Psyche Selling –How to Get Into the Minds of Customers and Make The Sale销售攻心术–如何揣摩客户！的心态，提高业绩
Imagine for a Moment that Anything is Negotiable, Except for Price想象一下如果什么条件都好商量，就是价格不能降What would you do?你会怎么做？！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户♦Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛处”♦Presenting Your Solution提出你的方案♦Finding Out the Decision Making Structures, and the People Behind the Scenes了解客户的决策过程，以及幕后势力♦Effective Follow Through and Closing有效地跟进及签单♦Effective Negotiations and Objections Handling有效地协商及如何应付反对意见！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态！
Understanding the Customer’s Mindset了解客户的心态There are two types of salespeople有两种销售员:♦Salesman A 销售员A:♦Salesman B 销售员B: humble 很谦卑 confident 非常自信 compliance to his guidance to the way customers’whims and of thinking of his fancies对客户千依百customers引导客户思想方顺、唯命是从式 diligent when do meaningful things working for his for his customers and customers为客户做事从refuse anything that does not bring benefits 只为客不怠慢户做有意义的事情，而不干那些效益较低的活Which salesman will be more successful?哪位业务员会更加成功？！
Understanding the Customer’s Mindset了解客户的心态♦The 2 Motivations that Everybody Has每个做任何事情的两种动机:–Seek Pleasure希望拥有;–Avoid Pain害怕失去♦The Top 3 Things on Customers’Minds企业客户，脑子里总想着的3件事:–____ Money____钱–____ Money____钱–Don’t Want to _____ Money不要____钱！
The Eternal Conflict Between the Salesperson and the Customer销售员与客户之间的永恒矛盾♦The Salesperson’s objective is to销售员的目的是:–Get as much money as possible赚越多钱越好……–From the Customer从客户身上!♦The Customer’s objective is to客户的目的既是:–Prevent anything and anybody to take away their money防止任何人或事物拿走自己的钱!♦Why people Customers buy things?客户为什么要买任何东西？！
How does Your Customer Perceive You? 你的客户对你抱持什么态度？Hi 高LeverageSizePartnering 以大订单作为杠杆与供应商形成伙伴关系ShopAroundManageRisk随意更换供应商降低购买风险Lo 低Lo 低Hi 高Difficultyof Obtaining Substitutes获得替代品的困难程度！Source:HuthwaiteStrategicImportanceof Seller’s Products 卖方产品的战略重要性
Price vs. Cost价格vs. 成本！
Price vs. Value价格vs. 价值！
What do Your Customers Value?你的客户会珍惜什么价值呢？A Value is NOT a RealValue UNLESS the Customer Wants It!客户所不惜的就不是真正的价值！
How can a Sales Person be of Value to Customers?销售员要怎样才能给客户提供价值？！
How can a Sales Person be of Value to Customers?♦39%of a customer’s decision to buy from your company is based on the effectiveness of the sales representative39%的顾客是因为销售人员的表现而决定购买的♦Help customers define their problems and help solve them帮助客户锁定问题所在并给予解决♦Help customers make informed choices帮客户做明智的选择♦Help customers resolve concerns about the purchase帮助客户放心购买♦Help smoothen the purchasing process帮助协调购买过程♦Help smoothen the implementation process帮助协调购买后的执行过程！
How to Educate Your Customers?如何引导客户♦Can your customers distinguish good value from bad?你的客户能够辨别高与低价值产品、服务吗？♦Do your customers understand the value you can provide them? 你的客户了解你能提供什么价值吗？–When you educate your customers, you shall see your profits soar (Jay Abraham) 当你引导客户，你将看见你的盈利大幅度升高(Jay Abraham)♦How can you educate your customers?你该如何引导客户呢？！
Sales Psychology！
Sales Psychology 销售心态♦此销售情况是否与你的♦这情况更有效（并感觉也很像？很良好）1.联络潜在客户时抱着希1.联络潜在客户时并不期望望进行销售能进行销售2.跟进并“追踪”此前在客2.与客户展开以客户为重点户的对话3.潜在客户躲避你，不回3.建立联系，并明确会面的议程你决定“适合”或“不你的电话适合”4.没有销售成功，被回绝4.无论销售与否，你都知道5.受挫和失望了事实5.你已经为未来的合作建立了联系！
The Most Important Characteristic of a Sales Professional专业销售人员最为重要的特征Sincerity and Integrity诚信！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户！
