※ [本文转录自 jhs_art 看板] 作者: christines (我就是我￾N) 看板: jhs_art 标题: 英语国际商务秘诀 时间: Fri Aug 13 23:48:45 2004 涟桦国际商务电子报--Business Tips == Job Smart == Selling Like a Pro: Handling Objections-Part 3 (I) 专业行销人员的销售技巧: 处理客户的异议 Part 3 (I) --By Terri Pebsworth-- *涟桦国际商务英文训练中心着作权所有请勿私自转载!!! (Y19-1) www.salespro.com.tw 国际商务菁英领袖研习营 Selling Like a Pro: Handling Objections-Part 3 (I) Overcoming objections like, “I think your price is too high,” is the most difficult part of successfully negotiating with a customer a closing a deal. Overcoming objections requires a four-step process. In Part III of Selling Like a Pro, we will discuss the first important step that all professional negotiators take when handling objections, called alignment. The first thing that a salesperson must do when they hear an objection is agree with or align with the customer by saying something to make the customer feel that you agree with their thinking and that you have the same beliefs about what is important when doing business. This very important step tells the customer that you are listening to them, understand their objection, take their concerns seriously, and that you also agree with what they think is important. You must agree with the customer to show them that you are on the same team and have the same thinking. 专业行销人员的销售技巧: 处理客户的异议 Part 3 (I) 克服客户的异见中，如 ”我认为你的价格太高!!!” 的问题通常是，在达成交易前最难处理的部分。克服客户异议需要有四个步骤，在第三篇中，我将探讨第一步骤的处理方式。 当客户抛出异议时，业务员第一件事就是要同意，并说明你是赞同他们的想法，且认同这个问题，这在做生意上是非常重要。这举动的目地在告诉客户，你有认真在听，了解他们的异见，并认为这异见很重要及纳入你的考量，看出你是站在他们那边为他们着想。 -- 求你将我放在你心上如印记 带在你臂上如戳记 因为爱情如死之坚强 嫉恨如阴间之残忍 爱情,众水也不能息灭 大水也不能淹没 --

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