到有鱼的地方钓鱼

到有鱼的地方钓鱼 —— 长沙 石梅 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 讲 台 事先需准备的工作 一、 教具资料: 1、投影仪一台 2、投影幕布一块 3、白板一块 4、油性笔若干 5、海报纸若干张 6、白板笔若干 7、桌牌(每位学员一盒) 8、练习 9、磁盘三张 10、小奖品若干 11、音响一套 12、音乐碟若干 二、 场地安排 岛屿式: 讲 台 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 课 程 提 要 一、 游戏 道具: 三张磁盘，注意一定要有硬塑外壳; 过程: 告知学员，这三个盒里，有一张磁盘装有与本课程相关的资料，请一名学员来辨别。学员在打开盒子后，首先肯定会淘汰空盒。然后在两张一模一样的磁盘面前无从选择。 讲师这时提出启发性询问:要正确判断是哪一张，是不是需要借助什么工具,(是电脑)但是，即使是给了你这个工具，你是否会使用它, 用途: 说明在要准确把握住市场，必须掌握相应的销售技能。 二、 举例 1、洗澡、做蛋糕: 请一名男性学员回答问题，待学员站起来后，讲师很有礼貌地请该学员告诉大家，他洗澡的过程。学员的回答可能有——先脱衣服，再淋湿身体，再抹浴液，再冲洗。 然后问学员，有没有先淋湿身体，再脱衣服，再抹浴液的事情发生。学员必然回答不可能。 从中告诉学员:什么叫逻辑过程。我们一般不会犯简单的逻辑错误，但是在复杂的行为中，因逻辑错误而导致失败的例子随处可见。 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is “做蛋糕”所希望说明的道理类同与上。先向一名学员请教制作蛋糕的，学员会回答:先„„，再„„，然后„„，最后„„。再询问学员，如果在制作过程中缺少原材料或者次序颠倒，能不能制作出美味的蛋糕,学员一定会表示否定。 2、医疗改革起付线以下部分谈判的例子 某分公司在与当地医改办进行补充医疗保险谈判时，对方要求我公司承保基本医疗改革保险起付线以下的个人自付部分，双方在此问题上僵持不下，谈判出现了僵局。 这种情况下，公司的一位销售能手参与谈判。在谈判中，他指出，医改办要求保险公司承担基本医疗改革自付部分是极为不妥的。 理由在于:保险公司承保基本医疗个人自付部分不仅对保险公司不利，最重要的是，这将给医改办带来重大损失。因为——医疗费用的不断上涨是国家进行医疗体制改革的主要原因，而医疗费用的大幅度增长不仅仅是通货膨胀以及人民健康、医疗意识的增强，其中有一潜在原因，即医疗费用无须个人承担，所以，可以花100元治疗好的疾病往往花上千元，反正无须个人负担。医疗改革后，针对此种情况，国家特设定了个人自付部分，这从一定程度上减少了道德风险的发生，但如果商业保险公司又将这一部分承担起来，就无疑是加大了基本医疗的风险。试想，一名病人，本来花费600元可以治愈，但是由于有保险，他花费了1500元，根据基本医疗的规定，约700元以下个人支付，以上部分至3万元由医疗改革中心承担，3万元以上部分才到商业保险公司。这样，本来医疗改革中心完全是无须支付800元and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 医疗费用的，但由于商业保险公司承担了个人自付部分的费用，导致医改中心损失加大。 听了以上的分析后，医改办立即表示，放弃这一条。谈判得以顺利进行。 3、康泰保险的拒绝话术举例 客户说:我不需要购买重大疾病保险，因为我自己可以存钱。如果治疗大病需要20万元，我一年存2万元，10 年就够了。 话术:是的，你说的不错。利用储蓄的方式一样可以解决大病医疗费用问题。但是，我们来假设一下:一个人，一年存2万元，存足20万元要10 年。但当他存到第5 年时，存折里才10万元，这时，检查出患了重大疾病，还有10万元怎么办,～如果是把这些钱存在保险公司的话，这个问题就迎刃而解了。“疾病是不会等你存够钱才来找你”。 4、某业务员在展业中实施赞美话术时遭遇的尴尬局面 某业务员在拜访客户时，适逢客户心情不佳。业务员赞美道:王总，你的领带真漂亮。客户心烦，扯下领带递给业务员，说，漂亮是吗,送给你～业务员僵。为了缓解局面，业务员又赞美道:王总，您真有儒商风范，看你这支笔多精致。客户一言不发，将笔丢过，闷声道:给你～气氛大僵。业务员灵机一动，立即说，王总，我看你的皮带更好看。客户一愣，随即，两人大笑。 说明赞美话术不可不分场合，不分对象，不顾事实地滥用。 