咨询式销售与沟通.pptxVIP

Presented by Keith Ahsmuhs ATT AVP – Global Sales Enablement Retired 凯斯 艾斯莫斯 美国电信助理副总裁-全球销售总监 退休 ;Today’s Agenda今日事项;Selling?销售？;Consultative Selling?咨询式销售;To Win At Sales Requires Effort.努力才能在销售中取胜;You __________, were “Born To Win.” 你__________, 是“天生大赢家”But to win please remember that “The Will to Win Is Nothing Without the Will to Prepare.”但是想赢请记住“没有准备，何谈输赢”;Consultative Selling – A Process咨询式销售——一套流程;8;Sell By Design, Not By Chance销售是精心设计的，不是偶然发生的;The Successful Sales Formula成功销售的准则;The Successful Sales Formula成功销售公式;People buy what they want when they want it more than they want the money it costs.人们购买他们所需求的东西，当他们觉得他们需要的东西比钱更重要时，他们会舍得花钱。;The Successful Sales Formula成功销售公式;1. Need Analysis需求分析;1. Need Analysis需要分析;16;One more time we are changing everything再一次，我们改变着一切;cell phone video add手机视频添加;The Successful Sales Formula成功销售公式;2. Need Awareness需要意识;2. Need Awareness需求意识;The Successful Sales Formula成功销售公式;Need Solution;Need Solution需要解决方案;“Theirs.”他们的;Handling Objections目标处理;The Successful Sales Formula成功销售模式;Become a quick-change artist成为一个快速变化的艺术家;The Successful Sales Formula成功销售公式;4. Need Satisfaction;4. Need Satisfaction需求满足;The Finish Line….终点;Sell By Design, Not By Chance根据设计而不是依据机会销售;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication—A Plan沟通---一个计划;Communication– A Plan沟通---一个计划;In Summary总结;Manage your own morale.管理你自己的士气;Behave like you’re in business for yourself.表现的就象自己做生意一样; Questions? 问题？