點(diǎn)黃金銷售技巧

1、.25點(diǎn)黃金銷售技巧1. Communicating the message that is sound business to trust you.-給客人的承諾一定要做到,不要給客人做不到的承諾2. Asking the right questions-never waste the prospects time3. Taking the lead-進(jìn)入問(wèn)題，引導(dǎo)對(duì)話，占據(jù)主動(dòng)地位，把客戶往自己的方向引導(dǎo)4. Engaging the prospect-談?wù)撟约赫J(rèn)識(shí)并可以讓彼此舒暢的話題-談?wù)撝車h(huán)境，緩和氣氛-當(dāng)對(duì)方談到自己，表示對(duì)方比較放松，這時(shí)要掌握時(shí)機(jī)-顯示出對(duì)客人的關(guān)心5 Fin

2、ding key requirements-Find a need and fill it, find a segment, area of expertise, and niche.6. Converting the leads that fall into your lap-緩和氣氛，加固彼此關(guān)系-不要過(guò)早設(shè)計(jì)生意，試圖了解更多信息，關(guān)愛(ài)對(duì)方7. Knowing how to make your product or service fit somewhere else.-讓你的產(chǎn)品功能和服務(wù)派上用場(chǎng),也就是開(kāi)發(fā)和做有市場(chǎng)的產(chǎn)品8 Pretending you are a consulta

3、nt (Because you are)-讓自己努力成為專業(yè)問(wèn)題的咨詢者，幫客戶解決問(wèn)題（professionally “at home and abroad”）9. Asking for the next appointment while you are on the first visit-了解客戶和市場(chǎng)，發(fā)現(xiàn)問(wèn)題，解決問(wèn)題（Further talk if necessary in person locally）10. Taking notes-圖文并茂，touch, hearing, and sight make a difference. Approaching a problem

4、through tactile,visual and aural simuli.You will be in a much better position to come up with solution.11. Creating a plan with each new prospect-詢問(wèn)客人的計(jì)劃，幫助客人規(guī)劃產(chǎn)品，規(guī)劃市場(chǎng)12. Asking for referrals(慎用)-尋找客戶身后的客戶，讓客戶直接介紹客戶給你認(rèn)識(shí)13. Showing enthusiasm-Show your best image in public14. Giving yourself appropri

5、ate credit-適當(dāng)展現(xiàn)自己的才華，但要謙遜，盡可能讓客人覺(jué)得你專業(yè)，權(quán)威15. Telling the truth-To be honest is the best policy. We know.16. Selling yourself on yourself-Motivate yourself, be specific with goals and rewards17. Starting early-讓自己提前進(jìn)入狀態(tài),如早上早起，Relaxing, newspaper-shuffling, paperwork-managing,18. Reading industry publi

6、cations-搜集信息，了解行業(yè)19. Supporting your visit the next day-每天的連續(xù)劇都會(huì)回顧昨天的精彩片斷。同理，做生意也需要“承前啟后”20. Giving speeches to business and civic group-除了演講，我進(jìn)一步理解為參展等商業(yè)領(lǐng)域，宣傳效率會(huì)更佳，達(dá)成率潛力更大21. Passing the word when opportunity is appropriate.-潛在客戶到處都有，需要用慧眼識(shí)出具有潛力的客戶，不要放掉任何的off-the-war referrals22. Taking responsibility for presentations that go haywireEx, I know we can help you, can you tell me and show me where things went wrong? .23. Being honest with yourself about the nature of the firm you work forKnow in the marrow of your bones that all your efforts are in line with your value system of yo