如何有效提高终端销售培训(共80页).ppt

1、This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.如何提高终端销售acer 3C卖场销售人员培训This document is the intellectual property of Acer

2、Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.目录 完美销售流程30分钟 了解你的顾客 80分钟 推荐你的产品45分钟 解答顾客疑惑30分钟 Q&A 5分钟This document is the intellectual property of Acer Inc, and was cr

3、eated for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.培训形式讨论分享小组竞赛畅所欲言积分兑奖This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be m

4、odified, organized or re-utilized in any way without the express written permission of the rightful owner.分组进行中 选出你最信任的人当组长 组长带领团队，起一个积极、响亮的组名，并把组名写在前面的白板上 第一名500分 第二名400分 第三名300分This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be mo

5、dified, organized or re-utilized in any way without the express written permission of the rightful owner.完美销售流程什么是销售完美销售七步曲常用销售方法This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way withou

6、t the express written permission of the rightful owner.什么是销售 物、物交换 物、货币交换 物、服务、货币交换 销售就是介绍商品提供的利益，以满足客户特定需求的过程This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express writt

7、en permission of the rightful owner.完美销售七步曲积极准备亲切招呼诊断需求产品推荐解答疑问建议购买完美服务了解你的顾客推荐你的产品解答顾客的疑虑This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the

8、 rightful owner.听听问问看看常用销售方法This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法你看到了什么你看到了什么This document is the intelle

9、ctual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 看什么？ 顾客的眼神 顾客的面部表情 顾客的肢体语言 看随行者的身份 随行者的表情 随行者的肢体语言 顾客的穿着打扮 不看什么 顾客的穿着打扮This document is the int

10、ellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 怎么看？ 用眼睛 用心 不带任何偏见的去看 看出什么 神态/年龄 言行举止 兴趣所在 性格特点 经济状况 对产品及推荐的反应 对流行及科技因素的认知This document is

11、the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 小练习 请根据以下几张照片判断其内心的感受This document is the intellectual property of Acer Inc, and was

12、 created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 听 听的障碍 听的技巧听听This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not b

13、e modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 你听到了什么？This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the

14、express written permission of the rightful owner.常用销售方法 听的障碍 外在因素 环境嘈杂 对方反应 内在因素 工作态度 疲倦 压力 分心 抑郁This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission

15、 of the rightful owner.常用销售方法 听的技巧 集中精力：排除干扰、随时提醒自己交谈的目的 开放的姿态：克服偏见及情绪、不急于判断 积极回应：鼓励性语言、重复、澄清 适当的身体语言：示意周围安静、拿出笔记本、身体前倾、微侧身、眼神交流、点头、微笑This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way w

16、ithout the express written permission of the rightful owner.常用销售方法 问 问的目的是什么 怎么问问问This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightfu

17、l owner.常用销售方法 问的目的 更多地了解顾客需求 挖掘顾客潜在需求This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.常用销售方法 情景小品 请现场上台两男两女协助完成。开放式开放式情景对话

18、：男：小姐，今晚你有空吗？女：没空！男：为什么没空？女：约人了！男：约谁了？女：你管不着！男：摆什么臭架子！女扬长而去封闭式封闭式情景对话：男：小姐，看你不着急走，是不是不用回家吃饭啊？女：是啊！男：有人请你吃饭吗？女：没有！男：不如我请你吃饭怎样？女：好啊！This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way witho

19、ut the express written permission of the rightful owner.常用销售方法 开放式问题 用于了解详情 您对哪方面的产品比较感兴趣 您喜欢什么样的产品？ 封闭式问题 引导话题方向和结果 红色和白色您选哪个颜色？ 我帮您演示一下这款产品的功能，可以吗？ This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utili

20、zed in any way without the express written permission of the rightful owner.常用销售方法 问的技巧 开始话题时问题不要太大，要问小YES的问题 不可连续问 要边问，边简单回应 要让顾客感到问的目的是帮他挑选更适合他的产品（我们这季新品一共有十多款，我要帮您选择更适合您的产品）This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modif

21、ied, organized or re-utilized in any way without the express written permission of the rightful owner.听听问问看看常用销售方法This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express w

22、ritten permission of the rightful owner.了解你的顾客了解客户的重要性客户的类型挖掘需求This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.了解顾客的重要性 顾客

23、不买帐的原因 不了解顾客的真实需求This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 试试总结图中四人的性格特征 唐 僧：细致，敏感，悲观 孙悟空：坚定，果断，自负 猪八戒：活泼，热情，多

24、变 沙 僧：平稳，随和，寡言 你最像谁？ 你身边有谁跟他们很像？This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 小练习- 请根据以下视频对人物进行分析- 简单描述一下主人公做了什么-

