【正文】 ill repeat your question 為確保大家都理解了，我再重復(fù)您的問題 ? Is that what you are asking? 您是這個意思嗎？ Step 4 – Respond回答 Respond 回答 It depends from the “type” of the We can divide Objections into 4 categories:可以劃分為 4類 – Misconception 概念錯誤 – Skepticism懷疑 – Complaint抱怨 – Real drawback 真正的缺點（所引發(fā)的） Key phrase ? Misconception: Clarify對于概念錯誤的：立即澄清 ? Skepticism: Prove懷疑：用方法證明 ? Complain: Action抱怨： 采取行動 ? Real drawback: Minimize真正的缺點引發(fā)的：弱化影響 Step 5 – Vefify檢查 Verify 檢查 ? Ask if you have addressed the objection,詢問是否解決了對方的異議 ? If not, repeat the step如果沒有，重復(fù)上述過程 ? If yes, action required 如果是，開展下一步 ? Key questions ? Have I addressed your concern…?我有沒有回答好您所關(guān)心的。！ Objection means interest! 異議意味著感興趣！ What is an Objection?什么是異議？ ? Excellent opportunity to educate the customer教育客戶的絕佳機會 ? They allow you to build credibility 建立個人信譽的機會 ? Demonstrate customer?s interest (at least, sensitivity) buying signals 表示出客戶的購買信號或興趣 ? Determine your position in Sales Cycle 判斷你在這個銷售過程中的位置 ? Natural part of the buying process 購買過程中很自然要發(fā)生的 ? Objections are very revealing of Decision criteria, power chart, personal win, petition揭示了決策標準，權(quán)力圖，個人影響力等等 ? allow to Get next steps 幫助邁向下一步 ? allow to Qualify people 幫助識別客戶 ? Allow to define decision criteria and decision process 幫助確認決策標準，流程 ? An opportunity to differentiate T3 from the petition把 TD和其他競爭產(chǎn)品區(qū)分開的一個機會 What is an objection什么是異議？ ? This is why Objections reveal a lot about customer這就是為什么異議揭示了客戶的很多信息 This is a “well objection handled” Customer 這是一個“異議處理的很好”的客戶（坦誠相見了） Remember!切記！ ? People generally don?t deliberately 會故意撒謊 ? People are generally in good faith. 人們普遍都比較善意 ? Sometime they only omit to tell all the details because we do not listen to them. 有些時候他們不愿透露更多細節(jié)是因為我們沒有認真聆聽。你會不會。 OBJECTION HANDLING處理異議 : 4) Respond : 回復(fù) ? I can understand Your position 我能理解你所處的位置 ? Feel, Felt, Found…..（會經(jīng)歷一個過程，從最初的‘覺得’到后面‘發(fā)現(xiàn)’確實有效果） ? More than 90% of our customers e from the same situation 我們 90%的客戶都面臨過這樣的問題 ? All of them wanted to preserve existing productivity and improve efficiency at the same 。您是說花了很大精力才用 Pro/E達到這些結(jié)果，所以不想再重新開始，是嗎？ OBJECTION HANDLING處理異議 Step 5: Probing Customer answer:客戶回答： ? Yes, this is exactly what I ，我是這個意思 ? No (get back to stage 3)不是（回到第 3階段） You Questioning你的問題 – How long did it take to implement Pro/E?實施Pro/E花了多長時間？ – Are you satisfied with the way the users are using it now? 你對現(xiàn)在的使用滿意嗎？ – What would you improve if you could?如果可以的話你希望哪些方面得到改進？ OBJECTION HANDLING處理異議 Step 6: Responding回復(fù) ? Customer answer:客戶回答： – I39。 2023年 2月 6日星期一 上午 9時 11分 1秒 09:11: ? 1比不了得就不比，得不到的就不要。 09:11:0109:11:0109:11Monday, February 6, 2023 ? 1不知香積寺，數(shù)里入云峰。 09:11:0109:11:0109:112/6/2023 9:11:01 AM ? 1越是沒有本領(lǐng)的就越加自命不凡。 上午 9時 11分 1秒 上午 9時 11分 09:11: MOMODA POWERPOINT Lorem ipsum dolor sit amet, consectetur adipiscing elit. Fusce id urna blandit, eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis ut cursus. 感謝您的下載觀看 專家告訴