Why Plan? 为什么要作计划？♦“In preparing for battle, I have found plans are useless, but planning indispensable.”在打仗前的准备阶段，我发现计划没什么作用，但又是不可缺少的。Dwight D. Eisenhower埃森豪威尔(1890–1969), . general, Republican, politician, president.美国总统、政治家、共和党、将军！
Planning Your Sales Strategy如何策划你的销售战略？♦Sales Opportunity销售契机:–Are There Real Needs是否有有效需求–Cost-Benefit Analysis: for You and For the Customer成本效益分析：对你及你的顾客进行成本效益分析–Your Relationship with Key Players你与主要客户的关系–Time Frame时间框架–Do they have the Resources Required (. money)他们有没有所需资源（如：津费）–Competitive Forces竞争压力–Other Customer Concerns顾客关心的其他问题–How should you approach, propose and follow through? 你该如何介入、提案及跟进？！
Prospecting for the Right CustomerThe Sales Person’s Most 销售Important Resource员最重要的资源Time时间！
Prospecting for the Right Customer 寻觅正确的客户You can choose to spend time on good prospects; Or waste in on lousy prospects 你可以将时间用在有质量的目标客户；也可以耗在烂客户身上！
Ideal Customer Profile理想客户特征♦Who are your current best customers?你目前的最佳客户有哪些？♦Demographics客户背景–What markets do they serve?他们主要针对什么市场？–What is their corporate culture?他们有怎样的企业文化♦Psychographics客户心态–Why do they want to buy from you?他们为何选择你？–What are some of the critical buying factors for them?他们购买时的关键购买因素是什么？♦Who will be your future best customers?你将来的最佳客户是谁呢？–Are there any different from current best customers?他们跟目前的最佳客户有区别吗？–What are the ways that you can find them?你该如何找到他们？！
Who influences the thoughts and actions of your target prospects? 谁能够影响你的目标客户的思想与决策？♦Their Customers 他们的客户♦Others in the same industry其他同行♦Other Suppliers其他的供应商♦Trade journals/ periodicals行业杂志/刊物♦Experts业内专家♦Others其他！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户！
What to Say on first Contact?怎样作首次接触沟通Whatever it is, it MUST be Valid Business Reason to the customer!不管你说什么，都得带给客户合适商务价值！！
Valid Business Reason合适商务理由♦State your Valid Business Reason for your Call, and Get Permission to Ask Questions在会面的开始，我们先与对方陈述此次会面的合适商务理由（当客户了解你提问的用意，他更会与你合作）–“…The purpose of my call is to explore ways to better manage your supply chain so that it reduces your costs and still increase customer satisfaction. Is it OK that I ask you a few questions?...”“…今天我跟您交谈的目的是探讨你们公司是不是能够更好地管理您的供应链以降低成本并提高您的客户满意度。你不介意我问一些问题，了解一下你们公司情况？…”！
Valid Business Reason合适商务理由♦The reason impacts the customer‘s concept of what they want to accomplish, resolve, or avoid 影响客户对他们想要实现，解决或避免的观念的理由♦The reason setsyour phone callas a high priority for the customer客户把你的电话做优先考虑的理由♦The reason answers the question, “what‘s in it for me?”for the customer 回答客户问的“这关我什么事？”的问题♦The reason is clear, concise and complete理由清晰，简练，完整！
How to Get to the Right Person如何找到相关人士♦Who do you usually call?你一般约谁？♦Who else can you call?你还能约其他什么人？♦What makes them DON’T want to answer your call?他们为什么不愿意见你？♦What makes them want to answer your call?他们为什么会愿意见你？！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户♦Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛处”！
Why do You Need to Uncover the Needs and “Pains”of Customers BEFORE Presenting Anything为什么你必须在介绍任何事项之前先挖掘客户的需求与“痛处”?！
Reasons to Ask Questions为何提问♦Customers don’t care how much you know, until they know how much you care客户不会考虑你知道多少，直到他们知道你为他们考虑多少♦“You Must Understand Our Business”–Research on what customers expectof sales people conducted with 80,000 customers conducted over 14 years“你必须了解我们的商务营运”–一项厉行14年，采访了80,000名客户的针对客户对销售人员的期望值调研♦Sales people who ask questions tend to be more successful than those who don’t–Research conducted over 12 years with 35,000 sales people of the leading sales organisationsin 23 countries 会提问的销售员比不提问的将获得更好的业绩–一项厉行12年，历经23个国家，采访了35,000顶尖销售组织业务员的调研！
Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛处”♦First, state your Valid Business Reason首先，陈述你的合适商务理由♦Then, ask the following types of questions接着提问以下:–Current-Future States当下与预期的状况–Highlighting and Intensifying “Pain”Areas挖掘客户的“痛楚”–Expected Paybacks/ ROI所预期的回报–Associated Risks and Obstacles相关的风险与障碍–Provide Assurance安抚他们的忧虑！
Current-Future States当下与预期的状况♦Every potential new sale is a change for customers每个新的销售单子对客户来说是一种改变♦Customers will have some expectations on how they will want to benefit if they were to make a purchase顾客会对将要购买的产品益处抱有一定的期待♦When customers are not sure about what their future state is, they may be the wrong person to talk to, or they may not have a clear buying need当顾客对预期的状况不确定或他没有明确的购买需求，那么你可能找错人了！
Highlighting and Intensifying “Pain”Areas挖掘客户的“痛楚”♦What will happen if nothing is done?如果什么都不做的话会怎样？♦What will happen if they buy from an inferior supplier?如果跟次级的供应商买会怎样？–What will happen if the product is of a lower quality?如果产品质量低劣会怎样？–What will happen if it takes much longer to ship?如果送货时间过长会怎样？–What if the after-sales service/ maintenance is not but to expectations?如果售后服务或维修比预期的低许多会怎样？♦Customers with weaker “pain”issues may be less likely to buy痛楚比较少的客户购买意识比较薄弱！
Expected Paybacks/ ROI预期的回报♦What will be the biggest monetary benefit if the customer buys from you?客户在购买你的产品后能得到哪方面的实质性好处？♦What will be the biggest non-monetary benefit if the customer buys from you?客户在购买你的产品后能得到哪方面的非实质性好处？♦How can you prove it？你将如何向他们证明？！
Associated Risks and Obstacles相关的风险与障碍♦Will your customer be concerned with:你的客户是否会有以下顾虑：–Buying from you for the first time?是否第一次向你购买？–Buying new high-value items for the first time?是否第一时间购买高新技术项目？–Possible product/ service failures, defects or delays?产品或服务是否有缺陷、会失败的或送货延迟？–Poor feedback and response from senior management?高层管理的负面反馈、反应–Poor feedback and response from end users?使用者的负面反馈、反应！
Provide Assurance安抚他们的忧虑♦What kinds of assurances do your customers need?你需要给你的客户排除哪方面的顾虑？♦Who else in your customers’organisationneed assurances as well?除了你的客户本身，你还要给他们公司的哪些人排除顾虑？♦What alternative assurances can you provide?你能提供哪些“担保”？！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛楚”♦Presenting Your Solution提出你的方案！
Before Presenting…在提出方案之前…♦Have you found out what are the roles of everybody in the customer’s team?你有没有找出对方各个成员的角色？♦If not, have you clarified why are they interested in your solution?如果还没有，你有没有澄清他们为什么对你的方案感兴趣？！
Presenting Your Solution提出你的方案♦Background Information about Your Company关于你公司的背景信息–This is the least helpful to sales, but is a necessity 在整个销售环节里醉起不了作用，但是个必备话题–Spend the least time on this aspect 在这方面尽可能用最少的时间♦FeatureYour Main Selling Points and How it BenefitsYour Client 向客户呈现你的产品特征、优势，并让他了解对他有什么益处/ 价值♦For Every Selling Point, Ask a Confirmation Question to Get Client’s Agreement在呈现每个卖点的时候，提出一个确认式的提问，博取客户的认同！
Example: Presenting Your Solution举例：提出你的方案♦Background Information背景信息:–“…We are founded in 19xx, and have served n number of customers worldwide…”“…我们是19xx年创立的，并在全球拥有n个客户…”♦Featuring Your Main Selling Points体现你的卖点:–“…With this new system, you can reduce turnaround time in half, and at the same time improve customer satisfaction…”“…这个系统将让你减少一半的生产时间，并同时改善客户满意度…”♦Getting Confirmation博取认同:–“…Is this one way that might help you in your business?...”“…这是不是能帮你提高业绩的方法之一？…”！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户♦Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛楚”♦Presenting Your Solution提出你的方案♦Finding Out the Decision Making Structures, and the People Behind the Scenes了解客户的决策过程，以及幕后势力！
