《点黄金销售技巧》doc版

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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!