销售新科学如何迈向销售的颠峰

2024/3/11销售新科学如何迈向销售的颠峰TheFiveStepsInTheLearningProcess

学习的五大步骤

Step1:Impact

第一步:感悟

Consciouslyhearing,writing,

readingandsayingthetechniques.

有意识的听,写,读还有说TheFiveStepsInTheLearningProcess

学习的五大步骤

Step2:Repetition

第二步：重复

Youmusthear,write,read,andsay

thetechniquessixtimes

toget62%retention.

你必须重复６次的听，写，读和说

才能记住６２％的学习内容TheFiveStepsInTheLearningProcess

学习的五大步骤

Step3:Utilization

第三步：使用

Consciouslymakingmyself

use

the

techniques.

有意识的使用所学的技巧

TheFiveStepsInTheLearningProcess

学习的五大步骤

Step4:Internalization

第四步：深化

Whenthetechniquesandstrategies

aretransferredtomyproduct,

thentheybecome

anaturalpart

of

me.

让所学成为自我自身的一部分

TheFiveStepsInTheLearningProcess

学习的五大步骤

Step5:Reinforcement

第五步：强化

Goingbacktobasics

onceeveryyear.

每年至少一次的基础复习

Example:Tom,obviously

you

have

a

reason

for

saying

that.

Would

you

mind

sharing

it

with

me?

举例：汤姆，你这样说一定很有道理，请问介不介意和我们分享一下呢？

WorkingOnYourPersonality

从自己的性格着手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被动型内向者５才大特征

1. Low

key低调

2.

3.

4.

5.

WorkingOnYourPersonality

从自己的性格着手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被动型内向者５才大特征

1. Low

key低调

2. Soft

spoken轻声细语

3.

4.

5.

WorkingOnYourPersonality

从自己的性格着手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被动型内向者５才大特征

1. Low

key低调

2. Soft

spoken轻声细语

3. Conservative

dress保守衣着

WorkingOnYourPersonality

从自己的性格着手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被动型内向者５才大特征

1. Low

key低调

2. Soft

spoken轻声细语

3. Conservative

dress保守穿着

4. Willing

to

give

up被动交谈

control

in

conversation

5.

WorkingOnYourPersonality

从自己的性格着手

A. Thefivemaincharacteristics

oftheinterestedintrovert:

被动型内向者的5大特征

1. Low

key低调

2. Soft

spoken轻声细语

3. Conservative

dress保守穿着

4. Willing

to

give

up被动交谈

control

in

conversation

5. Good

listener聆听者

WorkingOnYourPersonality

从自己的性格着手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主动外向者的5大特征

1. Perceived

as

aggressive意志坚强

2.

3.

4.

5.

WorkingOnYourPersonality

从自己的性格着手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主动型外向者的5大特征

1. Perceived

as

aggressive意志坚强

2. Poor

or

flamboyant

dress穿着随便

3.

4.

5.

WorkingOnYourPersonality

从自己的性格着手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主动外向型的5大特征

1. Perceived

as

aggressive意志坚强

2. Poor

or

flamboyant

dress衣着随便

3. Talks

too

much,listens爱说不爱听

too

little

4.

5.

WorkingOnYourPersonality

从自己的性格着手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主动型外向者的5大特征

1. Perceived

as

aggressive意志坚强

2. Poor

or

flamboyant

dress穿着随便

3. Talks

too

much,listens爱说不爱听

too

little

4. Wants

to

keep

focus

of爱谈自己

conversation

on

self

5.

WorkingOnYourPersonality

从自己的性格着手

B.Thefivemaincharacteristics

oftheinterestingextrovert:

主动外向型的5大特征

1. Perceived

as

aggressive意志坚强

2. Poor

or

flamboyant

dress穿着随便

3. Talks

too

much,listens爱说不爱听

too

little

4. Wants

to

keep

focus

of爱谈自己 conversation

on

self

5. Tends

to

be

pushy有点霸道Yournumberonegoal

istohavepeoplelike

you,

trust

you,and

want

to

listen

to

you.

