【正文】 000頂尖銷售組織業(yè)務(wù)員的調(diào)研 Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛處” ?State your Valid Business Reason 陳述你的合適商務(wù)理由 ?Ask the Following Type of Questions 接著提問以下問題 : – Background Information 背景提問 – Potential “Pain” Areas 潛在“痛處”所在 – Intensifying the “Pain” 增加“痛處” – Soothing the “Pain” 緩解“痛楚” Asking for Background Information 背景提問 ?What kinds of customers do you serve? 你主要針對哪些客戶？ ?What are their needs, wants and concerns? 他們有什么需求、顧慮、挑戰(zhàn)？ ?Are there many petitors in your field? 你們面臨很多競爭對手嗎？ ?What sets you apart from your petitors? 你跟你們競爭對手最大的區(qū)別是什么呢？ Exploring Potential “Pain” Issues 找尋潛在“痛處”所在 ? You: In general, how do you feel about your level of petitiveness/ customer satisfaction/ turnaround time? 總的來說 ， 你覺得你們目前的競爭力 / 客戶滿意度做得怎樣 – Customer: Not too bad. 還行 ? You: So how can you make it better? 那你覺得該怎么做才能做得更好 ？ ? You: On a scale of 0 to 10, how would you the grade for your current level of effectiveness? 如果 0為最低分 、 10為最高分 ， 你會給你們的業(yè)績打幾分 ？ – Customer: About 78! 大概 78分吧 ? You: What can you do to make that an 8 or 9? 你覺得應(yīng)該怎么做才能夠達到 89分呢 ？ Intensifying the “Pain” 怎樣增加“痛處” ?“ Why are such aspects important to you?” “為什么這方面對你們是那么重要呢？” ? “How much time, energy and money do you spend on these aspects?” “你在這方面花了多少精力、時間和金錢呢？” ? “What happens if you don’t do anything about it?” “如果你不采取任何措施會怎樣呢？” ? “What if such aspects do not work out as well as planned?” “如果這幾方面都沒有于其中的那么好呢？” ? “For business to grow, you will need to do better, won’t you?” “如果你的業(yè)績要有所改進，你必須作出改變，是嗎？” Soothing the “Pain” 怎樣緩解“痛處” ? “ If I can help you make sure that your areas of concern will be welltaken care of, would you like to find out more?” “如果我們能夠幫你解決這幾方面的困擾，對你是不是有幫助呢？” ? “If I can help you preempt potential problems BEFORE they happen, would you like to find out more?” “如果我能再問題發(fā)生之前，就先幫你避免問題的發(fā)生，你想多了解嗎？” ? If You Soothe the “Pain” Well, This Also Bees the Common Ground for Future FollowThroughs 如果你能有效地緩解客戶的“痛處”就等于你跟客戶的一種共識。s too expensive 太貴了 ！ ? Hmmm… I’m glad you said that. Why do you feel that our price is high? Which is MORE important to you, price or quality? 哼 … 我非常高興你很歡住我們的價格 。 其實大家都在忙 。 , February 17, 2023 雨中黃葉樹，燈下白頭人。 :07:1213:07:12February 17, 2023 1他鄉(xiāng)生白發(fā)，舊國見青山。 2023年 2月 17日星期五 1時 7分 12秒 13:07:1217 February 2023 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 :07:1213:07Feb2317Feb23 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 。 , February 17, 2023 閱讀一切好書如同和過去最杰出的人談話。勝人者有力，自勝者強。 2023年 2月 17日星期五 1時 7分 12秒 13:07:1217 February 2023 1一個人即使已登上頂峰，也仍要自強不息。 2023年 2月 17日星期五 下午 1時 7分 12秒 13:07: 1最具挑戰(zhàn)性的挑戰(zhàn)莫過于提升自我。 :07:1213:07Feb2317Feb23 1越是無能的人，越喜歡挑剔別人的錯兒。 2023年 2月 17日星期五 1時 7分 12秒 13:07:1217 February 2023 1空山新雨后，天氣晚來秋。 :07:1213:07:12February 17, 2023 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 , February 17, 2023 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。 。 :07:1213:07Feb2317Feb23 1故人江海別，幾度隔山川。你是想仔細探討你剛才所了解的一切，是嗎？我說了那么多，你覺得哪方面對你的幫助會是最大的呢？你覺得我們下一步該怎么做呢？ Objections Handling 處理反對意見 ? Our budget is fixed and cannot be changed. 預算已定 ， 不可能再更改 ? I understand what you mean. In which aspects do you think you want to improve your current situation? Why do you think they are important to you? If we can solve such problems for you, can you do something about the budget? 我明白你的意思 。t have any problems with price, would you like to give it a try now? 除了價格以外，你們還有其它方面要考慮的嗎？如果價格沒問題，是不是現(xiàn)在就能定下來？ Objections Handling 處理反對意見 ? I don‘t have time. Please leave your brochures here and I will contact you later. 我沒空 ， 你把資料放這里 。因此，單憑幾張紙，可能表達不清。 有件事想請你幫忙 ， 可以嗎 ？ Direct mode 直接方式 : – I’m Allen from _____We have been serving many panies in your industry …… 我是來自_____的 Allen。 Dwight D. Eisenhower埃森豪威爾 (1890–1969), . general, Republican, politician, president.美國總統(tǒng)、政治家、共和黨、將軍 Planning Your Sales Strategy 如何策劃你的銷售戰(zhàn)略？ ? Sales Opportunity 銷售契機 : – Are There Real Needs是否有有效需求 – Your Relationship with Key Players你與主要客戶的關(guān)系 – CostBenefit Analysis: for You and For the Customer成本效益分析：對你及你的顧客進行成本效益分析 – Time Frame時間框架 – Resources Required所需資源 – Competitive Forces競爭壓力 – Other Customer Concerns顧客關(guān)心的其他問題 – Strategies and Tactics戰(zhàn)略與戰(zhàn)術(shù) Prospecting for the Right Customer The Sales Person’s Most Important Resource 銷售員最重要的資源 Time 時間 來自 中國最大的資料庫下載 Prospecting for the Right Customer 尋覓正確的客戶 You can choose to spend time on good prospects。來自 中國最大的資料庫下載 Psyche Selling – How to Get Into the Minds of Customers and Make The Sale 銷售攻心術(shù) – 如何揣摩客戶的心態(tài)，提高業(yè)績 來自 中國最大的資料庫下載 Imagine for a Moment that Anything is Negotiable, Except for Price 想象一下如果什么條件都好商量， 除了價格以外 What would you do? 你會怎么做？ Elements of PsycheSelling 銷售攻心術(shù)的主要精髓 ? Understanding the Customer’s Mindset 了解客戶的心態(tài) ? Prospecting for the Right Customer 尋覓正確的客戶 ? Making Appointments thru the Telephone 有效地電話預約 ? Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛處” ? Presenting Your Solution 提出你的方案 ? Finding Out the Decision Making Structures, and the People Behind the Scenes 了解客戶的決策過程，以及幕后勢力 ? Effective Follow Through and Closing 有效地跟進及簽單 ? Effective Negotiations and Objections Handling 有效地協(xié)商及如何應(yīng)付反對意見 Elements of PsycheSelling 銷售攻心術(shù)的主要精髓 ? Understanding the Customer’s Mindset 了解客戶的