大客戶銷售技巧(spin基礎(chǔ)理論與實(shí)踐篇)(ppt)

大客戶銷售技巧SPIN基礎(chǔ)理論與實(shí)踐篇培訓(xùn)目的掌握大客戶基本銷售原理認(rèn)知大客戶的銷售特征利用“概念”解決實(shí)際銷售難題什涉么狂樣潑的延銷音售房誠(chéng)是辱成綿功代的菊銷塊售爆?癢(姿不采僅始僅知是折將設(shè)環(huán)備憲賣銀給釋客儉戶書(shū)，龍還落應(yīng)演有大其旦它獻(xiàn)的梯輔芬助插行仰為倡，這架些痕行拉為廣是刑什獨(dú)么羞）學(xué)記員疼提壓?jiǎn)栭y：銷酒售載員叔應(yīng)暗具伙備跑的騙素頓質(zhì)厲，居按昆什虎么龜樣的羨銷趁售擾步聞驟敢去架做妄？學(xué)菠員探提趨問(wèn)讀：銷以售漫會(huì)廁談?chuàng)蔚恼账陌鎮(zhèn)€畝階從段從束最獵簡(jiǎn)轎單貍到亮最宵復(fù)鉛雜潑規(guī)但模蒙最尖大崗的栗生形意謹(jǐn)，成都抖嚴(yán)傅格規(guī)遵秒循倍以紅下潛程醒序飲：初切步緒接倦觸調(diào)硬查記研斧究證川實(shí)賺能暗力承魔認(rèn)賞接甚受請(qǐng)披思特考銷淡售便中壟問(wèn)窯的梳問(wèn)響題您多畝少蘭與濕訂穿單靈和粉進(jìn)數(shù)展民有索什聽(tīng)么你關(guān)凳系燥？請(qǐng)欺列捧出鏟十豆個(gè)叔你常折用騰的驗(yàn)銷生售問(wèn)皆題問(wèn)遭題娃列轎表序號(hào)問(wèn)題與進(jìn)展或訂單的關(guān)系12345678910（革請(qǐng)愚單杯獨(dú)身一塌張趣紙它發(fā)殊給碼學(xué)尖員版）當(dāng)兄客派戶默的N兔O壓.殲1冶\紅N衛(wèi)O誘2傾乒向鴨于盈競(jìng)跡爭(zhēng)天對(duì)允手牧的極產(chǎn)知品貞怎客么帝辦葛？學(xué)劇員救提覽問(wèn)刺：我弦們度的堪大圣客學(xué)戶夠有餅什隸么樣與率眾艷不姜同炮的卻地亞方哪？影味響抓決帆策剛周奮期四的蝴因塞素客待戶禾心作理層的土變辯化抵周雪期多最層帳決蓄策脫周培期平像息騙所碼有讓顧脊客紀(jì)異剪議會(huì)周初期顧規(guī)客萬(wàn)關(guān)丈系妥管頭理乖周蹤蝶期大盞客適戶朗訂檔單著的批特今征時(shí)效間景長(zhǎng)干易擾生因暈素騙多客督戶物理第性而化決沒(méi)策材結(jié)拉果氣影挽響院大競(jìng)理爭(zhēng)委激鑼烈最黑有營(yíng)效勝的千銷速售旱切面入晃口禍在稱那屢？問(wèn)鳴題住點(diǎn)有叮些勸不挪便不擱滿之，染抱摧怨明塊顯汪、概強(qiáng)塊烈糧的追需昨求對(duì)魄解擔(dān)決參方片案忽的箱關(guān)傾注隱答藏錯(cuò)性宮需赤求明掌顯足性畏需傭求需觸求泛不零明獅確需抬求被分搭類明以顯茂性險(xiǎn)需萌求免：釣客泊戶橡能巷將蘿其問(wèn)要付求航或饒期候望康做耐出強(qiáng)清奪楚挑的累陳打述隱絲式藏處性壺需畏求?。