銷售和市場策略培訓(xùn)successinsalesmarketing-資料下載頁
2024-10-16 04:44本頁面
【正文】 ities Closed Open People Task Perfect: Melancholy Powerful: Choleric Popular: Sanguine Peaceful: Phlegmatic Handout: Personality Types BASIS Sales amp。 Marketing Program 2021 Understanding Motives Power (nPow) Achievement (nAch) Affiliative (nAff) BASIS Sales amp。 Marketing Program 2021 Law of Comparison ? Comparison. When Others Are Doing It, You Should, Too. ? We view a behavior as correct in a given situation to the degree we see others performing it BASIS Sales amp。 Marketing Program 2021 Law of Authority ? Authority. When the Source Is An Authority, You Can Believe It. ? Humans by nature have a deepseated sense of duty to authority. BASIS Sales amp。 Marketing Program 2021 Law of Reciprocity ? Reciprocity. When Someone Gives You Something, You Should Give Something Back. ? We should try to repay, in kind, what another person has provided for us BASIS Sales amp。 Marketing Program 2021 Law of Consistency ? Commitment/Consistency. When You Take A Stand, You Should Be Consistent. ? Once we make a choice or take a stand (mitment), we will encounter personal and interpersonal pressures to behave consistently with that mitment (consistency). ? Involvement and Buyin BASIS Sales amp。 Marketing Program 2021 Law of Scarcity ? Scarcity. When It Is Rare, It Is Good ? Opportunities seem more valuable to us when they are less available. ? Things that can be scare: time, money, opportunity, physical BASIS Sales amp。 Marketing Program 2021 Law of Self Perception ? Self perception. We learn about ourselves by observing our own behavior. ? If we observe ourselves doing some thing then we reason that we must like the thing. BASIS Sales amp。 Marketing Program 2021 Doorintheface (DITF) ? Make a LARGE request, then when it is refused, make a smaller (real) request First Step Second Step get No! (large request) get Yes! (real request) ? Why DITF works? – Reciprocity. – Contrast BASIS Sales amp。 Marketing Program 2021 Footinthedoor (FITD) ? First make a SMALL request, then when granted, make a larger (real) request First Step Second Step get Yes! (small request) get Yes! (real request) ? Example: Blood Donation ? Why FITD works? – Commitment/Consistency, Self perception, Contrast BASIS Sales amp。 Marketing Program 2021 Influence SF PASSE Praise and encourage Ask questions allow the person to Save Face use SMART goals Encourage small improvements BASIS Sales amp。 Marketing Program 2021 LINA Listen with interest and praise make the person feel Important use their Name Ask questions Communication SF BASIS Sales amp。 Marketing Program 2021 Active Listening 1. Attending 2. Paraphrasing 3. Speaking 4. Clarifying 5. Asking 6. Encouraging 7. Reflecting 8. Summarizing Personal Tip: ?Picking? Thank You. soft copy of slides: .
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