The-Sales-Process销售流程

1、The Sales Process銷售流程:Most business owners would like to focus all their energy on daily business operations and serving existing client demands. Its critical to your success, however, to focus on gaining new business from current and potential customers in order to grow and sustain your company. In

2、 fact, successful entrepreneurs spend about 40 percent of their time in marketing and selling activities. 大多數企業主將把所有精力集中在日常業務運營和服務現有客戶需求上.然而,把重點放在從你現有的和潛在的客戶那裏得到新的業務以促進和維持公司的發展也是您成功的關鍵所在.事實上,成功的企業家將大約40%的時間花費在市場營銷和銷售活動上. Selling: Its a Process銷售:是一個過程 If youve moved from an employee role that didnt

3、involve much selling to owning a business, youve probably had little exposure to the process of selling. If youre new to it, check out the sales tips included in 100+ Marketing Ideas. If youre experienced in sales, you might want to take a moment to glance over the information here to energize your

4、sales skills. 如果您做為一名銷售員卻沒有獲得多少的定單，你可能有必要試著學習一下這套銷售課程。如果您是一名新手,您可以點擊 100+ Marketing Ideas.查看更多的銷售小技巧.即使你在銷售方面很有經驗,你可能也想花點時間來這裏了解些一目了然的信息以此來激發你的銷售技巧. The selling process has six key steps. Virtually every sales interaction will follow these steps, whether it lasts several minutes or several months: 銷

5、售過程有如下6個步驟:實際上每一次的銷售互動環節都遵循這些步驟,不管它是持續幾分鐘還是幾個月. Prospecting 寻找有價值的客户 Initial Contact 初次接觸 Sales Presentation 銷售介紹 Handling Objections 處理異議 Closing the Sale 結束買賣 Follow-Up and Service after the Sale 售後跟蹤服務 Step One: Prospecting第一步：寻找有價值的客戶 Finding qualified prospects for your products or services is

6、the natural first step in the sales process. Click here if you want more information or ideas for finding qualified prospects. 找到有資格購買你的產品並享受到服務的客戶是銷售過程中很自然的第一步。如果你想了解更多的信息或是小建議，你可以點擊：finding qualified prospects Once youve identified prospects, youll want to learn all you can before you approach the

7、m. Fact finding will help you: 一旦你擁有了有價值的客戶，你在與他們接觸之前，需要學習。實況調查將對你很有幫助。 determine your sales approach and plan your sales calls 確認銷售方法和計劃銷售電話 determine which products and services best suit particular prospects 確定那種產品和服務最適合那些特定的客戶。 uncover reasons why you should not pursue some prospects, saving you

8、 valuable time and resources. 找出不跟進部分客戶的原因，從而節約你的寶貴時間和資源。 Step Two: The Initial Contact第二步：初次接觸 When the prospect initiates the contact - Prospects will visit you during normal business hours if you have a store or business location. If you do not have a store, they might contact you by phone, mail,

9、 email, or through your Web site to request information, ask questions and/or to make a purchase. Prospects might also call at odd hours to find out when youre open or where your store is located. Be sure your answering machine message, answering service or Web site answers these questions. 當你在初次與你的

10、客戶聯系的時候，如果你有店面或有工廠的話，他會在工作日的時間裏來參觀或是看廠。如果你沒有店面的話，他會與你通過電話，郵件，電子郵件或是通過網址要求你提供資料,提出問題和/或進行購買.客戶可能會在休閑的時間查找你的營業时间或店面的地址.確保你的接聽留言機,接聽服務或網站能回答以上問題. When you initiate the contact - One of the most common initial contacts is a cold call conducted by phone or in person. A cold call refers to a contact made

11、with prospects who have not indicated they desire the call. Its obviously much more efficientand most say more successfulto conduct cold calls on the telephone rather than to drive around town, but you might have a reason that warrants an in-person cold call on occasion. 當初次接觸的時候,最初次的接觸方式之一是通過電話或當面進

12、行一個冷不防的電話.冷不防的電話是指與那些沒有取得客戶答應的聯系.這顯然更有效並最能成功的說明了用電話方式的聯系而不像駕駛車輛遊走田間.但是你得有個理由來確保你的適時的冷不防的電話. These tips may help you turn cold calls into warm prospects:這些小竅門有助於你將冷不盯防的電話變成親切的交流. First, determine your objective and the purpose of your call. Your purpose may be to make an appointment, to inform, to qu

13、estion, to talk to a certain person, to sell, etc. Additionally, determine if you want to close the sale on the first call or simply pave the way for a later call or sales presentation. 首先確定你的目的和打電話的意圖.你的目的可能是預約,通知,提問,問某個人問題或是出售.此外,還要確認在你首次通話中是否是接近了你的銷售或只是簡單地為你接下來的電話或是銷售現狀做鋪墊. Try to do a little hom

14、ework before the call. If you know someone who may have insight or information about the prospect, call him or her. 在打電話之前,試著做一點准備.如果你知道某些人了解关于这个客戶的信息,那麼就打電話給他/她. Send a fax or mail some information prior to the cold call. Reference the information in the call, but dont open with, Did you get the information I se