医药行业销售培训--销售技巧培训(ppt).pptx

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1、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

2、 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

3、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 Erog

4、enous 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

5、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 Fin

6、d 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I

7、gnore 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

8、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

9、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

10、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

11、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