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1、1,Psyche Selling for Sales Performance Optimizer 销售攻心术 如何优化销售业绩,2,What are some of the biggest challenges you face in doing sales? 您在从事销售时，最大的困惑及挑战是什么？,How would you overcome? 你将如何克服？,3,What is S.A.L.E.S? 什么是销售？,S Seek and qualify 寻找合适的客户 A Ask critical questions, and demonstrate your value to them
2、提问关键问题，并体现价值 L Listen and learn their buying behaviour 聆听以了解对方的购买方式 E Ease concerns to close sale 解除顾虑以完成销售 S - Service and follow through 服务与跟进,4,What is S.A.L.E.S? 什么是销售？,S Seek and qualify 寻找合适的客户,5,Understanding the Customers Mindset 了解客户的心态,Salesman A 销售员 A: Very humble 很谦卑 Full compliance to h
3、is customers whims and fancies对客户千依百顺、唯命是从 Always diligent when working for his customers为客户做事从不怠慢,Salesman B 销售员 B: Very confident 非常自信 Give guidance to the way of thinking of his customers引导客户思想方式 Only do meaningful things for his customers and refuse anything that does not bring benefits 只为客户做有意义
4、的事情，而不干那些效益较低的活,There are two types of salespeople 有两种销售员:,Which salesperson will be more successful? 哪位业务员会更加成功？,6,知己知彼，百战不殆,Know Thyself and Thy Enemy, A Hundred Battles Fought and Not Imperil Any,7,Price vs. Value 价格 vs. 价值,8,What is the Value of Water?,水 值多少钱？,9,What do Your Customers Value? 你的客
5、户会珍惜什么价值呢？,A Value is NOT a Real Value UNLESS the Customer Wants It! 客户所不惜的就不是真正的价值,10,How can a Sales Person be of Value to Customers?,销售员要怎样才能给客户提供价值？,11,How can a Sales Person be of Value to Customers?,39% of a customers decision to buy from your company is based on the effectiveness of the sales
6、 representative 39%的顾客是因为销售人员的表现而决定购买的 Help customers define their problems and help solve them 帮助客户锁定问题所在并给于解决 Help customers make informed choices 帮客户做明智的选择 Help customers resolve concerns about the purchase 帮助客户解决购买的顾虑 Help smoothen the purchasing process 帮助协调购买过程 Help smoothen the implementation
7、 process 帮助协调购买后的执行过程,12,The Most Important Characteristic of a Sales Professional专业销售人员最为重要的特征,Sincerity and Integrity 诚信,13,多算胜少算，而况于无算乎！,If You Fail to Plan, You Plan to Fail!,14,胜兵先胜而后求战 败兵先战而后求胜,The victorious army plans for victory before fighting The vanquished army fights before planning for
8、 victory,15,Why Plan? 为什么要作计划？,“In preparing for battle, I have found plans are useless, but planning indispensable.” “在打仗前的准备阶段，我发现计划没什么作用，但又是不可缺少的。” Dwight D. Eisenhower 埃森豪威尔 (18901969), U.S. general, Republican, politician, president.美国总统、政治家、共和党、将军,16,What do You Need to Prepare before Seeing C
9、ustomers? 见客户前，你需要准备些什么？,17,Prospecting for the Right Customer 找寻正确的客户,The Sales Persons Most Important Resource 销售员最重要的资源,Time 时间,18,Prospecting for the Right Customer 找寻正确的客户,You can choose to spend time on good prospects; Or waste in on lousy prospects 你可以将时间用在有质量的目标客户；也可以耗在烂客户身上,19,Target Custom
10、er and Opportunity Profile 目标客户与契机的特征,Customer type 客户类型: Business nature 商务性质 Company size 公司规模 Decision making process 决策过程 Opportunity type 契机类型: What is the need? 哪方面的需求？ Why the need now? 为何现在有这样的需求？ What are the concerns? 有什么顾虑？ What are the success factors? 需要哪些成功因素？,20,What are your Customer
11、 Segments? 你的客户有哪些分类？,Corporate Rooms 企业住宿 Corporate Catering (Meetings/ Conferences/ Trainings/ D&Ds) 会议、培训、年会 Incentives 奖励 Weddings 婚宴 Other F&B (Luncheons etc.) 其他F&B（如 午餐聚会 等） Tour Groups 旅游团 Individuals 个人,21,What are your Customer Segments? 你的客户有哪些分类？,Booker/ Purchasing Department 订房员/ 采购部 Sa
12、les Department 销售部 Marketing Depratment 市场部 HR/ Training Department 人力资源/ 培训部 Others 其他,22,What do each customer segment value MOST? 每个客户分类最想得到哪方面的价值？,23,Ideal Customer Profile 理想客户特征,What are the ways that you can find theyour ideal customer? 你该如何找到你的理想客户？ Do you have existing customers who match t
13、he profile? 你目前可有客户符合这些理想特征？ Where can you find them? 你在哪儿可以找到这样的客户？ How can you find them? 你该如何找到他们？,24,What is S.A.L.E.S? 什么是销售？,S Seek and qualify 寻找合适的客户 A Ask critical questions, and demonstrate your value to them 提问关键问题，并体现价值,25,How to Get to the Right Person 如何找到相关人士,Who do you usually call?
14、你一般约谁？ Who else can you call? 你还能约其他什么人？ What makes them DONT want to answer your call? 他们为什么不愿意见你？ What makes them want to answer your call? 他们为什么会愿意见你？,26,Who do you call for the initial contact 你刚接触客户时该找谁？,Focus of receptivity 接纳你的人 Focus of dissatisfaction 不满现状的人 Focus of authority 能拍板的人,27,水之行避
15、高而趋下，兵之形避实而击虚,Choosing customers with the least resistance,28,What to Say on first Contact? 怎样作首次接触沟通,Whatever it is, it MUST be Valid Business Reason to the customer! 不管你说什么，都得带给客户合适商务价值！,29,What is the Valid Business Reason? 合适商务理由是什么呢？,Valid to the customer 客户关注的话题 Related to specific business is
16、sues or concerns 能够解决客户商务方面的困惑或挑战 The reason that will make the customer spend time with you 能够让客户花更多时间在你身上的理由,30,Valid Business Reason 合适商务理由,The reason impacts the customers concept of what they want to accomplish, resolve, or avoid 影响客户对他们想要实现，解决或避免的观念的理由 The reason sets your phone call as a high priority for the customer客户把你的电话做优先考虑的理由 The reason answers the question, “whats in it for me?” for the customer 回答客户问的“这对我有什么好处？”的问题 The reason is clear, concise and complete理由需清晰，简练，完整,
