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1、销售技巧培训主讲人：李怀勇上海诺华动物保健有限公司2002.6.7主要内容提示4积极的思维4如何设定您的目标Successful communication gets to:成功的沟通能达到:Win WinPositive Thinking 积极的思维方式双 赢The Win-Win Situation 双赢的情景Dont criticise, judge or complain不要批评, 评判或抱怨Show honest appreciation表现出你的诚意Talk about their contribution谈论别人的贡献Use peoples names 使用别人的姓名Smile
2、when appropriate适当的时候请微笑Further reading: Dale Carnegie: How to make friends and influence people请参阅: Dale Carnegie:如何交友及影响他人Rules to keep positive保持积极的要领If you fear the worst? You get it如果你总是担心最糟糕的情况会发生? 那它肯定发生List all possible reasons for success.列出所有取得成功的可能原因.Convince yourself first!首先说服你自己!Self-f
3、ulfilling prophecies自我实现预见Be nice 做到 NICENow: I live today, not in the past or futureNow: 我生活在今天,不是过去或将来I: accept that nobody understands me I: 承认没有人了解我Courage: I stand up for my beliefsCourage:我为我的信念挺身而出Expectations: I will reach my goalExpectations: 我会达到我的目标Further reading: Dyer: Your Erogenous Zo
4、nesI can control my thoughts我能控制我的思想My feelings come from my thoughts我的感觉源于我的思想I can decide to be happy, pleasant.or!我能感觉快乐,高兴 或!Choices 选择Takes less energy than 微笑比忧愁省力得多 People who smile feel better! 经常笑的人感觉更好!Ask for 100; you can settle for 10要求得到 100; 你可以搞定 10Ask for 10; youll never get 100要求得到1
5、0; 你永远得不到 100Think BIG“狮子大开口”Problems, opportunities and choices问题,机会和选择All problems can be seen as opportunities所有的问题会被视作机会Is life full of problems or opportunities?生活中充满了问题还是机会?The choice is yours 选择由你来做There are no problems没有问题A positive reaction indicates interest正面的回应说明了顾客的兴趣Find out more about
6、 that interest关于顾客的兴趣多谈一些内容After 2-3 positives go for a close在2-3个正面回应后,争取缔结Pick up on the positive 截取正面Most negatives are “smoke”大部分的负面都是烟幕Simply ignore or acknowledge 不理负面Revert to the positive; stick to your goal回到正面;坚持你的目标If a negative comes 3 times, handle it如果负面出现三次,正面回答Ignore the negative 不理负
7、面If you pick up on negatives 如果你截取了负面 l You get drawn into conflict你将陷入正面冲突l You never reach your objective你永远达不到你的目标l You feel negative你感觉很糟糕Remember the objective记住你的目标Seeking clarification? Answer要求澄清? 回答Seeking confirmation? Answer要求确认? 回答Seeking details? Postpone要求细节? 暂缓Seeking control/diversio
8、n? Get back on track要求控制/转移话题? 回到主题Handle interruptions如何处理话题被打断拜访目标什么是拜访目标？什么是拜访目标？为什么要必须设立拜访目标？为什么要必须设立拜访目标？Objectives 目标Only those who have a goal ever get there有明确目标的人 才有可能达到目标Martin Luther 马丁 路德Vision: 远景 Visual 视觉 Right brain 右脑 or heart 或“心” (Picture and feeling of winning) （图片和获胜的感觉）Objectiv
9、e: 目标 Factual 事实 Left brain 左脑 or “head” 或“头” (Logic and facts e.g time) （逻辑和事实，如时间）All goals have two parts: 所有的目标均包含两个方面：Objectives and Visions 目标和远景Successful people have vision. They ask成功人士均具有前瞻性。他们会问l How will I know I made it?我如何知道我可以做得到？l How will I measure it?我如何衡量？l How do I imagine it (pi
10、cture)?我如何想象（图片）？Objective Questions 关于目标提出问题Focus on the positive picture (me at the goal)注重积极的方面（我的目标） Avoid the double negative (I will not give up)*避免双重否定（我不会放弃）* Integrate OBJECTIVE and VISION融合“目标”和“远景”* Giving up becomes a self-fulfilling prophecy放弃意味着“自我实现预见” Visual Objectives形象化的目标拜访目标44目标必
11、须是目标必须是SMARTSMART S Specificpecific 具体具体 MMeasurableeasurable 可测量可测量 A Ambitiousmbitious 积极积极 R Realisticealistic 真实真实 T Triggering - positiveriggering - positive 正面行动正面行动SMARTSpecific: do not mix with other goals 明确：不和其他目标混淆Measurable: so you know if you made it 可衡量：明白自己是否已达到目标Ambitious and agreed:
12、 to motivate you 有雄心并且相信：鼓励自己Realistic: to avoid demotivation 现实：避免灰心Trackable: to measure progress on the way 可追溯：评估在前进道路上取得的进展Logical Objectives逻辑性目标Achieving Objectives 达到目标Write them down (stops you “cheating“)记录在案（避免“自欺欺人”）Check logical objectives match vision检查逻辑目标是否与远景一致Measure performance and plan improvement评估表现及计划改进措施PPPPlanning, Preparation and Practice 计划，准备和实践 80% of success depends on 80%的成功取决于PPPl Planning计划 l Preparation准备 l Practice实践If you fail to plan, you plan to fail 失败的计划，即计划的失败
