煙草企業(yè)銷(xiāo)售核心技能與渠道模式選擇-在線瀏覽
2025-03-22 04:50本頁(yè)面
【正文】 sed marketingremember the “80/20 rule”(細(xì)分客戶(hù)市場(chǎng)，瞄準(zhǔn)重點(diǎn)客戶(hù)）Expect 80% of your sales from 20% of your market.How to reach the second service level （如何達(dá)到深層次服務(wù)）2, Develop a unique selling proposition(Macdonald, FedEx, Marlboros) （建立獨(dú)特的銷(xiāo)售主張）How to reach the second service level （如何達(dá)到深層次服務(wù)）3， Calculate the lifetime value of a customer（計(jì)算客戶(hù)終身價(jià)值）Year 01 600Year 23 200Year 45 200Year 67 3,200Year 89 3,200Total value 16,400How to reach the second service level （如何達(dá)到深層次服務(wù)）4, Always test pricing, guarantee and discounts（測(cè)試，測(cè)試，測(cè)試）5, Always database your customers and prospects（永遠(yuǎn)數(shù)據(jù)化跟蹤客戶(hù)信息）How to reach the second service level （如何達(dá)到深層次服務(wù)）6, Market emotionally as well as cognitively(benefits features) （情感訴求和理性訴求）How to reach the second service level （如何達(dá)到深層次服務(wù)）7, Organize Your business and integrate total functions to to ensure total success（客戶(hù)服務(wù)乃公司所有部門(mén)人員之天職） How to Handle Objection處理放對(duì)意見(jiàn)Real objection（真正的反對(duì)意見(jiàn)）lFrom the point of buyer’s view（客戶(hù)角度定義）lConsistent Probe（持續(xù)地刺探）lCommunication skill, Open talk, mastery（溝通技巧，開(kāi)放環(huán)境，內(nèi)行）How to Handle Objection處理放對(duì)意見(jiàn)False objection（虛假的反對(duì)意見(jiàn)）lDefinition（明確概念）lHard to defend（難于捍衛(wèi)）lTurn into real objection（易變真性）How to Handle Objection處理放對(duì)意見(jiàn)HO process（基本步驟）l Identify the real objection（發(fā)現(xiàn)真正的反對(duì)意見(jiàn)）l Understanding the real objection（理解真正的反對(duì)意見(jiàn)）l Verifying the real objectiontransform it into a question can be solved（確認(rèn)真正的反對(duì)意見(jiàn)，把它轉(zhuǎn)變?yōu)橐粋€(gè)可解決的問(wèn)題）l Handle objection（處理反對(duì)意見(jiàn)）How to Handle Objection處理放對(duì)意見(jiàn)Question and Answer（問(wèn)題解答）1 Why objection emerge（為何會(huì)出現(xiàn)反對(duì)意見(jiàn)）2 How to Handle Objection（如何處理反對(duì)意見(jiàn)）VI: Time management時(shí)間管理Time is money, time is life(時(shí)間本質(zhì) )Work, family, society, entertainmentMain Principles(主要原則 )1 introspection2 objective setting3 importance urgency4 specific procedures Peration客戶(hù)滲透1 Why(原因 )1) get trust from customers2) enjoy your own work2 types(類(lèi)型 )1) OGSM(objective,goals,strategy,measures)2) Database3) Relations4) System/structure5) CultureVIII Conceptual Selling Difficulty: Skill level? Return on time銷(xiāo)售渠道管
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