How to Sell Anything to Anybody 无往不利的推销术 chm umd 阿里云 下载 夸克云 pdf azw3 kindle

　　Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the "Guinness Book of World Records" as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: read a customer like a book and keep that customer for life; convince people reluctant to buy by selling them the right way; develop priceless information from a two-minute phone call; make word-of-mouth your most successful tool. Informative, entertaining, and inspiring, "How to Sell Anything to Anybody" is a timeless classic and an indispensable tool for anyone new to the sales market.

1 Introduction

2 The End of a Loser, the Beginning of a Winner

3 It All Begins with Want

4 The Mooch Is a Human Being

5 Girard's Law of 250

6 Don't Join the Club

7 What Do You Do After You Sell Your Uncle Harry?

8 Fill the Seats on the Ferris Wheel

9 Girard's Toolbox

10 Getting Them to Read the Mail

11 Hunting with Birddogs

12 Knowing What You're Doing--and Why

13 Honesty Is the Best Policy

14 Facing the Customer

15 Selling the Smell

16 Espionage and Intelligence

17 Locking Them Up

18　Winning After the Close

19 All the Help You Can Get

20 Spending and Getting

21 There Is No Last Chapter

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拉里奥把中产阶级父母对孩子的教养风格称为“**协调培养**”。这种模式倾向于“发掘孩子的天分，培养孩子的主张和技能。”作为对照，低收入家庭对孩子的教育策略为**“自然成长**”。这些家长把抚养子女成人看作自己的责任，而把孩子的成长与发展看作孩子自己的事儿。

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贾维斯研究了1 741例精神错乱，其中有205例是过度学习造成的。因此，“精神错乱的诱因，教育占了大部分。”

马太效应：凡是有的，还要加给他，叫他有余；没有的，连他所有的，也要夺过来——《新约·马太福音》。

换句话说，成功者就是获得这些特殊机遇的人，他们因此最终取得了更大的进步：富有者因取得了更多的减税优惠而变得更富有；成绩优异的学生因获得了更优秀的老师的指导、更多的关注而取得更好的成绩；冰球队9岁至10岁间的孩子中年纪稍大者获得了更多的指导和训练而变得更优秀。

在社会学领域，成功就是“优势积累”的结果。

职业冰球队员一开始只比最初所在球队的队友好一点点，然而这微小的优势带来的机遇，扩大了他和那些队友之间的差距，随后差距与机会交替发挥作用，微小的差距被越拉越大——最终被选中的队员成了真正出众的天才。天才并非一开始就表现出众，起初他只是比别人优秀那么一点点。

一个人在学习的过程中，要完美掌握某项复杂技能，就要一遍又一遍艰苦练习，练习的时长必须达到一个最小临界量。

研究发现，任何一个领域的世界级水平都需要起码10000小时的训练。10000小时是取得伟大成就的神奇数字。

门槛效应：既然智力因素仅在某种程度上发挥作用，那么超越这一程度，智力发挥不了作用的时候，另外一些因素就开始发挥作用了。

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发散性思维测试：要求你运用想象力，寻找尽量多的不同的可能性。这类测试中不存在唯一答案；测试的目的是得出你答案的数量和独特性；测试分析的不是你的智力而是你的创造力。

瑞文标准推理测验要求你将可能性分类，排除其他可能性，并努力找到唯一答案，属于收敛性测试。

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作者简介：

Joe Girard is the author of several bestselling books. One of the world's most sought-after speakers, he appears before sales conventions of many major corporations, including General Electric, IBM, and Allstate Insurance.