南孚电池核心销售技能培训.ppt

* Note: -Trainer do the summary and share personal experience. * Note: -It 憇 unpossible that buyer will say yes to all of your idea. -You will face a lot of Objection during your selling, whether or not you can handle the objections well will refflect how you will be a successful sales. -This topic will train you the skills in handling objections -Trainer will explain the logic flow for the training content: *What抯 objection *Why there are objections *How many types of objections and the reason for them *How to reduce the opportunities for objection *How to handle objections *What抯 relationship between communication skillls and handling objections *Sharing some personal experience * Note: -Trainer will show the definition and explain it with example. -Trainer will also provide the participant a positive perspective for objections * Note: -This is a important part in the handling objections.Because these are the roots for objections -Common and Difference. -Common will help us to make alignment with buyer. Difference will make buyer refuse our idea.Different people have different position and point of view. We can抰 influence others until we understand the roots reason for the difference. -Trainer will review the Difference one by one and give example for each of them * * Note: -We have talked about the definition and reason for objections.Now we will discuss how many types of objections . -Trainer review the difinition for real and false objections and the distinction between them. -Trainer will explain the reason for flse objection. * * Note: -One of the way to reduce objections is to reduce the opportunities for objection. -The effective way to reduce objection opportunities is to have good account penetration.This allows us to anticipate the possible objections and do the prework in advance. -We can state it clearly in the summaring situation that we have known customer抯 limitation,concern and problem and our idea is help them to solve their probl