销售攻心术-精品课件 .pptx

Psyche Selling – How to Get Into the Minds of Customers and Make The Sale销售攻心术 – 如何揣摩客户的心态，提高业绩;Imagine for a Moment that Anything is Negotiable, Except for Price想象一下如果什么条件都好商量，就是价格不能降;Elements of Psyche-Selling 销售攻心术的主要精髓;Elements of Psyche-Selling 销售攻心术的主要精髓;Understanding the Customer’s Mindset 了解客户的心态;Understanding the Customer’s Mindset 了解客户的心态;The Eternal Conflict Between the Salesperson and the Customer 销售员与客户之间的永恒矛盾;9、我们的市场行为主要的导向因素，第一个是市场需求的导向，第二个是技术进步的导向，第三大导向是竞争对手的行为导向。七月-21七月-21Monday, July 12, 2021 10、市场销售中最重要的字就是“问”。02:16:2902:16:2902:167/12/2021 2:16:29 AM 11、现今，每个人都在谈论着创意，坦白讲，我害怕我们会假创意之名犯下一切过失。七月-2102:16:2902:16Jul-2112-Jul-21 12、在购买时，你可以用任何语言；但在销售时，你必须使用购买者的语言。02:16:2902:16:2902:16Monday, July 12, 2021 13、He who seize the right moment, is the right man.谁把握机遇，谁就心想事成。七月-21七月-2102:16:2902:16:29July 12, 2021 14、市场营销观念：目标市场，顾客需求，协调市场营销，通过满足消费者需求来创造利润。12 七月 20212:16:29 上午02:16:29七月-21 15、我就像一个厨师，喜欢品尝食物。如果不好吃，我就不要它。七月 212:16 上午七月-2102:16July 12, 2021 16、我总是站在顾客的角度看待即将推出的产品或服务，因为我就是顾客。2021/7/12 2:16:2902:16:2912 July 2021 17、利人为利已的根基，市场营销上老是为自己着想，而不顾及到他人，他人也不会顾及你。2:16:29 上午2:16 上午02:16:29七月-21 ;How does Your Customer Perceive You? 你的客户对你抱持什么态度？;Price vs. Cost价格 vs. 成本;Price vs. Value价格 vs. 价值;What do Your Customers Value? 你的客户会珍惜什么价值呢？;How can a Sales Person be of Value to Customers?;How can a Sales Person be of Value to Customers?;How to Educate Your Customers?如何引导客户;Real Reason to Believe 能说服人的可信度;Sales Psychology;Sales Psychology 销售心态 ;The Most Important Characteristic of a Sales Professional专业销售人员最为重要的特征;Elements of Psyche-Selling 销售攻心术的主要精髓;Why Plan? 为什么要作计划？;Planning Your Sales Strategy 如何策划你的销售战略？;Prospecting for the Right Customer;Prospecting for the Right Customer 寻觅正确的客户;Ideal Customer Profile 理想客户特征;Who influences the thoughts and actions of your target prospects? 谁能够影响你的目标客户的思想与决策？;Elements of Psyche-Selling 销售攻心术的主要精髓;What to Say on first Contact?怎样作首次接触沟通;Valid Business Reason 合适商务理由;Valid Business Reason 合适商务理由;How to Get to th