銷售密笈-解決方案-wenkub.com
2025-02-27 13:28 本頁(yè)面
【正文】 2023/1/24 19:58:0919:58:0924 January 2023u 1一個(gè)人即使已登上頂峰，也仍要自強(qiáng)不息。勝人者有力，自勝者強(qiáng)。 一月 21一月 21Sunday, January 24, 2023u 閱讀一切好書(shū)如同和過(guò)去最杰出的人談話。 。 一月 2119:58:0919:58Jan2124Jan21u 1世間成事，不求其絕對(duì)圓滿，留一份不足，可得無(wú)限完美。 2023/1/24 19:58:0919:58:0924 January 2023u 1做前，能夠環(huán)視四周；做時(shí)，你只能或者最好沿著以腳為起點(diǎn)的射線向前。 一月 21一月 2119:58:0919:58:09January 24, 2023u 1他鄉(xiāng)生白發(fā)，舊國(guó)見(jiàn)青山。 一月 21一月 21Sunday, January 24, 2023u 雨中黃葉樹(shù)，燈下白頭人。對(duì)此產(chǎn)生了極大興趣。 認(rèn)為關(guān)鍵問(wèn)題是 …... 。您同意對(duì) 產(chǎn)品作認(rèn)真的考慮。 在我們的會(huì)談里，您和我談了目前貴公司在 方面所面臨的問(wèn)題。銷售技巧u Selling can be honorable.u The seller must truly believe he can bring value to the potential buyer.u The seller must be willing to tell the truth about his product or service.u The buyer must feel good about the process.u The buyer39。?痛苦： 不同職位的人 Pain不同，要挖掘 Pain、引向賣方能力。 給特定的產(chǎn)品創(chuàng)造特定的需求。?感到痛苦需要變革 看到問(wèn)題，但不知如何解決。?買賣雙方一起來(lái)建立或修改方案， 以期將來(lái)被采納。?當(dāng)用戶有了解決方案時(shí)，他們不希 望賣方來(lái)解決。?解決問(wèn)題的觀點(diǎn) 產(chǎn)品及服務(wù)特色能使其受益用戶需求的三個(gè)層次?潛在需求 運(yùn)用參考故事 發(fā)掘渴望?感到痛苦需要變革 運(yùn)用 9－ BOXS用戶觀點(diǎn)處理模式 將用戶引向賣方能力?解決問(wèn)題的觀點(diǎn)給特定的產(chǎn)品創(chuàng)造特定的需求開(kāi)放式提問(wèn)控制式提問(wèn)確認(rèn)式提問(wèn)診斷原因 探索影響面 設(shè)想解決問(wèn)題方案形成用戶解決問(wèn)題的觀點(diǎn)你們單位的情況如何？(repeat pain)產(chǎn)生這種情況的原因是因?yàn)?？總?,產(chǎn)生 … 的原因是？ (repeatpain)除你外，誰(shuí)還受到影響？受什么影響？還影響什么人？他是否關(guān)心？你是說(shuō)不僅你受影響，而且他也受到了你所說(shuō)的影響 ?你感覺(jué)用現(xiàn)在的方法如何？你是否在尋求某種方法？如果有對(duì)你是否有幫助？你希望 …… 有能力可以解決 …… 問(wèn)題這是你所希望的？PainHow does this affect you as…? How do you get the news? Who is looking to you to fix this problem?開(kāi)放式提問(wèn)控制式提問(wèn)確認(rèn)式提問(wèn)診斷原因 探索影響面 設(shè)想解決問(wèn)題方案形成用戶解決問(wèn)題的觀點(diǎn)Tell me about it,what is causing you to have this(repeat pain)? 1Is it because？ 2So, the reasons for your (repeat pain) are…? 3Besides yourself, who else is impacted by this pain, and how are they impacted?Is this pain also causing…? If so, wouldn’t (title)be concerned?From what I just heard (repeat the who and how),this isn’t just your problem?What is it going to take for you to solvethis (repeat pain)?Could I try a few ideas on you?What if there were a way for you…?Would that help?What if you were alsoable to …?From what I just heard,if you had the ability to…(repeat capabilities),could YOU solve (repeat pain)PainHow does this affect you as…? How do you get the news? Who is looking to you to fix this problem?發(fā)掘渴望式的談話?發(fā)掘渴望的提問(wèn)針對(duì)用戶 Pain舉出或設(shè)想實(shí)例，問(wèn)用戶是如何解決的？如果遇到這類問(wèn)題打算如何解決？令他渴望解決而又沒(méi)有解決方案，承認(rèn)存在問(wèn)題。?方案： 賣方針對(duì)買方的 Pain試圖左右買方意識(shí)的手段， 必須雙方共同參與指定并達(dá)到買方觀點(diǎn)。?談判： 不僅限于價(jià)格，讓步一定要有條件。s expectations must be met.銷售技巧u Win with intelligent conversation.u sellers need situational fluency: knowledge of how the buyer operates and knowledge of what specific product or service capabilities in his offering match situational with the buyer.銷售員把知識(shí)與技巧相結(jié)合對(duì)行業(yè)的背景知識(shí)對(duì)產(chǎn)品與服務(wù)能力的知識(shí)人際關(guān)系技巧 銷售技巧有策略的銷售下述戰(zhàn)略銷售方法使
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