銷售新科學(xué)如何邁向銷售的顛峰

2024/3/11銷售新科學(xué)如何邁向銷售的顛峰TheFiveStepsInTheLearningProcess

學(xué)習(xí)的五大步驟

Step1:Impact

第一步:感悟

Consciouslyhearing,writing,

readingandsayingthetechniques.

有意識(shí)的聽,寫,讀還有說(shuō)TheFiveStepsInTheLearningProcess

學(xué)習(xí)的五大步驟

Step2:Repetition

第二步：重復(fù)

Youmusthear,write,read,andsay

thetechniquessixtimes

toget62%retention.

你必須重復(fù)６次的聽，寫，讀和說(shuō)

才能記?。叮玻サ膶W(xué)習(xí)內(nèi)容TheFiveStepsInTheLearningProcess

學(xué)習(xí)的五大步驟

Step3:Utilization

第三步：使用

Consciouslymakingmyself

use

the

techniques.

有意識(shí)的使用所學(xué)的技巧

TheFiveStepsInTheLearningProcess

學(xué)習(xí)的五大步驟

Step4:Internalization

第四步：深化

Whenthetechniquesandstrategies

aretransferredtomyproduct,

thentheybecome

anaturalpart

of

me.

讓所學(xué)成為自我自身的一部分

TheFiveStepsInTheLearningProcess

學(xué)習(xí)的五大步驟

Step5:Reinforcement

第五步：強(qiáng)化

Goingbacktobasics

onceeveryyear.

每年至少一次的基礎(chǔ)復(fù)習(xí)

Example:Tom,obviously

you

have

a

reason

for

saying

that.

Would

you

mind

sharing

it

with

me?

舉例：湯姆，你這樣說(shuō)一定很有道理，請(qǐng)問(wèn)介不介意和我們分享一下呢？

WorkingOnYourPersonality

從自己的性格著手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被動(dòng)型內(nèi)向者５才大特征

1. Low

key低調(diào)

2.

3.

4.

5.

WorkingOnYourPersonality

從自己的性格著手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被動(dòng)型內(nèi)向者５才大特征

1. Low

key低調(diào)

2. Soft

spoken輕聲細(xì)語(yǔ)

3.

4.

5.

WorkingOnYourPersonality

從自己的性格著手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被動(dòng)型內(nèi)向者５才大特征

1. Low

key低調(diào)

2. Soft

spoken輕聲細(xì)語(yǔ)

3. Conservative

dress保守衣著

WorkingOnYourPersonality

從自己的性格著手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被動(dòng)型內(nèi)向者５才大特征

1. Low

key低調(diào)

2. Soft

spoken輕聲細(xì)語(yǔ)

3. Conservative

dress保守穿著

4. Willing

to

give

up被動(dòng)交談

control

in

conversation

5.

WorkingOnYourPersonality

從自己的性格著手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被動(dòng)型內(nèi)向者的5大特征

1. Low

key低調(diào)

2. Soft

spoken輕聲細(xì)語(yǔ)

3. Conservative

dress保守穿著

4. Willing

to

give

up被動(dòng)交談

control

in

conversation

5. Good

listener聆聽者

WorkingOnYourPersonality

從自己的性格著手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主動(dòng)外向者的5大特征

1. Perceived

as

aggressive意志堅(jiān)強(qiáng)

2.

3.

4.

5.

WorkingOnYourPersonality

從自己的性格著手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主動(dòng)型外向者的5大特征

1. Perceived

as

aggressive意志堅(jiān)強(qiáng)

2. Poor

or

flamboyant

dress穿著隨便

3.

4.

5.

WorkingOnYourPersonality

從自己的性格著手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主動(dòng)外向型的5大特征

1. Perceived

as

aggressive意志堅(jiān)強(qiáng)

2. Poor

or

flamboyant

dress衣著隨便

3. Talks

too

much,listens愛說(shuō)不愛聽

too

little

4.

5.

WorkingOnYourPersonality

從自己的性格著手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主動(dòng)型外向者的5大特征

1. Perceived

as

aggressive意志堅(jiān)強(qiáng)

2. Poor

or

flamboyant

dress穿著隨便

3. Talks

too

much,listens愛說(shuō)不愛聽

too

little

4. Wants

to

keep

focus

of愛談自己

conversation

on

self

5.

