工业品销售培训.ppt

CLOSING TECHNIQUES 结束技巧 Alternative 二选一 “Which product are you going to order?” 你准备订哪个产品呢 “Carton sealing or Bottle labeling glue?” CLOSING TECHNIQUES 结束技巧 Assumptive 假设 “You have obviously decided to use it , I will order You 5 tones for delivery next week.” 既然你已经决定用了，我下周送5吨过来 CLOSING TECHNIQUES 结束技巧 Summary Close 总结性结束 “We have now show that ××× gives better heat stability. 我们已经看到××× 产品有更好的热稳定性 Would you like to place an order now?” 你想现在下单吗？ Examples of Closing 结束技巧举例 When will you need delivery? 你需要什么时候送货？ Can you authorize delivery or will we need a purchase order? 你就能决定送货还是需要先下采购订单？ Would Tuesday afternoon be convenient of would Friday be better for you ?周二下午合适还是周五（送货）合适？ Can I have your order today? 我今天能收到你的订单吗？ We will deliver this out to you today ,so please have your secretary mark “Confirming” on your purchase order. 我们今天送货，请（叫你的秘书）确认一张采购订单给我 CLOSING – A Few Basic Rules结束-几个基本原则 Relate to the situation and the person 与人和情景关联 Concentrate on buying signals. 集中在购买信号上 Be clear. 清晰 Use easy words. 用轻松的语言 Be natural. 自然 If in doubt – close . Ask for the order. 还犹豫-要订单 After closing –”Shut Up”. 结束后---“闭嘴” EFFECTIVE PRESENTATIONS 高效的销售过程 are 是 90%Preparation & 90%的准备 10%Presentation 10%的陈述 A WELL ORGANISED PRESENTATION一个组织得好的陈述 Tailored to the Need of the Customer 为客户需求量身订造 Concise and to the point 简明扼要 Show the Customer that they are Important to you 让客户看到对他重要 Differentiates you from your competitor 差异化你和你的对手 AFTER THE PRESENTATION销售陈述结束之后 Agree action 达成的行动计划 Make sure you carry out your part 保证完成你的部分 Follow up. 跟进 Telephone or letter of confirmation. 电话或信件确认 Main Elements 主要要素 （二） Features & Benefits 特点和益处 Selling Values & Value Creation 价值销售和价值发掘 Pricing & Negotiation 定价及谈判 Process of Handling Objectio