如何處理客戶異議-免費閱讀
【正文】 :11:0109:11:01February 6, 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。 2023年 2月 上午 9時 11分 :11February 6, 2023 ? 1少年十五二十時，步行奪得胡馬騎。 上午 9時 11分 1秒 上午 9時 11分 09:11: ? 沒有失敗，只有暫時停止成功！。 09:11:0109:11:0109:112/6/2023 9:11:01 AM ? 1以我獨沈久，愧君相見頻。？ ? What about signing a PO after the demo?做完 demo就簽單怎么樣？ ? What about flying to Italy to visit the former think3 biggest European customer (GD..)?想不想去意大利參觀歐洲的客戶？ OBJECTION HANDLING處理異議 Step 2: Get a objection, get a NO出現(xiàn)異議，被答復(fù)說“ No” Customer:客戶： ? Well, I am not sure if I am willing to anize this demo with my boss for next week because I?m not sure that you are able to handle large assemblies我不確信我是否能組織一個 demo并邀請老板參加，因為我還不能確認(rèn)你能不能做大裝配 OBJECTION HANDLING處理異議 Step 3: Encourage鼓勵 ? You:你： ? Do not react, smile不要其他反應(yīng)，保持微笑 ? Listen, good contact eyes聆聽，保持眼神接觸 ? Let him finish objection: Keep your mouth shut ? 讓他說完：閉上你的嘴 ? Show empathy 表現(xiàn)出積極情緒 ? Good Questions好的反應(yīng)： ? I hear but I?m not sure I understood 我在聽但不確認(rèn)是否理解了 ? Can you tell me more about what you mean by “Handling Large Assemblies”?你能告訴我“處理大。 By Giving Information you Give Away Advantage.”收集信息會獲得優(yōu)勢，只是一味提供信息就會喪失競爭優(yōu)勢 “Sell, Don?t ，而非說教 ” OBJECTION HANDLING:處理異議： EXERCISE N. 1 練習(xí) 1 Objection: Changing is too expensive異議：改變成本太高了 1) encourage: 鼓勵： ? Interesting to hear ….很高興聽到。 Can you Elaborate on that?能說的更具體些嗎？ That is really interesting….這點非常有趣。 OBJECTION HANDLING 處理異議 Handling Objections, Sales People often處理異議的時候，銷售人員會經(jīng)常： ? Ask with no aim (Not prepared)沒有目標(biāo)的詢問（沒有準(zhǔn)備好） ? Ask inaccurately! (linguistic problems)問的過于寬泛（語言表達問題） ? Do not ask! (Afraid)不去問（害怕） ? Do not listen to the answers (I keep going my way)沒有認(rèn)真聽回答（自顧自的） ? Make many assumptions, 想當(dāng)然的 ? Do not build questioning on the basis of the answers received. (I keep going my way)不是基于聽到的回答進行發(fā)問（自顧自的） ? Think at the response immediately不假思索的就回答 ? Respond without thinking what “l(fā)ives” behind the objection沒有認(rèn)真思考對方提的異議背后的真實意思。？ – Suppose that I resolve the problem you just told me answering my questions, would you do mit for this specific next step within this period? 如果我解決掉這個問題，你們會答應(yīng)進行下一步活動嗎？ – Suppose that…假設(shè)。 OBJECTION HANDLING處理異議 : 5) Respond: 回復(fù) ? Let analyze one issue at the time and understand your needs 我們一個一個來分析，確認(rèn)您真正需要的 ? We know there are some cost related to training and changing 的確會因為培訓(xùn)，改變等產(chǎn)生一些成本 ? We all know there is a cost even in NOT changing但如果不改變也會發(fā)生成本 ? I?d like to show you some case studies about benefits that customers similar to you got with our solutions 我可以給你看一些跟你情況類似的客戶，用了我們的方案后的獲益情況 ? Do you have any other doubt?還有其他疑慮嗎？ OBJECTION HANDLING處理異議 : 6) Verify :檢查 ? Have we answered in a proper way?我們這樣回答合適嗎？ ? Can we move forward on this way?能繼續(xù)這樣嗎？ OBJECTION HANDLING處理異議 : Critical situation during questioning需引起注意的危險情況： ? The meeting seems to be an inquiring… no info, poor info 會議中只是不斷詢問。 am not fully satisfied because only 4 out of 22 users are up to speed…. 我不太滿意，以為 22個人里只有 4個達到速度。 。 :11:0109:11:01February 6, 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。 :11:0109:11Feb2
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