WorkingOnYourPersonality

從自己的性格著手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主動(dòng)外向型的5大特征

1. Perceived

as

aggressive意志堅(jiān)強(qiáng)

2. Poor

or

flamboyant

dress穿著隨便

3. Talks

too

much,listens愛說(shuō)不愛聽

too

little

4. Wants

to

keep

focus

of愛談自己 conversation

on

self

5. Tends

to

be

pushy有點(diǎn)霸道Yournumberonegoal

istohavepeoplelike

you,

trust

you,and

want

to

listen

to

you.

你的第一大目標(biāo)就是要讓別人

喜歡你,信任你,希望聽你講話

VerbalBlocking

語(yǔ)言的障礙 1.CostorPrice費(fèi)用或價(jià)格VerbalBlocking

語(yǔ)言的障礙 1.CostorPrice費(fèi)用或價(jià)格

TOTAL

INVESTMENT總投資VerbalBlocking

語(yǔ)言的障礙 2.DownPayment定金

VerbalBlocking

語(yǔ)言的障礙 2.DownPayment定金

INITIAL

INVESTMENT初步投資VerbalBlocking

語(yǔ)言的障礙 3.MonthlyPayment月付款

VerbalBlocking

語(yǔ)言的障礙 3.MonthlyPayment月付款

MONTHLY

INVESTMENT月投資額VerbalBlocking

語(yǔ)言的障礙 4.Contract合同VerbalBlocking

語(yǔ)言的障礙 4.Contract合同

PAPERWORK

AGREEMENT書面手續(xù)/協(xié)議VerbalBlocking

語(yǔ)言的障礙 5.Buy購(gòu)買

VerbalBlocking

語(yǔ)言的障礙 5.Buy購(gòu)買

OWN擁有VerbalBlocking

語(yǔ)言的障礙 6.SellorSold銷售或者賣出

VerbalBlocking

語(yǔ)言的障礙 6.SellorSold銷售或者賣出

GET

THEM

INVOLVED讓他們參與VerbalBlocking

語(yǔ)言的障礙 7.Objections拒絕

VerbalBlocking

語(yǔ)言的障礙 7.Objections拒絕

AREAS

OF

CONCERN關(guān)注的層面VerbalBlocking

語(yǔ)言的障礙 8.Sign簽約

VerbalBlocking

語(yǔ)言的障礙 8.Sign簽約

OK,

APPROVE,同意AUTHORIZE,授權(quán)

ENDORSE確認(rèn)VerbalBlocking

語(yǔ)言的障礙 9.Deal買賣

VerbalBlocking

語(yǔ)言的障礙 9.Deal買賣

OPPORTUNITY,機(jī)會(huì)TRANSACTION交易VerbalBlocking

語(yǔ)言的障礙 10.Pitch 介紹VerbalBlocking

語(yǔ)言的障礙 10.Pitch說(shuō)明

PRESENTATION介紹VerbalBlocking

語(yǔ)言的障礙 11.Problem問(wèn)題

VerbalBlocking

語(yǔ)言的障礙 11.Problem問(wèn)題

CHALLENGE挑戰(zhàn)VerbalBlocking

語(yǔ)言的障礙 12.Customer客戶

VerbalBlocking

語(yǔ)言的障礙

12.Customer客戶

PEOPLE

WE

SERVE服務(wù)對(duì)象VerbalBlocking

語(yǔ)言的障礙 13.Prospect準(zhǔn)客戶

VerbalBlocking

語(yǔ)言的障礙 13.Prospect準(zhǔn)客戶

FUTURE

CLIENT未來(lái)用戶VerbalBlocking

語(yǔ)言的障礙 14.Appointment 約會(huì)VerbalBlocking

語(yǔ)言的障礙 14.Appointment約會(huì)

VISIT拜訪POP

BY

AND

VISIT順便拜訪

PersonalityTypesOfBuyers

客戶的性格種類

A. Believing

Bart信任型

B.

C.

D.

E.

PersonalityTypesOfBuyers

客戶的性格種類

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C.

D.

E.

PersonalityTypesOfBuyers

客戶的性格種類

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D.

E.

PersonalityTypesOfBuyers

客戶的性格種類

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D. Anna

List挑剔型

E.

