20XX年沟通及成交技巧培训资料.pptVIP

* 20 Purpose: To explain an idea in depth. You should relate to the needs/opportunities as outlined in the Summary. Explain who does what, when, where, who and how. Include what the buyer needs to know to understand how your idea will work. Again, use the general purchase decision to record on flipchart how the idea works. Make sure the participants understand the flow of logic between each step so far. * 21 Purpose: To remind the customer that by agreeing to the idea, their operation will realize clear-cut benefits. The key word is ‘reinforce’. This step is also very concise since you