【正文】 2023年 2月 17日星期五 1時 6分 54秒 13:06:5417 February 2023 1一個人即使已登上頂峰，也仍要自強(qiáng)不息。 2023年 2月 17日星期五 下午 1時 6分 54秒 13:06: 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(qiáng)。 :06:5413:06Feb2317Feb23 1越是無能的人，越喜歡挑剔別人的錯兒。 , February 17, 2023 閱讀一切好書如同和過去最杰出的人談話。 2023年 2月 17日星期五 1時 6分 54秒 13:06:5417 February 2023 1空山新雨后，天氣晚來秋。 。 :06:5413:06:54February 17, 2023 1意志堅強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 :06:5413:06Feb2317Feb23 1世間成事，不求其絕對圓滿，留一份不足，可得無限完美。 , February 17, 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 17日星期五 1時 6分 54秒 13:06:5417 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(diǎn)的射線向前。 。 :06:5413:06:54February 17, 2023 1他鄉(xiāng)生白發(fā)，舊國見青山。 :06:5413:06Feb2317Feb23 1故人江海別，幾度隔山川。 , February 17, 2023 雨中黃葉樹，燈下白頭人。你是想仔細(xì)探討你剛才所了解的一切，是嗎？我說了那么多，你覺得哪方面對你的幫助會是最大的呢？你覺得我們下一步該怎么做呢？ Objections Handling 處理反對意見 ? Our budget is fixed and cannot be changed. 預(yù)算已定 ， 不可能再更改 ? I understand what you mean. In which aspects do you think you want to improve your current situation? Why do you think they are important to you? If we can solve such problems for you, can you do something about the budget? 我明白你的意思 。 其實大家都在忙 。t have any problems with price, would you like to give it a try now? 除了價格以外，你們還有其它方面要考慮的嗎？如果價格沒問題，是不是現(xiàn)在就能定下來？ Objections Handling 處理反對意見 ? I don‘t have time. Please leave your brochures here and I will contact you later. 我沒空 ， 你把資料放這里 。s too expensive 太貴了 ！ ? Hmmm… I’m glad you said that. Why do you feel that our price is high? Which is MORE important to you, price or quality? 哼 … 我非常高興你很歡住我們的價格 。因此，單憑幾張紙，可能表達(dá)不清。你不介意我問一些問題，了解一下你們公司情況？ …” Valid Business Reason 合適商務(wù)理由 ? The reason impacts the customer?s concept of what they want to acplish, resolve, or avoid 影響客戶對他們想要實現(xiàn)，解決或避免的觀念的理由 ? The reason sets your phone call as a high priority for the customer客戶把你的電話做優(yōu)先考慮的理由 ? The reason answers the question, “what?s in it for me?” for the customer 回答客戶問的“這關(guān)我什么事？”的問題 ? The reason is clear, concise and plete理由清晰，簡練，完整 How to Get to the Right Person 如何找到相關(guān)人士 ?Who do you usually call? 你一般約誰 ？ ?Who else can you call? 你還能約其他什么人 ？ ?What makes them DON?T want to answer your call? 他們?yōu)槭裁床辉敢庖娔?？ ?What makes them want to answer your call? 他們?yōu)槭裁磿敢庖娔?？ Elements of PsycheSelling 銷售攻心術(shù)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 with Customers 有效地預(yù)約客戶 ? Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛處” Why do You Need to Uncover the Needs and “Pains” of Customers BEFORE Presenting Anything 為什么你必須在介紹任何事項之前先挖掘客戶的需求與“痛處” ? Reasons to Ask Questions 為何提問 ? Customers don?t care how much you know, until they know how much you care 客戶不會考慮你知道多少，直到他們知道你為他們考慮多少 ? “You Must Understand Our Business” – Research on what customers expect of sales people conducted with 80,000 customers conducted over 14 years “你必須了解我們的商務(wù)營運(yùn)” – 一項厲行 14年，采訪了 80,000名客戶的針對客戶對銷售人員的期望值調(diào)研 ? Sales people who ask questions tend to be more successful than those who don’t – Research conducted over 12 years with 35,000 sales people of the leading sales anisations in 23 countries 會提問的銷售員比不提問的將獲得更好的業(yè)績 – 一項厲行 12年，歷經(jīng) 23個國家，采訪了 35,000頂尖銷售組織業(yè)務(wù)員的調(diào)研 Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛處” ?First, state your Valid Business Reason 首先，陳述你的合適商務(wù)理由 ?Then, ask the following types of questions 接著提問以下 : – CurrentFuture States 當(dāng)下與預(yù)期的狀況 – Highlighting and Intensifying “Pain” Areas 挖掘客戶的 “痛楚 ” – Expected Paybacks/ ROI 所預(yù)期的回報 – Associated Risks and Obstacles 相關(guān)的風(fēng)險與障礙 – Provide Assurance 安撫他們的憂慮 CurrentFuture States 當(dāng)下與預(yù)期的狀況 ? Every potential new sale is a change for customers 每個新的銷售單子對客戶來說是一種改變 ? Customers will have some expectations on how they will want to benefit if they were to make a purchase 顧客會對將要購買的產(chǎn)品益處抱有一定的期待 ? When customers are not sure about what their future state is, they may be the wrong person to talk to, or they may not have a clear buying need當(dāng)顧客對預(yù)期的狀況不確定或他沒有明確的購買需求，那么你可能找錯人了 Highlighting and Intensifying “Pain” Areas 挖掘客戶的 “痛楚” ? What will happen if nothing is done? 如果什么都不做的話會怎樣？ ? What will happen if they buy from an inferior supplier?如果跟次級的供應(yīng)商買會怎樣？ – What will happen if the product is of a lower quality? 如果產(chǎn)品質(zhì)量低劣會怎樣？ – What will happen if it takes much longer to ship? 如果送貨時間過長會怎樣？ – What if the aftersales service/ maintenance is not but to expectations? 如果售后服務(wù)或維修比預(yù)期的低許多會怎樣？ ? Customers with weaker “pain” issues may be less likely to buy 痛楚比較少的客戶購買意識比較薄弱 Expected Paybacks/ ROI 預(yù)期的回報 ?What will be the biggest moary benefit if the customer buys from you? 客戶在購買你的產(chǎn)品后能得到哪方面的實質(zhì)性好處？ ?What will be the biggest nonmoary benefit if the customer buys from you? 客戶在購買你的產(chǎn)品后能得到哪方面的非實質(zhì)性好處？ ?How can you prove it？你將如何向他們證明？ Associated Risks and Obstacles 相關(guān)的風(fēng)險與障礙 ? Will your customer be concerned with: 你的客戶是否會有以下顧慮： – Buying from you for the first time? 是否第一次向你購買？ – Buying new highvalue items for the first time? 是否第一時間購買高新技術(shù)項目？ – Possible product/ service failures, def