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1、SPIN在实战中的应用Hello,Sir,Iamthesalesconsultanthere・Mynameiswang・Pleasecallmexiaowang.WhatshallIcallyou?Oh,zhang,howmuchdoyouchargeforthe2.4?(decidewhethertomakeahabitofinquiry,seeifbuysignal!)A:Mr.Zhang,wehavemanymodelsinourlacrosse・Wedon'tknowwhichoneyouaretalkingabout・(thevastm
2、ajorityofsalesconsultantsstarttoquote,andthenthepointlessbargain.)Whatmodelareyoushowingthecar?Therearefourofusinlacrosse,thestandard,comfortable,luxuriousnavigation,theelite,youreallyhavetheeye,thisisthebesteliteeditionwesei1.Bytheway,isthisyourfirstvisittoourshowroom?A:yes,
3、what'stheconfigurationofthiscar?(seeno,ifyou'reusedtoaskingforalotofmoney,you'regoingtodrivehimifyou'reaskingquestions.)Icanseethatwangisalwaysinterestedinperformance,lookingatacarmainlyfromthefiveaspectsofappearance,motivation,safety,comfortandvalue・Areyoutalkingaboutcomfort
4、orsecurityorboth?(identificationskillsandstructuredspeech,that'stherealconsuitingsales)Omnidirectional!Soletmestartwithcomfort・A:haveyoueverdrivenacarbefore?(questionisthekeytoagoodsalesconsuitant!)No!Itdoesn，tmatter!Mostcustomersarethefirsttobuyacar,soit'smoreimportanttoknow
5、acar!Bytheway,doeswangalwaysbuyacarinthecity,ordoyouhavetodoitonthehighway,ordoyoudoitmostoften?(background)Iprobablyhavetorunfast!Yes,suchahighfrequencycarmustbecomfortable,especiallyathighspeed・Thekingmusthavebeenverybusywithhisofficialduties!Icanseetheabsolutebusinesselite
6、!Wangtotal,youwilldriveinthefuturebesidesyouoneperson,mustnotnothavethefamilyalsoneedtotakearegularride?(identificationskillsandnarrativeskillstoavoidcustomerobjections)(backgroundquestions)That，sforsure!Yeah,that，smoreaboutcomfortableconfiguration.Thebasicconfigurationofeach
7、carissimilar,butdifferentcarshavedifferentconfigurations,andthebasicconfigurationqualityandfunctionalityaredifferent・Foryourbusinesseliteclients,thekinghasdevelopedanumberofconfigurationsthatsuityou.Idon，tknowWhatspecialrequirementsdoeswanghaveforthecarstereo?Thestereoisbette
8、rthanthat!Yes,thesoundofthestereoisbadforthemoodofdriving?Thereyouar
