销售攻心术–如何揣摩客户的心态，提高业绩.pptx

Psyche Selling – How to Get Into the Minds of Customers and Make The Sale销售攻心术 – 如何揣摩客户的心态，提高业绩;Imagine for a Moment that Anything is Negotiable, Except for Price想象一下如果什么条件都好商量，除了价格以外;Elements of Psyche-Selling 销售攻心术的主要精髓;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;Understanding the Customer’s Mindset 了解客户的心态;The Eternal Conflict Between the Salesperson and the Customer 销售员与客户之间的永恒矛盾;Price vs. Cost价格 vs. 成本;Price vs. Value价格 vs. 价值;Why Customers Buy from You? 客户为什么要跟你购买？;What if We Fail at Raising Prices? 如果我们无法有效地地高价格……;What do Your Customers Value? 你的客户会珍惜什么价值呢？;Features 特征 vs. Advantages 优势 vs. Benefits/ Value 益处/价值;Identifying the Benefits Your Products Provide 认清你的产品所能提供的益处;The Reason for Your Existence 你存在的理由 ;Unique and Dramatic Difference独特及戏剧性的区别;How to Educate Your Customers?如何引导客户;Real Reason to Believe 能说服人的可信度;Sales Psychology;Sales Psychology 销售心态 ;What do Customers Really Mean When They Say… 当客户说以下句子的时候，他们真正的想法是什么？;The Most Important Characteristic of a Sales Professional专业销售人员最为重要的特征;Elements of Psyche-Selling 销售攻心术的主要精髓;Why Plan? 为什么要作计划？;Planning Your Sales Strategy 如何策划你的销售战略？;Planning Your Sales Strategy 如何策划你的销售战略？;Prospecting for the Right Customer;Prospecting for the Right Customer 寻觅正确的客户;Ideal Customer Profile 理想客户特征;How to Find Your Target Prospects?你该怎样找到目标客户？;Elements of Psyche-Selling 销售攻心术的主要精髓;How to Get to the Right Person如何找到相关人士;What to Say on the Phone怎样通过电话作销售沟通;Valid Business Reason 合适商务理由;How to Get to the Right Person如何找到相关人士;Making Appointments thru the Telephone 怎样通过电话约见客户;Making Appointments thru the Telephone;Impressing Your Prospect for the First Time 如何给你的潜在客户留下??好第一印象;What Happens When You are Rejected on the Phone? 如果你被拒绝了怎么办？;Elements of Psyche-Selling 销售攻心术的主要精髓;Why do You Need to Uncover the Needs and “Pains” of Customers BEFORE Presenting Anything为什么你必须在介绍任何事项之前先挖掘客户的需求与“痛处”?;Reasons to Ask Questions 为何提问;Uncovering the Needs and “Pains” of Customers 挖掘