怎样揣摩客户的心态从而提高业绩.pptVIP

Elements of Psyche-Selling 销售攻心术的主要精髓 Understanding the Customer’s Mindset 了解客户的心态 Prospecting for the Right Customer 寻觅正确的客户 Making Appointments thru the Telephone 有效地电话预约 Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛楚” Presenting Your Solution 提出你的方案 Before Presenting… 在提出方案之前… Have you found out what are the roles of everybody in the customer’s team? 你有没有找出对方各个成员的角色？ If not, have you clarified why are they interested in your solution? 如果还没有，你有没有澄清他们为什么对你的方案感兴趣？ Presenting Your Solution 提出你的方案 Background Information about Your Company 关于你公司的背景信息 This is the least helpful to sales, but is a necessity 在整个销售环节里醉起不了作用，但是个必备话题 Spend the least time on this aspect 在这方面尽可能用最少的时间 Feature Your Main Selling Points and How it Benefits Your Client 向客户呈现你的产品特征、优势，并让他了解对他有什么益处/ 价值 For Every Selling Point, Ask a Confirmation Question to Get Client’s Agreement 在呈现每个卖点的时候，提出一个确认式的提问，博取客户的认同 Example: Presenting Your Solution 举例：提出你的方案 Background Information 背景信息: “…We are founded in 19xx, and have served n number of customers worldwide…” “…我们是19xx年创立的，并在全球拥有n个客户…” Featuring Your Main Selling Points 体现你的卖点: “…With this new system, you can reduce turnaround time in half, and at the same time improve customer satisfaction…” “…这个系统将让你减少一半的生产时间，并同时改善客户满意度…” Getting Confirmation 博取认同: “…Is this one way that might help you in your business?...” “…这是不是能帮你提高业绩的方法之一？…” Elements of Psyche-Selling 销售攻心术的主要精髓 Understanding the Customer’s Mindset 了解客户的心态 Prospecting for the Right Customer 寻觅正确的客户 Making Appointments thru the Telephone 有效地电话预约 Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛楚” Presenting Your Solution 提出你的方案 Finding Out the Decision Making Structures, and the People Behind the Scenes 了解客户的决策过程，以及幕后势力 Finding Out the Decision Making Structures 了解客户的决策过程以及幕后势力 6 Questions to Ask Before You Close 在你跟客户接单之前所需提出的6道提问: After all we have discussed so far, which part do you feel is most helpful? 在我们所探讨的事项中，你觉得哪方面对你最重要？ Besides yourself, who else will you con