Why do you need to contact more than one person in the customer’s organisation?为什么要在客户的公司联络至少两个人？
How many people do you need to deal with to close the sale?当销售接近尾声时，你需要接触多少人？♦In a survey of Winning Sales Organisationsby Miller Heiman:–65% of all complex sales will require sales people to contact 3-5 people in the customers’organisationbefore the sale is closed65%的销售是要销售员在签单以前与客户团队中的3-5个人打交道–34% will need to contact 6 or more people 34%需与6人或以上打交道♦Relationships that rely on one person is very vulnerable. Why？与一个人建立关系是非常脆弱的。为什么？！
Why so many people are involved in the buying process?为什么会有那么多人牵涉到购买过程当中？♦More departments are getting involved in the buying process due to increasing complexity更多的部门加入到购买的过程中，使其变得更复杂♦Top management is also increasingly more actively involved in the buying process高级管理层也积极介入购买过程♦Customers are getting very knowledgeable about sellers’products, services and capabilities客户越来越了解销售人员的产品，服务和性能♦Customers want to avoid risks客户想要避免风险！
Finding Out the Decision Making Structures了解客户的决策过程以及幕后势力♦6 Questions to Ask Before You Close在你跟客户接单之前所需提出的6道提问: all we have discussed so far, which part do you feel is most helpful?在我们所探讨的事项中，你觉得哪方面对你最重要？ yourself, who else will you consult with regards to making such decisions?除了你本身，你还会参考那些同事的意见来做决策呢？ aspects do you think are most helpful to your colleagues?你觉得哪方面对你的同时最有帮助呢？ would you like to see in my proposal? 如！果我给你份计划书，你想看到些什么呢？
Finding Out the Decision Making Structures了解客户的决策过程以及幕后势力 the proposal shall cover many aspects, we won‘t be able to explain everything clearly on a few pages. Do you think we can have a meeting at 10:00AM next Wednesday so that I can explain the content to you and you can provide me with your feedback? Is that ok with you? 因为我们谈了很多方面的信息，给你建议的方案也将会是多方面的。因此，单凭几张纸，可能表达不清。你看我们是不是可以下周三上午10点会个面，让我跟你解释里面内容，也让你直接向我提出你的意见，好吗？ you will be consulting with your colleagues’opinions, would like to invite them for our discussion?既然你在这方面会参考你的同事的意见，到时候能不能顺便请他过来一下呢？！
The Influencers of Complex Sales复杂销售情况的影响者♦The Decision Maker 决策者♦The Fault Finder挑毛病者♦The Gatekeeper挡门者♦The User 使用者♦The Sherpa/ Guide 引路者！
The Motivations Behind Each Player每个角色的购买动机♦Buying to Spur Growth刺激增长♦Buying to Solve a Big, Current Problem解决棘手的问题♦So-So, Not Much Motivation to Buy不好不坏，对你的产品可有可无♦Over Confident, No Reason to Buy at All过于自信，完全没有购买的必要In ALL Big Selling, there’s ALWAYS official and personal motivations for each player ！所有购买角色都有在公、在私的动机
Understanding the Complex Buying Process了解客户的复杂采购过程♦Who has ownership of the project?谁是这个项目由谁主管？♦The level of project prioritisation项目缓急程度♦Organisation/ strategy alignment 组织/策略合作♦Staffing/ implementation plan员工/ 执行计划♦Financial approval 财务批准！
Understanding the Complex Buying Process了解客户的复杂采购过程♦Solution approval方案批准♦Legal/ contract approval法律/ 合约批准♦Who are the recommended vendors?谁是受推荐的卖方？♦Final approval最后批准♦The final obstacle: the Procurement department最后一关：采购部门！
Buying Motives (Official)购买动机(在公)♦Increase Revenue增加收入♦Reduce Costs降低价格♦Improve Asset Utilisation增加资产运用！
Buying Motives (Personal) 购买动机(个人)♦Achievement成就♦Relationships关系♦Reputation声望♦Career Advancement仕途♦Leisure悠闲♦Money金钱♦Interesting Work工作上的乐趣！
