博科拜访客户培训（PPT54页）.pptxVIP

;; ;长期的准备;面谈前的准备;Approach 的方法;Approach 的重点;Approach 首次拜访;Survey --5W2H;Survey 的程序;Survey Probing – 询问的目的;Survey Probing – 询问的类型;;Survey Listening – 倾听技巧 是“倾听”而不是“听”;Survey Listening – 倾听技巧 如果你不会，你很可能一无所获;Survey – 即将结束;产品介绍 Presentation;Initial Benefit Statement;Presentation-F F A B 技巧 本阶段的关键;;;;;;Presentation-F F A B训练;;善用加减乘除;产品演示 Demonstration;;;Demonstration 前注意事项;Demonstration 中注意事项;Demonstration 结束注意事项;建议书撰写 Proposal;Proposal 提出时机;Proposal 的注意事项;Proposal 提出后;成交与缔结 Close;要求承诺与缔结;;Close 间接要求;Close 试探性要求;Close 试探性要求;Close 客户异议-抗拒;Close 如何面对-抗拒;Close 客户异议-疑虑;Close 如何解决 –疑虑;Close 解决疑虑-常用语法;Close 刺激拥有欲望;Close 掌握签约信息;Close 掌握签约信息;Close 缔结合约;总结;总想 有那么一天 时来运转 殊不知 机会只在行动中！;1、Genius only means hard-working all ones life. (Mendeleyer, Russian Chemist)? 天才只意味着终身不懈的努力。20.8.58.5.202011:0311:03:10Aug-2011:03 2、Our destiny offers not only the cup of despair, but the chalice of opportunity. (Richard Nixon, American President )命运给予我们的不是失望之酒，而是机会之杯。二〇二〇年八月五日2020年8月5日星期三 3、Patience is bitter, but its fruit is sweet. (Jean Jacques Rousseau , French thinker)忍耐是痛苦的，但它的果实是甜蜜的。11:038.5.202011:038.5.202011:0311:03:108.5.202011:038.5.2020 4、All that you do, do with your might; things done by halves are never done right. ----R.H. Stoddard, American poet做一切事都应尽力而为，半途而废永远不行8.5.20208.5.202011:0311:0311:03:1011:03:10 5、You have to believe in yourself. Thats the secret of success. ----Charles Chaplin人必须相信自己，这是成功的秘诀。-Wednesday, August 5, 2020August 20Wednesday, August 5, 20208/5/2020 6、Almost any situation---good or bad---is affected by the attitude we bring to. ----Lucius Annaus Seneca差不多任何一种处境---无论是好是坏---都受到我们对待处境态度的影响。11时3分11时3分5-Aug-208.5.2020 7、Although the world is full of suffering, it is full also of the overcoming of it.----Hellen Keller, American writer虽然世界多苦难，但是苦难总是能战胜的。20.8.520.8.520.8.5。2020年8月5日星期三二〇二〇年八月五日 8、For man is man and master of his fate.----Tennyson人就是人，是自己命运的主人11:0311:03:108.5.2020Wednesday, August 5, 2020 9、When success comes in the door, it seems, love oft