医药行业销售培训--销售技巧培训(ppt)

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积极的思维如何设定您的目标Successfulcommunicationgetsto:成功的沟通能达到:WinWinPositiveThinking积极的思维方式双赢TheWin-WinSituation双赢的情景Don’tcriticise,judgeorcomplain不要批评,评判或抱怨Showhonestappreciation表现出你的诚意Talkabouttheircontribution谈论别人的贡献Usepeople’snames使用别人的姓名Smilewhenappropriate适当的时候请微笑Furtherreading:DaleCarnegie:Howtomakefriendsandinfluencepeople请参阅:DaleCarnegie:如何交友及影响他人Rulestokeeppositive保持积极的要领Ifyoufeartheworst?Yougetit如果你总是担心最糟糕的情况会发生?那它肯定发生Listallpossiblereasonsforsuccess.列出所有取得成功的可能原因.Convinceyourselffirst!首先说服你自己!Self-fulfillingprophecies自我实现预见Benice…做到NICENow:Ilivetoday,notinthepastorfutureNow:我生活在今天,不是过去或将来I:acceptthatnobodyunderstandsmeI:承认没有人了解我Courage:IstandupformybeliefsCourage:我为我的信念挺身而出Expectations:IwillreachmygoalExpectations:我会达到我的目标Furtherreading:Dyer:YourErogenousZonesIcancontrolmythoughts我能控制我的思想Myfeelingscomefrommythoughts我的感觉源于我的思想Icandecidetobehappy,pleasant...or!我能感觉快乐,高兴…或!Choices选择Takeslessenergythan微笑比忧愁省力得多Peoplewhosmilefeelbetter!经常笑的人感觉更好!Askfor100;youcansettlefor10要求得到100;你可以搞定10Askfor10;you’llneverget100要求得到10;你永远得不到100ThinkBIG“狮子大开口”Problems,opportunitiesandchoices问题,机会和选择Allproblemscanbeseenasopportunities所有的问题会被视作机会Islifefullofproblemsoropportunities?生活中充满了问题还是机会?Thechoiceisyours选择由你来做Therearenoproblems没有问题Apositivereactionindicatesinterest正面的回应说明了顾客的兴趣Findoutmoreaboutthatinterest关于顾客的兴趣多谈一些内容After2-3positivesgoforaclose在2-3个正面回应后,争取缔结Pickuponthepositive截取正面Mostnegativesare“smoke”大部分的负面都是烟幕Simplyignoreoracknowledge不理负面Reverttothepositive;sticktoyourgoal回到正面;坚持你的目标Ifanegativecomes3times,handleit如果负面出现三次,正面回答Ignorethenegative不理负面Ifyoupickuponnegatives如果你截取了负面Yougetdrawnintoconflict你将陷入正面冲突Youneverreachyourobjective你永远达不到你的目标Youfeelnegative你感觉很糟糕Remembertheobjective记住你的目标Seekingclarification?Answer要求澄清?回答Seekingconfirmation?Answer要求确认?回答Seekingdetails?Postpone要求细节?暂缓Seekingcontrol/diversion?Getbackontrack要求控制/转移话题?回到主题Handleinterruptions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Onlythosewhohaveagoalevergetthere有明确目标的人才有可能达到目标MartinLuther马丁路德Vision:远景Visual视觉Rightbrain右脑orheart或“心”(Pictureandfeelingofwinning)（图片和获胜的感觉）Objective:目标Factual事实Leftbrain左脑orhead”或“头”(Logicandfactse.gtime)（逻辑和事实，如时间）Allgoalshavetwoparts:所有的目标均包含两个方面：ObjectivesandVisions目标和远景Successfulpeoplehavevision.Theyask成功人士均具有前瞻性。他们会问HowwillIknowImadeit?我如何知道我可以做得到？HowwillImeasureit?我如何衡量？HowdoIimagineit(picture)?我如何想象（图片）？ObjectiveQuestions关于目标提出问题Focusonthepositivepicture(meatthegoal)注重积极的方面（我的目标）Avoidthedoublenegative(Iwillnotgiveup)*避免双重否定（我不会放弃）*IntegrateOBJECTIVEandVISION融合“目标”和“远景”*Givingupbecomesaself-fulfillingprophecy放弃意味着“自我实现预见”VisualObjectives形象化的目标拜访目标目标必须是SMARTSpecific具体Measurable可测量Ambitious积极Realistic真实Triggering-positive正面行动SMARTSpecific:donotmixwithothergoals明确：不和其他目标混淆Measurable:soyouknowifyoumadeit可衡量：明白自己是否已达到目标Ambitiousandagreed:tomotivateyou有雄心并且相信：鼓励自己Realistic:toavoiddemotivation现实：避免灰心Trackable:tomeasureprogressontheway可追溯：评估在前进道路上取得的进展LogicalObjectives逻辑性目标AchievingObjectives达到目标Writethemdown(stopsyoucheating)记录在案（避免“自欺欺人”）Checklogicalobjectivesmatchvision检查逻辑目标是否与远景一致Measureperformanceandplanimprovement评估表现及计划改进措施PPPPlanning,PreparationandPractice计划，准备和实践80%ofsuccessdependson80%的成功取决于PPPPlanning计划Preparation准备Practice实践Ifyoufailtoplan,youplantofail失败的计划，即计划的失败