咨詢式銷售與溝通-文庫吧資料
2025-01-20 18:29本頁面
【正文】 ommunication—A Plan溝通 一個計劃 36 Communication—A Plan溝通 一個計劃 37 Communication—A Plan溝通 一個計劃 38 Communication—A Plan溝通 一個計劃 39 Communication—A Plan溝通 一個計劃 Question: What Shape Is Your Personality?問題：你的人格是什么形狀的？ 40 A Susan Dellinger Seminar Communication– A Plan溝通 一個計劃 1. Stay Focused集中注意力 2. Listen Carefully仔細聽 3. Try To See Their Point of View去看看他們的觀點 4. Respond to Criticism with Empathy用同感心回應批評 5. Talk Straight直言 6. Follow Through跟進 41 In Summary總結 COMMUNICATION溝通 1. Stay Focused集中注意力 2. Listen Carefully仔細聽 3. Try To See Their Point of View看看他們的觀點 4. Respond to Criticism with Empathy用同感心回應批評 5. Talk Straight直言 6. Follow Through跟進 42 CONSULTATIVE SELLING FOURSTEP FORMULA咨詢式銷售的四步公式 1. Need Analysis需要分析 2. Need Awareness需要認知 3. Need Solution需要解決方案 4. Need Satisfaction需要滿足 Manage your own 自己的士氣 Be a fixer, not a fingerpointer做一個調(diào)停者，不做指責者 43 Behave like you’re in business for 的就象自己做生意一樣 “We’re all in this alone.”“我們都獨自在這里” Lily Tomlin麗麗湯姆林 44 Questions? 問題？ 45 靜夜四無鄰，荒居舊業(yè)貧。展望前景 3. Explore the 4. Answer the a) Address their concern談論他們的關心 b) See it from their point of view從他們的觀點看問題 c) Relieve their fears釋放他們的恐懼 5. Check Back with the Prospect核對前景 6. Redirect the Conversation重新指導談話 26 The Successful Sales Formula成功銷售模式 4. Need Satisfaction 需要滿足感 27 Bee a quickchange artist成為一個快速變化的藝術家 “You think you understand the situation, but what you don’t understand is that the situation just changed.”“你認為你了解當前的形勢，可是形勢已經(jīng)變了。去贏得問問題的權利 21 The Successful Sales Formula成功銷售公式 3. Need Solution需要解決方案 A. Lead with B. Prospects don’t buy products。 e) Your 4. People Don’t Care How Much You Know Until They Know How Much You Care— About ,直到他們知道你有多 關心 他們。 2. To Make the Light Go On for the Salesperson and the Prospect持續(xù)地為銷售人員和客戶提供幫助。s wants and 驅動 (希望 )和 需求導向 (需要 )的 銷售開始探討理解客戶的期望和需求。 B. During Need Analysis, the sales professional will “Xray” the ，專業(yè)的銷售人員需要對前景進行 X光式的掃描 11 People buy what they want when they want it more than they want the money it costs.人們購買他們所需求的東西，當他們覺得他們需要的東西比錢更重要時，他們會舍得花錢。s wants and 的期望和需求 10 The Successful Sales Formula成功銷售公式 1. Need Analysis需要分析
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