解除抗拒（Lift resistance）.doc

解除抗拒（Lift resistance） Effectively remove customer resistance points 1. grasp the true meaning of sales What do you sell in the sales process? Answer: myself Two. Whats on sale? Answer: ideas. Three what do you buy in the sale process? Answer: feeling Four what is sold during the sale? Answer: benefits Five, what is the motive power of sales success? Answer: pursue happiness, avoid pain Six what does the customer really want? Answer: Program 2. sales orientation Inform: whether you have demand, is only responsible for the sales staff to inform; identity; to sell your products for the purpose; I want to sell your products and services; explain; a large amount of people instead of convincing people to find; Consultant: inquiry, diagnosis, prescription; in industry expert consultants to help you solve the problem of identity; for the purpose; you want to buy, our company has established trust; and guide the main high turnover rate, the key breakthrough. Why do customers have resistance points? 1) there is no distinguishing between prospective customers Quasi customer standards: A, financial ability to purchase B, have the right to decide C, have the intention to buy D, used or urgent use 2) find no customers needs 3) there is no sense of trust with customers 4) inadequate preparation Prepare for your results What is the result I want? What is the result to each other? What is the bottom line of my light? What is the bottom line of the other? You may have to resist what? But how do I remove these resist? But how do I deal? Preparation of commodity expertise Familiar with product structure (name, specification, model, packing, price, colour, production place) Familiar with product value (brand, performance, price, service, advantage, unique selling point) Familiar with product competition (raw material, product packing, technology content, price, settlement method), Delivery methods, services, occupancy, customer satisfaction) 1, what am I selling? 2 who is my customer? 3