《点黄金销售技巧》doc版.doc

25点黄金销售技巧1. Communicating the message that is sound business to trust you.-给客人的承诺一定要做到,不要给客人做不到的承诺2. Asking the right questions-never waste the prospects time3. Taking the lead-进入问题，引导对话，占据主动地位，把客户往自己的方向引导4. Engaging the prospect-谈论自己认识并可以让彼此舒畅的话题-谈论周围环境，缓和气氛-当对方谈到自己，表示对方比较放松，这时要掌握时机-显示出对客人的关心5 Finding key requirements-Find a need and fill it, find a segment, area of expertise, and niche.6. Converting the leads that fall into your lap-缓和气氛，加固彼此关系-不要过早设计生意，试图了解更多信息，关爱对方7. Knowing how to make your product or service fit somewhere else.-让你的产品功能和服务派上用场,也就是开发和做有市场的产品8 Pretending you are a consultant (Because you are)-让自己努力成为专业问题的咨询者，帮客户解决问题（professionally “at home and abroad”）9. Asking for the next appointment while you are on the first visit-了解客户和市场，发现问题，解决问题（Further talk if necessary in person locally）10. Taking notes-图文并茂，touch, hearing, and sight make a difference. Approaching a problem through tactile,visual and aural simuli.You will be in a much better position to come up with solution.11. Creating a plan with each new prospect-询问客人的计划，帮助客人规划产品，规划市场12. Asking for referrals(慎用)-寻找客户身后的客户，让客户直接介绍客户给你认识13. Showing enthusiasm-Show your best image in public14. Giving yourself appropriate credit-适当展现自己的才华，但要谦逊，尽可能让客人觉得你专业，权威15. Telling the truth-To be honest is the best policy. We know.16. Selling yourself on yourself-Motivate yourself, be specific with goals and rewards17. Starting early-让自己提前进入状态,如早上早起，Relaxing, newspaper-shuffling, paperwork-managing,18. Reading industry publications-搜集信息，了解行业19. Supporting your visit the next day-每天的连续剧都会回顾昨天的精彩片断。同理，做生意也需要“承前启后”20. Giving speeches to business and civic group-除了演讲，我进一步理解为参展等商业领域，宣传效率会更佳，达成率潜力更大21. Passing the word when opportunity is appropriate.-潜在客户到处都有，需要用慧眼识出具有潜力的客户，不要放掉任何的off-the-war referrals22. Taking responsibility for presentations that go haywireEx, I know we can help you, can you tell me and show me where things went wrong? .23. Being honest with yourself about the nature of the firm you work forKnow in the marrow of your bones that all your efforts are in line with your value system of y