بياع الدقيقة الواحدة

by Spencer Johnson, Larry Wilson, السيد المتولي حسن (Translator)

يقدم لك هذا الكتاب مدرسة فكرية جديدة في اتجاهات ومهارات البيع التي يمكنك استعمالها بنجاح في أسواق اليوم. هذا الكتاب مبني على خبرات وعمق نظر نصائح فعّالة يقدمها لك أكثر خبراء المبيعات نجاحاً الى جانب كبار المديرين في مجالات التسويق والمبيعات في أكثر من مائة شركة رئيسية تشمل تقريباً معظم الصناعات.

Genres: Business, Nonfiction, Self Help, Psychology, Management, Audiobook, Personal Development

108 pages

First published September 28, 1984

About the author

Librarian’s note: There is more than one author in the Goodreads database with this name.

Patrick Spencer Johnson was an American writer. He was known for the ValueTales series of children's books, and for his 1998 self-help book Who Moved My Cheese?, which recurred on the New York Times Bestseller list, on the Publishers Weekly Hardcover nonfiction list. Johnson was the chairman of Spencer Johnson Partners.

Reviews

[Mustafa Hasan · Rating 3 out of 5]

كتاب سهل ممتنع يعد مقدمة قصيرة في فن البيع الذي يعد اهم المهارات التي يجب ان يكتسبها كل من له علاقة بالتجارة،، وهو مختص اكثر برجال المبيعات، اي بالذين يتواصلون مع الزبون وجها لوجه

احب كثيرا الكتب التجارية التي تبنى بأسلوب قصة، وهذا الكتاب احدها ، يبحث بطل القصة الذي يريد ان يكون بائعا ناجحا عن اجوبة لاسئلته، ماذا يجب ان يفعل، كيف يفكر ويتصرف كبائع ناجح؟

مفاتيح واجوبة الكتاب

"في كل عملية بيع يوجد انسان يجب ان تتفاعل معه"

"مبدأ التناقض السحري: سوف احقق النجاح المالي اذا ساعدت عملائي على الحصول على ما يريدون"

يقول الكتاب ان المهم هو ان تعتني بعملائك .. تحاول اكتشاف احتياجاتهم ومبادرتهم بالحصول على حلول لديك سواء كانت منتجات او خدمات

تعلم من الاعلانات
الاعلانات في التلفزيون مثلا قد نظن انها سخيفة وغير مجدية، ولكن في الحقيقة هذه الاعلانات جدا ناجحة ولو لم تنجح لم تستمر .. فتعلم كيف تتواصل مع عملائك عبر هذه النماذج

الناس لايحبون ان تبيعهم ولكنهم يحبون ان يشتروا، اذا اردت ان تبيع فكر بطريقة تصرفك عندما تشتري ،،، امممم ماذا يعني هذا الكلام ؟!

ببساطة لا تتصرف مع الزبون كبائع .. لاتلح عليه بالشراء ابدا .. تصرف معه كصديق يريد ان يساعده، تفهم ماذا يحتاج .. واذكر له ما يحمل المنتج الذي تبيعه من ميزات تلبي احتياجاته .. وفقط .. لا شيء اكثر .. دع الزبون حرا في اختياراته

ينتقل بنا الى فصل يهتم بتعاملك مع نفسك، فمن وضع الاهداف الى مدح الذات اذا قمت بعمل جيد وعندما تقوم بعمل غير جيد تمدح نفسك ايضا ولكن تنتقد تصرفك

ما هو شعوري بعد قراءة الكتاب، حسنا لا اظن انني اكتسبت معرفة كبيرة وتفاصيل كثيرة في البيع وتقنيات مبتكرة .. لا ابدا ..كان الكتاب يقول امور تبدو بديهية كثيرا .. ولكن ربما نحتاج الى حكمة وتعقل اكثر لكي ندركها .. ولذلك كان هذا الكتاب .. هو يحدد لك روحية البائع الجيد سواء كان موجودا في قرية ريفية او في اغنى الاحياء في العالم.. كلهم لديهم روحية واحدة هي ما حاول الكاتب وصفها في هذا الكتاب

[Addy · Rating 5 out of 5]

I found this book in an old shoe box. I was 19 when this book was given to me by my sales manager. Yes, I was a salesman back then. The book didn't exactly help because soon afterwards I quit my job. A few years later, I decided to really shake things up and left for LA to pursue my childhood ambition: filmmaking. It worked out well and after years in film school and working professionally, I am now an independent, self-employed filmmaker.

