渠道管理培訓(xùn)教程(編輯修改稿)
2025-03-18 16:19 本頁面
【文章內(nèi)容簡介】 Reasons Not to BuyNo TrustqI have never met you qWe are used to dealing with someone else.q 我們習(xí)慣與其他任何人打交道qI don’t know what you can 。qWe had a bad experience in the 的經(jīng)驗。qWe have a good relationship with someone 人有良好的關(guān)系。信任＝信譽＋設(shè)身處地建立信譽 (Relating)qPropriety 適當(dāng)?shù)男蜗螅?衣著，禮貌，準(zhǔn)則，表達qCompetence 能力－－ 知識，經(jīng)歷，年齡，職務(wù)，公司實力qCommonality 共通點－－ 愛好，學(xué)校，籍貫 …qIntent 意圖－－ 稍示寒暄后，及時講清拜訪意圖如何講清意圖？q Purpose 目的－－ why are we meeting?為什么我們見面q Process 步驟－－ How will we proceed我們處理的怎樣q Payoff 最終受益－－ How will we both benefit from spending this time together?我們一起花費時間我們怎樣獲得利益。Empathy設(shè)身處地拜會之前，準(zhǔn)備 10個問題，到時主動提出！q You may be wondering…q Many people ask me…q If were in your choice…Four Reasons Not to BuyNo NeedHave 絕對不等于 Want如何發(fā)現(xiàn)問題 Discoveryq Premission 征得同意 －－ Would it be all right if I asked you a few questions?如果我問你許多問題會的到解決嗎q FactFinding 查詢事實 (have)－－ What kind of equipment are you now using?你現(xiàn)在使用的是什么配置。q Feelingfinding 了解其想法 (want)－－ How do you feel about the overall effectiveness of your current equipment?關(guān)于當(dāng)前你的所有配置你感覺怎樣。如何發(fā)現(xiàn)問題 DiscoveryqBest/least 抹去中性語言 －－ what do you like best about the fringe benefits you provide your employees?關(guān)于你提供給你的雇員的福利你最喜歡的什么。qMagic Wand 摩棒法 －－ 如果你不能解決問題或重要的事情將會成什么是樣子。 What would it be like if you didn’t have this problem or concern? qTell me more 不要忽略細節(jié) －－
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