你的第一大目标就是要让别人

喜欢你,信任你,希望听你讲话

VerbalBlocking

语言的障碍 1.CostorPrice费用或价格VerbalBlocking

语言的障碍 1.CostorPrice费用或价格

TOTAL

INVESTMENT总投资VerbalBlocking

语言的障碍 2.DownPayment定金

VerbalBlocking

语言的障碍 2.DownPayment定金

INITIAL

INVESTMENT初步投资VerbalBlocking

语言的障碍 3.MonthlyPayment月付款

VerbalBlocking

语言的障碍 3.MonthlyPayment月付款

MONTHLY

INVESTMENT月投资额VerbalBlocking

语言的障碍 4.Contract合同VerbalBlocking

语言的障碍 4.Contract合同

PAPERWORK

AGREEMENT书面手续/协议VerbalBlocking

语言的障碍 5.Buy购买

VerbalBlocking

语言的障碍 5.Buy购买

OWN拥有VerbalBlocking

语言的障碍 6.SellorSold销售或者卖出

VerbalBlocking

语言的障碍 6.SellorSold销售或者卖出

GET

THEM

INVOLVED让他们参与VerbalBlocking

语言的障碍 7.Objections拒绝

VerbalBlocking

语言的障碍 7.Objections拒绝

AREAS

OF

CONCERN关注的层面VerbalBlocking

语言的障碍 8.Sign签约

VerbalBlocking

语言的障碍 8.Sign签约

OK,

APPROVE,同意AUTHORIZE,授权

ENDORSE确认VerbalBlocking

语言的障碍 9.Deal买卖

VerbalBlocking

语言的障碍 9.Deal买卖

OPPORTUNITY,机会TRANSACTION交易VerbalBlocking

语言的障碍 10.Pitch 介绍VerbalBlocking

语言的障碍 10.Pitch说明

PRESENTATION介绍VerbalBlocking

语言的障碍 11.Problem问题

VerbalBlocking

语言的障碍 11.Problem问题

CHALLENGE挑战VerbalBlocking

语言的障碍 12.Customer客户

VerbalBlocking

语言的障碍

12.Customer客户

PEOPLE

WE

SERVE服务对象VerbalBlocking

语言的障碍 13.Prospect准客户

VerbalBlocking

语言的障碍 13.Prospect准客户

FUTURE

CLIENT未来用户VerbalBlocking

语言的障碍 14.Appointment 约会VerbalBlocking

语言的障碍 14.Appointment约会

VISIT拜访POP

BY

AND

VISIT顺便拜访

PersonalityTypesOfBuyers

客户的性格种类

A. Believing

Bart信任型

B.

C.

D.

E.

PersonalityTypesOfBuyers

客户的性格种类

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C.

D.

E.

PersonalityTypesOfBuyers

客户的性格种类

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D.

E.

PersonalityTypesOfBuyers

客户的性格种类

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D. Anna

List挑剔型

E.

PersonalityTypesOfBuyers

客户的性格种类

A. Believing

Bart信任型

B. Evasive

Ed躲避型

C. Griping

Greg抱怨型

D. Anna

List挑剔型

E. Domineering

Donna控制型

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠军是提问和聆听大师

A. CardTrickAnalogy扑克把戏

1.It’smyjobtoqualifyandmakethe

decision.我要核实条件并作出决定

2.

3.

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠军是提问和聆听大师

A. CardTrickAnalogy扑克把戏

1.It’smyjobtoqualifyand makethe

decision.我要核实条件并作出决定

2.Everyanswermustconfirmthatthey’re

goingahead.每个回答一定要更进一步

3.

TheTrueChampionIsAMaster

QuestionerAndListener

真正的冠军是提问和聆听大师

A. CardTrickAnalogy扑克把戏

1.It’smyjobtoqualifyand makethe

decision.我要核实条件并作出决定

2.Everyanswermustconfirmthatthey’re

goingahead.每个回答一定要更进一步

3.Ifmytacticsaresound,theycan’tfightme.

如果技巧够好,他们根本无法抵抗

TheTrueChampionIsAMaster QuestionerAndListener

真正的冠军是提问和聆听大师

a. Areputationforprofessionalismisimportant,isn’t

it?

信誉对专业化程度很重要,

对不对啊?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠军是提问和聆听大师

b. Investinginaqualityproductmakesalotofsense,doesn’t

it?

任何投资,产品的品质非常关键,

是不是啊?TheTrueChampionIsAMasterQuestionerAndListener

真正的冠军是提问和聆听大师

c. Thisopportunityisexciting,don’t

you

agree?

这个机会非常难得,您一定同意,

对吗?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠军是提问和聆听大师

a. Isn’tareputationforprofessionalism

important?

信誉难道不就是专业水准的重要部分吗?

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠军是提问和聆听大师

b. Doesn’tinvestinginaqualityproductmakea

lotofsense?

选择高品质产品来投资很重要

TheTrueChampionIsAMasterQuestionerAndListener

真正的冠军是提问和聆听大师

c. Don’t

you

agreethatthisopportunityisexciting?

