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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,二级,三级,四级,五级,2019年12月11日星期三4时19分28秒,#,销售技巧培,训,训,主讲人：李,怀,怀勇,上海诺华动,物,物保健有限,公,公司,2002.6.7,主要内容提,示,示,积极的思维,如何设定您,的,的目标,Successfulcommunicationgetsto:,成功的沟通,能,能达到:,WinWin,Positive Thinking,积极的思维,方,方式,双,赢,赢,The Win-Win Situation,双赢的情景,Dontcriticise,judge orcomplain,不要,批,批评,评,评判,或,或抱,怨,怨,Showhonestappreciation,表现,出,出你,的,的诚,意,意,Talkabouttheircontribution,谈论,别,别人,的,的贡,献,献,Usepeople,snames,使用,别,别人,的,的姓,名,名,Smilewhenappropriate,适当,的,的时,候,候请,微,微笑,Furtherreading:DaleCarnegie:Howtomakefriends,andinfluencepeople,请参,阅,阅:DaleCarnegie:如,何,何交,友,友及,影,影响,他,他人,Rulestokeeppositive,保持,积,积极,的,的要,领,领,Ifyoufeartheworst?Yougetit,如果,你,你总,是,是担,心,心最,糟,糟糕,的,的情,况,况会,发,发生?,那,那它,肯,肯定,发,发生,Listallpossiblereasonsforsuccess.,列出,所,所有,取,取得,成,成功,的,的可,能,能原,因,因.,Convinceyourselffirst!,首先,说,说服,你,你自,己,己!,Self-fulfillingprophecies,自我,实,实现,预,预见,Benice,做到NICE,N,ow:,Ilivetoday,notinthepastorfuture,N,ow:我生,活,活在,今,今天,不,是,是过,去,去或,将,将来,I:,acceptthatnobodyunderstandsme,I:,承认,没,没有,人,人了,解,解我,C,ourage:,Istandupformybeliefs,C,ourage:我为,我,我的,信,信念,挺,挺身,而,而出,E,xpectations:,Iwillreachmygoal,E,xpectations:我会,达,达到,我,我的,目,目标,Furtherreading:Dyer:YourErogenousZones,Icancontrolmythoughts,我能,控,控制,我,我的,思,思想,Myfeelingscomefrommythoughts,我的,感,感觉,源,源于,我,我的,思,思想,Icandecidetobehappy,pleasant.or!,我能,感,感觉,快,快乐,高,兴,兴,或,或!,Choices,选,选,择,择,Takeslessenergythan,微笑,比,比忧,愁,愁省,力,力得,多,多,Peoplewhosmilefeelbetter!,经常,笑,笑的,人,人感,觉,觉更,好,好!,Askfor100;youcansettlefor10,要求,得,得到100;,你,你可,以,以搞,定,定10,Askfor10;youllneverget100,要求,得,得到10;,你,你永,远,远得,不,不到100,ThinkBIG,“狮,子,子大,开,开口,”,”,Problems,opportunitiesandchoices,问题,机,会,会和,选,选择,Allproblemscanbeseenasopportunities,所有,的,的问,题,题会,被,被视,作,作机,会,会,Islifefullofproblemsoropportunities?,生活,中,中充,满,满了,问,问题,还,还是,机,机会?,Thechoiceisyours,选择,由,由你,来,来做,Therearenoproblems,没有,问,问题,Apositivereactionindicatesinterest,正面,的,的回,应,应说,明,明了,顾,顾客,的,的兴,趣,趣,Findoutmoreaboutthatinterest,关于,顾,顾客,的,的兴,趣,趣多,谈,谈一,些,些内,容,容,After2-3positivesgoforaclose,在2-3,个,个正,面,面回,应,应后,争,取,取缔,结,结,Pickuponthepositive,截取,正,正面,Mostnegativesare,“,“smoke”,大部,分,分的,负,负面,都,都是,烟,烟幕,Simplyignoreoracknowledge,不理,负,负面,Reverttothepositive;sticktoyourgoal,回到,正,正面;坚,持,持你,的,的目,标,标,Ifanegativecomes3times,handleit,如果,负,负面,出,出现,三,三次,正,面,面回,答,答,Ignorethenegative,不理,负,负面,Ifyoupickuponnegatives,如果,你,你截,取,取了,负,负面,Yougetdrawnintoconflict,你将,陷,陷入,正,正面,冲,冲突,Youneverreachyourobjective,你永,远,远达,不,不到,你,你的,目,目标,Youfeelnegative,你感,觉,觉很,糟,糟糕,Remembertheobjective,记住,你,你的,目,目标,Seekingclarification?Answer,要求,澄,澄清?,回,回,答,答,Seekingconfirmation?Answer,要求,确,确认?,回,回,答,答,Seekingdetails?Postpone,要求,细,细节?,暂,暂,缓,缓,Seekingcontrol/diversion?,Getbackontrack,要求,控,控制/转,移,移话,题,题?,回,回到,主,主题,Handleinterruptions,如何,处,处理,话,话题,被,被打,断,断,拜访,目,目标,什么,是,是拜,访,访目,标,标？