【正文】 09:11:0109:11:0109:112/6/2023 9:11:01 AM ? 1越是沒有本領的就越加自命不凡。 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。 OBJECTION HANDLING處理異議 : 4) Respond : 回復 ? 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 。！ 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。 ? It sounds like you thought changing already….聽著似乎你已經(jīng)思考過改變了。 :11:0109:11Feb236Feb23 ? 1故人江海別，幾度隔山川。 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。勝人者有力，自勝者強。 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。 ? 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。 Please, explain….請解釋。 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 ?