三、 故事 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 1、猫吃辣椒的故事 一日，中南海领导人聚集商讨国家大事。会毕，毛泽东、周恩来、朱德三人闲谈。主席道，今日无聊，吾有一问题请教大家。众人悉耳倾听。主席问，如何让猫吃辣椒,～众人颇觉棘手——湖南人喜食辣椒，但即便是湖南猫亦不食此物，该当何解, 沉思片刻，周恩来发言:容易，将辣椒置于鱼腹即可。主席连连摆手道，不可不可，此乃欺骗。朱德右手做拳状，怒目道，何须如此～拎住猫胫，强塞之，须臾即毕。主席大笑，摇头曰，不可不可，此乃强迫。 两人百思不得其解，问主席有何妙计。主席微笑答曰:只须将辣椒抹于猫排泄处，猫觉火辣难耐，必舔之。辣椒自然食也。 2、开启千斤重门的故事 古时有一国王，年纪大了准备退位。为了保证国家的长盛不衰，他想在退位之前选出一名有勇有谋的大臣继承王位。 一天，国王将所有大臣带到一座巨大的石门边。国王说，这石门内有着一个巨大的宝藏，但是千百年以来，没人能打开。现在，我宣布，能第一个打开石门的人。就是我的王位继承人。所有人开始行动，有用工具砸的，有推的，均无法打开。这时，一位年轻人走到石门边，左右观察，最后，他从密密的青苔中拉出一条铁链，然后，用力一拉，石门缓缓打开。国王拉住他的手，大声宣布:这就是我们新一任的国王。 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 题目:课程的目的、过程、要领、重点 提 示 过 程 / 活 动 / 重 点 注意要点/教具 总计180分 一、 导论 钟 结合自己的经验来1、 讲师自我介绍 说明自我奋斗的重背景:工作范围、入司年资，现任职位，取得的成 叙述(15分要性。 绩，个人寿险成长经验。 钟) 目的:增强学员信心，建立讲师威信。 2、 “到有鱼的地方去钓鱼”的解释 三张磁盘 在解释本堂课的课题前，先做一个小游戏导 入。 对刚才的游戏进行分析: 游戏(5分 首先淘汰空盒——明显市场，无须过多技巧; 钟) 两张一样的磁盘，无从选择——模糊市场， 需要借助技巧(电脑)来判断; 投影片NO2-3 而我们面临的市场，大多是复杂的市场，要 想准确的把握市场，就需要掌握相应的技能和技 巧。本堂课的目的就是:灌输给大家一种全新的、 系统的销售理念，从而让大家在理解和领悟的基础 叙述(5分上，掌握高超的销售技巧。 钟) 二、 推销的理念宣导 1、什么是推销, 首先讲述推销的字面意义，重点强调“推”的 动作，说明推销是主动的行为，不能坐在办公室里投影片NO:6 “守株待兔”。 第二个层面引入“系统”和“逻辑”概念，说叙述(10分 明推销不是一个简单的动作，而是一个完整的、系 钟) 举例:洗澡的过程 统的、精心策划的活动过程。 第三个层面说明专业化推销的重要性。指明， 所谓专业化，就是将系统性地、逻辑化地一件举例:做蛋糕。 事物，尽量减少不必要的环节和犯一些完全可以避 免的错误。 2、为什么要推销,(推销的真义) 先请一位学员发表自己对推销的看法。 投影片NO7-10 学员有可能的看法有:推销不是一种很高尚的发问:你认为你在 职业;推销没有面子——“人求人，低人一等”; 工作之外，有没有 推销很好，可以锻炼自己等等。 提问，发表进行过推销活动, (5分钟) 提示 过程 / 活动 / 重点 注意要点/ 教具 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 以“政治家”、“艺术家”、“教师”、“恋爱”等 为例，说明推销行为是无处不在的。 最后总结出:“推销就是人生，推销就是这个 世界”。 3、什么是最高明的推销技巧, 投影片NO:11 从“猫吃辣椒”的故事中引出:控制别人的思讲故事(5 维才识销售的最高境界。 “猫吃辣椒的故分钟) 控制和影响对方的思维并不是说服对方，这里事” 头没有输赢的概念。 这里的控制指得是如何影响对方的思想，让对 方认同你的观点，最终接受。是一种融合。 叙述(5分 简而言之就是:对方做了他认为应该做的，而 钟) 这个结果正是你所想要的。 让你的思想成为他的思想。 —— 这个理念适用于许多方面。 4、如何控制对方的思维, 投影片NO:12-17 中国有句古话:“知己知彼，方能百战不殆”。 要控制对方，必须先全面了解对方。用在在销 售中，就是要先了解客户的需求，了解客户的价值 叙述(15分 取向。 钟) 记住，是“客户决定了产品的价值。”而不是 我们认为“产品对客户有价值”。 在了解了客户需求的基础上，我们必须对自己 销售的产品有一个全方位的了解，这样才能找到自 己产品与客户需求的结合点。 