【正文】 ............................... 15 ............................................................................................. 16 業(yè)務(wù)團(tuán)隊(duì)管理 ....................................................................................................... 17 第 4 講 公關(guān)力與溝通力 ......................................................................................... 17 商談?wù)归_策略 ....................................................................................................... 18 商談溝通技巧 ....................................................................................................... 19 ................................................................................................. 19 ......................................................................................... 20 — 6R 技巧 ................................................................................... 21 ............................................................................................. 22 .................................................................................... 22 ................................................................................................. 22 （ Perfect）公關(guān)口才 .................................................................... 23 ............................................................................................. 24 — Soften 技巧 ..................................................................... 24 ...................................................................................... 25 第 5 講 初級(jí)銷售技術(shù) ............................................................................................. 26 消費(fèi)者采購(gòu)心理曲線 .......................................................................................... 26 推銷 4P 技巧 ........................................................................................................ 26 推銷商品 — FDB 基本技術(shù) ................................................................................. 28 第 6 講 高級(jí)銷售技術(shù) ............................................................................................. 29 切身利益推銷法 ................................................................................................... 29 擴(kuò)大利益推銷法 ................................................................................................... 30 量身裁衣推銷法 ................................................................................................... 31 觀念指導(dǎo)推銷法 ................................................................................................... 32 （ Support） ............................................................................... 32 （ Probe） ...................................................................................... 33 （ Concept） .......................................... 33 (Prove) ................................................................................................ 33 ............................................................................................................. 33 第 7 講 金融產(chǎn)品銷售實(shí)務(wù)（一） ......................................................................... 34 房屋貸款產(chǎn)品 ....................................................................................................... 34 金牌業(yè)務(wù)銷售技術(shù) .............................................................................................. 35 ................................................................................ 35 ........................................................................ 36 ......................................................................................... 36 ................................................................ 37 ，理性說服 ........................................................................ 37 （ SWOT 分析） ............................................................... 37 ................................................................................ 38 發(fā)展客戶關(guān)系 ....................................................................................................... 38 個(gè)人金融產(chǎn)品 ....................................................................................................... 40 金牌業(yè)務(wù)銷售技術(shù) .............................................................................................. 43 發(fā)展客戶關(guān)系 ....................................................................................................... 44 處理異議技術(shù) ....................................................................................................... 44 第 8 講 金融產(chǎn)品銷售實(shí)務(wù)（二） ......................................................................... 45 企業(yè)金融產(chǎn)品 ....................................................................................................... 45 電話營(yíng)銷的案例介紹 .......................................................................................... 45 金牌業(yè)務(wù)銷售技術(shù) .............................................................................................. 46 銷售技術(shù)應(yīng)用 ....................................................................................................... 47 策略 ....................................................................................................... 47 ................................................................................................. 48 金融理財(cái)產(chǎn)品 ....................................................................................................... 49 發(fā)揮銷售成功要素 ....................................................................................... 50 理財(cái)規(guī)劃銷售技術(shù) ....................................................................................... 50 （ Wallet Sizing） ...................................................................... 51 （ Goal） .................................................................................... 51 ..................................................................................................... 51 ..........................................................