医药行业销售培训--销售技巧培训(ppt).pptx

销售技巧培训主讲人：李怀勇上海诺华动物保健有限公司2002.6.7主要内容提示4 积极的思维4 如何设定您的目标Successful communication gets to:成功的沟通能达到:Win WinPositive 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 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:承认没有人了解我 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 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If you pick up on negatives 如果你截取了负面 l You get drawn into conflict 你将陷入正面冲突l You never reach your objective 你永远达不到你的目标l 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?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达到目标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l How will I know I made it?我如何知道我可以做得到？l How will I measure it?我如何衡量？l 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)*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 形象化的目标拜访目标4 目标必须是SMARTSpecific 具体Measurable 可测量Ambitious 积极Realistic 真实Triggering-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：明白自己是否已达到目标 Ambitious and agreed:to motivate you有雄心并且相信：鼓励自己 Realistic:to avoid demotivation现实：避免灰心 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 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