銷售攻心術–如何揣摩客戶的心態提高業績(PPT 79頁)

主要內容
Psyche Selling – How to Get Into the Minds of Customers and Make The Sale銷售攻心術 – 如何揣摩客戶的心態，提高業績
Imagine for a Moment that Anything is Negotiable, Except for Price想象一下如果什麼條件都好商量，就是價格不能降
Elements of Psyche-Selling 銷售攻心術的主要精髓
Understanding the Customer’s Mindset 了解客戶的心態
The Eternal Conflict Between the Salesperson and the Customer 銷售員與客戶之間的永恒矛盾
How does Your Customer Perceive You? 你的客戶對你抱持什麼態度？
What do Your Customers Value? 你的客戶會珍惜什麼價值呢？
How can a Sales Person be of Value to Customers?
How to Educate Your Customers?如何引導客戶
Real Reason to Believe 能說服人的可信度
Sales Psychology
Sales Psychology 銷售心態
The Most Important Characteristic of a Sales Professional專業銷售人員最為重要的特征
Why Plan? 為什麼要作計劃？
Planning Your Sales Strategy 如何策劃你的銷售戰略？
Prospecting for the Right Customer
Prospecting for the Right Customer 尋覓正確的客戶
Ideal Customer Profile 理想客戶特征
Who influences the thoughts and actions of your target prospects? 誰能夠影響你的目標客戶的思想與決策？
What to Say on first Contact?怎樣作首次接觸溝通
Valid Business Reason 合適商務理由
How to Get to the Right Person如何找到相關人士
Why do You Need to Uncover the Needs and “Pains” of Customers BEFORE Presenting Anything為什麼你必須在介紹任何事項之前先挖掘客戶的需求與“痛處”?
Reasons to Ask Questions 為何提問
Uncovering the Needs and “Pains” of Customers 挖掘客戶的需求與“痛處”
Current-Future States 當下與預期的狀況
Highlighting and Intensifying “Pain” Areas 挖掘客戶的 “痛楚”
Expected Paybacks/ ROI 預期的回報
Associated Risks and Obstacles 相關的風險與障礙
Provide Assurance 安撫他們的憂慮
Before Presenting… 在提出方案之前…
Presenting Your Solution 提出你的方案
Example: Presenting Your Solution 舉例：提出你的方案
Why do you need to contact more than one person in the customer’s organisation?
How many people do you need to deal with to close the sale?當銷售接近尾聲時，你需要接觸多少人？
Why so many people are involved in the buying process?為什麼會有那麼多人牽涉到購買過程當中？
Finding Out the Decision Making Structures 了解客戶的決策過程以及幕後勢力
Finding Out the Decision Making Structures了解客戶的決策過程以及幕後勢力
The Influencers of Complex Sales 複雜銷售情況的影響者
The Motivations Behind Each Player 每個角色的購買動機
Understanding the Complex Buying Process 了解客戶的複雜采購過程
Buying Motives (Official) 購買動機(在公)
Buying Motives (Personal) 購買動機(個人)
Buying Motives (CEO) 購買動機(總裁)
Exercise: Mapping Out Each Influencer 練習：理出每個影響者
Getting Help from Your Customers 讓客戶來幫你的忙
Effective Follow Through and Closing 如何跟進以及簽單
Referrals 推薦
Why Negotiate? 為什麼要協商？
BATNA 是你的……
Preparing to Negotiate
Objections Handling 處理反對意見
Empathise 體恤對方
Areas to Clarify On 需要澄清的方麵
Agreement to an Action 解決反對意見
Action Planning行動計劃
Formulating your Action Plan擬定你的行動計劃
Q&A

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