,为什,么,么要,必,必须,设,设立,拜,拜访,目,目标,？,？,Objectives,目,目标,Only those whohave agoalever getthere,有明确,目,目标的,人,人,才有可,能,能达到,目,目标,MartinLuther,马丁,路,路德,Vision:,远景,Visual,视觉,Rightbrain,右脑,orheart,或“心,”,”,(Pictureand,feeling of winning),（图片,和,和获胜,的,的感觉,）,）,Objective:,目标,Factual,事实,Left brain,左脑,orhead,”,”,或“头,”,”,(Logicand,factse.gtime),（逻辑,和,和事实,，,，如时,间,间）,Allgoalshavetwoparts:,所有的,目,目标均,包,包含两,个,个方面,：,：,Objectives andVisions目,标,标和远,景,景,Successful peoplehave vision.Theyask,成功人,士,士均具,有,有前瞻,性,性。他,们,们会问,HowwillI knowImade it?,我如何,知,知道我,可,可以做,得,得到？,HowwillI measureit?,我如何,衡,衡量？,HowdoIimagine it(picture)?,我如何,想,想象（,图,图片）,？,？,ObjectiveQuestions,关于目,标,标提出,问,问题,Focusonthepositivepicture(meatthe goal),注重积,极,极的方,面,面（我,的,的目标,）,）,Avoidthedouble negative(I willnot giveup)*,避免双,重,重否定,（,（我不,会,会放弃,）,）*,IntegrateOBJECTIVEandVISION,融合“,目,目标”,和,和“远,景,景”,*Givingupbecomes aself-fulfilling prophecy,放弃意,味,味着“,自,自我实,现,现预见,”,”,VisualObjectives,形象化,的,的目标,拜访目,标,标,目标必,须,须是SMART,Specific,具,具体,Measurable,可,可测,量,量,Ambitious,积,积极,Realistic,真,真实,Triggering-positive,正,正,面,面行动,SMART,S,pecific:donotmix withothergoals,明确：,不,不和其,他,他目标,混,混淆,M,easurable:so youknow if youmade it,可衡量,：,：明白,自,自己是,否,否已达,到,到目标,A,mbitiousandagreed:tomotivateyou,有雄心,并,并且相,信,信：鼓,励,励自己,R,ealistic:toavoiddemotivation,现实：,避,避免灰,心,心,T,rackable:tomeasureprogressontheway,可追溯,：,：评估,在,在前进,道,道路上,取,取得的,进,进展,Logical Objectives,逻辑性,目,目标,AchievingObjectives,达到目,标,标,Writethem down(stops youcheating),记录在,案,案（避,免,免“自,欺,欺欺人,”,”）,Checklogical objectivesmatchvision,检查逻,辑,辑目标,是,是否与,远,远景一,致,致,Measure performance andplan improvement,评估表,现,现及计,划,划改进,措,措施,PPP,Planning,Preparationand Practice,计划，,准,准备和,实,实践,80%ofsuccessdepends on,80%,的,的成功,取,取决于PPP,Planning,计划,Preparation,准备,Practice,实践,Ifyoufailtoplan,youplantofail,失败的,计,计划，,即,即计划,的,的失败,谢,谢,谢,11月-2216:17:2116:1716:1711月-2211月-2216:17,16:1716:17:2111,月,月-2211,月,月-2216:17:21,2022/11/716:17:21,9,、静夜四,无,无邻，荒,居,居旧业贫,。,。11月-2211月-22,Monday,November7,2022,10,、雨中,黄,黄叶树,，,，灯下,白,白头人,。,。16:17:2216:17:2216:17,11/7/20224:17:22PM,11,、以我独沈,久,久，愧君相,见,见频。11月-2216:17:2216:17,Nov-2207-Nov-22,12,、,故,故,人,人,江,江,海,海,别,别,，,，,几,几,度,度,隔,隔,山,山,川,川,。,。,。,。16:17:2216:17:2216:17,Monday,November7,2022,13,、乍见,翻,翻疑梦,，,，相悲,各,各问年,。,。11月-2211月-2216:17:2216:17:22,November7,2022,14,、他乡,生,生白发,，,，旧国,见,见青山,。,。07,十,十一月20224:17:22 下
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