【正文】 2023年 2月 下午 1時 7分 :07February 17, 2023 1業(yè)余生活要有意義，不要越軌。 13:07:1213:07:1213:07Friday, February 17, 2023 1知人者智，自知者明。 下午 1時 7分 12秒 下午 1時 7分 13:07: 楊柳散和風，青山澹吾慮。 2023年 2月 17日星期五 下午 1時 7分 12秒 13:07: 1楚塞三湘接，荊門九派通。 13:07:1213:07:1213:072/17/2023 1:07:12 PM 1成功就是日復一日那一點點小小努力的積累。 2023年 2月 下午 1時 7分 :07February 17, 2023 1行動出成果，工作出財富。 13:07:1213:07:1213:07Friday, February 17, 2023 1乍見翻疑夢，相悲各問年。 你覺得你們目前的營運效率哪方面可以做得更好 ？ 為什么這對你們是重要的 ？ 如果我能夠解決你們這方面的問題 ， 你能做些調整嗎 ？ 來自 中國最大的資料庫下載 Action Planning 行動計劃 Formulating your Action Plan 擬定你的行動計劃 ? What should I do more of? 我們哪方面應該多做一些？ ? What should I do less of? 我們哪方面應該少做一些？ ? What should I start doing? 我們該開始提供哪方面的服務？ ? What should I stop doing? 我們該停止哪方面的活動？ ? What shall be my action steps now? 我的行動計劃將是什么？ 來自 中國最大的資料庫下載 QA 來自 中國最大的資料庫下載 靜夜四無鄰，荒居舊業(yè)貧。 改天我再和你聯系 ? I understand you are very busy. So is everybody else. But what if within 30 minutes I can show you whether you can achieve better results with lower costs? Do you think the 30 minutes are worthwhile? 我了解你很忙 。你看我們是不是可以下周三上午 10點會個面，讓我跟你解釋里面內容，也讓你直接向我提出你的意見，好嗎？ vi. Since you will be consulting with your colleagues’ opinions, would like to invite them for our discussion? 既然你在這方面會參考你的同事的意見，到時候能不能 順便 請他過來一下呢？ The Influencers of Complex Sales 復雜銷售情況的影響者 ?The Decision Maker 決策者 ?The Fault Finder/ Gatekeeper 挑毛病者 ?The User 使用者 ?The Sherpa/ Guide 引路者 The Motivations Behind Each Player 每個角色的購買動機 ? Buying to Spur Growth 刺激增長 ? Buying to Solve a Big, Current Problem 解決棘手的問題 ? SoSo, Not Much Motivation to Buy 不好不壞，對你的產品可有可無 ? Over Confident, No Reason to Buy at All 過于自信，完全沒有購買的必要 In ALL Big Selling, there’s ALWAYS official and personal motivations for each player 所有購買角色都有在公、在私的動機 Buying Motives (Official) 購買動機(在公 ) ? Profitability 增加盈利 – Increase Sales 增加業(yè)績 – Reduce Costs 降低成本 – Boost Productivity 提高效率 ? Reputation 聲望 – Face 面子 – Improve Quality 提高質量 – Brand Positioning 品牌定位 – Market Standing 市場份額 ? Competition 競爭 – Competitive Pressure 競爭壓力 – Threat of New Comers 新對手帶來的壓力 – Threat of Substitute Products 替代品帶來的壓力 ? Strategy 戰(zhàn)略 – Long Term Strategic Goals 長遠戰(zhàn)略目標 – Tactical Goals Improve Quality 提高質量的戰(zhàn)術 Buying Motives (Personal) 購買動機(個人 ) ?Achievement 成就 ?Relationships 關系 ?Reputation 聲望 ?Career Advancement 仕途 ?Leisure 悠閑 ?Money 金錢 ?Interesting Work 工作上的樂趣 Exercise: Mapping Out Each Influencer 練習：理出每個影響者 ? Think of a deal you have previously won/ lost that involves multiple decision making players 設想你曾成功（或不成功）接單，而又需要多人決策的客戶 – How many people have you municated with? 你跟對方企業(yè)的多少人進行過溝通？ – What are their influence level from 010 從 010的影響程度 – Who are the Decision Maker, Fault Finder, Users and Sherpas? 對方誰是決策者、挑毛病者、使用者及引導者？ – What were their official and personal motivations to buy from you? 他們跟你購買的在公、在私的動機是什么？ – Do they support you or are they against you? 他們是否支持還是抗拒你？ – What are their reasons for doing so? 他們?yōu)槭裁磿@樣做？ – What else do you feel you should have done? 你覺得你哪方面該做的沒做？ Getting Help from Your Customers 讓客戶來幫你的忙 ?How can you identify the supporters in your customers’ anisation? 你該如何發(fā)掘客戶組織里的支持、擁護者？ ?Ask your supporters to 讓你的支持者 : – Provide information 提供信息 – Advise you on their internal decision making procedures 使你了解對方內部的決策過程 – Say a few nice words to the main Decision Maker 給最終決策者吹吹耳邊風 Getting Help from Your Customers 讓客戶來幫你的忙 ?How can you identify the opposition in your customers’ anisation? 你將如何發(fā)掘客戶組織里的抗拒著？ ?Ways to deal with the opposition 如何應對抗拒著 : – Resolve any conflicts with them 化解沖突 – Assure them they will not lose out if their pany buys from you 給于保證 – Get help from your supporters to reduce the opposition’s influence 設法降低他們的音響力 Elements of PsycheSelling 銷售攻心術的主要精髓 ? 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 ? Effective Follow Through and Closing 有效地跟進及簽單 Effective Follow Through and Closing 如何跟進以及簽單 ?Usual Way of Follow Through 一般跟進的方法 : – “What do you think of our proposal? Would you like to sign up now?” “你覺得我們的計劃書怎樣？你現在能簽單嗎？ ” – “How long more do you need to consider?” “你還需要考慮多久？” Effective Follow Through and Closing 如何跟進以及簽單 ? Better Suggestions 更好的建議 : – Focus on the Common Ground established early in the sales appointment 專注在你們雙方之前達成的共識 – Summarise the sales meeting, highlighting their “pain” issues, and ways we can help 簡單總結上次銷售會議，提醒他們的“痛楚”以及我們能提供的方案 – Seek to understand their decision making structure, and the level of influence of each player 盡量了解他們決策過程以及每個角色的影響力 – For plex sales, seek to meet more characters from the client’s pany, and understand each of their buying motivations 如果銷售情況復雜，盡可能了解對方更多的角色，及其購買動機 Effective Follow Through and Closing 如何跟進以及簽單 ? How to Ask for the Order 怎樣讓對方簽單 : – “What do you say we should do next?/ How shall we proceed from here?” “你覺得我們下一步該怎么做呢？” – “If you were to use