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1、Presented by Keith Ahsmuhs AT 学习过去没有经历过的 Living in the present by seizing each vital moment of every single day; and 活在当下，抓住每一天每一个重要的时刻 ； Looking to the future with hope, optimism and education.” 带着盼望展望未来，乐观并且不断学习” -Zig Ziglar -吉格 金克拉,4,To Win At Sales Requires Effort.努力才能在销售中取胜,What is selling? 什么是
2、销售？ The transfer of an idea or thought from one person to another. 是一个人的想法或者观念传递给其他人 The outcome of selling is someone is now doing what you asked them, persuaded them, or encouraged them to do, and they are in agreement with you. 销售的结果是你现在做的，你告诉其他人，说服他们，让他们这样去做，并且人们也同意你所说的按你的意思去做。 Consultative Sell
3、ing - A Process 咨询式销售一套流程,5,You _, were “Born To Win.” 你_, 是“天生大赢家”But to win please remember that “The Will to Win Is Nothing Without the Will to Prepare.”但是想赢请记住“没有准备，何谈输赢”,6,Consultative Selling A Process咨询式销售一套流程,Key Words to Know: 需要知道的关键词 Attention 注意力 Interest 兴趣 Convince 确信 Desire 欲望 Close 成
4、交,7,8,Sell By Design, Not By Chance销售是精心设计的，不是偶然发生的,Four-Step Formula四步准则 Need Analysis 需要分析 Need Awareness 需要意识 Need Solution 需要解决方案 Need Satisfaction 需要满足,9,The Successful Sales Formula成功销售的准则,1. Need Analysis需要分析 Customer-driven (wants) and need-oriented (needs) selling begins with the sales 通过客户
5、驱动(希望)和需求导向(需求)的营销进行销售professional probing to understand the prospects wants and needs.探讨了解专业客户的期望和需求,10,The Successful Sales Formula成功销售公式,1. Need Analysis需要分析 Customer-driven (wants) and need-oriented (needs) selling begins with the sales professional probing to understand the prospects wants and
6、needs.通过客户驱动(希望)和需求导向(需要)的销售开始探讨理解客户的期望和需求。 During Need Analysis, the sales professional will “X-ray” the prospect.在需要分析过程中，专业的销售人员需要对前景进行X光式的扫描,11,People buy what they want when they want it more than they want the money it costs.人们购买他们所需求的东西，当他们觉得他们需要的东西比钱更重要时，他们会舍得花钱。,12,The Successful Sales Form
7、ula成功销售公式,1. Need Analysis需求分析 Customer-driven (wants) and need-oriented (needs) selling begins with the sales professional probing to understand the prospects wants and needs.通过客户驱动(希望)和需求导向(需要)的销售开始探讨理解客户的期望和需求。 During Need Analysis, the sales professional will “X-ray” the prospect.在需要分析过程中，专业的销售人
8、员需要对前景进行X光式的扫描 Professional probing is done with questions.专业的调查需要用问题来完成,13,1. Need Analysis需求分析,1. The Proper Questions Enable You to Gain the Prospects Trust.合适的问题会使你得到客户的信任 2. To Combine Emotion and Logic:把情感和逻辑结合起来 Use “Thinking” and Feeling” Questions.使用“思考”和“感觉”问题 Use the “Choice” Close.使用“选择”
9、成交 Use a “Talking Pad” so the Prospect Can “See” the Idea使用“思考垫”，这样客户能“看到”这个主意 3. The Successful Sales Professional is a Word Merchant and a Picture Painter.成功的专业销售人员是文字的商人和画家,14,1. Need Analysis需要分析,4. Probe the Prospect with Three Kinds of Questions使用三种问题调查客户 Open Door Questions开放式问题 Closed Door Q
10、uestions封闭式问题 Yes or No Questions是或不是问题 5. The Least-Developed Tool of the Professional Salesperson is the VOICE. To Develop this Important Tool:专业人员最未开发的工具是他们的声音 Practice, Practice, and Practice.练习，练习，再联系 Read and Record Your Presentation.阅读，并录制你的演示 Warm Up Before Presenting.演示之前热身 Exaggerate Openi
11、ng Your Mouth.夸张式张开你的嘴 Smile!微笑！,15,16,One more time we are changing everything再一次，我们改变着一切,cell phone video add手机视频添加,18,The Successful Sales Formula成功销售公式,2. Need Awareness需要意识 To See, To Know去看，去了解 To Comprehend去理解 The “light” of Understanding must go on理解之“光必须持续下去,19,2. Need Awareness需要意识,1. Need
12、 Awareness Means:需要意识是指： The Sales Professional Understands the Prospects Wants and Needs.专业的销售人员了解客户的期望和需求 The Prospect Understands their Wants and Needs客户了解他们的需求和需要。 2. To Make the Light Go On for the Salesperson and the Prospect持续地为销售人员和客户提供帮助。 Probe for Areas to Differentiate.调查划分区域 Show the Imb
13、alance to the Prospect.对客户展示不平衡,20,2. Need Awareness需求意识,3. To Discover Areas which Differentiate, Learn Everything Possible About:发现差异区域，尽可能了解以下方面： Your Product.你的产品 You Industry.你的行业 Your Pricing.你的价格 Your Products Application/Use.你们的产品应用或使用。 Your Competition.你的竞争 4. People Dont Care How Much You
14、Know Until They Know How Much You CareAbout Them.人们不关心你知道多少,直到他们知道你有多关心他们。 5. Your Most Powerful Weapon at Proving Imbalance Is The “Tough” Question. Earn The Right To Ask.证明不平衡的最有力的武器是你的“刁钻”的问题。去赢得问问题的权利,21,The Successful Sales Formula成功销售公式,3. Need Solution需要解决方案 A. Lead with need.需求引导 B. Prospect
15、s dont buy products; they buy what the products do for them.客户不买产品，他们买的是产品能为他们做什么 C. Remember: WII-FM = Whats In It For Me? (the prospect). 记住：WII-FM=产品里有什么对我有用？（预期）,22,Need Solution,Need Analysis需求分析 Prospects “Ask”客户“问” Free Phone免费电话 Pay $41 /month每月付41美金 No increase in expense for phone service电
16、话服务费没有增加,Need Awareness需求意识 Who all do you call?你都给谁打电话？ How do you use your phone?如何使用你的电话？ Do you call:你给他们打电话吗？ Friends朋友 Family家人 Work工作单位,23,Need Solution需要解决方案 How to Connect?如何联系？ How to See Grandkids?如何看孙子辈的孩子？ How to share photos?如何分享照片？ How to see live pictures of children?如何看孩子们的现场照片？,Need Solution需要解决方案,Need Analysis需要解决方案 Prospects “Ask”前景“问” Free Phone免费电话 Pay $41 /month41美金/每月 No increase in expense for phone service电话费用没有,Need Awareness需求意识 Who all do you call?你都给谁打电话？ How do you
