23. Support 支持No SatisfctionRelating 联系No TrustAdvocating 介绍
No HelpDiscovering 发现
No Need
24. Four Reasons Not to BuyNo TrustI have never met you before.以前我从来没有遇到
We are used to dealing with someone else.
我们习惯与其他任何人打交道
I don’t know what you can do.我不知道你能做什么。
We had a bad experience in the past.在过去我们曾有一个坏的经验。
We have a good relationship with someone else.我们与任何人有良好的关系。
27. 如何讲清意图?Purpose 目的--why are we meeting?为什么我们见面
Process 步骤--How will we proceed我们处理的怎样
Payoff 最终受益--How will we both benefit from spending this time together?我们一起花费时间我们怎样获得利益。
28. Empathy---设身处地拜会之前,准备10个问题,到时主动提出!You may be wondering…
Many people ask me…
If were in your choice…
29. Four Reasons Not to BuyNo NeedHave 绝对不等于Want
30. 如何发现问题 DiscoveryPremission 征得同意--Would it be all right if I asked you a few questions?如果我问你许多问题会的到解决吗
Fact-Finding 查询事实(have)--What kind of equipment are you now using?你现在使用的是什么配置。
Feeling-finding 了解其想法(want)--How do you feel about the overall effectiveness of your current equipment?关于当前你的所有配置你感觉怎样。
31. 如何发现问题 DiscoveryBest/least 抹去中性语言--what do you like best about the fringe benefits you provide your employees?关于你提供给你的雇员的福利你最喜欢的什么。
Magic Wand 摩棒法--如果你不能解决问题或重要的事情将会成什么是样子。What would it be like if you didn’t have this problem or concern?
Tell me more 不要忽略细节--Can you tell me more?你能告诉我更多吗?
Catch all 一网打尽--Is there anything else you like to accomplish with this upgrade?其他任何事情
32. Four Reasons Not to Buy四个不购买的原因No Help没有帮助引导(advocating)对方时一定要扣题,满足其真正的需求
实在的需求+个人爱好=购买动机
33. Four Reasons Not to Buy不购买的四个原因No Satisfation不满意Support the buying decision 加强其购买后的信心
Manage the implementation 亲自管理执行情况
Deal with dissatisfaction 处理不满
Enhance the relationship 增强友谊