25、简单的讲述你对这样的客户有什么样的感受- 请讲述类似的经验This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型This document is the intellectual proper

26、ty of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 冲动型 特点：事先完全无购买愿望、临时决定购买、背离正常选择，突发性的行为，“一时兴起”或“心血来潮” 如何应对：给予肯定、鼓励、赞赏This document is the intellectual propert

27、y of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.如何有效的沟通客户类型分析This document is the intellectual property of Acer Inc, and was created for demonstration purposes onl

28、y. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 理智型客户 特点：理智，有原则，有规律，比较细心，清楚的知道自己想要的是什么 对应方法：坦诚、直率的交流，不夸大其词，实事求是，承诺自己能做到的This document is the intellectual property of Acer Inc, and was created for demonstration purposes

29、 only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.如何有效的沟通客户类型分析This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in an

30、y way without the express written permission of the rightful owner.客户的类型 贪婪型客户 特点：讨价还价对他们更有吸引力、喜欢不停的试探对方的余地、想各种方式达到自己的目的。 对应方式：尽力不让步、做出为难的样子、 赠送赠品、 使其有紧迫感This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-u

31、tilized in any way without the express written permission of the rightful owner.如何有效的沟通客户类型分析This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of

32、the rightful owner.客户的类型 挑剔型 特征：多数年纪较大、女性居多；对产品总是不满、有很多抱怨 应对方式：认真听其抱怨、对其提出的问题进行赞赏 可以让起亲身感受产品、以实例说明This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permissio

33、n of the rightful owner.如何有效的沟通客户类型分析This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 任务型客户 特点：帮他人购买、因需求购买、不在乎过多的细节、只

34、关注是否与他的需求相符。 对应方式：设身处地、鼓励、 热情并真诚的帮助对方This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户的类型 冲动型 理智型 贪婪型 挑剔型 任务型This documen

35、t is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.挖掘需求 顾客需求 表面需求 潜在需求This document is the intellectual property of Acer Inc, and was cre

36、ated for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.挖掘需求 李老太买李子This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, o

37、rganized or re-utilized in any way without the express written permission of the rightful owner.挖掘需求 常用的需求了解方法 您是想看台式机还是笔记本？ 您对台式机外观上有特殊要求吗？我们新推出一体机电脑。 您是自己用还是全家人一起用？ 您买电脑主要做什么用？玩游戏都玩什么类型的游戏？ 除了您刚才所说的需求外，对电脑还有特殊的要求吗？ 那您是想要一台。的电脑对吗？This document is the intellectual property of Acer Inc, and was creat

38、ed for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.不要被顾客表面需求迷惑 大部分的顾客需求是表面的 我们需要挖掘需求背后真正的问题 顾客要的是解决问题的产品 顾客常用需求语 你这有XXX型号的本吗？ 我想要独立显卡的笔记本。 我要三核的产品。 我要最便宜的电脑。 我要性价比最好的。This document is the intell

39、ectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.卖场用户对产品的需求都有哪些？笔记本Mini 小本性能要强大外形要轻薄续航时间长扩展接口全散热要够好服务要完善质量要可靠。外形要轻薄续航时间长散热要够好价格要便宜服务要完善质量要可靠。This docu

40、ment is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.卖场用户对产品的需求都有哪些？（续）性能要强大价格要便宜屏幕要够大接口要齐全散热要够好服务要完善质量要可靠屏幕要够大体形要精致性能要强大散热要够好接口要齐全服务要完善

41、质量要可靠台式机一体机This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.挖掘深层次需求的方法 肯定客户的需求，赞赏用户的选择 反问用户关注该需求背后的原因 您是因为有特殊用途考虑独显吗？ 您是有什么

42、特殊应用想要三核？ 您刚才说喜欢玩游戏，是玩魔兽吗？ 您刚才说经常出差，那一定希望电池 续航时间长吧。 根据您刚才的需求描述，其实这一款 更适合您。This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.

