电子元器件销售培训一.pptVIP

1、如何赢得客户的信任自信自重，专业形象，良好的言谈举止，赢得客户的好感。了解客户，融入其境，获得共鸣。不要先谈你销售的产品，可先从客户的业务交谈。善于寻找共同点，学会欣赏和赞美客户，真诚。第一时间分析和掌握客户的性格特征先处理心情，再处理事情。准确判断当前客户关系阶段，向前推进相识、约会、信赖、同盟。围绕客户目的展开，让客户感受到你的诚意和能带来的价值。演练：拜访客户建立信任的关键点是要了解客户，以客户为中心。*ThesearethethreebasicprinciplesofsuccessfullysellingforAgilentthatleveragethewaypeoplebehave.Thisisanhonorableprofessionandtheseprinciplesareother-orientedratherthanselfish.Applyingtheseprincipleshelpsyoutoreachyourobjectiveofbecomingatrueconsultanttoourcustomers.Manipulationdoesnotwork–itistooeasilydetectedandalwaysresented.TheAgilentsalespersonshouldbeamotivator,notamanipulator.Youmotivatepeopletodothingsfortheirreasons.Inmanipulationyoutrytogetthemtodothingsforyourreasons.Mostofyouarealreadydoingthesethings,andcontributingvalue,beingconsiderateandresponsibleare90%ofyourjob.Wewillbelookingatwaystomakesmallimprovementsinefficiencyduringthisclass.Pleasedon’tgetthefeelinglaterthatyouaredoingeverythingwrongafterlearningnewconceptsandmechanicsofselling.Ifyourconductisconsistentwiththeseprinciplesyouaredoingmostthingsright.Withtime,ifyoufollowtheseprinciples,acustomerwillbegintoseeasalespersonasoneofhisscarceresourcesalongwithhisothers.CLASSEXERCISE:Asktheclasstolistamanager’sresourcesinthegeneralcase.Typicalresponsesinclude:BudgetPersonnelTimeCapitalEquipmentValuedVendors**SituationalFLUENCYissituationalknowledgeishowthebuyeroperateswithandwithouthisproductandknowledgeofwhatcapabilityweoffertomatchthecustomerssituation.Productsarecomplexandit’sdifficultforFE’stounderstandalltheapplicationsBand1FesareabletoorganizetheirknowledgesituationallyCurrentrealsituation,knowledgeofthepastrelationshipprovidethecontextforsuccessfulsalesTospeaker:relatestoryabouthows