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2024-08-01 15:48本頁面
【正文】 Convert to a question 將異議轉(zhuǎn)換成問題 Answer the question 回答問題 1. Listen → 聽 2. Cushion with human relations → 以人際關(guān)系做個(gè)緩和 3. Restate as a question → 將異議轉(zhuǎn)換成訊問 4. Check to confirm true objection → 核對(duì)并且確定真正的異議 Listening to Your Audience 傾聽技巧 Passive 被動(dòng)式傾聽 Active 主動(dòng)式傾聽 – Asking Openended questions 問開放問句 – Accepting 表示接受 – Responding to content 對(duì)內(nèi)容回應(yīng) – Responding to Feeling 以感情回應(yīng) Feel － Felt － Found 感覺 － 同感的 － 發(fā)現(xiàn) I know how you fell. 我了解你的感受 Other ADLINK customers have felt the same way. 其他顧客也曾經(jīng)有同樣的感覺 And they found… . 可是他們后來發(fā)現(xiàn) … . Convert to a Question 轉(zhuǎn)換成訊問 EXAMPLES: The Objection “your price is too high.” Convert to a question. 【 異 議 】 【 價(jià) 格 太 高 】 【 轉(zhuǎn)換成問題 】 “ I guess the question you are asking me is, is the value received worth the price?” “我想你問我的問題是，這個(gè)商品值這個(gè)價(jià)錢嗎？ ” Answering Objections Competitors 比你好 客戶嫌貴 交期太長(zhǎng) 問到真的不會(huì)回答 Problem Behaviors 問題人物 ? The Shy Guys ? The Vacationers ? The Class Clowns ? The KNOWITALLS ? The Monopolizers ? The Squabblers ? The Attackers ? Ask easy, openended questions ? Leave them alone ? Use them “break the ice” ? Ask to integrate their experience ? Ask someone else ”what do you think” ? Draw attention to them ? Recognize the attack Conclusion 結(jié)論 簡(jiǎn)報(bào)前你該做 3P PLAN PREPARE PRACTICE Seven Simple Steps 1. Commit Yourself 專心投入 2. Analyze Your Audience 分析聽眾 3. Organize Your Thought 組織構(gòu)思 4. Think Sight and Sound 視聽效果 5. Practice 反復(fù)練習(xí) 6. Relax 放松心情 7. Enjoy 愉快享受 三種性質(zhì)不同的簡(jiǎn)報(bào) Infor
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