这样的机会很难得,你会不同意吗?0

Buyer客户SALESRESISTANCE100

90

80

70

60

50

40

30

20

10

ReduceSalesProfessional销售专家SalesResistanceThermometer销售阻力温度表0

SALESACCEPTANCE100

90

80

70

60

50

40

30

20

10

IncreaseSalesProfessional销售专家Buyer客户SalesAcceptanceThermometer销售阻力温度表0

SALESACCEPTANCE接受程度100

90

80

70

60

50

40

30

20

10

IncreasE提高0

SALESRESISTANCE销售阻力100

90

80

70

60

50

40

30

20

10

Reduce降底YourGoal目标ClosedSale!成交SalesResistancE销售阻力100

90

Appropriate(合适)80

70

60

50

TRUST信任SalesResistancE销售阻力100

90

Appropriate(合适)80

IntentionStatement

(意愿的声明)70

60

50

TRUST信任SalesResistancE销售阻力100

90

Appropriate(合适)80

IntentionStatement

(意愿的声明)70

Commonality(共同点)60

50

TRUST信任SalesResistancE销售阻力100

90

Appropriate(合适)80

IntentionStatement

(意愿的声明)70

Commonality(共同点)60

Credibility(可信度)50

TRUST信任SalesResistancE销售阻力100

90

Appropriate(合适)80

IntentionStatement

(意愿的声明)70

Commonality(共同点)60

Credibility(可信度)50

Competency(能力)TRUST信任SalesResistancE销售阻力40

ProblemIdentification

问题鉴定30

20

10

0

NEED需求SalesResistancE销售阻力40

ProblemIdentification

问题鉴定30

Discovery发现20

10

0

NEED需求SalesResistancE销售阻力40

ProblemIdentification

问题鉴定30

Discovery发现20

Qualify筛选10

0

NEED需求SalesResistancE销售阻力40

ProblemIdentification

问题鉴定30

Discovery发现20

Qualify筛选10

NeedAcknowledgement需要肯定

0

NEED需求SalesResistancE销售阻力40

ProblemIdentification

问题鉴定30

Discovery发现20

Qualify筛选10

NeedAcknowledgement需要确认

0

PactAcknowledgement协议确认NEED需求SalesAcceptancE销售接受度40

30

20

10

0

ProductIdentification

产品鉴定HELP帮助SalesAcceptancE销售接受度40

30

20

10

CompanyExperience

公司的经历0

ProductIdentification

产品鉴定HELP帮助SalesAcceptancE销售接受度40

30

20

SalespersonExpertise

销售人员的技能10

CompanyExperience

公司的经历0

ProductIdentification

产品鉴定HELP帮助SalesAcceptancE销售接受度40

ProductFeatures产品特点30

ThirdPartyEndorsements第三者认证20

SalespersonExpertise

销售人员的技能10

CompanyExperience

公司的经历0

ProductIdentification

产品鉴定HELP帮助SalesAcceptancE销售接受度100

90

80

70

60

50

Presentation演示HURRY赶快SalesAcceptancE销售接受度100

90

80

70

60

ThreeOptionClose三项选择成交法50

Presentation演示HURRY赶快SalesAcceptancE销售接受度100

90

80

70

BreakthePact解除协议60

ThreeOptionClose三项选择成交法50

Presentation演示HURRY赶快SalesAcceptancE销售接受度100

90

80

TrialSummary尝试性总结70

BreakthePact解除协议60

ThreeOptionClose三项选择成交法50

Presentation演示HURRY赶快SalesAcceptancE销售接受度100

90

InvestmentClose投资式成交80

TrialSummary尝试性总结70

BreakthePact解除协议60

ThreeOptionClose三项选择成交法50

Presentation演示HURRY赶快0

SALESACCEPTANCE销售接受度100

90

80

70

60

50

40

30

20

10

IncreasE提高0

SALESRESISTANCE销售阻力100

90

80

70

60

50

40

30

20

10

ReducE降低YourGoal你的目标ClosedSale!AddressingConcerns

处理疑虑

1.Aconditionisavalidreasonfornotgoingahead.Committoacceptingonlytwo:no

moneyorno

credit.

没有购买的理由只有两个:

没有钱或者没有信用

StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

Step2.Feed

it

back.告诉他们你的反馈

StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

Step2.Feed

it

back.告诉他们你的反馈

Step3.Question

the

concern.对疑虑提问

StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

Step2.Feed

it

back.告诉他们你的反馈

Step3.Question

the

concern.对疑虑提问

Step4.Answer

the

concern.回复疑虑

StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

Step2.Feed

it

back.告诉他们你的反馈

Step3.Question

the

concern.对疑虑提问

Step4.Answer

the

concern.回复疑虑

Step5.Confirm

the

answer.确认回复StepstoHandlingtheFinalConcern

对付最终疑虑的步骤

Step1.Hear

them

out.听完他们的理由

Step2.Feed

it

back.告诉他们你的反馈

Step3.Question

the

concern.对疑虑提问

Step4.Answer

the

concern.回复疑虑

Step5.Confirm

the

answer.确认回复

Step6.By

the

way.顺便说一下

AnatomyOfAClose

成交的剖析

A. Thehighestpaidsaleschampionsdeveloptheirown

closing

style.

