国外 加盟 门店 销售 方法.ppt

The Commercial Methodology销售方法 Selling Process销售过程 The debriefing file of the selling process 销售详细过程 1. Welcoming 欢迎 2. The customer s needs analyze 3. The Proposal 4. The Exchange and Request 5. The involvement of the manager 6. The decision to buy 7. Securisation after the sale 3.Bad understanding of the need 没有了解顾客的需要 Reason : 原因： The salespeople is in the forefront and wants to sell. (the project belong to the consultant but not to the customer) 销售咨询人员总把自己的想法摆在前面来销售产品。 （项目是销售人员的而不是顾客的） Solution: 解决方式： Revise with him the utilization of rhetoric. (human being only think of himself) 与他复习如何销售产品的辩术。（人只为自己着想） 4. Bad validation or non-validation of the price (budget) 没有确认价格（预算）或没有很好地确认 Reason: 原因： The salespeople is afraid and does not dare to mention the subject about the money. (often because of the lack of assurance or being shy) 销售人员不敢或没有提起勇气提及关于钱的话题。（通常是因为缺少自我肯定意识或害羞） Solution : 解决方式： Revise with him the methodology to get the budget 5.Bad validation or non-validation of payment  没有进行付款确认或没有很好地确认 Reason : 原因： The salespeople did not block the budget of customer. (scared, call for help) 销售人员没有锁定顾客的预算。 （害怕，求助） Solution: 解决方式： Revise with him the second point and the fifth point of the sales method. ( let the customer dream is not enough. It’s necessary to indicate him the way to realize his dream.) 和他复习销售方法的第二点和第五点。（让顾客充满想象是不够的。需定要指给他实现梦想的方式。） 6. Bad preparation of the final bargain (relative to the promotion theme) or have not establish the suspension in the mind of customer 没有很好地准备最终议价（与促销主题相关）或没有在顾客的心理建立起悬念 Reason: 原因： The salespeople does not understand or master the theme. (Do not believe it so he dare not talk about it with the customer.) 销售人员不明白或不能掌握主题。（不相信它所以不敢与顾客讲） Solution: 解决方式： Revise with him the complete explication of the theme and the different phases to preparer the final bargain. (make the final bargain speech credible) 和他复习主题的所有解释说明以及最终议价准备的各个步骤。（市最终议价可信） Observation 观察 Before the conclu