Buying Motives (CEO)购买动机(总裁)♦Earnings盈利♦Growth增长率♦Stock Performance♦Market Share市场占有率♦Strategic Advantage战略管理♦Quality质量♦Asset Management资产管理♦Risk Management风险管理♦Regulatory Compliance规章条例♦Branding品牌！♦Corporate Values and Culture组织价值和文化
Exercise: Mapping Out Each Influencer练习：理出每个影响者♦Think of a deal you have previously won/ lost that involves multiple decision making players设想你曾成功（或不成功）接单，而又需要多人决策的客户–How many people have you communicated with? 你跟对方企业的多少人进行过沟通？–What are their influence level from 0-10从0-10的影响程度–Who are the Decision Maker, Fault Finder, Gatekeeper, Users and Sherpas? 对方谁是决策者、挑毛病者、挡门者、使用者及引导者？–What were their official and personal motivations to buy from you? 他们跟你购买的在公、在私的动机是什么？–Do they support you or are they against you?他们是否支持还是抗拒你？–What are their reasons for doing so?他们为什么会这样做？–What else do you feel you should have done? 你觉得你哪方面该做的没做？！
Getting Help from Your Customers让客户来帮你的忙♦How can you identify the supporters in your customers’organisation?你该如何发掘客户组织里的支持、拥护者？♦Ask your supporters to让你的支持者:–Provide information提供信息–Advise you on their internal decision making procedures使你了解对方内部的决策过程–Say a few nice words to the main Decision Maker给最终决策者吹吹耳边风！
Getting Help from Your Customers让客户来帮你的忙♦How can you identify the opposition in your customers’organisation?你将如何发掘客户组织里的抗拒着？♦Ways to deal with the opposition如何应对抗拒着:–Resolve any conflicts with them化解冲突–Assure them they will not lose out if their company buys from you给于保证–Get help from your supporters to reduce the opposition’s influence设法降低他们的音响力！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户♦Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛楚”♦Presenting Your Solution提出你的方案♦Finding Out the Decision Making Structures, and the People Behind the Scenes了解客户的决策过程，以及幕后势力♦Effective Follow Through and Closing有效地跟进及签单！
Effective Follow Through and Closing如何跟进以及签单♦Usual Way of Follow Through一般跟进的方法:–“What do you think of our proposal? Would you like to sign up now?”“你觉得我们的计划书怎样？你现在能签单吗？”–“How long more do you need to consider?”“你还需要考虑多久？”！
Effective Follow Through and Closing如何跟进以及签单♦Better Suggestions更好的建议:–Focus on the Common Ground established early in the sales appointment 专注在你们双方之前达成的共识–Summarisethe sales meeting, highlighting their “pain”issues, and ways we can help 简单总结上次销售会议，提醒他们的“痛楚”以及我们能提供的方案–Seek to understand their decision making structure, and the level of influence of each player尽量了解他们决策过程以及每个角色的影响力–For complex sales, seek to meet more characters from the client’s company, and understand each of their buying motivations 如果销售情况复杂，尽可能了解对方更多的角色，及其购买动机！
Effective Follow Through and Closing如何跟进以及签单♦How to Ask for the Order怎样让对方签单:–“What do you say we should do next?/ How shall we proceed from here?”“你觉得我们下一步该怎么做呢？”–“If you were to use our services, when do you think is the best time. Why?”“如果你会用到我们的服务，你觉得什么时候最合适呢？为什么？”–“If you were to use our products, how do you want to use them?”“如果你会用到我们的产品，你会怎么用它？”–“Would you like to give it a try?”“你想先拿来试试吗？”！
Elements of Psyche-Selling销售攻心术的主要精髓♦Understanding the Customer’s Mindset 了解客户的心态♦Prospecting for the Right Customer寻觅正确的客户♦Making Appointments with Customers有效地预约客户Uncovering the Needs and “Pains”of Customers挖掘客户的需求与“痛楚”♦Presenting Your Solution提出你的方案♦Finding Out the Decision Making Structures, and the People Behind the Scenes了解客户的决策过程，以及幕后势力♦Effective Follow Through and Closing有效地跟进及下单♦Effective Negotiations and Objections Handling有效地协商及如何应付反对意见！