收入最高的销售冠军开发自己的

成交风格

AnatomyOfAClose

成交的剖析

B. Thedefinitionofclosing

Theartofestablishingrapport,qualifying,presenting,handlingareasofconcern,andthencreatingasymphonyofwordsandactionsthatemotionallybuildandculminatewithawin-win

final

agreement.

成交的定义:是一门艺术,旨在于通过建立亲和,不断筛选,演示讲解,处理疑虑,然后再有机结合系列言语和行为来感性的创造营建一种双赢的协议

AnatomyOfAClose

成交的剖析

1. Youmustearntheright toclosethesale.

你必须赢得成交的资格

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠军的沟通工具是什么?

a. Words言语

b.

c.

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠军的沟通工具是什么?

a. Words言语

b. VisualAid视觉性辅助材料

c.

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠军的沟通工具是什么?

a. Words言语

b. VisualAid视觉性辅助材料

c. Proof

testimonialletters

客户见证信函

d.

AnatomyOfAClose

成交的剖析

3. Whatarethecommunicationtoolsofa

ChampionClosingSpecialist?

成交冠军的沟通工具是什么?

a. Words言语

b. VisualAid视觉性辅助材料

c. Proof

testimonialletters

客户见证信函

d.

Facial

expressions面部表情

AnatomyOfAClose

成交的剖析

1. Smile微笑

2.

3.

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact视觉交流

3.

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact视觉交流

3.Nodding点头

4.

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact视觉交流

3.Nodding点头

4. Looks

of

concern关怀的眼神

5.

AnatomyOfAClose

成交的剖析

1. Smile微笑

2. Eye

contact视觉交流

3.Nodding点头

4. Looks

of

concern关怀的眼神

5. Looks

of

understanding

理解的目光

AnatomyOfAClose

成交的剖析

e. touching触摸

f.

g.

AnatomyOfAClose

成交的剖析

e. touching触摸

f. Voice声音

g.

AnatomyOfAClose

成交的剖析

e. touching触摸

f. Voice声音

g. positive,emotionally-charged

words正面积极感性的话语

AnatomyOfAClose

成交的剖析

C. Thefinalclosingsequencebeginsoneofthreeways.

最终成交的三种启动方式

1. Thebuyerasksyouaporcupinetypeofquestion.

当对方提了豪猪式问题

Itisaquestionthatsays,“Wewanttheproduct.”Youansweritwithaquestionandmovetoyourpaperworkbysaying,“Let

me

make

a

note

of

that.”

如果他们问题的含义是“我们是想要这个产品”,那你就用问题去回答,然后直接一边动笔一边说:”让我记下来”

AnatomyOfAClose

成交的剖析

D. Askareflexquestiontomoveontothepaperwork.问一个其他问题来开始填购买表

1. The

date日期

2. Correct

spelling

ofname

名字的准确写法

3. Middle

initial

名字的中间部分

AnatomyOfAClose

成交的剖析

F. Wheneveryouaskthefinalclosingquestionyoumust

shut

up!!

再问了最后的成交问题后,大家一定要

闭嘴!!

PowerfulClosingStrategies

有效的成交策略

Close#1:The“IWanttoThinkitOver”Close

1.”我要想一下”式成交法

Ifyouhavedoneeverythingpreviouslytaught,itshould

onlybeastall.Thereasonthisstalleliminatesaclosed

saleisthatphraseisalmostlikeaghost.

如果你每件事都是按照刚才所讲去做的话,那

这只会是一个停顿而已.这样的停顿??

YourKeytoEnthusiasm

激情的关键

A.Clearly

defined

goals

明确的目标

YourKeytoEnthusiasm

激情的关键

B.Fourareasofgoalsetting

目标设定的4大领域

1.FINANCIAL

INDEPENDENCE经济自由

2.

3.

4.

YourKeytoEnthusiasm

激情的关键

B.Fourareasofgoalsetting

目标设定的4大领域

1.FINANCIAL

INDEPENDENCE经济自由

2.

EMOTIONAL

STABILITY情感上的超越

3.

4.

YourKeytoEnthusiasm

激情的关键

B.Fourareasofgoalsetting

目标