【正文】 07:12February 17, 2023 1意志堅(jiān)強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 。你是想仔細(xì)探討你剛才所了解的一切，是嗎？我說了那么多，你覺得哪方面對你的幫助會(huì)是最大的呢？你覺得我們下一步該怎么做呢？ Objections Handling 處理反對意見 ? Our budget is fixed and cannot be changed. 預(yù)算已定 ， 不可能再更改 ? I understand what you mean. In which aspects do you think you want to improve your current situation? Why do you think they are important to you? If we can solve such problems for you, can you do something about the budget? 我明白你的意思 。因此，單憑幾張紙，可能表達(dá)不清。 Dwight D. Eisenhower埃森豪威爾 (1890–1969), . general, Republican, politician, president.美國總統(tǒng)、政治家、共和黨、將軍 Planning Your Sales Strategy 如何策劃你的銷售戰(zhàn)略？ ? Sales Opportunity 銷售契機(jī) : – Are There Real Needs是否有有效需求 – Your Relationship with Key Players你與主要客戶的關(guān)系 – CostBenefit Analysis: for You and For the Customer成本效益分析：對你及你的顧客進(jìn)行成本效益分析 – Time Frame時(shí)間框架 – Resources Required所需資源 – Competitive Forces競爭壓力 – Other Customer Concerns顧客關(guān)心的其他問題 – Strategies and Tactics戰(zhàn)略與戰(zhàn)術(shù) Prospecting for the Right Customer The Sales Person’s Most Important Resource 銷售員最重要的資源 Time 時(shí)間 來自 中國最大的資料庫下載 Prospecting for the Right Customer 尋覓正確的客戶 You can choose to spend time on good prospects。改天我再和你聯(lián)系 ? Our budget is fixed and cannot be changed. 預(yù)算已定，不可能再更改 ? We don’t have a need right now, and we will call you when there’s such a need. 我們目前沒這方面的需求，等我們有了需求了才給你電話 The Most Important Characteristic of a Sales Professional專業(yè)銷售人員最為重要的特征 Sincerity and Integrity 誠信 Elements of PsycheSelling 銷售攻心術(shù)的主要精髓 ? Understanding the Customer’s Mindset 了解客戶的心態(tài) ? Prospecting for the Right Customer 尋覓正確的客戶 Why Plan? 為什么要作計(jì)劃？ ?“ In preparing for battle, I have found plans are useless, but planning indispensable.” 在打仗前的準(zhǔn)備階段，我發(fā)現(xiàn)計(jì)劃沒什么作用，但又是不可缺少的。有了共識，下面的演示、介紹以及往后的客戶跟蹤就容易多了 Elements of PsycheSelling 銷售攻心術(shù)的主要精髓 ? Understanding the Customer’s Mindset 了解客戶的心態(tài) ? Prospecting for the Right Customer 尋覓正確的客戶 ? Making Appointments thru the Telephone 有效地電話預(yù)約 ? Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛楚” ? Presenting Your Solution 提出你的方案 Before Presenting… 在提出方案之前 … ?Have you found out what are the roles of everybody in the customer’s team? 你有沒有找出對方各個(gè)成員的角色？ ?If not, have you clarified why are they interested in your solution? 如果還沒有，你有沒有澄清他們?yōu)槭裁磳δ愕姆桨父信d趣？ Presenting Your Solution 提出你的方案 ? Background Information about Your Company 關(guān)于你公司的背景信息 – This is the least helpful to sales, but is a necessity 在整個(gè)銷售環(huán)節(jié)里醉起不了作用，但是個(gè)必備話題 – Spend the least time on this aspect 在這方面盡可能用最少的時(shí)間 ? Feature Your Main Selling Points and How it Benefits Your Client 向客戶呈現(xiàn)你的產(chǎn)品特征、優(yōu)勢，并讓他了解對他有什么益處 / 價(jià)值 ? For Every Selling Point, Ask a Confirmation Question to Get Client’s Agreement 在呈現(xiàn)每個(gè)賣點(diǎn)的時(shí)候，提出一個(gè)確認(rèn)式的提問，博取客戶的認(rèn)同 Example: Presenting Your Solution 舉例：提出你的方案 ? Background Information 背景信息 : – “…We are founded in 19xx, and have served n number of customers worldwide…” “… 我們是 19xx年創(chuàng)立的，并在全球擁有 n個(gè)客戶 …” ? Featuring Your Main Selling Points 體現(xiàn)你的賣點(diǎn) : – “…With this new system, you can reduce turnaround time in half, and at the same time improve customer satisfaction…” “… 這個(gè)系統(tǒng)將讓你減少一半的生產(chǎn)時(shí)間，并同時(shí)改善客戶滿意度 … ” ? Getting Confirmation 博取認(rèn)同 : – “…Is this one way that might help you in your business?...” “… 這是不是能幫你提高業(yè)績的方法之一？ … ” Elements of PsycheSelling 銷售攻心術(shù)的主要精髓 ? Understanding the Customer’s Mindset 了解客戶的心態(tài) ? Prospecting for the Right Customer 尋覓正確的客戶 ? Making Appointments thru the Telephone 有效地電話預(yù)約 ? Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛楚” ? Presenting Your Solution 提出你的方案 ? Finding Out the Decision Making Structures, and the People Behind the Scenes 了解客戶的決策過程，以及幕后勢力 Finding Out the Decision Making Structures 了解客戶的決策過程以及幕后勢力 ? 6 Questions to Ask Before You Close 在你跟客戶接單之前所需提出的 6道提問 : i. After all we have discussed so far, which part do you feel is most helpful? 在我們所探討的事項(xiàng)中，你覺得哪方面對你最重要？ ii. Besides yourself, who else will you consult with regards to making such decisions? 除了你本身，你還會(huì)參考那些同事的意見來做決策呢？ iii. Which aspects do you think are most helpful to your colleagues? 你覺得哪方面對你的同時(shí)最有幫助呢？ iv. What would you like to see in my proposal? 如果我給你份計(jì)劃書，你想看到些什么呢？ Finding Out the Decision Making Structures 了解客戶的決策過程以及幕后勢力 v. As the proposal shall cover many aspects, we won‘t be able to explain everything clearly on a few pages. Do you think we can have a meeting at 10:00AM next Wednesday so that I can explain the content to you and you can provide me with your feedback? Is that ok with you? 因?yàn)槲覀冋劻撕芏喾矫娴男畔?，給你建議的方案也將會(huì)是多方面的。 但如果你能夠在 30分鐘內(nèi)了解你是不是可以以更少的成本達(dá)到更好的業(yè)績 ， 你覺得你這 30分鐘花得值得嗎 ？ ? Let me think about it. 讓我考慮考慮 ? I understand how you feel. You simply want to digest all you have learned just now, right? Which areas do you feel is of most value to you? So what shall we do next? 我了解你的感受。 2023年 2月 17日星期五 下午 1時(shí) 7分 12秒 13:07: 1比不了得就不比，得不到的就不要。 13:07:1213:07:1213:07Friday, February 17, 2023 1不知香積寺，數(shù)里入云峰。 13:07:1213:07:1213:072/17/2023 1:07:12 PM 1越是沒有本領(lǐng)的就越加自命不凡。 下午 1時(shí) 7分 12秒 下午 1時(shí) 7分 13:07: 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