如何揣摩客户的心态从而提高业绩.ppt

* * * * * * * * The purpose of knowing everybody in the room is to make sure all needs, wants and concerns from all corners are covered * Explain why we do each part * Draft Presentation Outline based on needs assessed previously and Role Play * * * * Emphasis here is geared towards hospital than clinics * Emphasis here is geared towards hospital than clinics * * * * * * * * * * * * * What are the ways can you network? 建立人脉有什么方式？ Offline and online…Networking events, trade shows, conferences etc. How best can you get the contact you want? 怎样才能找到你的目标人脉？ Dig your well b4 you get thirsty…Givers gain (give favours freely and wantonly), as long as there are no side effects * * * * What is your customer’s BATNA? (What happens if the customer doesn’t buy from you?) Group Work Discussion; Negotiation cases to be provided * * * * * * * * * What are the Features vs. Benefits Vs. Value do you provide? Give examples of computers, cars, apartments etc. * * * * * * * Why? * * * No judgement on way of approach at this stage yet * No judgement on way of approach at this stage yet * * * * * * Discussion. Why? * * * * * * * * * * Note down the pain areas * Note down the pain intensity Effective Follow Through and Closing 如何跟进以及签单 Usual Way of Follow Through 一般跟进的方法: “What do you think of our proposal? Would you like to sign up now?” “你觉得我们的计划书怎样？你现在能签单吗？” “How long more do you need to consider?” “你还需要考虑多久？” Effective Follow Through and Closing 如何跟进以及签单 Better Suggestions 更好的建议: Focus on the Common Ground established early in the sales appointment 专注在你们双方之前达成的共识 Summarise the sales meeting, highlighting their “pain” issues, and ways we can help 简单总结上次销售会议，提醒他们的“痛楚”以及我们能提供的方案 Seek to understand their decision making structure, and the level of influence of each player 尽量了解他们决策过程以及每个角色的影响力 For complex sales, seek to meet more characters from the client’s company, and understand each of their buying motivations 如果销售情况复杂，尽可能了解对方更多的角色，及其购买动机 Effective Follow Through and Clo