动力对话（Dynamic dialogue）
In marketing, development, and promotion, each communication with the customer is a great opportunity cost. Becau we are visiting the object is not "special" to our host (the "special" contains special time and special consciousness), becau he is a need or opportunity to "arrange" the opportunity to meet and interact with our慷慨激昂的拼音
远期支票
In marketing, development, and promotion, each communication with the customer is a great opportunity cost. Becau we are visiting the object is not "special" to our host (the "special" contains special time and special consciousness), becau he is a need or opportunity and we will arrange the opportunity to meet and interact, and they have the right to withdraw. The sales staff in addition to "ize every opportunity" of the meeting to create opportunities to communicate, and cherish every opportunity to communicate is very important. I often say "uless is harmful", e clients to maintain the effectiveness of language, otherwi it is a great waste, this is a great loss to the sales staff, sales will be "communication opportunity" phenomenon. Therefore, we must grasp the promotion and promotion of each communication.
Communication is often thought of as an exchange of information, which riously distorts the purpo
of communication, especially sales and communication. Only when each ntence (paragraph) is exchanged for information and motivated by belief, communication is powerful and complete, and is a sales communication that does not waste opportunity costs. The author calls the motivating part of sales Communication "dynamic dialogue"".
First talk about the question and answer type of communication, the u of dynamic dialogue.
In communication, customers naturally have questions. If the customer opens his mouth and asks questions, this is actually the best time to communicate effectively. But many salespeople misd the chance. Bad sales staff will be afraid of anti customer questions, or even "betrayed" unable to resist sustain the blows (not professional and lack of confidence in, or customer complain too) "picky" (just to meet the "quality customers"); the more common sales personnel only truthfully. However, the client's question only reflects his own mind map (and you are not the same background), he is lective questioning, but also lective acceptance and understanding of the answer. So you can't just answer. Becau he put the answer to where, how to u, we can not control. So, we often feel that the questions we ask are all in the same ntence. This is becau the thinking of both of us is not on the same line, even though we are concerned about the same thing on the surface".
In fact, customers begin to ask questions, indicating that customers have the need to receive information, which means that the customer "opens the door" and will u the "received information" to carry out new thinking and decision-making. This is a rare opportunity as sales staff need to ize the opportunity to u this "pipeline"". When answering the customer, nd the factual information and the necessary information to the customer.
Specific ca, such as:
The customer asked, "what's your specific supply price? How about your rvice?""
Salespeople don't just answer "how much is the price" and "what does the rvice do?". But we need to tell our customers about the position, becau the price is the fact that our product positioning, the quality of rvice behind, there are our corporate beliefs. What is the context of our positioning? What beliefs are our business? The are exciting messages that need to be explained concily.
"Our price is 5000 yuan per unit.". Positioning belongs to the high-end products, this is why I visit you, becau there are positioning products, his customers should also adhere to the quality and certain "
河开头的四字成语
怎么弹钢琴
Stimulate customers: customers like you should have such products "and" customer should enjoy our such a level of rvice ", and try to tell him the reason why conci and comprehensive.
As a matter of fact, the client only knows how to do the price or the rvice. He takes the answer and how to u it. I think you can guess eight or nine. But we will u this topic "casually" to transmit exciting information. This will enable customers to understand us, but also inspired the customer's "positioning", "faith" resonance or consciousness.
led摄影灯Therefore, when answering customer questions, do not think that customers ask for information only, in order to obtain factual
窗帘学校information, they need to stimulate more information. And more llers, just do the former, but after the customer "clod", and then lect "endless" explanation to stimulate, customers will not have the mind to listen to your "special introduction". Then, a good ller will get rid of the "communication by the customer" (that is, what the customer asks, just to answer his question). Customer questioning is not just about information, it is not a rejection, but a concern, or a lack of awareness of a consumption (investment) awareness. That's why we choo the power dialogue.
2010-11-6 21:37 reply
Post charity
Peach uncle
253 fans
The 2 floor
Besides, power communication is ud when expressing communication.
Many times we need to show our products or programs on our own initiative. Similarly, as long as customers give us time, the ller must grasp this opportunity. In a statement, not only tell the solution, namely realistic topic (factual information), also need to say why to solve this problem, the significance of the topic (excitation information), is to be realistic topic was raid to a high degree, solve it has
expresd "great" significance. Instead of asking questions later, we found out that the customer was "dismissive" of the solution. In fact, the customer is not resist this solution (can not solve the problem), but becau they do not know the significance of solutions (can solve this problem and have much significance), and in the decision of opportunity cost and decision-making risk considerati
ons, also can only choo "refu". So you believe in your product, that's your thing, and you're confident that your words are in place, and that's what you think, and what the customer cares about is what you mean to him. There is no n, he resists, becau you wasted his time and a little emotion he invested, plus what you said was good for him, so the fall is a deception.
Specific ca, such as:
"I'll tell you only one thing - our new product is very simple."!".
This is what the salesperson wants to say, also known as factual information. But the key is, then, too many sales personnel continue to fact information, namely: "we this product operation is how simple."". On the surface, becau there is, but it ems cumbersome, boring or too professional. This time you need a significant topic (excitation information): "than you are currently using the device can save what, improve and improve the significance of what, so I have to introduce you the advantage of our products."
钱王大酒店In the sales statement, if there is no stimulation and promotion of consumption significance, the customer will lo the模式标本