其实，很多问题都有解决的办法，关键看你是“开启百吨石门的故事引入 否有能力发现。世界上没有真正的“绝症”，只有故事” 找不到治疗办法的医生。 世分阴阳两极，万物相生相克，有生必有死， 有爱就有恨。 举例:“医疗改革能否找到“解药”，则要看我们的悟性和耐性。 起付线以下问题的要学会换一个角度来看待、分析、解决问题。 谈判” 我们来看看在同一个产品的销售上，不同的客 户对价值的看法。 投影片NO:18-25 休息20分钟 三、 专业化销售 提问 提问学员 1、专业化销售有哪几个步骤, 叙述(5分调查——初访——说明——处理拒绝——促成 钟) 重点说明这样的划分是灵活的，只是反映了销投影片NO:27-28 售活动中的几种典型的行为，而并不是机械地规定 必须将我们的每一次销售行为严格划分归类。 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 提示 过程 / 活动 / 重点 注意要点/ 教具 同时，从我们销售的经验可知，销售是由拜访 组成的。 几乎我们销售流程的每一个行为都是通过拜 访来实现。 所以，要获得销售的成功，就是要取得拜访的 成功。 首先我们来看看，什么是成功的拜访。 2、成功拜访的: 研讨(10分首先下发案例(A、B)。要求学员阅读完毕后 钟) 分组讨论，哪一个是成功的拜访，为什么。然后将 案例一(A、B) 讨论结果写在海报纸上，请每组推举一名代表发 表。 总结(3分钟) 讲师总结:在复杂商品的销售中，销售拜访是投影片NO:29 否取得进展是评价成功拜访的重要标准。 明白了什么是成功的拜访后，让我们来了解如 何取得成功的拜访。 3、销售拜访的四个环节 投影片NO:30 热身——调查——阐述能力——获得承诺 4、热身阶段 叙述(10分投影片NO:31 钟) 简要说明热身方法 举例:某业务员实讲师在讲述中，重点对赞美话术进行说明。 施赞美时的尴尬局赞美一定要发自内心，而且必须是对方确实具 面。 备的优点。 —— 学会寻找别人的优点。即使是他打领带 的方式。 叙述(5分钟) 5、调查阶段 提出观点:询问是获得信息的主要方式。 投影片NO:31-35 说明采用询问方式的理由。 说明何时可以不用询问方式。 强调询问问题的目的是发现客户的真实需求， 寻找我们的产品与客户需求的结合点。 投影片放回，结合“最高明的销售技巧”的理 念相互论证。 讨论(8分钟) 投影片NO:36-46 6、如何利用询问开发需求, 案例二(A、B、C) 下发案例二(ABC)表，组织学员进行研讨。 ——讲师总结:在案例中，我们可以发现，询叙述(15分 问是有多种方式的，不同的询问可以带来不同的结钟) 果。一般情况下，我们将问讯分为四个类型:情况 问讯、问题问讯、引申问讯、价值问讯。 讨论(7分钟) 接下来，讲师对四种类型的问讯进行详细说 明。 案例三(ABCD) 说明完毕后，下发案例三(ABCD)，组织学员 讨论，鼓励学员发问。 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is 提 示 过程 / 活动 / 重点 注意要点/ 教具 叙述(2分钟) 7、阐述能力(即:说明阶段) 投影片NO:47-49 对产品的说明一般从三个方面着手:产品的特 性、优点、效益。 在这三个方面中，客户最关心的是效益，即该 产品或服务对我有什么实在的意义，是否可以满足 我的需求, 叙述(10分8、如何处理拒绝, 投影片NO:50-51 钟) 拒绝处理的技能似乎是决定推销成功与否的举例:案例二(C) 关键。 但事实并非如此。我们要记住一个原则:任何 再高明的技巧都只是浅层面的手段，是谓“大象无 形”、“手中无剑，心中有剑”。要能灵活使用技巧， 只有从心里上具备优势。 处理拒绝的第一步，是将拒绝发生的可能性尽 量减低。能灵活使用问讯方法的业务人员完全可以 做到这一点。 ——“不要让客户将拒绝说出来”。 举例:“康泰保险” 当拒绝发生后，用问讯的方式来引导客户发现的拒绝处理话术。 自身的需求。记住:不要与客户争辩，赢了争论对 促成销售没有任何意义。 顾客的思维模式: —— 成人只接受他自己认可的东西。 叙述(5分 投影片NO:52-54 9、促成 钟) 促成是有技巧的，技巧可以加快交易速度，但 是会使降价的可能性增加。 在复杂商品的销售中，千万不可急于求成。 投影片NO:55 介绍成功促成的四步法则。 10、 学习技能的四项黄金准则: 投影片NO:56-57 11、 关于内外竞争的思考 “猫鼠同盟”的故故事说明(3竞争在销售中是随时存在的。而竞争一旦到达事。 分钟) “恶性竞争”的地步，销售者任何一方都会受损。