Why Negotiate?为什么要协商？♦2 or more parties negotiate because each wants to have MORE than what the other is offering双或多方协商是因为他希望从对方手上得到更多好处♦2 or more parties negotiate because they both believe that they can get a better deal than if they don’t双或多方协商是因为他们都坚信协商能比不协商带来更多益处！
Objections Handling处理反对意见♦Objections happen at ALL stages of the sale客户反对意见无时不在，随时都有♦The key to successful selling is to avoid objections, not to handle them as they arise成功的销售模式是避免反对意见，而不是遇到反对意见才兵力将挡♦Framework of handing objections处理反对意见的方式–Empathise(But not to agree with)体恤对方（但不是同意对方的立场）–Clarify澄清对方的看法–Agreement to an Action解决反对意见！
Empathise体恤对方♦When customers raise objections, DON’T confront or argue with them, otherwise you will only get embroiled in an argument with them客户提出任何意见，都不能直接反驳，否则只会跟客户发生争执♦“I understand what you mean”“我明白你的意思”♦“I understand how you feel”“我了解你的感受”♦“I’m glad you bring that up!”“我非常高兴你提起这件事！”！
Areas to Clarify On需要澄清的方面♦The meaning of the words they say vs. what they REALLYmean澄清对方所说的虚实–Unfair comparisons不公平的对比–Delay tactics拖延的举动–Give and take strategy讨价还价♦“Whom did you compare with that you find us to be expensive?”“你是跟哪家供应商比较，觉得我们价格贵了呢？”♦“Do you feel that price is more important that ROI, or ROI more important than price?”“你觉得价格比较重要，还是回报更加重要？”♦“Are there any other concerns besides this?”“除了这个顾虑，你还有其他要跟我提起的吗？”！
Agreement to an Action解决反对意见♦After clarifying with the customers’concerns, see if you can get their commitment在澄清客户的疑虑后，是看对方能不能给于承诺♦“If price is not a problem anymore, can you place the order now?”“如果价格没问题，是不是就能够定下来了？”！
Objections Handling处理反对意见♦It's too expensive太贵了！♦Hmmm…I’m glad you said that. Why do you feel that our price is high? Which is MORE important to you, price or quality?哼…我非常高兴你很欢住我们的价格。你知道为什么我们的价格比其他人高吗？哪方面对你比较重要，价格还是质量？♦How much?多少钱？♦Apart from the price, do you have any other concerns? If you don't have any problems with price, would you like to give it a try now?除了价格以外，你们还有其它方面要考虑的吗？如果价格没问题，是不是现在就能定下来？！
Objections Handling处理反对意见♦I don‘t have time. Please leave your brochures here and I will contact you later.我没空，你把资料放这里。改天我再和你联系♦I understand you are very busy. So is everybody else. But what if within 30 minutes I can show you whether you can achieve better results with lower costs? Do you think the 30 minutes are worthwhile? 我了解你很忙。其实大家都在忙。但如果你能够在30分钟内了解你是不是可以以更少的成本达到更好的业绩，你觉得你这30分钟花得值得吗？♦Let me think about it.让我考虑考虑♦I understand how you feel. You simply want to digest all you have learned just now, right?Which areas do you feel is of most value to you? So what shall we do next? 我了解你的感受。你是想仔细探讨你刚才所了解的一切，是吗？我说了那么多，你觉得哪方面对你的帮助会是最大的呢？你觉得我们下一步该怎么做呢？！
Objections Handling处理反对意见♦Our budget is fixed and cannot be changed.预算已定，不可能再更改♦I understand what you mean. In which aspects do you think you want to improve your current situation? Why do you think they are important to you? If we can solve such problems for you, can you do something about the budget?我明白你的意思。你觉得你们目前的营运效率哪方面可以做得更好？为什么这对你们是重要的？如果我能够解决你们这方面的问题，你能做些调整吗？！
Action Planning行动计划！
Formulatingyour Action Plan拟定你的行动计划♦What should I do more of?我们哪方面应该多做一些？♦What should I do less of? 我们哪方面应该少做一些？♦What should I start doing?我们该开始做些什么？♦What should I stop doing?我们该停止什么？♦Whatshall be my action steps now?我的行动计划将是什么？！
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