管理资料-市场营销→销售攻心术【79页】.pptVIP

* * * * * * * What is your customer’s BATNA? (What happens if the customer doesn’t buy from you?) Group Work Discussion; Negotiation cases to be provided * * * * * * * * * * * Why? * * * No judgement on way of approach at this stage yet * * * * * Discussion. Why? * * * * * * * * * The purpose of knowing everybody in the room is to make sure all needs, wants and concerns from all corners are covered * Explain why we do each part * Draft Presentation Outline based on needs assessed previously and Role Play * * * * Emphasis here is geared towards hospital than clinics * Emphasis here is geared towards hospital than clinics * * * * * * * Effective Follow Through and Closing 如何跟进以及签单 How to Ask for the Order 怎样让对方签单: “What do you say we should do next?/ How shall we proceed from here?” “你觉得我们下一步该怎么做呢？” “If you were to use our services, when do you think is the best time. Why?” “如果你会用到我们的服务，你觉得什么时候最合适呢？为什么？” “If you were to use our products, how do you want to use them?” “如果你会用到我们的产品，你会怎么用它？” “Would you like to give it a try?” “你想先拿来试试吗？” Effective Follow Through and Closing 如何跟进以及签单 How to Ask for the Order 怎样让对方签单: “What do you say we should do next?/ How shall we proceed from here?” “你觉得我们下一步该怎么做呢？” “If you were to use our services, when do you think is the best time. Why?” “如果你会用到我们的服务，你觉得什么时候最合适呢？为什么？” “If you were to use our products, how do you want to use them?” “如果你会用到我们的产品，你会怎么用它？” “Would you like to give it a try?” “你想先拿来试试吗？” Referrals 推荐 A sale is not completed until you ask for referrals 直到你请求获得推荐时，销售才真正结束 Referred leads are the easiest to close 通过他人推荐的客户是最好的销售对象 You close twice faster on referrals 他人的推荐能使你业绩翻倍 Eg. if we are happy with a product, we tell our friends about it例如，如果满意一种产品， 我们会将之推荐给我们的朋友 Elements of Psyche-Selling 销售攻心术的主要精髓 Understanding the Customer’s Mindset 了解客户的心态 Prospecting for the Right Customer 寻觅正确的客户 Making Appointments with Customers 有效地预约客户Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛楚” Presenting Your Solutio