1、銷售技巧培訓(xùn)主講人：李懷勇上海諾華動物保健2002.6.7主要內(nèi)容提示積極的思想如何設(shè)定您的目的Successful communication gets to:勝利的溝通能到達(dá):Win WinPositive Thinking積極的思想方式雙 贏 The Win-Win Situation雙贏的情景 Dont criticise, judge or complain 不要批判, 評判或埋怨 Show honest appreciation 表現(xiàn)出他的誠意 Talk about their contribution 議論他人的奉獻(xiàn) Use peoples names 運(yùn)用他人的姓名 Smile

2、 when appropriate 適當(dāng)?shù)臅r候請淺笑 Further reading: Dale Carnegie: How to make friends and influence people 請參閱: Dale Carnegie:如何交友及影響他人Rules to keep positive 堅(jiān)持積極的要領(lǐng) If you fear the worst? You get it 假設(shè)他總是擔(dān)憂最糟糕的情況會發(fā)生? 那它一定發(fā)生 List all possible reasons for success. 列出一切獲得勝利的能夠緣由. Convince yourself first! 首先壓

3、服他本人! Self-fulfilling prophecies 自我實(shí)現(xiàn)預(yù)見Be nice 做到 NICE Now: I live today, not in the past or future Now: 我生活在今天,不是過去或未來 I: accept that nobody understands me I: 成認(rèn)沒有人了解我 Courage: I stand up for my beliefs Courage:我為我的信心挺身而出 Expectations: I will reach my goal Expectations: 我會到達(dá)我的目的 Further reading: Dy

4、er: Your Erogenous Zones I can control my thoughts 我能控制我的思想 My feelings come from my thoughts 我的覺得源于我的思想 I can decide to be happy, pleasant.or! 我能覺得高興,高興 或! Choices 選擇Takes less energy than淺笑比憂慮省力得多People who smile feel better!經(jīng)常笑的人覺得更好! Ask for 100; you can settle for 10 要求得到 100; 他可以搞定 10 Ask for

5、10; youll never get 100 要求得到10; 他永遠(yuǎn)得不到 100 Think BIG “獅子大開口 Problems, opportunities and choices 問題,時機(jī)和選擇 All problems can be seen as opportunities 一切的問題會被視作時機(jī) Is life full of problems or opportunities? 生活中充溢了問題還是時機(jī)? The choice is yours 選擇由他來做There are no problems 沒有問題 A positive reaction indicates i

6、nterest 正面的回應(yīng)闡明了顧客的興趣 Find out more about that interest 關(guān)于顧客的興趣多談一些內(nèi)容 After 2-3 positives go for a close 在2-3個正面回應(yīng)后,爭取締結(jié)Pick up on the positive截取正面 Most negatives are “smoke 大部分的負(fù)面都是煙幕 Simply ignore or acknowledge 不理負(fù)面 Revert to the positive; stick to your goal 回到正面;堅(jiān)持他的目的 If a negative comes 3 time

7、s, handle it 假設(shè)負(fù)面出現(xiàn)三次,正面回答Ignore the negative不理負(fù)面If you pick up on negatives 假設(shè)他截取了負(fù)面 You get drawn into conflict 他將墮入正面沖突 You never reach your objective 他永遠(yuǎn)達(dá)不到他的目的 You feel negative 他覺得很糟糕Remember the objective 記住他的目的 Seeking clarification? Answer 要求廓清? 回答 Seeking confirmation? Answer 要求確認(rèn)? 回答 Seek

8、ing details? Postpone 要求細(xì)節(jié)? 暫緩 Seeking control/diversion? Get back on track 要求控制/轉(zhuǎn)移話題? 回到主題Handle interruptions 如何處置話題被打斷訪問目的什么是訪問目的？為什么要必需設(shè)立訪問目的？Objectives 目的Only those who have a goal ever get there有明確目的的人才有能夠到達(dá)目的Martin Luther 馬丁 路德Vision:遠(yuǎn)景Visual 視覺Right brain 右腦or heart或“心(Picture and feeling of

9、 winning)圖片和獲勝的覺得Objective:目的Factual現(xiàn)實(shí) Left brain左腦or head或“頭(Logic and facts e.g time)邏輯和現(xiàn)實(shí)，如時間All goals have two parts:一切的目的均包含兩個方面：Objectives and Visions目的和遠(yuǎn)景 Successful people have vision. They ask 勝利人士均具有前瞻性。他們會問 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 ima

10、gine it (picture)? 我如何想象圖片？Objective Questions關(guān)于目的提出問題Focus on the positive picture (me at the goal) 注重積極的方面我的目的Avoid the double negative (I will not give up)* 防止雙重否認(rèn)我不會放棄*Integrate OBJECTIVE and VISION 交融“目的和“遠(yuǎn)景 * Giving up becomes a self-fulfilling prophecy 放棄意味著“自我實(shí)現(xiàn)預(yù)見 Visual Objectives 籠統(tǒng)化的目的訪問目

11、的目的必需是SMARTSpecific 詳細(xì)Measurable 可丈量Ambitious 積極Realistic 真實(shí)Triggering - positive 正面行動SMART Specific: do not mix with other goals明確：不和其他目的混淆 Measurable: so you know if you made it可衡量：明白本人能否已到達(dá)目的 Ambitious and agreed: to motivate you有雄心并且置信：鼓勵本人 Realistic: to avoid demotivation現(xiàn)實(shí)：防止灰心 Trackable: to measure progress on the way可追溯：評價在前進(jìn)道路上獲得的進(jìn)展Logical Objectives 邏輯性目的Achieving Objectives 到達(dá)目的Write them down (stops you cheating) 記錄在案防止“自欺欺人Check logical objectives match vision 檢查邏輯目的能否與遠(yuǎn)景一致Measure performance and plan improvem