XX新城销售密（PPT58页）.pptVIP

W.Q.G 1998.9.2 十个销售难题之一 买方不尊重销售人员,导致在销售过程中双方无法形成信任关系, 无法控制销售进程. 销售可以成为令人敬重的行业,我们应当帮助客户发现并确定他们的需求,获得双赢的效果. 十个销售难题之二 买方过早地提出反对意见. 与买方的购买需求一致,随着购买阶段的变化采用不同的策略. 十个销售难题之三 无法控制销售进程. 了解客户购买行为的变化,了解客户购买个阶段关心的主要问题. 十个销售难题之四 令人讨厌的电话销售. 要引起客户的兴趣,提出其面临的关键商业或技术问题. 十个销售难题之五 买方认为许多同类产品与服务相差不大. 以与众不同的销售方式,获得特别的效果. 十个销售难题之六 买方已经确定了一些功能需求,没有涉及到我们产品的长处. 帮助客户发现并确定他们的真正的需求,扩展用户现有的观点. 十个销售难题之七 第一次访问后就无法控制销售进程. 以书面的形式总结会谈纪要,安排日后的计划. 十个销售难题之八 难以发现潜在客户 创造需求,开发具有潜在需求的客户会获得更多的机会. 十个销售难题之九 在谈判中退却,做出不必要的让步. 不要做无条件的让步 十个销售难题之十 销售人员与其他人配合时,导致买方对销售人员能力的怀疑. 销售要协调一致,职权明确,不要越权. 销售技巧 获得与众不同的销售方式 于实权人物商定销售过程. 对准客户的购买阶段 用产品帮助客户自己解决问题 加入竞争，并获得主动 顺其自然的获得订单 Selling Ideas People buy from people who empower them, who can create visions for them and take action. A “Solution” is equivalent to the buyer’s vision. Diagnose before you prescribe. Power buys from power (seller needs the power to promise). Make yourself equal before different Don’t close before it is closeable. The buyer must feel good about the process. 销售技巧 Selling can be honorable. The seller must truly believe he can bring value to the potential buyer. The seller must be willing to tell the truth about his product or service. The buyer must feel good about the process. The buyers expectations must be met. 销售技巧 Win with intelligent conversation. sellers need situational fluency: knowledge of how the buyer operates and knowledge of what specific product or service capabilities in his offering match situational with the buyer. 1 of 10 TOP SELLING DIFFICULTIES: Buyers hold salespeople in low esteem, causing control and trust difficulties throughout the entire sell cycle. Salespeople are called terrible names: pond scum, pushy, Joe Isuzu, used-car salesman, untrustworthy, liar. Why is it that so few fathers and mothers raise their precious children to be salespeople? telemarketers? Instead, other professions are deemed more noble, for example: medicine, law, education, science, engineering?anything other than sales, which is deeme