销售攻心术－如何优化销售业绩.pdf

Psyche Selling for Sales Performance Optimizer 销售攻心术– 如何优化销售业绩 1 What are some of the biggest challenges you face in doing sales? 您在从事销售时，最大的困惑及挑战是 什么？ How would you overcome? 你将如何克服？ 2 What is S.A.L.E.S? 什么是销售？ • S – Seek and qualify 寻找合适的客户 • A – Ask critical questions, and demonstrate your value to them 提问关 键问题，并体现价值 • L – Listen and learn their buying behaviour 聆听以了解对方的购买方 式 • E – Ease concerns to close sale 解除顾 虑以完成销售 • S - Service and follow through 服务与 跟进 3 What is S.A.L.E.S? 什么是销售？ • S – Seek and qualify 寻找合适的客户 4 Understanding the Customer’s 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 • Salesman B 销售员B: A: – Very confident 非常自信 – Very humble 很谦卑 – Give guidance to the way of – Full compliance to his thinking of his customers引 customers’ whims 导客户思想方式 and fancies对客户千 – Only do meaningful things 依百顺、唯命是从 for his customers and – Always diligent when refuse anything that does working for his not bring benefits 只为客户 customers为客户做事 做有意义的事情，而不干那 从不怠慢 些效益较低的活 Which salesperson will be more successful? 哪位业务员会更加成功？ 5 知己知彼，百战不殆 知己知彼，百战不殆 Know Thyself and Thy Enemy, A Hundred Battles Fought and N