銷售核心技能與渠道管理ppt63頁(存儲版)
【正文】 ） II:Persuasive Selling Format 勸說性銷售 Sole selling general rules（銷售鐵律）customer only buy what they need and want 消費者只買他們需要的東西 A: Selling principle I（銷售原則一） What’ s customer real need and want by Communication skill and Account Peration Persuasive Selling Format 勸說性銷售 B: Selling principle II（銷售原則二） Prove your proposal can satisfy customer needs and wants ( key part of selling) by Persuasive Selling Format, Conceptual Selling, Handling objection and Negotiation Skill Persuasive Selling Format 勸說性銷售 1 Summarize the situation (背景介紹） 1) Good understand customer needs, wants （明確客戶需求） A: Just meet B: Almost meet but not specific C: Must find customer needs and wants Persuasive Selling Format 勸說性銷售 2) Introduce one real benefit （介紹一真正利益） A: General B: Specific Fishing example Persuasive Selling Format 勸說性銷售 2 State your Idea（陳述主意） 3 Explain How your idea works （解釋主意） 1) Numbers 數(shù)字化 2) Logic 邏輯化 Persuasive Selling Format 勸說性銷售 4 Stress the key benefit:（強調(diào)關鍵利益） 1)Help customer make decision （幫助客戶決策） 2)Test your idea （重新測試你的主意） Persuasive Selling Format 勸說性銷售 5 Suggest an easy next step（建議容易進行的下一步） 1) Different with other step, it can be done any time（獨立性） 2) Confidence to encourage customer make a wise decision（自信心） 3) Ending types（結尾方式） 溝通能力 Key is Openness （開放是關鍵） No Value statement（消除價值判斷） Oral munication（口頭溝通） 7 munication skill and body language (七大口頭溝通及身體語言溝通 ) Writing munication(書面溝通 ) 6 principles(書面溝通六大原則 ) to make business plan (如何制定生意計劃 ) OGSM: 1 Objective: What in literal(目的 ) 2 Goals: What in quantity(數(shù)量目標 ) 3 Strategy: How to achieve OG in literal (文字策略 ) 4 Measures: How to achieve G in numbers(數(shù)據(jù)衡量 ) to make business plan (如何指定生意計劃 ) STAR principle(星則 ) 1 Steps(步驟 ) 2 Timing(時間分配 ) 3 Assistance(相關資源 ) 4 Responsibility(明確職責 ) V:How to Handle Objection 處理放對意見 What is Objection（定義） How to reduce objection （如何減少反對意見） ? Customers Plan,objective,Behavior （客戶計劃，目標，行為方式） ? Customer Intimacy（客戶關系） ? Unreasonable benefit （客戶利益的真實性） ? KDM（關鍵決策人物） How to reduce objection － CRM(如何減少異議） Customer relationship (
環(huán)評公示相關推薦
鄂ICP備17016276號-1