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销售技巧培训,主讲人：李怀勇,上海诺华动物保健,主要内容提示,积极的思维,如何设定您的目标,Successful communication gets to:,成功的沟通能到达:,Win Win,Positive Thinking,积极的思维方式,双 赢,The Win-Win Situation,双赢的情景,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,谈论别人的奉献,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,If you fear the worst?You get it,如果你总是担忧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,Be nice,做到 NICE,Now:I live today,not in the past or future,Now:我生活在今天,不是过去或将来,I:accept that nobody understands me,I:成认没有人了解我,Courage:I stand up for my beliefs,Courage:我为我的信念挺身而出,Expectations:I will reach my goal,Expectations:我会到达我的目标,Further reading:Dyer:Your Erogenous Zones,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,快乐 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!,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,Problems,opportunities and choices,问题,时机和选择,All problems can be seen as opportunities,所有的问题会被视作时机,Is life full of problems or opportunities?,生活中充满了问题还是时机?,The choice is yours,选择由你来做,There are no problems,没有问题,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,Most negatives are“smoke,大局部的负面都是烟幕,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,正面答复,Ignore the negative,不理负面,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,Seeking clarification?Answer,要求澄清?答复,Seeking confirmation?Answer,要求确认?答复,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,拜访目标,什么是拜访目标？,为什么要必须设立拜访目标？,Objectives 目标,Only those who have a goal ever get there,有明确目标的人,才有可能到达目标,Martin Luther 马丁 路德,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,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,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)*,防止双重否认我不会放弃*,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,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,SMART,Specific:do not mix with other goals,明确：不和其他目标混淆,Measurable:so you know if you made it,可衡量：明白自己是否已到达目标,Ambitious and agreed:to motivate you,有雄心并且相信：鼓励自己,Realistic:to avoid demotivation,现实：防止灰心,Trackable: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,Achieving Objectives 到达目标,Write them down(stops you cheating),记录在案防止“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,评估表现及方案改进措施,PPP,Planning,Preparation and Practice,方案，准备和实践,80%of success depends on,80%的成功取决于PPP,Planning,方案,Preparation,准备,Practice,实践,If you fail to plan,you plan to fail,失败的方案，即方案的失败,
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