如何有效提高終端銷售培訓(共80頁).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.如何提高終端銷售acer 3C賣場銷售人員培訓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.目錄 完美銷售流程30分鐘 了解你的顧客 80分鐘 推薦你的產(chǎn)品45分鐘 解答顧客疑惑30分鐘 Q&A 5分鐘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.培訓形式討論分享小組競賽暢所欲言積分兌獎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.分組進行中 選出你最信任的人當組長 組長帶領(lǐng)團隊，起一個積極、響亮的組名，并把組名寫在前面的白板上 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.完美銷售流程什么是銷售完美銷售七步曲常用銷售方法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.什么是銷售 物、物交換 物、貨幣交換 物、服務(wù)、貨幣交換 銷售就是介紹商品提供的利益，以滿足客戶特定需求的過程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.完美銷售七步曲積極準備親切招呼診斷需求產(chǎn)品推薦解答疑問建議購買完美服務(wù)了解你的顧客推薦你的產(chǎn)品解答顧客的疑慮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.聽聽問問看看常用銷售方法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.常用銷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.常用銷售方法 看什么？ 顧客的眼神 顧客的面部表情 顧客的肢體語言 看隨行者的身份 隨行者的表情 隨行者的肢體語言 顧客的穿著打扮 不看什么 顧客的穿著打扮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.常用銷售方法 怎么看？ 用眼睛 用心 不帶任何偏見的去看 看出什么 神態(tài)/年齡 言行舉止 興趣所在 性格特點 經(jīng)濟狀況 對產(chǎn)品及推薦的反應 對流行及科技因素的認知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.常用銷售方法 小練習 請根據(jù)以下幾張照片判斷其內(nèi)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.常用銷售方法 聽 聽的障礙 聽的技巧聽聽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.常用銷售方法 你聽到了什么？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.常用銷售方法 聽的障礙 外在因素 環(huán)境嘈雜 對方反應 內(nèi)在因素 工作態(tài)度 疲倦 壓力 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.常用銷售方法 聽的技巧 集中精力：排除干擾、隨時提醒自己交談的目的 開放的姿態(tài)：克服偏見及情緒、不急于判斷 積極回應：鼓勵性語言、重復、澄清 適當?shù)纳眢w語言：示意周圍安靜、拿出筆記本、身體前傾、微側(cè)身、眼神交流、點頭、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.常用銷售方法 問 問的目的是什么 怎么問問問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.常用銷售方法 問的目的 更多地了解顧客需求 挖掘顧客潛在需求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.常用銷售方法 情景小品 請現(xiàn)場上臺兩男兩女協(xié)助完成。開放式開放式情景對話

18、：男：小姐，今晚你有空嗎？女：沒空！男：為什么沒空？女：約人了！男：約誰了？女：你管不著！男：擺什么臭架子！女揚長而去封閉式封閉式情景對話：男：小姐，看你不著急走，是不是不用回家吃飯啊？女：是??！男：有人請你吃飯嗎？女：沒有！男：不如我請你吃飯怎樣？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.常用銷售方法 開放式問題 用于了解詳情 您對哪方面的產(chǎn)品比較感興趣 您喜歡什么樣的產(chǎn)品？ 封閉式問題 引導話題方向和結(jié)果 紅色和白色您選哪個顏色？ 我?guī)湍菔疽幌逻@款產(chǎn)品的功能，可以嗎？ 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.常用銷售方法 問的技巧 開始話題時問題不要太大，要問小YES的問題 不可連續(xù)問 要邊問，邊簡單回應 要讓顧客感到問的目的是幫他挑選更適合他的產(chǎn)品（我們這季新品一共有十多款，我要幫您選擇更適合您的產(chǎn)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.聽聽問問看看常用銷售方法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.了解你的顧客了解客戶的重要性客戶的類型挖掘需求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.了解顧客的重要性 顧客

23、不買帳的原因 不了解顧客的真實需求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.客戶的類型 試試總結(jié)圖中四人的性格特征 唐 僧：細致，敏感，悲觀 孫悟空：堅定，果斷，自負 豬八戒：活潑，熱情，多

24、變 沙 僧：平穩(wěn)，隨和，寡言 你最像誰？ 你身邊有誰跟他們很像？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.客戶的類型 小練習- 請根據(jù)以下視頻對人物進行分析- 簡單描述一下主人公做了什么-

