【正文】 2023年 2月 6日星期一 9時 11分 1秒 09:11:016 February 2023 ? 1一個人即使已登上頂峰，也仍要自強不息。 2023年 2月 6日星期一 上午 9時 11分 1秒 09:11: ? 1最具挑戰(zhàn)性的挑戰(zhàn)莫過于提升自我。勝人者有力，自勝者強。 :11:0109:11Feb236Feb23 ? 1越是無能的人，越喜歡挑剔別人的錯兒。 , February 6, 2023 ? 閱讀一切好書如同和過去最杰出的人談話。 2023年 2月 6日星期一 9時 11分 1秒 09:11:016 February 2023 ? 1空山新雨后，天氣晚來秋。 。 :11:0109:11:01February 6, 2023 ? 1意志堅強的人能把世界放在手中像泥塊一樣任意揉捏。 :11:0109:11Feb236Feb23 ? 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 , February 6, 2023 ? 很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。 2023年 2月 6日星期一 9時 11分 1秒 09:11:016 February 2023 ? 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。 。 :11:0109:11:01February 6, 2023 ? 1他鄉(xiāng)生白發(fā)，舊國見青山。 :11:0109:11Feb236Feb23 ? 1故人江海別，幾度隔山川。 , February 6, 2023 ? 雨中黃葉樹，燈下白頭人。 am not fully satisfied because only 4 out of 22 users are up to speed…. 我不太滿意，以為 22個人里只有 4個達到速度。我們已經(jīng)實施了很多年，我想沒必要再討論這個問題了 OBJECTION HANDLING處理異議 Step 4: Confirm: Key questions確認(rèn)： ? Let me restate what I think I heard讓我重復(fù)一遍我聽到的 ? In case other?s did not hear, I will repeat your question 為確保所有人都聽到了，我再重復(fù)一遍你的問題 ? Is that what you are asking? 你是問的這個意思嗎？ Example 舉例 ? Well, Let me recap what you just told me. You are telling me that it has been tough to reach the results you are getting with Pro/E and you are not willing to start again? 我總結(jié)下您剛才說的。裝配”是什么意思嗎？ OBJECTION HANDLING處理異議 Step 4: Confirm確認(rèn) Customer Answer:客戶回答： We manufacture Machines and we need Large Assembly features. Pro/E is the best product to handle Large Assembly. It?s been a long way to implement it and I do not feel fortable to bring into discussion this decision 我們制造機器，需要大裝配功能。 ? The speaker is afraid that the info he gives can be used against him 發(fā)言者害怕他提供的信息會對他不利 ? He doesn?t understand the meaning of the questions and loses his patience 沒有理解問題的含義并失去耐心 ? In spite of the forecast, he isn?t interested in 不感興趣 OBJECTION HANDLING處理異議 : What will you do?你該怎么做 Change role: from questioning to informing till he reassures himself: metrics, references, nice story, add value! 改換角色：從提問到鼓勵直到對方得到寬慰，通過 metrics,客戶參考，故事，增加價值等！ ? Make questions and give info, at the same time同時提問并給予信息 – The skill consists of making essential questions in the right way and at the right time 技巧包括何時何地問什么樣的問題 –It?s very important to show that the speaker?s info are necessaries and turn them to his advantage告訴發(fā)言者他們的信息很必要，很有價值 OBJECTION HANDLING處理異議 Step 1: ACTION Make the offer (next step)行動帶來訂單（下一步） ? What about having a demo on Thursday?何不這周四舉行一個 demo? ? What about you to anize a meeting with Mr. higher level/ etc…?你能組織一個會議，邀請高層 /購買決定者參加。 OBJECTION HANDLING處理異議 : 5) Respond: 回復(fù) ? Let analyze one issue at the time and understand your needs 我們一個一個來分析，確認(rèn)您真正需要的 ? We know there are some cost related to training and changing 的確會因為培訓(xùn)，改變等產(chǎn)生一些成本 ? We all know there is a cost even in NOT changing但如果不改變也會發(fā)生成本 ? I?d like to show you some case studies about benefits that customers similar to you got with our solutions 我可以給你看一些跟你情況類似的客戶，用了我們的方案后的獲益情況 ? Do you have any other doubt?還有其他疑慮嗎？ OBJECTION HANDLING處理異議 : 6) Verify :檢查 ? Have we answered in a pr