成功策新划渠道管理(ppt 68页).pptVIP

如何发现问题 Discovery Best/least 抹去中性语言－－what do you like best about the fringe benefits you provide your employees?关于你提供给你的雇员的福利你最喜欢的什么。 Magic Wand 摩棒法－－如果你不能解决问题或重要的事情将会成什么是样子。What would it be like if you didn’t have this problem or concern? Tell me more 不要忽略细节－－Can you tell me more?你能告诉我更多吗？ Catch all 一网打尽－－Is there anything else you like to accomplish with this upgrade?其他任何事情 Four Reasons Not to Buy四个不购买的原因No Help没有帮助 引导(advocating)对方时一定要扣题，满足其真正的需求 实在的需求＋个人爱好＝购买动机 Four Reasons Not to Buy不购买的四个原因No Satisfation不满意 Support the buying decision 加强其购买后的信心 Manage the implementation 亲自管理执