副本20150821gk顾问式销售技能v.ppt

* * * * * * * * * * * * * * * * 红海蓝海的作者讲过：：“现存的市场由两种海洋所组成：即红海和蓝海。红海代表现今存在的所有产业，也就是我们已知的市场空间；蓝海则代表当今还不存在的产业，这就是未知的市场空间” 创造需求是蓝海；满足需求是红海。其实蓝海战略很简单，就是不停创造你的需求 * * * * A－PEST, B-SWOT,CONFRONT MATRIX, C-CSF (by FOCA method) * * * * * * * * * * * * * Key Facilitation Points: MUST explain clearly what needs to be done – 情节大纲 – 这是你与李进财(经营管理部主管)的第一次会谈。李进财主动要求举行这次会谈，目的是想了解通力能够对辉煌置地的品牌形象产生什么影响。 REMEMBER – this is an 30 minutes exercise! Just for creating awareness of the participants current skills level. Select a coach to represent the customer and nominate one participant to represent the sales for this role-play to be done in open. Allow no more than 15 minutes for the role-play. 15 minutes for plenum discussion. Questions to be asked – What went well? Where are the areas for improvement? What did we learn? Transition to Next Slide: With this, our sales approach must be anticipated and plan ahead – 通过这个练习，我们的销售方法一定更接近预期和计划。 Slide Objective: Introduce Exercise 1. * * Months/月份 * * * * * * * * * * * * * 44.8 18.7 15.0 得益于5月的销售高峰，待售新房库存周期在各类城市都有下降，但中小城市仍然较高 Inventory turns improved in all tier cities as sales picked up in May – lower-tier cities still on a high level Source: CREIS, E-house Note:1st tier cities: 4: Beijing, Shanghai, Shenzhen, Guangzhou; 2nd tier cities: 22: Changchun, Shenyang, Tianjin, Taiyuan, Ji’nan, Qingdao, Nanjing, Suzhou, Hangzhou, Ningbo, Wenzhou, Hefei, Nanchang, Changsha, Fuzhou, Xiamen, Guiyang, Nanning, Beihai, Xi’an, Lanzhou and Xi’ning; Other: 20 low tier cities 新房待售周期情况 / NEWLY BUILT AREA FOR SALE * * (%) * * * * * * * * * * * * * 六月当月新房价格同比上涨0.6%，五月同比上涨0.5%，但上半年累计价格仍然下降2.7% Jun new-home prices grew 0.6% month-o-month after 0.5% in May. Prices still down 2.7% year-on-year 一线城市的价格走势明显实现稳定和增长，暗示政府下一步可能会避免在一线城市刺激房地产增长以避免市场过热。 Prices improved clearly in tier-1 cities and stabilized in others. This suggests government will avoid stimulus that targets real estate in tier-1s to avoid overheating (%