CCS 技巧 组合 模块 1 28 库文档分享 CustomerCentric Selling®技巧 潜在主顾& 业务发展 调整 个人 采购权力人物超时行为 采购权力人物起点 解决方案的开发 关键人物认定 机会认定和控制 建立商业价值 S 流程管理 库文档分享 You get delegated to people you talk like CCS Core Concept #1 库文档分享 Insincere
obviously basically candidly trust me honestly let me be honest with you how’s it going? no problem! like you/yours Weak might we perhaps a little bit possibly probably maybe Ambiguous cutting edge seamless efficient synergistic user friendly Hype
scalable robust feature rich elegant automatically state of the art dynamic Manipulative
What you need is… Monday or Wednesday? The red one or the black one? Will you be buying or leasing? If I could show you a way,…? What do I have to do to earn your business? Inappropriate (Taking Ownership for Solving Customer Problems) “If I/we/my system could solve your problem/achieve your goal for you…” Reinforcing The Stereotype With Words Faux Pas Words and Phrases 库文档分享 你被授权为代言人 CCS 核心概念#1 30 库文档分享 虚伪
你需要的是… 周一还是周三? 红色的那个还是黑色的那个? 你将采购还是租赁? 如果我给你看一种方法,…? 要赢得你的业务我该做什么呢? 不恰当(主动解决客户问题) “如果我/我们/我的系统能够为你们解决问题/达到你们的目标…” 用措辞加强陈规 31 库文档分享 Salesperson Stereotype Until proven wrong*, buyers assume salespeople are: Aggressive Insincere Pushy Manipulative Obnoxious Over-familiar Prone to exaggerate/over sell Anxious to tell “everything you ever wanted to know” Poor listeners Likely to do what’s best for them, not the buyer Not to be trusted *Buyers decide in the first few minutes. 库文档分享 Adversity Creates Opportunity Differentiate yourself by the way you sell Break the salesperson stereotype by: Not forcing rapport Understanding the buyer’s business environment and issues Being honest about product ings Walking away from unqualified opportunities Listening, taking notes and documenting discussions Presenting offerings only after