So what made me read this book again? Well, I did find it in a shoe box! And having finished reading it again, I realize it's brevity and practical wisdom can be immediately applied to my present endeavors.

At the heart of the book is the lesson of having a *purpose* in your life and *caring* about your work. I am not a salesman, but let's not forget we are all in some way a salesperson. We are in the business of selling ideas, services or products. A book that reminds you to stay true to your cause and perhaps help people can't possibly be the worst way to spend an hour of your life.

P.S. never throw away your old shoe boxes!

[Hamidreza · Rating 3 out of 5]

it does have good points

[Jak · Rating 2 out of 5]

I moved into a commercial sales role last summer and someone recommended this book to me because of this. However, the book is largely new age bunkum with some basic ideas we should know anyway. Baring in mind it doesn’t really impart much in the way of knowledge it still manages to be condescending while doing it, which is some feat.

A very easy read, easy enough to do in one sitting in fact. Particularly as the type face is big and many pages aren't even full of text. It comes in at 108 pages but could easily have been condensed into 70 pages or possibly less if font is reduced.

Think of it as Chicken Soup for the Salesman.

[Osama · Rating 4 out of 5]

كتاب قيم و مفيد، أثر في نظرتي للبيع و للعلاقات الإجتماعية و المعاملات و طبقت بعض مبادئه و وجدتها فعالة جداً. شكراً للمؤلف

[Sridhar Guda · Rating 2 out of 5]

Pretty much boring!!

[Cheryl Durham · Rating 5 out of 5]

Another great read. Trying to ensure that whatever I put my hands to that it is as productive as possible. This book built upon the premise that regardless of what you are selling (i.e. services or goods) and regardless of what the individual you are courting is called (i.e. customer, prospect or client); the true entity is “person.” Never forget that between you and the end result there is a person. Ensure that whatever you do.....you have your purpose and goal well defined. If they are not well defined they can be misconstrued. Likewise, remember you are the only thing standing between you and success. Once you find out what holds you back and what moves you forward....share it. If you remember the important things you will realize we are all on the path of being okay.

Upon concluding the reading, the things that stood out the most:
1. An unconscious salespeople spends a great deal of time doing the unnecessary;
2. If you treat people like a “commodity “ then you are simply a “peddler;”
3. We become what we think about (you can see yourself as a winner just as you can see yourself as a loser.....you choose the view that you give to yourself and others); and in all things
4. Remember the 80/20 rule: 80% of all of our life’s best results are produced by about 20% of what we do.

[Sam · Rating 3 out of 5]

Spencer Johnson writes a parable about sales work, using a fictional sales person who meets other sales people in search of advice about effective sales values to inform better practice. The audiobook is read by the author, and it includes music (a guitar twang) between scenes. Effective sales practice includes: focus on customer needs (by sincerely helping them feel good through use of the product/service); be up-to-date on developments concerning the product/service; follow-up with all customers (not relying on self-reporting) after the sale (to foster referrals); help sales colleagues (or subordinates) to reach their potential (to develop a supportive work environment); invest 80% of your time into the 20% of your most lucrative tasks (which likely generate 80% of your profits); set increasing performance growth goals at 3% (for sustainable growth which scales significantly); consciously pause to praise productive behavior; and consciously pause to redirect unproductive behavior. Above all, the author advocates that effective people (let alone business leaders) are those who take care of themselves and others. Readers with experience in sales might not find much new information, while readers seeking an introduction to sales might be satisfied.

[نادية أحمد · Rating 2 out of 5]

*مبدأ التناقض السحري:
سوف أحقّق النجاح المالي والمتعة بدرجة أكبر
عندما أتوقف عن محاولة الحصول على ما أريده كبائع
وأبدأ بمساعدة عملائي في الحصول على مايريدون.

وهذا المبدأ هو ملخّص للكتاب.

*هدفي في البيع:
هو مساعدة العملاء في الحصول على إحساس بالرضا
بشأم الشيء الذي إشتروه وبشأن القرار الذي إتخذوه.

*عندما أحقّق النجاح فإنّني أطبّق الأفكار الإيجابية التي تحقّق
هذا النجاح، وسواء قمت بذلك بطريقة شعورية أو لا شعورية.

*قبل أن أحقّق مصالح العملاء يجب عليّ أولاً أن أنسى مصالحي.

