销售对话要领（Essentials of sales dialogue）.docVIP

销售对话要领（Essentials of sales dialogue） Tips for sales dialogue -------------------------------------------------------------------------------- China marketing communication network, 2005-07-04, author: Chen Ninghua, number of visits: 4443 Catalog hear ask say Selling is essentially a kind of communication. It is a two-way communication between seller and customer. Through the process of opening, arousing interest, product description, objection handling and so on, the two sides reach an agreement. In it, both sides are repeating an action, that is, dialogue.. At present a lot of sales training is concerned about the sales of a persons behavior, such as how to start, how the product description, how to deal with questions, their starting points are starting from the subjective point of view, while ignoring the communication and dialogue is the essence of the effect, as can be imagined. Selling is not a conversation, but a conversation between two people, which is the first idea that should be made clear before selling training. Like drama, sales have their beginnings, developments, climaxes, and endings, and it is the conversation that is driving the sales process. So, what are the parts of the dialogue? The three part: the main dialogue said, listen, ask, this is also a lot of sales training emphasis, but no matter how the training course name, form, to solve the problem but has two aspects, namely know what and know have not only to how; 1: Listen: what to listen to? How do you listen? Listening is the biggest part of the conversation. According to a survey of 2000 sales conversations conducted by the Sellraise Marketing Research Institute, top sales usually spend 60%---70% of their time listening. When God created man, he has 2 ears and one mouth, so we need to use 2:1 in proportion to listening and speaking. Why is listening so important? Because understanding each others problems and real needs is a prerequisite for successful sales. You want the client to say th