汉目皖潙艏m經(jīng)急常必以地抱步怨邊、瘋不尖滿罷、交抗贊拒丹、臘誤究解凱做考出荷陳姓述舉窯例籃1T匯：幼…因牛此在你目說(shuō)很會(huì)錦談毒很囑成栗功之是遭嗎乖？S碎：是認(rèn)的派，氧我吼是印這絡(luò)樣仙認(rèn)賀為甚的浮。T滲：是鉆不岔是墓客撓戶馬說(shuō)玩了貞些槽什飾么鋤？穴—?dú)垺枥f(shuō)如貫，猾有盯購(gòu)灘買員信照號(hào)挑，剛所歷以捏讓閣你糾覺(jué)蹈得轟成先功嚼？S棋：是寇的愿，拖他稀認(rèn)侄同象在農(nóng)早贊上趟使猶用互高載峰吊時(shí)線期拾的渡確夫有脂容訪量為的狂問(wèn)吩題才存繩在道。T須：還速有州其也他符的是嗎頃？S蚊：他逃對(duì)袍數(shù)習(xí)據(jù)味傳長(zhǎng)輸頓的讓質(zhì)匆量抹也敘不具滿揪意。T找：在革這販些繭“籃信施號(hào)纏”醉的窩基李礎(chǔ)始上泄，終你管認(rèn)達(dá)為質(zhì)這軍是蠶一早次去成氣功腳的盯會(huì)武談雜嗎湖？S運(yùn)：是毀的悄，跪畢籍竟稠這雞二訴個(gè)敵問(wèn)向題他我故們上都經(jīng)可論以值幫旋助吳他混們丘解螺決霸。賣這剩是貴一犬個(gè)竿很疤好貍的梨生液意茄機(jī)夸會(huì)監(jiān)。問(wèn)紛題你鼓認(rèn)濤為暗他鐵會(huì)化成炊交躍嗎遮，諸為老什知么穴？如醉果涉你奇是潤(rùn)銷距售誤員擁，彎你充有徐什段么蛇建魯議??？舉目例崖2T罷：愚…因爐此炸你爬說(shuō)朽會(huì)扭談?wù)泻芴党邵`功嘩是警嗎疲？S倚：很副難哨說(shuō)蚊，槽我看的吐確過(guò)發(fā)遞現(xiàn)魄了敢?guī)装詡€(gè)辮我宵們腎能皆解致決刺的晨問(wèn)榆題炸，撒但療除濟(jì)非袖我梅們樂(lè)有睛機(jī)況會(huì)妥與棗他代們疲再那接資觸腔并維了權(quán)解最更標(biāo)多娛的駐情喪況階，否否鏟則括我鴉不半愿肉去竭評(píng)遺判觀我死們栗是易否肅成去功竭。T農(nóng)：這棚是獎(jiǎng)否浩意顯味猜著鴨你錢(qián)不闖認(rèn)陽(yáng)為理剛想剛沃發(fā)端現(xiàn)柔的邊問(wèn)濃題扒是籮“壇購(gòu)洲買啟信慎號(hào)搬”濱？S削:我寧想肉至是少清它時(shí)不展是牛很壯直廢接成的挺“好購(gòu)催買然信至號(hào)躍”晃。剩畢犁竟踐，翠除防非往你急發(fā)盲現(xiàn)呼一亞些敬你樓能冷處擔(dān)理壟的瞞問(wèn)鳥(niǎo)題這，郵否對(duì)則絡(luò)你賠就度沒(méi)彩有談什溪么寨進(jìn)屠展搞。設(shè)因旱此英沒(méi)安有忘問(wèn)隙題見(jiàn)就皮意嚼味福著裁沒(méi)蹤蝶有壟銷錫售?！堖@扛是傍一處種圍消裂極誦信解號(hào)顧—片—千這奸些平就飯是訴比型較謊糟宮的兆會(huì)籌談巷。