*العملاء لا يشترون ماتعرضه عليهم من منتجات، إنّهم يشترون تلك المنتجات التي تحقق لهم مشاعر الإشباع والرضا.

*بعد أن أبيع لغاية يشعر عملائي بالرضا عما اشتروه
وعن أنفسهم؛ ثمّ بعد ذلك يرسلون أصدقائهم ومعارفهم كعملاء جدد لي.

الكتاب جيد ويتناول التسويق من منظور أعمق مما هو متعارف عليه.

لكنه ليس كما توقعته؛ لأنني علّقت آمالي على عمل يفوق
"من حرّك قطعة الجبن الخاصة بي؟"


عنوان الكتاب: بياع الدقيقة الواحدة "تسويق"
اسم المؤلف : سبنسر جونسون/لاري ولسون
سنة النشر: ٢٠١٢
الناشر: مكتبة جرير
اسم المترجم: دكتور السيد المتولي حسن
عدد الصفحات: ١٠٨

نادية أحمد
١٥ نوڤيمبر ٢٠١٧

[Ngoc · Rating 3 out of 5]

Bản chất của công việc bán hàng là sự giao tiếp giữa người với người.

PHẦN 1: BÁN HÀNG CHO NGƯỜI KHÁC
- Bắt đầu: Mục tiêu giúp người khác có được cảm giác mà họ mong muốn
- Tiếp tục:
+ Trước khi bán: Đặt mình vào vị trí KH, nắm rõ ưu điểm sp tức những lợi ích mang đến cho KH, tự tin giả định về “Kết quả tốt đẹp”
+ Trong khi bán: Đặt câu hỏi về “có” và “cần” để tìm và giải quyết vấn đề của KH, liên hệ sp với mong muốn của KH
+ Sau khi bán: Giữ liên lạc để đảm bảo giải quyết các vấn đề phát sinh, giúp KH hài lòng và giúp giới thiệu các KH khác

PHẦN 2: BÁN HÀNG CHO CHÍNH MÌNH
- Bước 1: Lập Mục tiêu một phút
+ Viết ra giấy các mục tiêu (250 từ)
+ Thường xuyên giành ra 1 phút để đọc lại
+ Mỗi lần đọc lại, cảm giác như các mục tiêu đã hoàn thành
- Bước 2: Một phút khen ngợi bản thân
- Bước 3: Một phút khiển trách bản thân

[Jeffrey West · Rating 4 out of 5]

This book was fantastic! As I was reading it I thought of areas of my life other than sales that I could apply the principles. Selling an idea to a child is sometimes near impossible. I think this book will help a lot in that area. Also the parts about goals and self praise will not only boost my sales but will help me in the personal and spiritual parts of my life. But the biggest thing I took away from this is that you can get what you want in life only when your purpose is to help as many other people as possible get what they want.

[Daniel Taylor · Rating 5 out of 5]

In this brief book, Spencer Johnson outlines sales methods that are simple to understand easy to implement. Read this book, take action, and your sales will increase!

[Lazybee · Rating 3 out of 5]

Not that helpful, but fun to read

[Cedric Nicholson · Rating 4 out of 5]

book isn't about sales its about self philosophy that can lead to great sales.. It's told in story form similar to Richest Man in Babylon

[Mohammed Atef · Rating 2 out of 5]

اختيار الكاتب للأسلوب القصصي في توصيل الفكرة كان غير موفق والأسلوب كان ضعيف، مع تكرار ممل للكلام والمعلومات المذكورة، ولكن ده لا يمنع من كونه مدخل مهم لمجال المبيعات

[Thijs · Rating 4 out of 5]

Audiobook is top leuke conversaties met leuke tips

[Tony Rossel · Rating 4 out of 5]

I’ve been reading a lot of books on #sales this year and decided to re-read The One Minute Sales Person by #SpencerJohnson M.D. and #LarryWilson. I read it a decade ago and loved it, and this parable of a sales person learning how to be a better human and also sales person was a great read.

Two years after co-writing The One Minute Manager with #KenBlanchard, Spencer Johnson wrote this book in 1984 and the principles on #selling still hold true today. What is more, the book is a quick read, Spencer’s storytelling is really good, and the layout of the book makes it easy to digest the information.

Some of my favourite quotes from the book are:

“Behind every sale is a PERSON.”
“Before I can walk in another person’s shoes, I must first take off my own.”
“People hate to be sold, but they love to buy.”
“People don’t buy our services, products, or ideas. They buy how they imagine using them will make them feel.”

