_渠道销售攻心术：如何深入解剖PPT.ppt

* 6 Ways to Make People Like You Become genuinely interested in other people 对他人真心诚意地关注 Smile 微笑 Remember that a man's Name is to him the sweetest and most important sound in any language 记住一个人的名字将是他所听到的最优美的声音 Be a good listener. Encourage others to talk about themselves 作以为良好的聆听者。鼓励他人多讲 Talk in the terms of the other person's interest 从对方的立意观点进行谈话 Make the other person feel important and do it sincerely 真诚地让对方感到受重视 * 12 Ways to Win People to Your Way of Thinking Avoid arguments 避免争执 Show respect for the other person's opinions. Never tell someone they are wrong 尊重对方的观点。不要直挑明对方的错误 If you're wrong, admit it quickly and emphatically 如果你是错的，尽快坦然承认 Begin in a friendly way 先礼后兵 Start with questions that the other person will respond positively 用一些对方乐于答复的问题县进行提问 Let the other person do the talking 让对方多讲话 Let the other person feel the idea is his/hers 让对方觉得点子是他想出来的 See things from the other person's point of view 换位思考 Sympathize with the other person 体恤对方 Appeal to noble motives 以高尚的动机引起共鸣 Dramatise your ideas 将你的想法以戏剧化的方式陈述 Throw down a challenge 下达挑战 * Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛处” First, state your Valid Business Reason 首先，陈述你的合适商务理由 Then, ask the following types of questions 接着提问以下: Current-Future States 当下与预期的状况 Highlighting and Intensifying “Pain” Areas 挖掘客户的 “痛楚” Expected Paybacks/ ROI 对方所预期的回报 Associated Risks and Obstacles 相关的风险与障碍 Provide Assurance 安抚他们的忧虑 * Current-Future States 当下与预期的状况 Every potential new sale is a change for customers 每个新的销售单子对客户来说是一种改变 Customers will have some expectations on how they will want to benefit if they were to make a purchase 顾客会对将要购买的产品益处抱有一定的期待 When customers are not sure about what their future state is, they may be the wrong person to talk to, or they may not have a clear buying need当顾客对预期的状况不确定或他没有明确的购买需求，那么你可能找错人了 * Current-Future States 当下与预期的状况 What are your key opportunities now? What will that be for next year? 你觉得你们目前的市场机遇在哪里？你觉得来年将是怎样？ What are the most profitable products now? What d