PersonalityTypesOfBuyers

客戶的性格種類

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D. Anna

List挑剔型

E. Domineering

Donna控制型

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

A. CardTrickAnalogy撲克把戲

1.It’smyjobtoqualifyandmakethe

decision.我要核實(shí)條件并作出決定

2.

3.

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

A. CardTrickAnalogy撲克把戲

1.It’smyjobtoqualifyand makethe

decision.我要核實(shí)條件并作出決定

2.Everyanswermustconfirmthatthey’re

goingahead.每個(gè)回答一定要更進(jìn)一步

3.

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

A. CardTrickAnalogy撲克把戲

1.It’smyjobtoqualifyand makethe

decision.我要核實(shí)條件并作出決定

2.Everyanswermustconfirmthatthey’re

goingahead.每個(gè)回答一定要更進(jìn)一步

3.Ifmytacticsaresound,theycan’tfightme.

如果技巧夠好,他們根本無(wú)法抵抗

TheTrueChampionIsAMaster QuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

a. Areputationforprofessionalismisimportant,isn’t

it?

信譽(yù)對(duì)專業(yè)化程度很重要,

對(duì)不對(duì)啊?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

b. Investinginaqualityproductmakesalotofsense,doesn’t

it?

任何投資,產(chǎn)品的品質(zhì)非常關(guān)鍵,

是不是啊?TheTrueChampionIsAMasterQuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

c. Thisopportunityisexciting,don’t

you

agree?

這個(gè)機(jī)會(huì)非常難得,您一定同意,

對(duì)嗎?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

a. Isn’tareputationforprofessionalism

important?

信譽(yù)難道不就是專業(yè)水準(zhǔn)的重要部分嗎?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

b. Doesn’tinvestinginaqualityproductmakea

lotofsense?

選擇高品質(zhì)產(chǎn)品來(lái)投資很重要

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠軍是提問(wèn)和聆聽大師

c. Don’t

you

agreethatthisopportunityisexciting?

這樣的機(jī)會(huì)很難得,你會(huì)不同意嗎?0

Buyer客戶SALESRESISTANCE100

90

80

70

60

50

40

30

20

10

ReduceSalesProfessional銷售專家SalesResistanceThermometer銷售阻力溫度表0

SALESACCEPTANCE100

90

80

70

60

50

40

30

20

10

IncreaseSalesProfessional銷售專家Buyer客戶SalesAcceptanceThermometer銷售阻力溫度表0

SALESACCEPTANCE接受程度100

90

80

70

60

50

40

30

20

10

IncreasE提高0

SALESRESISTANCE銷售阻力100

90

80

70

60

50

40

30

20

10

Reduce降底YourGoal目標(biāo)ClosedSale!成交SalesResistancE銷售阻力100

90

Appropriate(合適)80

70

60

50

TRUST信任SalesResistancE銷售阻力100

90

Appropriate(合適)80

IntentionStatement

(意愿的聲明)70

60

50

TRUST信任SalesResistancE銷售阻力100

90

Appropriate(合適)80

IntentionStatement

(意愿的聲明)70

Commonality(共同點(diǎn))60

50

TRUST信任SalesResistancE銷售阻力100

90

Appropriate(合適)80

IntentionStatement

(意愿的聲明)70

Commonality(共同點(diǎn))60

Credibility(可信度)50

TRUST信任SalesResistancE銷售阻力100

90

Appropriate(合適)80

IntentionStatement

(意愿的聲明)70

Commonality(共同點(diǎn))60

Credibility(可信度)50

Competency(能力)TRUST信任SalesResistancE銷售阻力40

ProblemIdentification

問(wèn)題鑒定30

20

10

0

NEED需求SalesResistancE銷售阻力40

ProblemIdentification

問(wèn)題鑒定30

Discovery發(fā)現(xiàn)20

10

0

NEED需求SalesResistancE銷售阻力40

ProblemIdentification

問(wèn)題鑒定30

Discovery發(fā)現(xiàn)20

Qualify篩選10

0

NEED需求SalesResistancE銷售阻力40

ProblemIdentification

問(wèn)題鑒定30

Discovery發(fā)現(xiàn)20

Qualify篩選10

NeedAcknowledgement需要肯定

0

NEED需求SalesResistancE銷售阻力40

ProblemIdentification

問(wèn)題鑒定30

Discovery發(fā)現(xiàn)20

Qualify篩選10

NeedAcknowledgement需要確認(rèn)

