销售过程中的六个技巧_1PPT课件.pptVIP

Confirm Agreement Offer alternatives Make an assumption List pros and cons Suggest a (free) trail order Use limited supply Confirm Agreement Offer alternatives - 从Continuation或是Advance中选一个来问 麦当劳的最佳员工 有一名在麦当劳工作的销售员，他的销售额总是名列前茅，他的照片总是在最佳员的位置。在一次经验交流会上，他告诉大家一个技巧：顾客在餐厅消费时往往较明确地点某种汉堡或某种套餐，但对于饮料，却往往不那么明确地点明是要中杯，大杯还是小杯，而只是说要一杯可乐或一杯咖啡．面对这种情况，他便问顾客：“你要大杯还是中杯？”结果他发现７０％的顾客会在这两个里面选择，而很少有顾客主动要小杯，这样一来，营业额自然就提高了 80% 60% 40% 20% 销售成功率 二选一 三选一 68% 45% 三个以上 29% Confirm Agreement Offer alternatives - 从Continuation或是Advance中选一个来问 Make an assumption - 那好，我们就订在…… List pros and cons - 再做介绍 Suggest a (free) trail order - 给个免费体验的机会 Use limited supply - 如果现在不订的话,可能将无法为您保留. (只能在有70%的可能性情况下) End of Positive Do Positive Statement Show apparition Praise the buyer Small talk Reconfirm next step before departure Drop by to greet other contract in client’s office Maintain positive appearance Don’t Please call me next time Please give us a change in future Thank you so so so much Leave to early Leave your belong in guest office Spent so long time in guest office Ｔune In 建立关系 Match Needs 迎合需求 Ｇain Commitment 认同下一步 Dissolve Resistance 化解阻碍 Enlarge Needs 深入探讨 Ｅxplore Needs 探讨需求 2 3 4 5 6 1 销售过程中 的六种技巧 谢谢大家！ * 销售指的是战略、销售团队 促销指的是展会、FFP，邮件、销售拜访等 * 好：避免谈细节，争取面谈。先了解谁是主要负责人 坏：停留在对手的价格上，以找出不足作抨击。表示报价还可商量，讨价还价 * 第二点中：1、要向客户明确自己目前已充分了解客户的需求 2、最好主动提出面谈要求 第三点中：对于客户说马上要开会这种情况，要求给一二分钟简要表达自己的意图，下诱饵 * ADCB * 买房，买车。竞选，申奥 * 买房，买车。竞选，申奥 * 买房，买车。竞选，申奥 积极的态度 对待客户异议 Resistance People do to create resistance Allow clients to focus on your own weakness Offer solutions to soon/often Offer wrong solutions We can reduce resistance by avoiding these three pitfalls All sales begin when customer say ”NO” Resistance Commitments We can not make resistance go away, But we can make it as a non-issue or smaller We define resistance as any words or actions by the client that delays or opposes their committing to working with us Our most common objections Hardware Software Service Loc