销售四阶段（SCF）.pptVIP

Summary of yesterday Topic: the work of salesman(what are we going to do in the market?) The first part: Building the sales network Plan(9,000 ton) How many dealers do we need? How many salesman do we need? How many supervisor do we need? What is the structure and experience of our team?(old/middle/fresh) Who are our customers? The dealer or the user? Within 2 years, maybe the dealers, in the future must be the users. What does the dealers really need? Three value(FV/TV/PV) How can we catch the dealers? Four tactics Face to face attack(maybe not more than 10%) Side attack(main means,maybe more than 60%) Detour attack(a little) Bushfighting(sometimes maybe less than 30%) Today’s topics sale’s four step review How to understand customer’s value 饲料销售四阶段sale’s four step SCF Feed（Combodia）co,ltd 销售的4个阶段sale’s four steps 提问（Ask) 潜在的需求 — 无意识unconsciousness 潜在的需求 — 有意识consciously 显在的需求 — 要求demand （空调的故事aircondition story） 我们卖的是什么？What we sales? 饲料(feed)？ 产品(product)？ 服务service？ 访 前 分 析analysis before visit 检讨以前拜访的“事实”及别人所提供的意见--check the record of formerly visit and get some advise from others 检讨有关“态度”：公司,产品,客户,竞争者—what is his attitude for your company and competitor 暂时判定客户需求—suppose customer’s need 设定拜访目标—set visit goal 预期反对意见—estimate his counterview 开 场begin 创造一个和谐的气氛，以助于得利客户的“承诺” Good begin help your get order form 让他知道为什么你要作这次拜访 Let him know why you are here 让他觉得他可能因此次拜访而得到益处 Let him feel he will get some profit from this meet 提问的方式asking way 提问和倾听asking and listening 嘴:1个 one mouth 耳:2个 two ear 问为听服务asking is for listening 再次强调 once again ！ 要发现顾客的欲望和需求find customer’s need and demand. 漏斗式的提问方式two asking way 遵守提问的基本原则basic asking principle 顾客的关心what is customer think of 提问和倾听asking and listening 了解客户的需要是销售的基础know customer’s need is the base of sale 第二阶段：展 示show 要发现顾客的需求和 欲望find need and demand 简单总结顾客的需求及确认summarize customer’s need and demand 总结听的目的 总结听的内容 确认顾客的需求 Affirm customer’s need 展