管理资料市场营销→销售攻心术.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;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 the Right Person如何找到相关人士;Elements of Psyche-Selling 销售攻心术的主要精髓;Why do You Need to Uncover the Needs and “Pains” of Customers BEFORE Presenting Anything为什么你必须在介绍任何事项之前先挖掘客户的需求与“痛处”?;Reasons to Ask Questions 为何提问;Uncovering the Needs and “Pains” of Customers 挖掘客户的需求与“痛处”;Current-Future States 当下与预期的状况;Highlighting and Intensifying “Pain” Areas 挖掘客户的 “痛楚”;Expected Paybacks/ ROI 预期的回报;Associated Risks and Obstacles 相关的风险与障碍;Provide Assurance 安抚他们的忧虑;Elements of Psyche-Selling 销售攻心术的主要精髓;Before Presenting… 在提出方案之前…;Presenting Your Solution 提出你的方案;Example: Presenting Your Solution 举例：提出你的方案;Elements of Psyche-Selling 销售攻心术的主要精髓;Why do you need to contact more than one person in the cu