销售技巧培训知识讲义.pptx

销售技巧培训;主要内容提示;Successful communication gets to: 成功的沟通能达到:; The Win-Win Situation 双赢的情景; Don’t criticise, judge or complain 不要批评, 评判或抱怨 Show honest appreciation 表现出你的诚意 Talk about their contribution 谈论别人的贡献 Use people’s names 使用别人的姓名 Smile when appropriate 适当的时候请微笑 Further reading: Dale Carnegie: How to make friends and influence people 请参阅: Dale Carnegie:如何交友及影响他人; If you fear the worst? You get it 如果你总是担心最糟糕的情况???发生? 那它肯定发生 List all possible reasons for success. 列出所有取得成功的可能原因. Convince yourself first! 首先说服你自己!;; I can control my thoughts 我能控制我的思想 My feelings come from my thoughts 我的感觉源于我的思想 I can decide to be happy, pleasant...or! 我能感觉快乐,高兴… 或!; Ask for 100; you can settle for 10 要求得到 100; 你可以搞定 10 Ask for 10; you’ll never get 100 要求得到10; 你永远得不到 100 ; Problems, opportunities and choices 问题,机会和选择 All problems can be seen as opportunities 所有的问题会被视作机会 Is life full of problems or opportunities? 生活中充满了问题还是机会? The choice is yours 选择由你来做; A positive reaction indicates interest 正面的回应说明了顾客的兴趣 Find out more about that interest 关于顾客的兴趣多谈一些内容 After 2-3 positives go for a close 在2-3个正面回应后,争取缔结; Most negatives are “smoke” 大部分的负面都是烟幕 Simply ignore or acknowledge 不理负面 Revert to the positive; stick to your goal 回到正面;坚持你的目标 If a negative comes 3 times, handle it 如果负面出现三次,正面回答;If you pick up on negatives 如果你截取了负面 You get drawn into conflict 你将陷入正面冲突 You never reach your objective 你永远达不到你的目标 You feel negative 你感觉很糟糕; Seeking clarification? Answer 要求澄清? 回答 Seeking confirmation? Answer 要求确认? 回答 Seeking details? Postpone 要求细节? 暂缓 Seeking control/diversion? Get back on track 要求控制/转移话题? 回到主题;拜访目标;Objectives 目标;;  ;Focus on the positive picture (me at the goal) 注重积极的方面（我的目标） Avoid the double negat