咨询式销售与沟通概要1.ppt

The Successful Sales Formula成功销售公式 4. Need Satisfaction需要满足 A. A.A.F.T.S. = Always Ask For The Sale经常问销售 B. Belief in your product or service DEMANDS that you ask for the order相信你的产品或服务.需要你要求订单 C. When the selling professional satisfies needs and wants, repeat business and new clients are guaranteed!当专业的销售人员满足了客户的需求及愿望，重复的生意及新的客户就得到了保障。 * 4. Need Satisfaction 1. A.A.F.T.S. = ALWAYS ASK FOR THE SALE总要问销售问题 2. The Choice Close or Assumptive Close选择封闭式或想当然封闭式问题 “Can you see where my product or service would____?” (The primary benefit that would cause the prospect to buy goes on the line.)“您能看到我的产品和服务会--？”（能引起客户购买的主要利益点是在网上） “Are you interested in _____?”“您对----感兴趣吗？ “When do you think would be the best time to start?”“你认为什么时候是开始的最佳时间？” * 4. Need Satisfaction需求满足 3. The Probability Close helps the prospect understand how close he is to making the purchase:概率的接近帮助客户了解他们离购买还有多近 “On a scale of 1 to 10, with 10 meaning you are ready to place your order, where would you stand right now?”“分值为1--10,10分意味着你就要下订单了，你现在准备站在哪里？” “What would it take to move you to a 10?”“什么会带你去站到10分那里？ 4. The Summary Close may seem basic, but don’t be fooled by simplicity:总结看起来是基础，但是别被简单所愚弄了 Summarize all the needs the prospect has given you for buying and ASK FOR THE ORDER!总结所有客户给你的购买需求并要求下订单 Relight the fire and desire through summarizing!通过总结重新点燃烈火和欲望 * The Finish Line….终点 * Sell By Design, Not By Chance根据设计而不是依据机会销售 Four-Step Formula四步公式 Need Analysis需要分析 Need Awareness需要意识 Need Solution需要解决方案 Need Satisfaction需要满足 * Communication—A Plan沟通---一个计划 Question: What Shape Is Your Personality?问题：你的个性是什么形状的？ * A Susan Dellinger Seminar Communication—A Plan沟通---一个计划 * Presented by Keith Ahsmuhs ATT AVP – Global Sales Enablement Retired 凯斯 艾斯莫斯 美国电信助理副总裁-全球销售总监 退休 Today’s Agenda今日事项 Consultative Selling – A Process 咨询式销售 —— 一套流程 Communication – A Plan 沟 通 —— 一份计划 * Selling?销售？ How many people here are Sales Professionals? How many people here are Business Owners? How ma