通但嚼我豎并紛不窩是閃說(shuō)側(cè)有啞問(wèn)休題抓就顆是劈燕積省極詠的椅購(gòu)擴(kuò)買家信積號(hào)單。T絨：總錫體萍來(lái)貸說(shuō)俱，吩什嘩么簽樣優(yōu)的新信裂號(hào)跑可留以牙讓摸你茫認(rèn)更為添會(huì)淘談朵是效成盟功借的布。舉岸例統(tǒng)2岡（而續(xù)余）S膚：當(dāng)津客描戶貸談釘論叉行萬(wàn)動(dòng)咳時(shí)溝。詞比勇如夠：嚼“扶明盛年赤我階們得將既徹?fù)]底虎檢停查羞網(wǎng)鹿絡(luò)取數(shù)擴(kuò)據(jù)焰”濁或竹“蠶我直們腔正已在禁尋比找不具具有準(zhǔn)這義三恩個(gè)該特幼征瀉的菜系袍統(tǒng)抵：圍，門(mén)諸渡如傘此很類當(dāng)?shù)暮猎捗?。T暗：你期知離道筍隱移藏敢性憲需南求斥與蠻明炮顯史性按需徐求芬的灰不閘同提，霜聽(tīng)活起桑來(lái)扛似逮乎妨你技在壞說(shuō)共明導(dǎo)顯測(cè)性紗需臟求火比爺隱括藏屯性橫需識(shí)求鞭更夜好旦些俯，摸是攝嗎圓？S饅：是垮的溪，果你司不是知直道裙只系依碌賴懷問(wèn)下題巴，充你礙必西須還有文更幅有糟力杠的穴武奮器蜂。舒這貼就厚是離為腥什收么淋我余認(rèn)獨(dú)為基在側(cè)銷斤售微中尋的升高買招逐并膊不折只示是劇讓檔客曾戶希同淚意喘問(wèn)曾題易的衡存粱在炮，器幾樂(lè)乎云每澆一徐個(gè)個(gè)我菌拜橡訪目的芒人扎都種有稈問(wèn)銷題臘，旱但從那之并暈不凈意遲味傻著忘他遠(yuǎn)們旱會(huì)消購(gòu)階買束你們的購(gòu)產(chǎn)服品沈。鉗真價(jià)正刻的撐技碎巧宴是怪你迅怎濫樣衡可軌以歉使燒這白些耐問(wèn)要題框更統(tǒng)大廚化奔，質(zhì)大盆到桿足失以筐讓筒客災(zāi)戶薯不程能柳忍想受梨以商至庸于籌最扶后注付跨諸侄行念動(dòng)鴨去泡購(gòu)貸買抵。慘當(dāng)態(tài)客綁戶豈開(kāi)安始商談涉論前行熱動(dòng)今時(shí)璃，立也膀就紐奉是灰“方購(gòu)委買拴信采號(hào)挑”對(duì)了屈?？偤＝Y(jié)不而成垮功勢(shì)的任銷裂售掘員豈不萬(wàn)去屢區(qū)法分弦隱嫌含倘的更和似明啦顯碰的悟需隱求散。大域生經(jīng)意葬中矩，肅隱怎藏位性待需機(jī)求猴是耳銷昏售攻的汗起靜點(diǎn)院。扔在雁小挪生效意辭中劉，違隱疼藏叮性捧需報(bào)求貢是眉成童交遲信桑號(hào)痛。明顯顯瓣性恢需成求緞是捐預(yù)躬示爺大膚生碎意綠成捧功廉的趟購(gòu)餐買輝信困號(hào)沈。隱劈燕藏不性睬轉(zhuǎn)俊化乖為孔明虜顯院性浴需武求負(fù)的閃過(guò)吳程客諒戶鵲對(duì)倘問(wèn)串題件點(diǎn)閉有塵了仗新支的瞞認(rèn)食識(shí)客純戶隱的艦抱筐怨靜、戒不怨?jié)M待、縣誤躬解夠被西具緒體謀化烈?？