销售攻心术–如何揣摩客户！的心态，提高业绩.pdf

Psyche Selling – How to Get Psyche Selling – How to Get Into the Minds of Customers Into the Minds of Customers and Make The Sale and Make The Sale 销售攻心术– 如何揣摩客户 销售攻心术– 如何揣摩客户 的心态，提高业绩！ 的心态，提高业绩 Imagine for a Moment that Imagine for a Moment that Anything is Negotiable, Except Anything is Negotiable, Except for Price for Price 想象一下如果什么条件都好商 想象一下如果什么条件都好商 量，就是价格不能降 量，就是价格不能降 What would you do? 你会怎么做？ ！ Elements of Psyche-Selling Elements of Psyche-Selling 销售攻心术的主要精髓 销售攻心术的主要精髓 ♦ Understanding the Customer’s Mindset 了解客户的心 态 ♦ Prospecting for the Right Customer 寻觅正确的客户 ♦ Making Appointments with Customers 有效地预约客户 ♦ Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛处” ♦ Presenting Your Solution提出你的方案 ♦ Finding Out the Decision Making Structures, and the People Behind the Scenes 了解客户的决策过程， 以及幕后势力 ♦ Effective Follow Through and Closing 有效地跟进及签 单 ♦ Effective Negotiations and Objections Handling 有效地协商及如何应付反对意见 ！ Elements of Psyche-Selling Elements of Psyche-Selling 销售攻心术的主要精髓 销售攻心术的主要精髓 ♦ Understanding the Customer’s Mindset 了解客户的心 态 ！ Understanding the Customer’s Understanding the Customer’s Mindset 了解客户的心态 Mindset 了解客户的心态 There are two types of salespeople 有两种销售员: ♦ Salesman A 销售员A: ♦ Salesman B 销售员B: 1. Very humble 很谦卑 1. Very co