文档介绍：Today’sAgenda今日事项ConsultativeSelling–AProcess咨询式销售——munication–APlan沟通——一份计划*Selling?销售?HowmanypeoplehereareSalesProfessionals?HowmanypeoplehereareBusinessOwners?HowmanypeoplehereWorkforsomeoneelse?这里多少人是销售专家?这里多少人是企业家?这里又有多少人是为他人工作的?,ortohaveajob,ortoownabusinessrequiredeachofustoeithersellourskillstoanemployer,panytoanotherpersonsotheywouldgotoworkforyou…被雇佣的,上班族,自己拥有企业的,我们每一个人都需要向雇主销售我们的技能,或者向他人销售公司的利益,这样人们才能为你工作…*ConsultativeSelling?咨询式销售Whilethefundamentalsofsellingmayremainconstant,we,assalespeople,maynot!虽然销售的基本原理是一成不变的,但是我们,销售的人不是一成不变的Wemustallcontinueourpilgrimage“bylearning,living,andlooking:我们都必须经历我们的人生旅程“继续学习,生活并展望:Learningfromthepastwithoutlivingthere;学习过去没有经历过的Livinginthepresentbyseizingeachvitalmomentofeverysingleday;and活在当下,抓住每一天每一个重要的时刻;Lookingtothefuturewithhope,optimismandeducation.”带着盼望展望未来,乐观并且不断学习”-ZigZiglar-吉格金克拉*ToWinAtSalesRequiresEffort.努力才能在销售中取胜Whatisselling?什么是销售?,persuadedthem,orencouragedthemtodo,,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。ConsultativeSelling--AProcess咨询式销售——一套流程*You__________,were“BornToWin.”你__________,是“天生大赢家”Buttowinpleaserememberthat“TheWilltoWinIsNothingWithouttheWilltoPrepare.”但是想赢请记住“没有准备,何谈输赢”*ConsultativeSelling–AProcess咨询式销售——一套流程KeyWordstoKnow:需要知道的关键词Attention注意力Interest兴趣Convince确信Desire欲望Close成交**SellByDesign,NotByChance销售是精心设计的,不是偶然发生的Four-StepFormula四步准则NeedAnalysis需要分析NeedAwareness需要意识NeedSolution需要解决方案NeedSatisfaction需要满足*essfulSalesFormula-driven(wants)andneed-oriented(needs)sellingbeginswiththesales通过客户驱动(希望)和需求导向(需求)的营销进行销售professionalprobingtounderstandtheprospect'*-driven(wants)andneed-oriented(needs)sellingbeginswiththesalesprofessionalprobingtounderstandtheprospect'(希望)和需求导向(需要)的销售开始探讨理解客户的