0

PactAcknowledgement協(xié)議確認(rèn)NEED需求SalesAcceptancE銷售接受度40

30

20

10

0

ProductIdentification

產(chǎn)品鑒定HELP幫助SalesAcceptancE銷售接受度40

30

20

10

CompanyExperience

公司的經(jīng)歷0

ProductIdentification

產(chǎn)品鑒定HELP幫助SalesAcceptancE銷售接受度40

30

20

SalespersonExpertise

銷售人員的技能10

CompanyExperience

公司的經(jīng)歷0

ProductIdentification

產(chǎn)品鑒定HELP幫助SalesAcceptancE銷售接受度40

ProductFeatures產(chǎn)品特點(diǎn)30

ThirdPartyEndorsements第三者認(rèn)證20

SalespersonExpertise

銷售人員的技能10

CompanyExperience

公司的經(jīng)歷0

ProductIdentification

產(chǎn)品鑒定HELP幫助SalesAcceptancE銷售接受度100

90

80

70

60

50

Presentation演示HURRY趕快SalesAcceptancE銷售接受度100

90

80

70

60

ThreeOptionClose三項(xiàng)選擇成交法50

Presentation演示HURRY趕快SalesAcceptancE銷售接受度100

90

80

70

BreakthePact解除協(xié)議60

ThreeOptionClose三項(xiàng)選擇成交法50

Presentation演示HURRY趕快SalesAcceptancE銷售接受度100

90

80

TrialSummary嘗試性總結(jié)70

BreakthePact解除協(xié)議60

ThreeOptionClose三項(xiàng)選擇成交法50

Presentation演示HURRY趕快SalesAcceptancE銷售接受度100

90

InvestmentClose投資式成交80

TrialSummary嘗試性總結(jié)70

BreakthePact解除協(xié)議60

ThreeOptionClose三項(xiàng)選擇成交法50

Presentation演示HURRY趕快0

SALESACCEPTANCE銷售接受度100

90

80

70

60

50

40

30

20

10

IncreasE提高0

SALESRESISTANCE銷售阻力100

90

80

70

60

50

40

30

20

10

ReducE降低YourGoal你的目標(biāo)ClosedSale!AddressingConcerns

處理疑慮

1.Aconditionisavalidreasonfornotgoingahead.Committoacceptingonlytwo:no

moneyorno

credit.

沒有購(gòu)買的理由只有兩個(gè):

沒有錢或者沒有信用

StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

Step2.Feed

it

back.告訴他們你的反饋

StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

Step2.Feed

it

back.告訴他們你的反饋

Step3.Question

the

concern.對(duì)疑慮提問(wèn)

StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

Step2.Feed

it

back.告訴他們你的反饋

Step3.Question

the

concern.對(duì)疑慮提問(wèn)

Step4.Answer

the

concern.回復(fù)疑慮

StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

Step2.Feed

it

back.告訴他們你的反饋

Step3.Question

the

concern.對(duì)疑慮提問(wèn)

Step4.Answer

the

concern.回復(fù)疑慮

Step5.Confirm

the

answer.確認(rèn)回復(fù)StepstoHandlingtheFinalConcern

對(duì)付最終疑慮的步驟

Step1.Hear

them

out.聽完他們的理由

Step2.Feed

it

back.告訴他們你的反饋

Step3.Question

the

concern.對(duì)疑慮提問(wèn)

Step4.Answer

the

concern.回復(fù)疑慮

Step5.Confirm

the

answer.確認(rèn)回復(fù)

Step6.By

the

way.順便說(shuō)一下

AnatomyOfAClose

成交的剖析

A. Thehighestpaidsaleschampionsdeveloptheirown

closing

style.

收入最高的銷售冠軍開發(fā)自己的

成交風(fēng)格

AnatomyOfAClose

成交的剖析

B. Thedefinitionofclosing

Theartofestablishingrapport,qualifying,presenting,handlingareasofconcern,andthencreatingasymphonyofwordsandactionsthatemotionallybuildandculminatewithawin-win

final

agreement.

