輔導技巧管理技巧銷售技巧培訓大全59(存儲版)
【正文】 ea gets a fair evaluation. If our idea is good for his/her business, he/she will accept it.False Objection = Expressed concern is not actual/real concern.Example: Statement like: “The package design is too dull”. “Kids do not drink that anymore”. “Noone will pay that premium price”.To identify the “real” objection and “false” objections, we need to examine the concerns raised by the retailer.Process of Handling ObjectionsFour Basic Steps:1. Identify (the real objection)2. Understand3. Verify4. HandlePurpose of Steps 1 and 2 is to help you find out the Real Objection that must be handled to close the sale.Purpose of Step 3 is to assure your finding the retailer’s actual/real concern and isolate it as the only remaining objection, preferably in words that you can address (. profit, not margin).Purpose of Step 4 is to help close the sale by handling the real objection to meet retailer expectation. Identify (The Real Objection)STEP 1: Clarify the objection by restating it。 it only reflects customer’s concern or current limitation, which needed to be resolved before making a decision. Objection can also express as personal need – go to be listened to。 then ask for any other concerns.Example:Retailer: “The problem with your plan, Mr. Chen, is margin. It’s not enough.”Salesman: “You’re concerned about margin. Does anything else trouble you?”Retailer: “No. The plan sounds good except for margin.”Salesman: “So, you’re concerned about margin. No other things trouble you?Retailer: “No… nothing of importance.”So, the retailer has said that margin is the real concern, and that nothing else. Step 1 pleted.But, is it safe to assume margin is the real concern? Yes, it is safe for the moment. At this point, it is all you have to work with. A more thorough examination will lead to better understanding. And, that understanding generally reveals wheth
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