銷售密笈

十個(gè)銷售難題之一
買方不尊重銷售人員,導(dǎo)致在銷售過(guò)程中雙方無(wú)法形成信任關(guān)系, 無(wú)法控制銷售進(jìn)程.


銷售可以成為令人敬重的行業(yè),我們應(yīng)當(dāng)幫助客戶發(fā)現(xiàn)并確定他們的需求,獲得雙贏的效果.
十個(gè)銷售難題之二
買方過(guò)早地提出反對(duì)意見(jiàn).


與買方的購(gòu)買需求一致,隨著購(gòu)買階段的變化采用不同的策略.
十個(gè)銷售難題之三
無(wú)法控制銷售進(jìn)程.


了解客戶購(gòu)買行為的變化,了解客戶購(gòu)買個(gè)階段關(guān)心的主要問(wèn)題.
十個(gè)銷售難題之四
令人討厭的電話銷售.


要引起客戶的興趣,提出其面臨的關(guān)鍵商業(yè)或技術(shù)問(wèn)題.
十個(gè)銷售難題之五
買方認(rèn)為許多同類產(chǎn)品與服務(wù)相差不大.


以與眾不同的銷售方式,獲得特別的效果.
十個(gè)銷售難題之六
買方已經(jīng)確定了一些功能需求,沒(méi)有涉及到我們產(chǎn)品的長(zhǎng)處.


幫助客戶發(fā)現(xiàn)并確定他們的真正的需求,擴(kuò)展用戶現(xiàn)有的觀點(diǎn).
十個(gè)銷售難題之七
第一次訪問(wèn)后就無(wú)法控制銷售進(jìn)程.


以書(shū)面的形式總結(jié)會(huì)談紀(jì)要,安排日后的計(jì)劃.
十個(gè)銷售難題之八
難以發(fā)現(xiàn)潛在客戶

創(chuàng)造需求,開(kāi)發(fā)具有潛在需求的客戶會(huì)獲得更多的機(jī)會(huì).
十個(gè)銷售難題之九
在談判中退卻,做出不必要的讓步.


不要做無(wú)條件的讓步
十個(gè)銷售難題之十
銷售人員與其他人配合時(shí),導(dǎo)致買方對(duì)銷售人員能力的懷疑.


銷售要協(xié)調(diào)一致,職權(quán)明確,不要越權(quán).
銷售技巧
獲得與眾不同的銷售方式
于實(shí)權(quán)人物商定銷售過(guò)程.
對(duì)準(zhǔn)客戶的購(gòu)買階段
用產(chǎn)品幫助客戶自己解決問(wèn)題
加入競(jìng)爭(zhēng)，并獲得主動(dòng)
順其自然的獲得訂單


Selling Ideas
People buy from people who empower them, who can create visions for them and take action.
A “Solution” is equivalent to the buyer’s vision.
Diagnose before you prescribe.
Power buys from power (seller needs the power to promise).
Make yourself equal before different
Don’t close before it is closeable.
The buyer must feel good about the process.




























銷售技巧
Selling can be honorable.
The seller must truly believe he can bring value to the potential buyer.
The seller must be willing to tell the truth about his product or service.
The buyer must feel good about the process.
The buyer's expectations must be met.
銷售技巧
Win with intelligent conversation.
sellers need situational fluency: knowledge of how the buyer operates and knowledge of what specific product or service capabilities in his offering match situational with the buyer.















銷售密笈