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Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,资料仅供参考,不当之处，请联系改正。,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,*,*,资料仅供参考,不当之处，请联系改正。,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,*,*,资料仅供参考,不当之处，请联系改正。,主要内容提示,积极的思维,如何设定您的目标,主要内容提示积极的思维,1,Successful communication gets to:,成功的沟通能达到:,Win Win,Positive Thinking,积极的思维方式,双 赢,Successful communication gets,2,The Win-Win Situation,双赢的情景,The Win-Win Situation,3,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 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,Dont criticise,judge or c,4,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-fulfilling prophecies,自我实现预见,If you fear the worst?You g,5,Be nice,做到 NICE,N,ow:,I live today,not in the past or future,N,ow:,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,C,ourage:,I stand up for my beliefs,C,ourage:,我为我的信念挺身而出,E,xpectations:,I will reach my goal,E,xpectations:,我会达到我的目标,Further reading:Dyer:Your Erogenous Zones,Be nice Now:I,6,I 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!,I can control my thoughts,7,Ask for 100;you can settle for 10,要求得到 100;你可以搞定 10,Ask for 10;youll never get 100,要求得到10;你永远得不到 100,Think BIG,“狮子大开口”,Ask for 100;you can settle,8,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,Problems,opportunities and,9,A positive reaction indicates interest,正面的回应说明了顾客的兴趣,Find out more about 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,A positive reaction indicate,10,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,不理负面,Most negatives are“smoke”Ign,11,If you pick up on negatives,如果你截取了负面,You get drawn into conflict,你将陷入正面冲突,You never reach your objective,你永远达不到你的目标,You feel negative,你感觉很糟糕,Remember the objective,记住你的目标,If you pick up on negatives Re,12,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/diversion?,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,Seeking clarification?Answe,13,拜访目标,什么是拜访目标？,为什么要必须设立拜访目标？,拜访目标什么是拜访目标？,14,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,Objectives 目标Only those who h,15,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）,Objective:,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,Vision:Objective:All goals hav,16,Successful people have vision.They ask,成功人士均具有前瞻性。他们会问,How will I know I made it?,我如何知道我可以做得到？,How will I measure it?,我如何衡量？,How do I imagine it(picture)?,我如何想象（图片）？,Objective Questions,关于目标提出问题,Successful people have,17,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,Focus on the positive picture,18,拜访目标,目标必须是,SMART,S,pecific 具体,M,easurable 可测量,A,mbitious 积极,R,ealistic 真实,T,riggering-positive 正面行动,拜访目标目标必须是SMART,19,SMART,S,pecific:do not mix with other goals,明确：不和其他目标混淆,M,easurable:so you know if you made it,可衡量：明白自己是否已达到目标,A,mbitious and agreed:to motivate you,有雄心并且相信：鼓励自己,R,ealistic:to avoid demotivation,现实：避免灰心,T,rackable: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,SMARTLogical Objectives,20,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,Achieving Objectives 达到目标,21,PPP,Planning,Preparation and Practice,计划，准备和实践,80%of success depends on,80%的成功取决于PPP,Planning,计划,Preparation,准备,Practice,实践,If you fail to plan,you plan to fail,失败的计划，即计划的失败,PPPPlanning,Preparation an,22,
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