销售的技巧培训（上海诺华动物保健有限公司）（PPT 23页）.pptVIP

销售技巧培训 主讲人：李怀勇 上海诺华动物保健有限公司 2002.6.7 * 主要内容提示 积极的思维 如何设定您的目标 * Successful communication gets to: 成功的沟通能达到: Win Win Positive Thinking积极的思维方式 双 赢 * The Win-Win Situation 双赢的情景 * Don’t criticise, judge or complain 不要批评, 评判或抱怨 Show honest appreciation 表现出你的诚意 Talk about their contribution 谈论别人的贡献 Use people’s names 使用别人的姓名 Smile when appropriate 适当的时候请微笑 Further reading: Dale Carnegie: How to make friends and influence people 请参阅: Dale Carnegie:如何交友及影响他人 Rules to keep positive 保持积极的要领 * If you fear the worst? You get it 如果你总是担心最糟糕的情况会发生? 那它肯定发生 List all possible reasons for success. 列出所有取得成功的可能原因. Convince yourself first! 首先说服你自己! Self-fulfilling prophecies 自我实现预见 *  Be nice… 做到 NICE Now: I live today, not in the past or future Now: 我生活在今天,不是过去或将来 I: accept that nobody understands me I: 承认没有人了解我 Courage: I stand up for my beliefs Courage:我为我的信念挺身而出 Expectations: I will reach my goal Expectations: 我会达到我的目标 Further reading: Dyer: Your Erogenous Zones * I can control my thoughts 我能控制我的思想 My feelings come from my thoughts 我的感觉源于我的思想 I can decide to be happy, pleasant...or! 我能感觉快乐,高兴… 或! Choices 选择 ? ? Takes less energy than 微笑比忧愁省力得多 People who smile feel better! 经常笑的人感觉更好! * Ask for 100; you can settle for 10 要求得到 100; 你可以搞定 10 Ask for 10; you’ll never get 100 要求得到10; 你永远得不到 100 Think BIG “狮子大开口” * Problems, opportunities and choices 问题,机会和选择 All problems can be seen as opportunities 所有的问题会被视作机会 Is life full of problems or opportunities? 生活中充满了问题还是机会? The choice is yours 选择由你来做 There are no problems 没有问题 * A positive reaction indicates interest 正面的回应说明了顾客的兴趣 Find out more about that interest 关于顾客的兴趣多谈一些内容 After 2-3 positives go for a close 在2-3个正面回应后,争取缔结 Pick up on the positive 截取正面