咨询式销售与沟通.pptx

Presented byKeith AhsmuhsATT AVP – Global Sales EnablementRetired凯斯 艾斯莫斯美国电信助理副总裁-全球销售总监退休Today’s Agenda今日事项Consultative Selling – A Process咨询式销售 —— 一套流程Communication – A Plan沟 通 —— 一份计划Selling?销售？How many people here are Sales Professionals?How many people here are Business Owners?How many people here Work for someone else?这里多少人是销售专家？这里多少人是企业家？这里又有多少人是为他人工作的？We are all in Sales.我们都在销售To be employed, or to have a job, or to own a business required each of us to either sell our skills to an employer, or sell the benefits of your company to another person so they would go to work for you…被雇佣的，上班族，自己拥有企业的，我们每一个人都需要向雇主销售我们的技能，或者向他人销售公司的利益，这样人们才能为你工作…Consultative Selling?咨询式销售While the fundamentals of selling may remain constant, we, as sales people, may not!虽然销售的基本原理是一成不变的，但是我们，销售的人不是一成不变的We must all continue our pilgrimage “by learning, living, and looking:我们都必须经历我们的人生旅程“继续学习，生活并展望：Learning from the past without living there;学习过去没有经历过的Living in the present by seizing each vital moment of every single day; and 活在当下，抓住每一天每一个重要的时刻 ；Looking to the future with hope, optimism and education.”带着盼望展望未来，乐观并且不断学习”-Zig Ziglar -吉格 金克拉To Win At Sales Requires Effort.努力才能在销售中取胜What is selling?什么是销售？The transfer of an idea or thought from one person to another.是一个人的想法或者观念传递给其他人The outcome of selling is someone is now doing what you asked them, persuaded them, or encouraged them to do, and they are in agreement with you.销售的结果是你现在做的，你告诉其他人，说服他们，让他们这样去做，并且人们也同意你所说的按你的意思去做。Consultative Selling -- A Process咨询式销售——一套流程You __________, were “Born To Win.” 你__________, 是“天生大赢家”But to win please remember that “The Will to Win Is Nothing Without the Will to Prepare.”但是想赢请记住“没有准备，何谈输赢”Consultative Selling – A Process咨询式销售——一套流程Key Words to Know:需要知道的关键词Attention注意力Interest兴趣Convince确信Desire欲望Close成交Sell By Design, Not By Chance销售是精心设计的，不是偶然发生的Four-Step Formula四步准则Need Analysis需要分析Need Awareness需要意识Need Solution需要解决方案Need Satisfaction需要满足The Successful Sales Formula成功销售的准则1. Need Anal