Western
Valentine's Day together on the same day, learned from the Internet, which is 57 years since the West since 1953, two collisions again after the hand. two encounters must be waiting for the next 38 years, that have a chance to hand 2048.
suddenly felt that this special day belongs to us, is born 1953 years ago, snakes were .57 , two snakes came to earth were born together, although not in the same city, although it did not catch the Chinese New Year day, but the infant born with a complex we have to experience the world.
57 years stroke, the number of storms experienced ups and downs, ups and sweet and sour. from a little place, to the grandson of the children in pairs around the knee, six years on the road train Ben directed his sixtieth in your hand and the sub- sing a long marriage in hand once again Chinese New Year Valentine's Day encounter.
this encounter is different from the infancy of the case 57 years ago, this encounter is the real life encounter. the next 38 years to meet , then we are 95 years old at the ripe old age I hope to feel the deep love again.
the past 2009 years, the network There is a catchphrase: Do not fantasize about big brother is just a legend. However, in this special day, the White Snake, I want to say: You can fantasize about big brother is not just legend! we caught up with the two infant hand in the year, 57 years later we met again two hand, We look forward to meet again 38 years later, two hand to catch the last train.
in this special holiday, the two snakes to send my heartfelt blessings to you! and we want to tell you: Costa Rica is the big brother is not only a legend!
Note: still under revision,
Tuesday, February 15, 2011
Groupon said it would
[event] According to foreign media reports, recently, one of the world's largest buy site Groupon Danny Yang, CEO of Hong Kong, said the business sector, Groupon will Danny Yang said, Groupon has hired in China, about 120 employees and plans to expand the number of employees within three months to about 1,000. He declined to joint venture partner, there is no clear formal service delivery time.
[Comment] the present situation, the boss of the United States buy into the Chinese market site is a certainty, the industry generally believe that if it really can and Tencent hand, the absolute benefit of its Customers with the local Sites. However, Tencent get the big brother is not so good, and its own resources for its users to bring a very strong bargaining power, and ultimately the difference between the issue of controlling interest may struggle. (Wen Jing)
[Comment] the present situation, the boss of the United States buy into the Chinese market site is a certainty, the industry generally believe that if it really can and Tencent hand, the absolute benefit of its Customers with the local Sites. However, Tencent get the big brother is not so good, and its own resources for its users to bring a very strong bargaining power, and ultimately the difference between the issue of controlling interest may struggle. (Wen Jing)
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