成交的定義:是一門藝術(shù),旨在于通過(guò)建立親和,不斷篩選,演示講解,處理疑慮,然后再有機(jī)結(jié)合系列言語(yǔ)和行為來(lái)感性的創(chuàng)造營(yíng)建一種雙贏的協(xié)議

AnatomyOfAClose

成交的剖析

1. Youmustearntheright toclosethesale.

你必須贏得成交的資格

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠軍的溝通工具是什么?

a. Words言語(yǔ)

b.

c.

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠軍的溝通工具是什么?

a. Words言語(yǔ)

b. VisualAid視覺性輔助材料

c.

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠軍的溝通工具是什么?

a. Words言語(yǔ)

b. VisualAid視覺性輔助材料

c. Proof

testimonialletters

客戶見證信函

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠軍的溝通工具是什么?

a. Words言語(yǔ)

b. VisualAid視覺性輔助材料

c. Proof

testimonialletters

客戶見證信函

d.

Facial

expressions面部表情

AnatomyOfAClose

成交的剖析

1. Smile微笑

2.

3.

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact視覺交流

3.

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact視覺交流

3.Nodding點(diǎn)頭

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact視覺交流

3.Nodding點(diǎn)頭

4. Looks

of

concern關(guān)懷的眼神

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact視覺交流

3.Nodding點(diǎn)頭

4. Looks

of

concern關(guān)懷的眼神

5. Looks

of

understanding

理解的目光

AnatomyOfAClose

成交的剖析

e. touching觸摸

f.

g.

AnatomyOfAClose

成交的剖析

e. touching觸摸

f. Voice聲音

g.

AnatomyOfAClose

成交的剖析

e. touching觸摸

f. Voice聲音

g. positive,emotionally-charged

words正面積極感性的話語(yǔ)

AnatomyOfAClose

成交的剖析

C. Thefinalclosingsequencebeginsoneofthreeways.

最終成交的三種啟動(dòng)方式

1. Thebuyerasksyouaporcupinetypeofquestion.

當(dāng)對(duì)方提了豪豬式問(wèn)題

Itisaquestionthatsays,“Wewanttheproduct.”Youansweritwithaquestionandmovetoyourpaperworkbysaying,“Let

me

make

a

note

of

that.”

如果他們問(wèn)題的含義是“我們是想要這個(gè)產(chǎn)品”,那你就用問(wèn)題去回答,然后直接一邊動(dòng)筆一邊說(shuō):”讓我記下來(lái)”

AnatomyOfAClose

成交的剖析

D. Askareflexquestiontomoveontothepaperwork.問(wèn)一個(gè)其他問(wèn)題來(lái)開始填購(gòu)買表

1. The

date日期

2. Correct

spelling

ofname

名字的準(zhǔn)確寫法

3. Middle

initial

名字的中間部分

AnatomyOfAClose

成交的剖析

F. Wheneveryouaskthefinalclosingquestionyoumust

shut

up!!

再問(wèn)了最后的成交問(wèn)題后,大家一定要

閉嘴!!

PowerfulClosingStrategies

有效的成交策略

Close#1:The“IWanttoThinkitOver”Close

1.”我要想一下”式成交法

Ifyouhavedoneeverythingpreviouslytaught,itshould

onlybeastall.Thereasonthisstalleliminatesaclosed

saleisthatphraseisalmostlikeaghost.

如果你每件事都是按照剛才所講去做的話,那

這只會(huì)是一個(gè)停頓而已.這樣的停頓??

YourKeytoEnthusiasm

激情的關(guān)鍵

A.Clearly

defined

goals

明確的目標(biāo)

YourKeytoEnthusiasm

激情的關(guān)鍵

B.Fourareasofgoalsetting

目標(biāo)設(shè)定的4大領(lǐng)域

1.FINANCIAL

INDEPENDENCE經(jīng)濟(jì)自由

2.

3.

4.

YourKeytoEnthusiasm

激情的關(guān)鍵

B.Fourareasofgoalsetting

目標(biāo)設(shè)定的4大領(lǐng)域

1.FINANCIAL

INDEPENDENCE經(jīng)濟(jì)自由

2.

EMOTIONAL

STABILITY情感上的超越

3.

4.

YourKeytoEnthusiasm

激情的關(guān)鍵

B.Fourareasofgoalsetting

目標(biāo)