professionalpresentationskills簡報技巧-全文預(yù)覽
【正文】 － Found 感覺 － 同感的 － 發(fā)現(xiàn) I know how you fell. 我了解你的感受 Other ADLINK customers have felt the same way. 其他顧客也曾經(jīng)有同樣的感覺 And they found… . 可是他們后來發(fā)現(xiàn) … . Convert to a Question 轉(zhuǎn)換成訊問 EXAMPLES: The Objection “your price is too high.” Convert to a question. 【 異 議 】 【 價 格 太 高 】 【 轉(zhuǎn)換成問題 】 “ I guess the question you are asking me is, is the value received worth the price?” “我想你問我的問題是，這個商品值這個價錢嗎？ ” Answering Objections Competitors 比你好 客戶嫌貴 交期太長 問到真的不會回答 Problem Behaviors 問題人物 ? The Shy Guys ? The Vacationers ? The Class Clowns ? The KNOWITALLS ? The Monopolizers ? The Squabblers ? The Attackers ? Ask easy, openended questions ? Leave them alone ? Use them “break the ice” ? Ask to integrate their experience ? Ask someone else ”what do you think” ? Draw attention to them ? Recognize the attack Conclusion 結(jié)論 簡報前你該做 3P PLAN PREPARE PRACTICE Seven Simple Steps 1. Commit Yourself 專心投入 2. Analyze Your Audience 分析聽眾 3. Organize Your Thought 組織構(gòu)思 4. Think Sight and Sound 視聽效果 5. Practice 反復(fù)練習(xí) 6. Relax 放松心情 7. Enjoy 愉快享受 三種性質(zhì)不同的簡報 Informative Speaking 敘述性簡報 Persuasive Speaking 說服性簡報 Impromptu/Extemporaneous Speaking 即席演講 Q amp。s needs? What are your needs as a speaker? ? C_ustomized How can I custom fit my message to this audience? ? E_xpectations What do the listeners expect to learn from me? 3. Organizing Your Thought 組織構(gòu)思 ? 目標(biāo)設(shè)定 – Results to achieve ? inform ? train ? persuade ? sell – Key messages
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