醫(yī)藥行業(yè)銷售技巧培訓(xùn)資料課件

1、主要內(nèi)容提示積極的思維如何設(shè)定您的目標(biāo)Successful communication gets to:成功的溝通能達(dá)到:Win WinPositive Thinking積極的思維方式雙 贏 The Win-Win Situation雙贏的情景 Dont criticise, judge or complain 不要批評, 評判或抱怨 Show honest appreciation 表現(xiàn)出你的誠意 Talk about their contribution 談?wù)搫e人的貢獻(xiàn) Use peoples names 使用別人的姓名 Smile when appropriate 適當(dāng)?shù)臅r候請微笑 Fu

2、rther reading: Dale Carnegie: How to make friends and influence people 請參閱: Dale Carnegie:如何交友及影響他人Rules to keep positive 保持積極的要領(lǐng) If you fear the worst? You get it 如果你總是擔(dān)心最糟糕的情況會發(fā)生? 那它肯定發(fā)生 List all possible reasons for success. 列出所有取得成功的可能原因. Convince yourself first! 首先說服你自己! Self-fulfilling prophec

3、ies 自我實現(xiàn)預(yù)見Be nice 做到 NICE Now: I live today, not in the past or future Now: 我生活在今天,不是過去或?qū)?I: accept that nobody understands me I: 承認(rèn)沒有人了解我 Courage: I stand up for my beliefs Courage:我為我的信念挺身而出 Expectations: I will reach my goal Expectations: 我會達(dá)到我的目標(biāo) Further reading: Dyer: Your Erogenous Zones I ca

4、n control my thoughts 我能控制我的思想 My feelings come from my thoughts 我的感覺源于我的思想 I can decide to be happy, pleasant.or! 我能感覺快樂,高興 或! Choices 選擇Takes less energy than微笑比憂愁省力得多People who smile feel better!經(jīng)常笑的人感覺更好! Ask for 100; you can settle for 10 要求得到 100; 你可以搞定 10 Ask for 10; youll never get 100 要求得到1

5、0; 你永遠(yuǎn)得不到 100 Think BIG “獅子大開口” Problems, opportunities and choices 問題,機(jī)會和選擇 All problems can be seen as opportunities 所有的問題會被視作機(jī)會 Is life full of problems or opportunities? 生活中充滿了問題還是機(jī)會? The choice is yours 選擇由你來做There are no problems 沒有問題 A positive reaction indicates interest 正面的回應(yīng)說明了顧客的興趣 Find o

6、ut more about that interest 關(guān)于顧客的興趣多談一些內(nèi)容 After 2-3 positives go for a close 在2-3個正面回應(yīng)后,爭取締結(jié)Pick up on the positive截取正面 Most negatives are “smoke” 大部分的負(fù)面都是煙幕 Simply ignore or acknowledge 不理負(fù)面 Revert to the positive; stick to your goal 回到正面;堅持你的目標(biāo) If a negative comes 3 times, handle it 如果負(fù)面出現(xiàn)三次,正面回答I

7、gnore the negative不理負(fù)面If you pick up on negatives 如果你截取了負(fù)面 You get drawn into conflict 你將陷入正面沖突 You never reach your objective 你永遠(yuǎn)達(dá)不到你的目標(biāo) You feel negative 你感覺很糟糕Remember the objective 記住你的目標(biāo) Seeking clarification? Answer 要求澄清? 回答 Seeking confirmation? Answer 要求確認(rèn)? 回答 Seeking details? Postpone 要求細(xì)節(jié)?

8、 暫緩 Seeking control/diversion? Get back on track 要求控制/轉(zhuǎn)移話題? 回到主題Handle interruptions 如何處理話題被打斷拜訪目標(biāo)什么是拜訪目標(biāo)？為什么要必須設(shè)立拜訪目標(biāo)？Objectives 目標(biāo)Only those who have a goal ever get there有明確目標(biāo)的人才有可能達(dá)到目標(biāo)Martin Luther 馬丁 路德Vision:遠(yuǎn)景Visual 視覺Right brain 右腦or heart或“心”(Picture and feeling of winning)（圖片和獲勝的感覺）Objecti

9、ve:目標(biāo)Factual事實 Left brain左腦or head”或“頭”(Logic and facts e.g time)（邏輯和事實，如時間）All goals have two parts:所有的目標(biāo)均包含兩個方面：Objectives and Visions目標(biāo)和遠(yuǎn)景 Successful people have vision. They ask 成功人士均具有前瞻性。他們會問 How will I know I made it? 我如何知道我可以做得到？ How will I measure it? 我如何衡量？ How do I imagine it (picture)? 我

10、如何想象（圖片）？Objective Questions關(guān)于目標(biāo)提出問題Focus on the positive picture (me at the goal) 注重積極的方面（我的目標(biāo)）Avoid the double negative (I will not give up)* 避免雙重否定（我不會放棄）*Integrate OBJECTIVE and VISION 融合“目標(biāo)”和“遠(yuǎn)景” * Giving up becomes a self-fulfilling prophecy 放棄意味著“自我實現(xiàn)預(yù)見” Visual Objectives 形象化的目標(biāo)拜訪目標(biāo)目標(biāo)必須是SMART

11、Specific 具體Measurable 可測量Ambitious 積極Realistic 真實Triggering - positive 正面行動SMART Specific: do not mix with other goals明確：不和其他目標(biāo)混淆 Measurable: so you know if you made it可衡量：明白自己是否已達(dá)到目標(biāo) Ambitious and agreed: to motivate you有雄心并且相信：鼓勵自己 Realistic: to avoid demotivation現(xiàn)實：避免灰心 Trackable: to measure progress on the way可追溯：評估在前進(jìn)道路上取得的進(jìn)展Logical Objectives 邏輯性目標(biāo)Achieving Objectives 達(dá)到目標(biāo)Write them down (stops you cheating) 記錄在案（避免“自欺欺人”）Check logical objectives match vision 檢查邏輯目標(biāo)是否與遠(yuǎn)景一致Measure performance and plan improvem