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ID:34351370
大小:44.70 KB
页数:4页
时间:2019-03-05
《《点黄金销售技巧》doc版》由会员上传分享,免费在线阅读,更多相关内容在应用文档-天天文库。
1、25点黄金销售技巧1.Communicatingthemessagethatissoundbusinesstotrustyou.-给客人的承诺一定要做到,不要给客人做不到的承诺2.Askingtherightquestions-neverwastetheprospect’stime3.Takingthelead-进入问题,引导对话,占据主动地位,把客户往自己的方向引导4.Engagingtheprospect-谈论自己认识并可以让彼此舒畅的话题-谈论周围环境,缓和气氛-当对方谈到自己,表示对方比较放松,这时要掌握时机-显示出对客
2、人的关心5Findingkeyrequirements-Findaneedandfillit,findasegment,areaofexpertise,andniche.6.Convertingtheleadsthat‘fallintoyourlap’-缓和气氛,加固彼此关系-不要过早设计生意,试图了解更多信息,关爱对方7.Knowinghowtomakeyourproductorservicefitsomewhereelse.-让你的产品功能和服务派上用场,也就是开发和做有市场的产品8Pretendingyouareacons
3、ultant(Becauseyouare)-让自己努力成为专业问题的咨询者,帮客户解决问题(professionally“athomeandabroad”)9.Askingforthenextappointmentwhileyouareonthefirstvisit-了解客户和市场,发现问题,解决问题(Furthertalkifnecessaryinpersonlocally)10.Takingnotes-图文并茂,touch,hearing,andsightmakeadifference.Approachingaproblem
4、throughtactile,visualandauralsimuli.Youwillbeinamuchbetterpositiontocomeupwithsolution.11.Creatingaplanwitheachnewprospect-询问客人的计划,帮助客人规划产品,规划市场12.Askingforreferrals(慎用)-寻找客户身后的客户,让客户直接介绍客户给你认识13.Showingenthusiasm-Showyourbestimageinpublic14.Givingyourselfappropriate
5、credit-适当展现自己的才华,但要谦逊,尽可能让客人觉得你专业,权威15.Tellingthetruth-Tobehonestisthebestpolicy.Weknow.16.Sellingyourselfonyourself-Motivateyourself,bespecificwithgoalsandrewards17.Startingearly-让自己提前进入状态,如早上早起,Relaxing,newspaper-shuffling,paperwork-managing,…18.Readingindustrypubl
6、ications-搜集信息,了解行业19.Supportingyourvisitthenextday-每天的连续剧都会回顾昨天的精彩片断。同理,做生意也需要“承前启后”20.Givingspeechestobusinessandcivicgroup-除了演讲,我进一步理解为参展等商业领域,宣传效率会更佳,达成率潜力更大21.Passingthewordwhenopportunityisappropriate.-潜在客户到处都有,需要用慧眼识出具有潜力的客户,不要放掉任何的off-the-warreferrals22.Taking
7、responsibilityforpresentationsthatgohaywireEx,…Iknowwecanhelpyou,canyoutellmeandshowmewherethingswentwrong?...23.BeinghonestwithyourselfaboutthenatureofthefirmyouworkforKnowinthemarrowofyourbonesthatallyoureffortsareinlinewithyourvaluesystemofyourcompany24.Tellingeve
8、ryonewhoyouworkforandwhatyousell25.Keepingyoursenseofhumor.Thankyou!
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