43、了解你的顾客 了解顾客的重要性 了解顾客的类型 冲动型、理智型、贪婪型、挑剔型、任务型 挖掘顾客需求 表面需求、潜在需求This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.推荐你的产品推荐产品要针对需

44、求FABE法则FABE法则的应用This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.我们常常如何介绍自己销售的产品？ 顾客： 这个电脑什么配置？ 促销员：这个电脑是1G的内存，160G的硬盘，内置光驱

45、，指纹识别器 ，独立显卡；3个USB接口，自带正版Windows操作系统，酷 睿2代双核处理器，一年免费部件和人工保修，送修 顾客： 那这台呢？ 促销员：This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful own

46、er.看到它，你会想到什么？荣耀与历史外观与内饰整车尺寸颜色内饰科技装备智能科技辅助系统动力与安全功率与扭矩主动安全被动安全定员：7人This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.看到它，你又会

47、想到什么？This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.客户真正需要的是什么产品满足客户需要的产品客户的需求我们的产品This document is the intellectual prop

48、erty of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.我们要有针对性地介绍产品猫先生的故事This document is the intellectual property of Acer Inc, and was created for demonstration purp

49、oses only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.FABE法则 因为。所以。从而。您试试？因为。所以。从而。您试试？E 产品特点产品特点Feature优点优点Advantage好处好处Benefit证据证据EvidencThis document is the intellectual property of Acer Inc, and was created for demonst

50、ration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.FABE应用案例This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-util

51、ized in any way without the express written permission of the rightful owner.FABE小练习 将你看到的“物品”以FABE讲述This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permis

52、sion of the rightful owner.FABE法则的应用 请找出以下产品的卖点；并用FABE的方法进行介绍 AM3850 AZ3730 AS4741G AS4738ZG AS4552G AOD255 eM728 AS4820TG 每组一个产品，抽签决定This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way w

53、ithout the express written permission of the rightful owner.FABE法则的应用 AM3850可抽取式硬盘座（可选配）高级阻尼式进出仓门炮筒式3D散热黑色高贵型压花面板2010年全新家族外观设计，时尚晶透蓝开关顶置USB、音频接口、便捷收纳盒intel主流双核支持DX11的ATI独显2G DDR3内存500G硬盘三年有限保修 一年硬件上门服务前置多合一读卡器经典时尚的镜面设计This document is the intellectual property of Acer Inc, and was created for demons

54、tration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.FABE法则的应用 AZ3730高感光摄像头与前置麦克风黑色核桃木质感边框亮银底座多功能浮萍式键盘与光电鼠标，键盘可收纳设计幽蓝背景灯及4个功能按键、开关键多路风道，分区散热寸16：9 FULL HD 高清屏，采用Acer丽镜屏技术全新intel主流双核支持DX11的ATI独显2G DDR3内存500G硬盘三年

55、有限保修 一年硬件上门服务杜比三代家庭影院环绕认证北欧简约风格一体化设计This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.FABE法则的应用 AS4741G-最新酷睿i系列-1G独显（GT415M支

56、持DX11)-2G DDR3 内存-320G500G640G 硬盘-16:9高清丽镜LED背光屏-Win7操作系统Linux-多点触控板-Acer无线增强技术-130像素Acer 高感光摄像头-HDMI输出端口-时尚的网格凹刻纹理-腕托采用金属拉丝质感工艺-浮萍式键盘-Acer快速充电技术-三年有限保修，一年ITW旅行者服务This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organize

57、d or re-utilized in any way without the express written permission of the rightful owner.FABE法则的应用 AS4738ZG-Acer无线增强技术-130像素Acer 高感光摄像头-AC面均采用简欧风尚3D网纹设计-浮萍式键盘设计-多点触控板-三年有限保修，一年ITW旅行者服务-最新酷睿i系列处理器/全新intel主流双核-支持DX11的1G/512M独显-2G 内存、500G硬盘-14“高清16：9Acer丽镜LED背光宽屏-HDMI输出端口-Acer快速充电技术This document is the

58、 intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permission of the rightful owner.FABE法则的应用 AS4552G-Acer无线增强技术-130像素Acer 高感光摄像头-AC面均采用简欧风尚3D网纹设计-浮萍式键盘设计-多点触控板-三年有限保修，一年ITW旅行者服务

59、-AMD phenomII 三核移动处理器N830-支持DX11的512M独显-2G 内存、320G/500G硬盘-14“高清16：9Acer丽镜LED背光宽屏-HDMI输出端口-Acer快速充电技术This document is the intellectual property of Acer Inc, and was created for demonstration purposes only. It may not be modified, organized or re-utilized in any way without the express written permiss

60、ion of the rightful owner.FABE法则的应用 AOD255-缤纷多彩时尚外观-intel低功耗平台-含三芯电池，仅1.1kg，厚度仅24mm-超纤薄LED背光Acer丽镜屏幕-93%标准尺寸增大键帽浮萍式键盘-Acer无线增强技术-130像素Acer 高感光摄像头-一体成型超宽多点触控板-标配acer独有的MiniGo电源-产品全球同步，通过多项认证，品质值得信赖-三年有限保修，一年ITW旅行者服务This document is the intellectual property of Acer Inc, and was created for demonstration