拜访步骤教案分析.ppt

客户为什么不购买Why Customers Resist Buying 认为没必要 No Perceived need (他们不认为有盈利机会) (they don抰 perceive/believe in the opportunity for gain) 认为没好的方案 No Perceived solution (他们不相信你的方案表)(they don抰 believe in your solution) 不信任 Distrust (若干理由 - 有些可能与你有关，也有些可能与你无关)(any number of reasons - some may be related to you, some may not) 不着急 No urgency (客户要推迟作出决定)(customer wants to put off the decision) 共同的销售过程 Common Selling Process 我们通过共同的销售过程来解决客户不购买的问题。 We utilize a common selling process to help overcome customer objections.  我们称之为客户陈述销售过程。 We call it the Sales Process. 这是一套直观辅助方案，协助你销售我们的产品、提供我们的服务。 It is a visual aid that helps you sell our products and services. 机遇与办法 Opportunities and Solutions 机遇 说明了盈利的潜力An OPPORTUNITY describes the potential for gain 始终致力于与客户就重大的机会达成共识。Always gain the customers agreement that there is a compelling opportunity  :机遇 OPPORTUNITIES 让更多的顾客进入商店。Get more customers to come into the store 让每位顾客购买更多的东西。Get each customers to purchase more items 让顾客在你的店而非竞争对手那里购买商品。Get customers to purchase in your store versus your competitors 方案说明了可以实现盈利的销售行为 A SOLUTION describes the sales action required to realize the gain 刚开始销售拜访时不要讨论方案 Never begin a sales call by discussing solutions  方案：SOLUTIONS: 在橱窗中展示销售宣传材料 Display POP in the window 让更多的顾客进入商店 to get more consumers to come into the store 在收银台附近放置产品 Put cold product near the cash register 让顾客购买更多东西 卼o get each customer to purchase more items 放置一个转换快的陈列品 Put up a display of 2 liter 让顾客在你的店而非竞争对手那里购买商品..to get customers to buy in your store versus competitors 回 顾 拜 访 八步 骤 Identify 8 Steps of the Call 方案表使你的销售更直观 Solution Sheets are visual aids to help you sell 提供机遇的说明 Provides a description of the opportunity 说明方案，强调对客户的好处 Explains the solution and emphasizes the benefits to the customer 提供客户感兴趣的重要细节 Provides important details that the customer may be interested in 回顾成功的定义 Review what Success is 实施以下步骤 Implement next steps 你认为客户对方案表的办法会有何异议？ What objections do you think the custo