腿魬羧牧幼圆裆砘锢y益絹與芬是違否逮解翼決翁此梳需旨求記產(chǎn)虜生糖了丹緊腎密五聯(lián)獲系客樓戶唯從褲解曉決侄方屯案景中告知軟道盒了漸解演決橫問(wèn)溫題鐮后產(chǎn)的行利巷益學(xué)誰(shuí)員暮提倚問(wèn)妹：如姜何踢揣熊摩案客田戶的鄉(xiāng)豐購(gòu)鏡買偏心餅理叛？客小戶粘購(gòu)廈買用行股為浴模牙式確羞認(rèn)妻問(wèn)推題分后析滋問(wèn)腳題宗的饅大皇小霞和傲范涂圍決以策憐1抵：解港決付/懶不電解倉(cāng)決建鑄立聾優(yōu)己先精順誰(shuí)序評(píng)摩估意賣項(xiàng)方?jīng)Q猾策耽2集：選賄擇濾賣漢方選保擇秩解講決棍方醋案決個(gè)策脂3群：是躲否慣成央交評(píng)明估揚(yáng)方率案收勤到詳尋伶價(jià)鉤后貍，忽如厚何施了內(nèi)解置客廊戶秋最齡后啄購(gòu)紙買峰的冰可奪能態(tài)性因？學(xué)浸員鞋提深問(wèn)銳：確雜認(rèn)耕問(wèn)叢題客切戶割的裹潛寸在猶和釘明通顯紋的拘問(wèn)腰題家在寺那陡？分草析耗問(wèn)萬(wàn)題惹的啟大匆小遺和閃范敗圍平健衡班因瓣素墓：解誤決欣問(wèn)評(píng)題吐的按迫挎切驅(qū)程差度解貪決址問(wèn)靈題醫(yī)的牧成毯本建邁立謠優(yōu)克先階順止序重詞點(diǎn)崖問(wèn)血題后和壤非障重叮點(diǎn)脆問(wèn)蜓題使虎用息什考么熄技丑術(shù)蹤蝶讓襲客辨戶軍提俯供慨更丈多衣的焰信喘息鍬？如懂何扎知?jiǎng)兊捞m客言戶助選痕擇赤的作傾心向特性閑？學(xué)飼員對(duì)提井問(wèn)?。洪_(kāi)欺放鄉(xiāng)豐型遺/撓封愁閉波型曉問(wèn)吊題開(kāi)感放寨型辱問(wèn)夫題勒可巨以座使痕客疑戶仁開(kāi)狐口簽說(shuō)仙話芝，篇而梁且惱有削時(shí)羨可惜以肝有片意逮想影不訊到雜的拴效攀果孟。封臉閉災(zāi)型瓦詢揭問(wèn)澡可抓以稠控恢制扣客飯戶帶的惠談塘話倚方型向灶和慨節(jié)命奏侵。開(kāi)慶放偏型嫂詢通問(wèn)技在梁大齒生平意畢中嘆起領(lǐng)重低要永作顫用裙。著輕名貍品滿牌睬與團(tuán)一芳般經(jīng)品恢牌蛇的顧營(yíng)寒銷核比日較優(yōu)月先醉順暖序彼對(duì)悄比胖：品列牌品鬧牌如薯何鬧讓唇用敞慣逢了延競(jìng)詢爭(zhēng)屋對(duì)腿手茅的果消早耗劇品瘋客扣戶狡對(duì)萬(wàn)我撞們僵的想產(chǎn)較品夜感共興哈趣患？學(xué)恐員言提記問(wèn)兄：評(píng)組估捆賣蘆方主哀動(dòng)馬性綱和副被懇動(dòng)院性岡的羽關(guān)繞系如殊果躍客狡戶叢擔(dān)劑心匆我拋們蘭的磚質(z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