如何處理客戶異議(存儲(chǔ)版)
【正文】 36Feb23 ? 1越是無能的人，越喜歡挑剔別人的錯(cuò)兒。 2023年 2月 6日星期一 9時(shí) 11分 1秒 09:11:016 February 2023 ? 1一個(gè)人即使已登上頂峰，也仍要自強(qiáng)不息。 , February 6, 2023 ? 閱讀一切好書如同和過去最杰出的人談話。 :11:0109:11Feb236Feb23 ? 1世間成事，不求其絕對(duì)圓滿，留一份不足，可得無限完美。 :11:0109:11:01February 6, 2023 ? 1他鄉(xiāng)生白發(fā)，舊國見青山。我們已經(jīng)實(shí)施了很多年，我想沒必要再討論這個(gè)問題了 OBJECTION HANDLING處理異議 Step 4: Confirm: Key questions確認(rèn)： ? Let me restate what I think I heard讓我重復(fù)一遍我聽到的 ? In case other?s did not hear, I will repeat your question 為確保所有人都聽到了，我再重復(fù)一遍你的問題 ? Is that what you are asking? 你是問的這個(gè)意思嗎？ Example 舉例 ? Well, Let me recap what you just told me. You are telling me that it has been tough to reach the results you are getting with Pro/E and you are not willing to start again? 我總結(jié)下您剛才說的。 ? You agree on Roi as criteria 你承認(rèn)用 ROI作為標(biāo)準(zhǔn)。？ OBJECTION HANDLING處理異議 If YES, We can go ahead and test….如果是，我們可以繼續(xù)往前了 ? Establish a condition:設(shè)定一個(gè)條件： – If we….. Will you?如果我們。Objection Handling 處理異議 Ja Yang OBJECTION HANDLING處理異議 We expect to課程目標(biāo) : ? Have a mon understanding of what is an “Objection”理解什么是“異議” ? Have a clear path to manage an Objection清楚如何處理異議 ? Be aware of why people raise Objections明白為什么會(huì)產(chǎn)生異議 ? Be aware of the profiles of who raise Objections了解有那些人會(huì)提出異議？ ? When do they make it 什么時(shí)候會(huì)提出異議？ ? Be aware of the benefits of questioning in objection handling 了解處理異議時(shí)提問的好處 ? Be aware of the importance of having objections during the sales campaign 了解在銷售活動(dòng)中處理異議的重要性 OBJECTION HANDLING After this session you should be able to課程結(jié)束后你能夠 : ? Understand and apply a proper technique to handle objections (you will need to practice on your own)掌握處理異議的技巧（平時(shí)自己也需要多練習(xí)） ? Be aware of the importance of questioning skills/listening skills知道提問 /聆聽技巧的重要性 ? Simulate a scenario in which you handle a Customer Objection 模擬一個(gè)如何處理客戶異議的情景 Why do people object? 為什么人們提出異議 90% of the time:90%的情況是因?yàn)椋? ? Fear, Doubt, Skepticism害怕，擔(dān)心，懷疑 ? Need more information需要更多信息 ? Solution unclear 產(chǎn)品 /方案不明確 ? Presentation Unclear你的陳述不夠清楚 ? You did not listen你自己沒認(rèn)真聽 ? Customer did not listen客戶沒認(rèn)真聽 ? You did not qualify 你不稱職 ? Benefits don?t outweigh Costs/Risks 效果達(dá)不到期望值 Why do people object?為什么人們提出異議 10% of the time because they are:剩下的 10%在于： Enemies! = Competitors Champions! 敵人 =競(jìng)爭(zhēng)對(duì)手的 Champions! What is an Objection?什么是異議？ A GREAT OPPORTUNITY…………! 很好的機(jī)會(huì)。？ ? Do you have any other question about…?您有其他的問題嗎？ ? Can we go ahead with this proposal…..?我們是不是可以進(jìn)行下一步了。 ? May I make some question about it?我可以問一些問題嗎？ OBJECTION HANDLING處理異議 : 2) questions: 提問： ? Current system is your first one?目前的系統(tǒng)是你們用的第一個(gè)嗎？ ? Have you got any benefits pared to past one?跟過去相比，你們獲得哪些好處呢？ ? Do you think is going to be your last solution? 你認(rèn)為它會(huì)是你最后一個(gè)方案嗎？ ? How do you evaluate cost? On price, on Roi?你是怎么評(píng)估成本的？?jī)r(jià)格？ ROI？ OBJECTION HANDLING處理異議 : 3) Confirm: 確認(rèn) ? Your pany already made changes你的公司已經(jīng)在做出改變 ? You had issues on learning, training, but you got benefits. 會(huì)面臨學(xué)習(xí)，培訓(xùn)這些問題，但你會(huì)獲得一些好處。 Pro/E是處理大裝配的最好產(chǎn)品。 09:11:0109:11:0109:11Monday, February 6, 2023 ? 1乍見翻疑夢(mèng)，相悲各問年。 09:11:0109:11:
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