25、簡單的講述你對這樣的客戶有什么樣的感受- 請講述類似的經(jīng)驗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.客戶的類型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.客戶的類型 沖動型 特點：事先完全無購買愿望、臨時決定購買、背離正常選擇，突發(fā)性的行為，“一時興起”或“心血來潮” 如何應對：給予肯定、鼓勵、贊賞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.如何有效的溝通客戶類型分析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.客戶的類型 理智型客戶 特點：理智，有原則，有規(guī)律，比較細心，清楚的知道自己想要的是什么 對應方法：坦誠、直率的交流，不夸大其詞，實事求是，承諾自己能做到的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.如何有效的溝通客戶類型分析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.客戶的類型 貪婪型客戶 特點：討價還價對他們更有吸引力、喜歡不停的試探對方的余地、想各種方式達到自己的目的。 對應方式：盡力不讓步、做出為難的樣子、 贈送贈品、 使其有緊迫感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.如何有效的溝通客戶類型分析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.客戶的類型 挑剔型 特征：多數(shù)年紀較大、女性居多；對產(chǎn)品總是不滿、有很多抱怨 應對方式：認真聽其抱怨、對其提出的問題進行贊賞 可以讓起親身感受產(chǎn)品、以實例說明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.如何有效的溝通客戶類型分析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.客戶的類型 任務(wù)型客戶 特點：幫他人購買、因需求購買、不在乎過多的細節(jié)、只

34、關(guān)注是否與他的需求相符。 對應方式：設(shè)身處地、鼓勵、 熱情并真誠的幫助對方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.客戶的類型 沖動型 理智型 貪婪型 挑剔型 任務(wù)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 顧客需求 表面需求 潛在需求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 李老太買李子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 您是想看臺式機還是筆記本？ 您對臺式機外觀上有特殊要求嗎？我們新推出一體機電腦。 您是自己用還是全家人一起用？ 您買電腦主要做什么用？玩游戲都玩什么類型的游戲？ 除了您剛才所說的需求外，對電腦還有特殊的要求嗎？ 那您是想要一臺。的電腦對嗎？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.不要被顧客表面需求迷惑 大部分的顧客需求是表面的 我們需要挖掘需求背后真正的問題 顧客要的是解決問題的產(chǎn)品 顧客常用需求語 你這有XXX型號的本嗎？ 我想要獨立顯卡的筆記本。 我要三核的產(chǎn)品。 我要最便宜的電腦。 我要性價比最好的。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.賣場用戶對產(chǎn)品的需求都有哪些？筆記本Mini 小本性能要強大外形要輕薄續(xù)航時間長擴展接口全散熱要夠好服務(wù)要完善質(zhì)量要可靠。外形要輕薄續(xù)航時間長散熱要夠好價格要便宜服務(wù)要完善質(zhì)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.賣場用戶對產(chǎn)品的需求都有哪些？（續(xù)）性能要強大價格要便宜屏幕要夠大接口要齊全散熱要夠好服務(wù)要完善質(zhì)量要可靠屏幕要夠大體形要精致性能要強大散熱要夠好接口要齊全服務(wù)要完善

41、質(zhì)量要可靠臺式機一體機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.挖掘深層次需求的方法 肯定客戶的需求，贊賞用戶的選擇 反問用戶關(guān)注該需求背后的原因 您是因為有特殊用途考慮獨顯嗎？ 您是有什么

42、特殊應用想要三核？ 您剛才說喜歡玩游戲，是玩魔獸嗎？ 您剛才說經(jīng)常出差，那一定希望電池 續(xù)航時間長吧。 根據(jù)您剛才的需求描述，其實這一款 更適合您。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、了解你的顧客 了解顧客的重要性 了解顧客的類型 沖動型、理智型、貪婪型、挑剔型、任務(wù)型 挖掘顧客需求 表面需求、潛在需求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.推薦你的產(chǎn)品推薦產(chǎn)品要針對需

44、求FABE法則FABE法則的應用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.我們常常如何介紹自己銷售的產(chǎn)品？ 顧客： 這個電腦什么配置？ 促銷員：這個電腦是1G的內(nèi)存，160G的硬盤，內(nèi)置光驅(qū)

45、，指紋識別器 ，獨立顯卡；3個USB接口，自帶正版Windows操作系統(tǒng)，酷 睿2代雙核處理器，一年免費部件和人工保修，送修 顧客： 那這臺呢？ 促銷員：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，你會想到什么？榮耀與歷史外觀與內(nèi)飾整車尺寸顏色內(nèi)飾科技裝備智能科技輔助系統(tǒng)動力與安全功率與扭矩主動安全被動安全定員：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，你又會