“彩电行业的价格 这是销售人员求成心切而导致的不良后果。 战”。 竞争发展的最高境界是“竞合”。要学会与同 叙述(12分事，甚至与对手合作，创造销售的“双赢”。 投影片NO:58-59 钟) 12、 总结赠言。 and municipal party Committee session plenary session, adding measures, promote the XX economic, social and cultural development. (A) the primary responsibility for fulfilling Party 5 years XX town guided by the 18 the spirit of the party, conscientiously implement the Central eight and three Suns and ten requirements of the provincial, city and County, put thought and action into County, the County Government a major deployment, and the County discipline Inspection Commission plenary session. Seriously studying and implementing the important speech, General Secretary of the Communist Party of China XI Jinping probity guidelines, the CPC disciplinary Ordinance, such as the responsibility of uncorrupted, to realize the Chinese dream built a well-off society has laid a solid political foundation. 1. strongly implementation Central, and provincial, and municipal and County of arrangements deployment, insisted put style clean government and economic development work with deployment, and with check, and with implementation, strong advance four wind highlight problem special regulation, constantly enhanced style clean government and anti-corruption struggle of suffering consciousness, and play consciousness, and responsibility consciousness, insisted to mass line in the of four mirror for guide, find out four wind highlight problem 12 a, effective do has side check side modified, change style, constantly improve political literacy, Strengthening the four winds problem rectification and conscientiously implement both, further efforts to improve the Party Committee on upholding integrity and combating corruption. Established by the Secretary of the responsibility of honest leadership team, and conscientiously implement the responsibility of uncorrupted party, firmly does not scratch clean is dereliction of duty, is