销售过程中的六个技巧2课件.ppt

--------------------------------------------------------- 80% 60% 40% 20% 销售成功率 客户提出反对意见 客户未提出反对意见 64% 54% 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