【正文】 0109:112/6/2023 9:11:01 AM ? 1成功就是日復一日那一點點小小努力的積累。 上午 9時 11分 1秒 上午 9時 11分 09:11: ? 楊柳散和風，青山澹吾慮。 2023年 2月 上午 9時 11分 :11February 6, 2023 ? 1業(yè)余生活要有意義，不要越軌。 09:11:0109:11:0109:11Monday, February 6, 2023 ? 1知人者智，自知者明。 2023年 2月 6日星期一 上午 9時 11分 1秒 09:11: ? 1楚塞三湘接，荊門九派通。 2023年 2月 上午 9時 11分 :11February 6, 2023 ? 1行動出成果，工作出財富。 OBJECTION HANDLING處理異議 ? You Responding/Questioning你的答復 /提問 – Suppose that I show you a new very innovative technology that allows any user to productive in less that one week …. Would you be willing to anize a demo with your boss next week? 如果我向你展示一項創(chuàng)新的技術，能讓使用者在不到一個星期時間就出效果，你能不能組織一場 demo,請你的老板也參加？ – Suppose that there is a pany in your field that has been using 190 seats of proe for 10 years that decided to implement 300 seat of thinkdesign last month, would be curious to see a demo? 你們區(qū)域有一家公司買了 190套proe，用了 10年，上個月卻決定購買 300套 ThinkDesign了，你會不會覺得好奇，想看看 demo? OBJECTION HANDLING處理異議 Step 7: Action!行動！ ? Demo ? PO ? Customer Visit 客戶拜訪 ? Corporate Visit 企業(yè)拜訪 ? Custom Demo ? Etc…. OBJECTION HANDLING處理異議 How to handle objections: 如何處理異議： Listening/questioning 聆聽 /提問 ? Fortunately, customers make objections 很幸運，客戶提出異議了 ? The only way to handle efficiently objections is to improve our listening skills有效處理異議的唯一方法就是提高我們的傾聽技巧 ? The only way to improve our listening skills is to improve our questioning skills 提高傾聽技巧的唯一方法就是改進提問的技巧 ? First exercise 首先要多練習 41 Thanks! 謝謝！ Grazie！ ? 靜夜四無鄰，荒居舊業(yè)貧。沒有任何信息或信息很少 ? The speaker thinks his answers have no importance…發(fā)言者認為他的回答不重要 ? The questions show that you don?t care about the situation and the speaker… 你提的問題說明你沒有注意當時情況和發(fā)言者。 OBJECTION HANDLING處理異議 – Suppose your boss makes you decide, what will be your decision? 如果你的老板讓你來決定，你的決定是 ? –Suppose your colleagues have another idea…?如果你的同事有其他想法。 OBJECTION HANDLING 處理異議 Remember!切記！ ? Focus on the customer, not just the right answer.把注意力放在客戶身上，而非為了得到一個正確的回答 ? Earn the Right to Advance. 贏得先機 ? Persuade through 分的參與 Objection Handling Process 異議處理流程 ? Activity活動 : 1. Why we should be emphatic?為什么要表現出積極的情緒 ? 2. What happens if we respond immediately?如果馬上作答會發(fā)生什么？ can we be sure that we?re responding exactly?我們怎么確?；卮鸬恼_？ can we be sure we?re responding effectively?我們怎么確?；卮鸬挠行?？ 5. What are the steps in the Objection Handling Process?異議處理流程有哪些步驟？ Objection Handling Process異議處理流程 ? 6 steps: 1. ENCOURAGING鼓勵 2. QUESTIONING提問 3. CONFIRMING確認 4. RESPONDING回答 5. CHECKING檢查 6. PROBINGACTION下一步 Step1 – Encourage鼓勵 Encourage鼓勵 ? Listen Observe 聆聽 觀察 ? Show empathy in order to diffuse antagonism表現積極點，避免對立情緒 ? Do not react 不要太多反應 ? Let them finish question聽他們說完問題 ? Turn confrontation into mutual problem solving轉變成共同來解決問題 ? Pay attention to body language 注意身體語言 Key Questions: 一些問題： I hear you, but I?m not sure I understand….我在聽，但我不太理解。 Please, explain….請解釋。？ –Suppose we do this …What will it happen later on? (Next Step)假設我們這樣做了，下一步會怎么樣？ – Suppose that I show you that think design can do this, then what happen?