课件：健身俱乐部销售培训1.ppt

* * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * * Closed Ended封闭式问题 Want to get a yes, no or one word answer Use it to confirm what prospect said to you or to control the conversation. E.g. “So you want to lose 10kgs?” 想得到是或不是的回答 用潜在会员给你的确认回答来控制对话 例如：这么说来你想减掉20斤对么？ Excel Performance Training? Sales Success Course Day 1 * Alternate choice选择性问题 Do you want to buy PT? Do you want to buy 10 or 20 sessions of PT? Which is better? Why? Excel Performance Training? Sales Success Course Day 1 * 你想购买私人教练么? 你想购买10结还是20结私人教练的课程? 哪个更好? 为什么? 给人们选择A或者选择B, 不是买或不买的选择。 Drilling down深入钻研 Real answer is? Repeat back for more info. Find out motivation of prospect. Oil is never found lying on ground, you must drill down to get real money. Excel Performance Training? Sales Success Course Day 1 * 真正的答案是什么？ 复述更多的资料。 找出客户的真正动机。 石油是不会摆在地上的，必须深入挖掘才能得到真正的金钱。 Active Listening积极的聆听 What is it? Process – Ask question Listen to answer Repeat it back for clarification/more info Repeat back again to show understanding Practise Excel Performance Training? Sales Success Course Day 1 * 这是什么？ 过程 提问 倾听回答 重复阐明观点/更多的信息 再次重复证明你的理解 练习 It is not what you say, but how you say it并非说话内容, 而是说话方式 How important is how you say it? (voice quality) How important is your body language? (physiology) How important is what you say? (words) 说话方式的重要性(声音/语气) 肢体语言的重要性(生理) 说话内容的重要性(措辞) Excel Performance Training? Sales Success Course Day 1 * Actual Results 实际效果 Words (7%) Common experience Similar content Key words Voice qualities (38%) Tempo Timbre Volume Tone pace Physiology (55%) Position Posture Gestures Proximity Facial expression 措词(70%) 常见的经历 相似的内容 关键词 声音质量(38%) 节奏 音质 音量 语调 速度 生理(55%) 立场 姿势 手势 亲近程度 面部表情 How to use it怎样使用? Matching and mirroring Similar people similar actions Feel they like you, but do not know why. 协调和模仿。 相同的人相同的举动。 不知道为什么感觉他很像你。 Break Time Time for a break… Excel Performance Training? Sales Success Course Day 1 * Getting to know your next member去了解你的下一个会员 Se