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销售技巧培训主讲人：李怀勇上海诺华动物保健有限公司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PPPPlanning计划Preparation准备Practice实践Ifyoufailtoplan,youplantofail失败的计划，即计划的失败