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【正文】 機會提問為什么 ? SILENCE 給客戶時間回答你的問題 提問技巧 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential Precision Listening 傾聽 : ? NOTE TAKING 記筆記 ? NEON WORDS: DRILL DOWN 重要詞語 ? TONE OF CUSTOMERS 客戶的語氣 傾聽 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential 技巧 5 定位 Positioning 定位 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential Positioning 定位和推薦 ? 3 Things to Powerful Positioning ? Product Knowledge產(chǎn)品 知識 Features (What?)特點 ? Customer Needs 客戶需求 Benefits (So what?)好處 ? Communication 交流溝通 Persuasive Manner說服力 Effective Customer Focused Selling FEATURES BENEFITS “WHAT?” “SO WHAT?” HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential 技巧 6 核實、檢查Checking 核實、檢查 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential Why sales resist checking? ? 不是自然反應(yīng) ? 認為這樣作危險 – 如果答案是否定的怎么辦 ? 為什么不 愿意檢查 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential Checking Statements ?我回答了你的問題了嗎、解決你的顧慮了嗎 ? ?這樣可以嗎 ? ?你覺得怎么樣 ? ?我的解釋清楚嗎 ? 回答了你的問題嗎 ? ?這個對你有效嗎 ? ?這個能滿足你的需求嗎 ? ?你的看法怎樣 ? 何時 /怎樣檢查 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential 6 Critical Skills amp。s 1st Choice for Computing and Inter Solutions Dell Confidential 結(jié)束 祝好運 amp。s 1st Choice for Computing and Inter Solutions Dell Confidential 解決異議 Objection Resolution 解決異議 HSB CCC Asia39。s 1st Choice for Computing and Inter Solutions Dell Confidential Qamp。s 1st Choice for Computing and Inter Solutions Dell Confidential 不同種類的銷售人員 ? 魅力型 ? 殺手型 ? 技術(shù)型 ? 顧問型 銷售人員的種類
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