Integrity Selling SKills

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1、SellingSkills销售技巧SellingSkillFeatures特点1.Stepbystep有步骤2.ListenvsSpeak听与说的比例3.Interviewisthemost…采访是最关键的4.ObjectionManagement异议管理5.VersatileStyle灵活的形式Approach接近Interview面谈Demonstrate演示6StepsofIntegritySellingSkillsAIDvalIdateNCValidate验证Negotiate磋商Close成交YoulistenAIDINCYoutalkTimeIntegritySellingSte

2、psTheUniquenessofIntegritySelling1.Stepbystep有步骤2.ListenvsSpeak听与说的比例3.Interviewisthemost…面谈是最关键的4.VersatileStyle变通的形式Whataretheingredientsofsuccessfulsalespeople?TOr技巧+态度AechniquetitudeFormulaforSalesPowerProductknowledge知识+Salesknow-how技能+Persuasiveability说服力XAchievementdrive成功的欲望=SalespowerAttit

3、ude--AchievementDrive态度是驱动力ThePowerofSalesmen:Step1.ApproachPeople接近客户是第一步（opening)目的——Gaintrust,rapportwithpeople赢得信任，营造和睦的氛围。Breakpreoccupation打破客户对你的偏见Reducedefensiveness减低客户的戒备心态ActionGuideforApproach1.Turntheworldoutandpeoplein敞开心扉2.Putthematease营造轻松的谈话环境3.Getthemtalkingaboutthemselves让客户谈论自身H

4、oldeyecontact,listentohowtheyfeel目光交流，聆听感觉Cases&videoCommunicationEffectivenessWordsyousay你的语言内容Howyousaythosewords你的表达方式Bodylanguage你的肢体语言Dr.AlbertMehrabianUCLA7%38%55%In-fieldSituationDiscussion列出拜访中常见的场景Listingyourin-fieldsituation1、有足够的时间并有预约Makeappointmentbeforehand2、全新的客户NewAccount3、专程解决负面问题O

5、bjectionManagement……Others我们该怎么做？Recap--WhatWeLearnSoFarAIDINCSalesPowerApproachEffectiveness上路吧！Step2:Interview面谈Discoverpeople’swantsandneeds发掘他们的需求Listen80%vsSpeak20%倾听80%VS讲述20%Objectivesofintervie目标—发现需求Furtherputpeopleatease使人们更轻松Getthemtalkinganduslistening他们谈我们听Helpthemdiscover,verbalizenee

6、ds让他们发掘、表示需求Puttheminapositionofsellingthemselves让他们销售他们自己ActionGuidesforInterview1.Askopen-endedquestionsthatdrawoutneeds询问开放性的问题2.Listentoandparaphraseallpoints,writedown倾听并阐述所有要点并记录3.Identifydominantneedsandgetagreement辨别主导的需求并寻求共识（确认）4.Assurepeoplethatyouwanttohelpthem使他们确信你可以帮助他们。Cases&videoKn

7、owYourCustomers了解你的客户Whatthey’vebeenusing正在用Whatthey’relookingforthattheyhaven’tfound正在找但没找到Whatproblemstheywanttosolve问题What’stheirdegreeofinterest兴趣程度Whatquantitytheypurchase采购量Whatbudgetorpricerange预算Who