銷售和市場(chǎng)策略培訓(xùn)successinsalesmarketing(參考版)
2024-10-19 04:44本頁(yè)面
【正文】 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 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 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 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 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 Understanding Motives Power (nPow) Achievement (nAch) Affiliative (nAff) BASIS Sales amp。re looking for? – What do you think? – How close do you feel this es to meeting your needs? Psychology, Influence, and Communication How to psycho people and influence them to do want you want BASIS Sales amp。 Marketing Program 2021 Law of the 3point Plan 1. List (A, B, C) 2. Plan 3. Convert (A, B, C) BASIS Sales amp。 Marketing Program 2021 Law of Momentum 1. Never aim for the Big Bang. There is no such thing. 2. Achievement es from building momentum 3. “Start Small, Grow Fast, Make Money” BASIS Sales amp。A 1. No one likes to listen to ?sales talk? 2. The more QUESTIONS you ask, the more sales you get BASIS Sales amp。 Marketing Program 2021 Law of Annoyance 1. Things our prospects and customers wish we wouldn?t do that really annoys them: – pushy. – call too much. – disrespectful of their time. – keep calling if they say they?re not interested. – appear not to understand them, – don?t listen. – don?t know about our own products/ services. – rude, arrogant, or inattentive. – vague or unclear. – won?t take no for an answer. BASIS Sales amp。 Marketing Program 2021 Law of Averages in Action ? 20 contacts = 3 presentations ? 3 presentations = 1 sale ? 1 sale = RM120 ? What is your sales statistic? ? RM120/sale, RM0/two others? ? RM6 per contact? BASIS Sales amp。 Marketing Program 2021 Closing 7. Other ways of Closing: 1. Would you like to move forward? 2. Are you ready to get started? 3. Can we go ahead? 4. We can deliver it to you by
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