医药行业销售培训销售技巧培训

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,*,销售技巧培训,主讲人：李怀勇,上海诺华动物保健有限公司,主要内容提示,积极的思维,如何设定您的目标,Successful communication gets to:,成功的沟通能达到:,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,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,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,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!,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,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,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,要求控制/转移话,题,题?,回,回到,主,主题,Handle interruptions,如何处理,话,话题被打,断,断,拜访目标,什么是拜,访,访目标？,为什么要,必,必须设立,拜,拜访目标,？,？,Objectives,目,目标,Onlythose who havea goal evergetthere,有明确目,标,标的人,才有可能,达,达到目标,Martin Luther,马丁 路,德,德,Vision:,远景,Visual,视觉,Right brain,右脑,or heart,或“心”,(Pictureand,feelingof winning),（图片和,获,获胜的感,觉,觉）,Objective:,目标,Factual,事实,Leftbrain,左脑,orhead”,或“头”,(Logic and,facts e.g time),（逻辑和,事,事实，如,时,时间）,Allgoals have two parts:,所有的目,标,标均包含,两,两个方面,：,：,Objectives and Visions目,标,标和远景,Successful people have vision.Theyask,成功人士,均,均具有前,瞻,瞻性。他,们,们会问,HowwillI knowI made it?,我如何知,道,道我可以,做,做得到？,HowwillI measure it?,我如何衡,量,量？,Howdo Iimagineit(picture)?,我如何想,象,象（图片,）,）？,Objective Questions,关于目标,提,提出问题,Focus onthepositive picture(me atthegoal),注重积极,的,的方面（,我,我的目标,）,）,Avoid the doublenegative(Iwill not give up)*,避免双重,否,否定（我,不,不会放弃,）,）*,Integrate OBJECTIVEandVISION,融合“目,标,标”和“,远,远景”,*Givingupbecomesa self-fulfilling prophecy,放弃意味,着,着“自我,实,实现预见,”,”,Visual Objectives,形象化的,目,目标,拜访目标,目标必须,是,是SMART,Specific,具,具,体,体,Measurable,可,可测量,Ambitious,积,积,极,极,Realistic,真,真实,Triggering-positive,正,正面,行,行动,SMART,S,pecific:donotmixwithother goals,明确：不,和,和其他目,标,标混淆,M,easurable:so you know if you made it,可衡量：,明,明白自己,是,是否已达,到,到目标,A,mbitiousandagreed:tomotivateyou,有雄心并,且,且相信：,鼓,鼓励自己,R,ealistic:toavoid demotivation,现实：避,免,免灰心,T,rackable:tomeasureprogress ontheway,可追溯：,评,评估在前,进,进道路上,取,取得的进,展,展,LogicalObjectives,逻辑性目,标,标,Achieving Objectives,达到目标,Write them down(stops you cheating),记录在案,（,（避免“,自,自欺欺人,”,”）,Check logical objectivesmatch vision,检查逻辑,目,目标是否,与,与远景一,致,致,Measureperformanceandplanimprovement,评估表现,及,及计划改,进,进措施,PPP,Planning,Preparation and Practice,计划，准,备,备和实践,80%of success depends on,80%的,成,成功取决,于,于PPP,Planning,计划,Preparation,准备,Practice,实践,If you failto plan,youplan tofail,失败的计,划,划，即计,划,划的失败,9,、静夜四,无,无邻，荒,居,居旧业贫,。,。12月-2212月-22,Saturday,December 31,2022,10,、,雨,雨,中,中,黄,黄,叶,叶,树,树,，,，,灯,灯,下,下,白,白,头,头,人,人,。,。,。,。04:55:3704:55:3704:55,12/31/20224:55:37AM,11,、以我,独,独沈久,，,，愧君,相,相见频,。,。12月-2204:55:3704:55,Dec-2231-Dec-22,12,、故人,江,江海别,，,，几度,隔,隔山川,。,。04:55:3704:55:3704:55,Saturday,December31,2022,13,、乍见翻,疑,疑梦，相,悲,悲各问年,。,。12月-2212月-2204:55:3704:55:37,December31,2022,14,、他乡生,白,白发，旧,国,国见青山,。,。31 十,二,二月 20224:55:37,上,上午04:55:3712月-22,15,、比不了得,就,就不比，得,不,不到的就不,要,要。十二月 224:55,上,上午12月-2204:55,December 31,2022,16,、行动出,成,成果，工,作,作出财富,。,。2022/12/31 4:55:3704:55:37,31 December2022,17,、,做,做,前,前,，,，,能,能,够,够,环,环,视,视,四,四,周,周,；,；,做,做,时,时,，,，,你,你,只,只,能,能,或,或,者,者,最,最,好,好,沿,沿,着,着,以,以,脚,脚,为,为,起,起,点,点,的,的,射,射,线,线,向,向,前,前,。,。,。,。4:55:37,上,上,午,午4:55,上,上,午,午04:55:3712,月,月-22,9,、,没,没,有,有,失,失,败,败,，,，,只,只,有,有,暂,暂,时,时,停,停,止,止,成,成,功,功,！,！,。,。12,月,月-2212,月,月-22,Saturday,December31,2022,10,、很多事情,努,努力了未必,有,