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.客戶真正需要的是什么產(chǎn)品滿足客戶需要的產(chǎn)品客戶的需求我們的產(chǎn)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.我們要有針對性地介紹產(chǎn)品貓先生的故事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法則 因為。所以。從而。您試試？因為。所以。從而。您試試？E 產(chǎn)品特點產(chǎn)品特點Feature優(yōu)點優(yōu)點Advantage好處好處Benefit證據(jù)證據(jù)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應用案例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小練習 將你看到的“物品”以FABE講述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法則的應用 請找出以下產(chǎn)品的賣點；并用FABE的方法進行介紹 AM3850 AZ3730 AS4741G AS4738ZG AS4552G AOD255 eM728 AS4820TG 每組一個產(chǎn)品，抽簽決定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法則的應用 AM3850可抽取式硬盤座（可選配）高級阻尼式進出倉門炮筒式3D散熱黑色高貴型壓花面板2010年全新家族外觀設(shè)計，時尚晶透藍開關(guān)頂置USB、音頻接口、便捷收納盒intel主流雙核支持DX11的ATI獨顯2G DDR3內(nèi)存500G硬盤三年有限保修 一年硬件上門服務(wù)前置多合一讀卡器經(jīng)典時尚的鏡面設(shè)計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法則的應用 AZ3730高感光攝像頭與前置麥克風黑色核桃木質(zhì)感邊框亮銀底座多功能浮萍式鍵盤與光電鼠標，鍵盤可收納設(shè)計幽藍背景燈及4個功能按鍵、開關(guān)鍵多路風道，分區(qū)散熱寸16：9 FULL HD 高清屏，采用Acer麗鏡屏技術(shù)全新intel主流雙核支持DX11的ATI獨顯2G DDR3內(nèi)存500G硬盤三年

55、有限保修 一年硬件上門服務(wù)杜比三代家庭影院環(huán)繞認證北歐簡約風格一體化設(shè)計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法則的應用 AS4741G-最新酷睿i系列-1G獨顯（GT415M支

56、持DX11)-2G DDR3 內(nèi)存-320G500G640G 硬盤-16:9高清麗鏡LED背光屏-Win7操作系統(tǒng)Linux-多點觸控板-Acer無線增強技術(shù)-130像素Acer 高感光攝像頭-HDMI輸出端口-時尚的網(wǎng)格凹刻紋理-腕托采用金屬拉絲質(zhì)感工藝-浮萍式鍵盤-Acer快速充電技術(shù)-三年有限保修，一年ITW旅行者服務(wù)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法則的應用 AS4738ZG-Acer無線增強技術(shù)-130像素Acer 高感光攝像頭-AC面均采用簡歐風尚3D網(wǎng)紋設(shè)計-浮萍式鍵盤設(shè)計-多點觸控板-三年有限保修，一年ITW旅行者服務(wù)-最新酷睿i系列處理器/全新intel主流雙核-支持DX11的1G/512M獨顯-2G 內(nèi)存、500G硬盤-14“高清16：9Acer麗鏡LED背光寬屏-HDMI輸出端口-Acer快速充電技術(shù)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法則的應用 AS4552G-Acer無線增強技術(shù)-130像素Acer 高感光攝像頭-AC面均采用簡歐風尚3D網(wǎng)紋設(shè)計-浮萍式鍵盤設(shè)計-多點觸控板-三年有限保修，一年ITW旅行者服務(wù)

59、-AMD phenomII 三核移動處理器N830-支持DX11的512M獨顯-2G 內(nèi)存、320G/500G硬盤-14“高清16：9Acer麗鏡LED背光寬屏-HDMI輸出端口-Acer快速充電技術(shù)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法則的應用 AOD255-繽紛多彩時尚外觀-intel低功耗平臺-含三芯電池，僅1.1kg，厚度僅24mm-超纖薄LED背光Acer麗鏡屏幕-93%標準尺寸增大鍵帽浮萍式鍵盤-Acer無線增強技術(shù)-130像素Acer 高感光攝像頭-一體成型超寬多點觸控板-標配acer獨有的MiniGo電源-產(chǎn)品全球同步，通過多項認證，品質(zhì)值得信賴-三年有限保修，一年ITW旅行者服務(wù)This document is the intellectual property of Acer Inc, and was created for demonstration