【正文】 如果我向你證明ThinkDesign能做到這點，接下來會如何？ OBJECTION HANDLING處理異議 Summary總結(jié) ? An objection rarely means that the customer does not want think design如果客戶有異議，那很大程度上證明對方有興趣 ? We can learn a great deal from the objection itself and from who asked it 從異議本身和提問者可以獲得很多信息 ? Practice and employ the technique you feel better with 不斷練習各種處理技巧 ? Improve 持續(xù)改進 ? Be accurately prepared on the most mon objections to handle it with credibility 對于常見異議要做好細致的準備 OBJECTION HANDLING處理異議 Some phrases of great sales guys….一些偉大的業(yè)務員曾說過： “The Sooner You Start Talking, The Sooner You Start Losing.”越快開口講話，就輸?shù)脑娇? “By Gathering Information you Gain Advantage。 ? The speaker is afraid that the info he gives can be used against him 發(fā)言者害怕他提供的信息會對他不利 ? He doesn?t understand the meaning of the questions and loses his patience 沒有理解問題的含義并失去耐心 ? In spite of the forecast, he isn?t interested in 不感興趣 OBJECTION HANDLING處理異議 : What will you do?你該怎么做 Change role: from questioning to informing till he reassures himself: metrics, references, nice story, add value! 改換角色：從提問到鼓勵直到對方得到寬慰，通過 metrics,客戶參考，故事，增加價值等！ ? Make questions and give info, at the same time同時提問并給予信息 – The skill consists of making essential questions in the right way and at the right time 技巧包括何時何地問什么樣的問題 –It?s very important to show that the speaker?s info are necessaries and turn them to his advantage告訴發(fā)言者他們的信息很必要，很有價值 OBJECTION HANDLING處理異議 Step 1: ACTION Make the offer (next step)行動帶來訂單（下一步） ? What about having a demo on Thursday?何不這周四舉行一個 demo? ? What about you to anize a meeting with Mr. higher level/ etc…?你能組織一個會議，邀請高層 /購買決定者參加。 , February 6, 2023 ? 雨中黃葉樹，燈下白頭人。 2023年 2月 6日星期一 9時 11分 1秒 09:11:016 February 2023 ? 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 。勝人者有力，自勝者強。 2023年 2月 6日星期一 上午 9時 11分 1秒 09:11: ? 1最具挑戰(zhàn)性的挑戰(zhàn)莫過于提升自我。 2023年 2月 6日星期一 9時 11分 1秒 09:11:016 February 2023 ? 1空山新雨后，天氣晚來秋。 , February 6, 2023 ? 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。 :11:0109:11Feb236Feb23 ? 1故人江海別，幾度隔山川。裝配”是什么意思嗎？ OBJECTION HANDLING處理異議 Step 4: Confirm確認 Customer Answer:客戶回答： We manufacture Machines and we need Large Assembly features. Pro/E is the best product to handle Large Assembly. It?s been a long way to implement it and I do not feel fortable to bring into discussion this decision 我們制造機器，需要大裝配功能。 ? It sounds like you thought changing already….聽著似乎你已經(jīng)思考過改變了。 Step 2 – Question提問 Question 提問 ? Play Colombo ? Get all objections on the table 了解所有異議 ? Flush out the real objection 找出真正的異議 ? Dig Deeper for understanding 挖掘更多信息幫助理解 ? Keep encouraging again and again 繼續(xù)鼓勵 Key phrases:一些句子： ? How do you do this now? 你現(xiàn)在是怎么做的？ ? What is the nature of your concern?您關注是基于？ ? What are your biggest concerns?你最關心的是什么？ ? What specifically do you hear?您聽到了哪些具體的？ Step 3 – Confirm確認 Confirm 確認 ? Restate what you?ve heard 重申你所聽到的 ? Summarize it 總結(jié)一下 ? Make sure everyone in the room understands 確認在場的人都明白了 ? Be sure you understand 你自己是否理解了 Key phrases: ? Let me restate what I think I heard讓我重復一下我聽到的 ? In case others did not hear, I w