清華同方產(chǎn)品渠道管理-在線瀏覽
2025-04-09 01:27本頁面
【正文】 －－幫助別人去買 Support 支持 No Satisfction Relating 聯(lián)系 No Trust Advocating 介紹 No Help Discovering 發(fā)現(xiàn) No Need Four Reasons Not to Buy No Trust ? I have never met you ? We are used to dealing with someone else. ? 我們習(xí)慣與其他任何人打交道 ? I don’t know what you can 。 ? We have a good relationship with someone 人有良好的關(guān)系。 Empathy設(shè)身處地 拜會(huì)之前，準(zhǔn)備 10個(gè)問題，到時(shí)主動(dòng)提出！ ? You may be wondering… ? Many people ask me… ? If were in your choice… Four Reasons Not to Buy No Need Have 絕對不等于 Want 如何發(fā)現(xiàn)問題 Discovery ? Premission 征得同意 －－ Would it be all right if I asked you a few questions?如果我問你許多問題會(huì)的到解決嗎 ? FactFinding 查詢事實(shí) (have)－－ What kind of equipment are you now using?你現(xiàn)在使用的是什么配置。 如何發(fā)現(xiàn)問題 Discovery ? Best/least 抹去中性語言 －－ what do you like best about the fringe benefits you provide your employees?關(guān)于你提供給你的雇員的福利你最喜歡的什么。 What would it be like if you didn’t have this problem or concern? ? Tell me more 不要忽略細(xì)節(jié) －－ Can you tell me more?你能告訴我更多嗎？ ? Catch all 一網(wǎng)打盡 －－ Is there anything else you like to acplish with this upgrade?其他任何事情 Four Reasons Not to Buy四個(gè)不購買的原因 No Help沒有幫助 引導(dǎo) (advocating)對方時(shí)一定要扣題，滿足其真正的需求 實(shí)在的需求＋個(gè)人愛好＝購買動(dòng)機(jī) Four Reasons Not to Buy 不購買的四個(gè)原因 No Satisfation不滿意 ?Support the buying decision 加強(qiáng)其購買后的信心 ?Manage the implementation 親自管理執(zhí)行情況 ?Deal with dissatisfaction 處理不滿 ?Enhance the relationship
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