銷售密笈29061548-展示頁(yè)
2025-03-07 13:24本頁(yè)面
【正文】 能無(wú)法進(jìn)行了?想知道你的底牌用戶如何購(gòu)買(mǎi)東西A B C用戶需求“Column Fodder” 陪 襯用戶觀念的重塑（洗腦）?了解用戶現(xiàn)有的解決問(wèn)題的觀點(diǎn)?在現(xiàn)有的觀點(diǎn)中加進(jìn)你的影響?證實(shí)用戶目前自己沒(méi)有解決問(wèn)題的能力?帶傾向性地判斷并權(quán)衡用戶現(xiàn)有的解決問(wèn)題的方式?發(fā)現(xiàn)、證實(shí)用戶的 Pain?探索現(xiàn)有 Pain對(duì)其他方面的影響?再驗(yàn)證用戶的觀點(diǎn)并了解其購(gòu)買(mǎi)力的情況?陳述用戶將得到的效益?審查購(gòu)買(mǎi)過(guò)程Vision Reengineering?Participate in the existing vision?Add your bias to the existing vision?Confirm they don’t currently have capabilities?Diagnose reasons with bias?Confirm diagnosis and pain?Explore impact on others?Reconfirm vision?State benefitopencontrolconfirm診斷原因 探索影響面 設(shè)想解決問(wèn)題方案形成用戶解決問(wèn)題的觀點(diǎn)How do you do ittoday? 3Today… ？ 4So, the way you do it today is…? 5Besides yourself, who else is impacted by this pain, and how are they impacted? 6Is this pain also causing…? If so, wouldn’t (title)be concerned? 7 From what I just heard (repeat the who and how),this isn’t just your problem? 8How do you see yourself using…? 1From what I just 9heard,if you had the ability to…(repeat capabilities),could YOU solve (repeat pain)PainWhat is the impact on your business of doing it the way you are doing it?Are you also lookingfor a way…?Would it also help if you had a way…? 2 頸架與海綿?買(mǎi)方經(jīng)常會(huì)提出許多要求?銷售員特別容易輕易許諾?應(yīng)該送個(gè)架子支撐著銷售員的脖子 使其不能輕易點(diǎn)頭?買(mǎi)方經(jīng)常會(huì)不斷以各種借口壓價(jià)?銷售員以為給出低價(jià)用戶就會(huì)接受?假設(shè)用戶是洗澡的人，銷售員則好比 他手中的海綿，他的目的是要把海綿中的水?dāng)D干為止聽(tīng)誠(chéng)實(shí)能勝任出口不不不是是是賣(mài)方的情感障礙關(guān)于談判?知識(shí)就是力量?仿真可能出現(xiàn)的情況?開(kāi)始以前要清楚自己的底線?未得到對(duì)方讓步?jīng)Q不輕易付出，即使讓步也 要至少頂住對(duì)方三次壓力?作出讓步時(shí)表示非常為難，必須小步后退?要有耐心，作好今天空手而歸的準(zhǔn)備?銷售員首先應(yīng)控制自己的情緒，不能沖動(dòng)?設(shè)法使用戶相信已得到了最好的性能價(jià)格比?采取互惠互利的方法銷售概念上的誤區(qū)?需求： 為解決某一問(wèn)題而對(duì)某產(chǎn)品產(chǎn)生的需求。?解決問(wèn)題的觀點(diǎn) 產(chǎn)品及服務(wù)特色能使其受益用戶需求的三個(gè)層次?潛在需求 運(yùn)用參考故事 發(fā)掘渴望?感到痛苦需要變革 運(yùn)用 9－ BOXS用戶觀點(diǎn)處理模式 將用戶引向賣(mài)方能力?解決問(wèn)題的觀點(diǎn)給特定的產(chǎn)品創(chuàng)造特定的需求開(kāi)放式提問(wèn)控制式提問(wèn)確認(rèn)式提問(wèn)診斷原因 探索影響面 設(shè)想解決問(wèn)題方案形成用戶解決問(wèn)題的觀點(diǎn)你們單位的情況如何？(repeat pain)產(chǎn)生這種情況的原因是因?yàn)?？總?,產(chǎn)生 … 的原因是？ (repeatpain)除你外，誰(shuí)還受到影響？受什么影響？還影響什么人？他是否關(guān)心？你是說(shuō)不僅你受影響，而且他也受到了你所說(shuō)的影響 ?你感覺(jué)用現(xiàn)在的方法如何？你是否在尋求某種方法？如果有對(duì)你是否有幫助？你希望 …… 有能力可以解決 …… 問(wèn)題這是你所希望的？PainHow does this affect you as…? How do you get the news? Who is looking to you to fix this problem?開(kāi)放式提問(wèn)控制式提問(wèn)確認(rèn)式提問(wèn)診斷原因 探索影響面 設(shè)想解決問(wèn)題方案形成用戶解決問(wèn)題的觀點(diǎn)Tell me about it,what is causing you to have this(repeat pain)? 1Is it because？ 2So, the reasons for your (repeat pain) are…? 3Besides yourself, who else is impacted by this pain, and how are they impacted?Is this pain also causing…? If so, wouldn’t (title)be concerned?From what I just heard (repeat the who and how),this isn’t just your problem?What is it going to t
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