※ [本文轉錄自 jhs_art 看板] 作者: christines (我就是我￾N) 看板: jhs_art 標題: 英語國際商務秘訣 時間: Fri Aug 13 23:48:45 2004 漣樺國際商務電子報--Business Tips == Job Smart == Selling Like a Pro: Handling Objections-Part 3 (I) 專業行銷人員的銷售技巧: 處理客戶的異議 Part 3 (I) --By Terri Pebsworth-- *漣樺國際商務英文訓練中心著作權所有請勿私自轉載!!! (Y19-1) www.salespro.com.tw 國際商務菁英領袖研習營 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. 專業行銷人員的銷售技巧: 處理客戶的異議 Part 3 (I) 克服客戶的異見中，如 ”我認為你的價格太高!!!” 的問題通常是，在達成交易前最難處理的部分。克服客戶異議需要有四個步驟，在第三篇中，我將探討第一步驟的處理方式。 當客戶拋出異議時，業務員第一件事就是要同意，並說明你是贊同他們的想法，且認同這個問題，這在做生意上是非常重要。這舉動的目地在告訴客戶，你有認真在聽，了解他們的異見，並認為這異見很重要及納入你的考量，看出你是站在他們那邊為他們著想。 -- 求你將我放在你心上如印記 帶在你臂上如戳記 因為愛情如死之堅強 嫉恨如陰間之殘忍 愛情,眾水也不能息滅 大水也不能淹沒 --

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