销售攻心术 课件.pptVIP

Psyche Selling – How to Get Into the Minds of Customers and Make The Sale销售攻心术 – 如何揣摩客户的心态，提高业绩 Imagine for a Moment that Anything is Negotiable, Except for Price想象一下如果什么条件都好商量，就是价格不能降 What would you do? 你会怎么做？ 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“痛处” Presenting Your Solution 提出你的方案 Finding Out the Decision Making Structures, and the People Behind the Scenes 了解客户的决策过程，以及幕后势力 Effective Follow Through and Closing 有效地跟进及签单 Effective Negotiations and Objections Handling 有效地协商及如何应付反对意见 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 Understanding the Customer’s Mindset 了解客户的心态 Salesman A 销售员 A: Very humble 很谦卑 Full compliance to his customers’ whims and fancies对客户千依百顺、唯命是从 Always diligent when working for his customers为客户做事从不怠慢 Salesman B 销售员 B: Very confident 非常自信 Give guidance to the way of thinking of his customers引导客户思想方式 Only do meaningful things for his customers and refuse anything that does not bring benefits 只为客户做有意义的事情，而不干那些效益较低的活 Understanding the Customer’s Mindset 了解客户的心态 The 2 Motivations that Everybody Has 每个做任何事情的两种动机: Seek Pleasure 希望拥有; Avoid Pain 害怕失去 The Top 3 Things on Customers’ Minds 企业客户，脑子里总想着的3件事: ____ Money ____钱 ____ Money ____钱 Don’t Want to _____ Money 不要____钱 The Eternal Conflict Between the Salesperson and the Customer 销售员与客户之间的永恒矛盾 The Salesperson’s objective is to 销售员的目的是: Get as much money as possible 赚越多钱越好… … From the Customer 从客户身上! The Customer’s objective is to 客户的目的既是: Prevent anything and anybody to take away their money 防止任何人或事物拿走自己的钱! Why people Customers buy things? 客户为什么要买任何东西？ How does Your Customer Perceive You? 你的客户对你抱持什么态度？ What do Your Customers Value? 你的客户会珍惜什么价值呢？ A Value is NOT a Real Value UNLESS the Customer Wants It! 客户所不惜的就不是真正的价值 How can a Sales Person be of Value to Customers? 销售员要怎样