The book can be split into three sections:
1. The purpose of selling (to help people get the feelings they want, soon.)
2. Selling to others (Before, During and After the Sale)
3. Selling to Me (Having #oneminute goals and if you win - do a 1 minute praising, and if you lose - do a 1-minute reprimand)


If you don’t have the time to pick up the book (which I recommend), feel free to listen to this audiobook that I found on YouTube. You will miss the “Game Plan” flowchart and big quotes on the pages, but it is a good investment of 54 minutes.

https://youtu.be/lo-ITy6XbrA

#sellbetter #beabettersalesperson

As a side note, I was saddened to learn that Spencer actually passed away in 2017. He released “Out of the Maze” last year posthumously which is a sequel to his best selling book “Who Moved My Cheese?” which is another classic I would recommend reading if you haven’t already.

[Mark Speed · Rating 4 out of 5]

Some really good basics in here. It's not just about selling - it's about getting motivated and getting better outcomes in your life. If you think you don't 'sell' things to people around you, you're dead wrong. Ever tried to persuade a reluctant partner to go and watch a movie, go on holiday, etc.?

[Prakhyath Rai · Rating 5 out of 5]

I listened to this audiobook on my commute time. It's a 1hr read and probably one of the most productive times. It contains these key ideas.

1. Behind every sale is a person.
2. Do the Tombstone test, if you die, what do you want your tombstone to read? This helps to work on purpose.
3. Ask questions to the person you're selling to and listen intently.
4. Follow the 80-20 rule.

[Melvin Marsh · Rating 3 out of 5]

This was recommended to me by my hypnotherapy college, I'm very confused as to how a person with an MD and no sales experience has the ability to write a book on something they don't seem to have the appropriate background for. While a lot of this is very common sense and makes sense and it should work, I've yet to meet any sales person who this actually works for so I really just don't know.

[Eric Outen · Rating 5 out of 5]

Some people really love this book, others think it's crap. If you're in the former you're probably evolved and motivated to make a difference in the world and your life. if you're in the latter you better get used to saying, "Would you like fries with that?"

[Dontee Gonzales · Rating 4 out of 5]

Good easy read that has some great points. Often times people in sales get caught up with quotas and awards. This book helps you put things in perspective. No one likes to be sold, but we all love to buy. They key is finding why we buy and what we want.

[ARC · Rating 4 out of 5]

A quick read on some simple principles to manage the sales pitch process and to manage yourself. A lot of it requires visualization of positive outcomes infused with one min methodology. An interesting framework to ponder on.

[Trevan Hetzel · Rating 2 out of 5]

Not something I would typically read (seemed too cheesy and "self-helpy") but it found its way onto my bookshelf nonetheless. A short read, this book is just a little reminder to put yourself in the buyer's shoes when you're selling, whether it's a product, service or yourself.

[Shemeice Ashmore · Rating 5 out of 5]

Reading this has change my perspective of sales, especially since I have absolutely no sales experience. I have taken want notes that I can apply not only in my business, but also within my personal life.

[Kathy Crow · Rating 3 out of 5]

A short book, clearly presented. I am sure if you follow the tips, your sales will increase. I would not want to live my life in the driven manner of the author, however, which is probably why financial success eludes me.

[Amit · Rating 5 out of 5]

This book talks about concept of "selling on purpose". It talks about "Selling to Others" & "Selling to ourselves". The authors have presented the content in a lucid story like format which describes the journey of a sales person who seek to unravel the invaluable One minute methods of selling.

[emy mhammed · Rating 4 out of 5]

ليس لدي اي علاقة بالمبيعات..
ولكن كحب إستطلاع تصفحت الكتاب..
مفيد الكثير من النصائح التي تساعد البائع..
وايضا الكثير من النصائح التي تخدم الانسان في حياته اليوميه..
كيفية وضح افكار ومخططات كيفية مكافئة النفس وكيفية عقابها..

[Lindsey Oh · Rating 4 out of 5]

Good, simple read. This is my first sales book so I've really got nothing to compare it to, but it definitely stresses the things that I personally believe a salesperson should be- honest, full of integrity, and not pushy. I'll definitely put the ideas into practice.

[Kamil Sabatowski · Rating 3 out of 5]

It was paintful to get through that book despite being relatively short one. Too basic, too obvious. It could be much more packed definitely. Entire book could have no more than 15-20 pages of valuable content.