中文版

1. 根据客户需求，调整自己的销售方法

识别出客户/ 潜在客户需求的成熟度

适应4 种销售情境

采取灵活的销售方式

2. 通过顾问式销售，和客户一起制定解决方案

识别出顾问式销售的情境

帮助客户表达自己的需求

发现客户的内在需求

和客户一起制定最适用的解决方案

帮助客户做出决定

3. 通过说服式的销售，创造客户需求

识别出说服式销售的情境

一开始就通过预告片的方式，向客户展示买与不买的差别

让客户意识到会出现的问题

向没有行动的客户展示可能会出现的不良后果

说服客户想要做出改变

4. 通过创造式销售，加速改变的意愿

识别出创造式销售的情境

制定合适的解决方案

加速改变的意愿：雄辩之术

不要让客户做出不理性的沉默和迟疑

5. 通过回应式销售，说明自己的不同寻常

识别出回应式销售的情境

挖掘客户需求的方方面面，从而更好地理解真正需求

以具有竞争力的论证，进行不同寻常的销售

经得起客户需求的考验

英文版

1. Adjusting your selling skills in accordance with the needs of your customers

Identifying the demand maturity of your customer/potential customer

Adapting to four selling situations

Adopting flexibly your selling methods

2. Developing solutions with your clients through consultative selling

Identifying situations where you need consultative selling

Helping your customer find out and express what he/she needs

Pinpointing the needs of your customer

Working out the most appropriate solution with your client

Helping your client make a decision

3. Creating customer demands through persuasive selling

* Identifying situations where you need persuasive selling

* Showing your customer the differences between ‘buy’and‘not to buy’ with a ‘trailer’ from the outset

Making your customer aware of the problems that may arise

Showing your customer what adverse consequences would occur if he/she would not buy

Persuading your customer to make some changes

4. Accelerating the will to change through creative selling

Identifying situations where you need creative selling

Formulating an appropriate solution

Accelerating the will to change: eloquence

Don’t let your customer sink into irrational silence and hesitation

5. Demonstrating your uniqueness through responsive selling

Identifying situations where you need responsive selling

Tapping the demand of your customer in all dimensions,so as to truly understand what he/she needs

Selling your products in an unusual way, using competitive arguments

Standing up to customers’ requirements