掌握活用ABC法则,销售事半功倍
2015/7/27 公共营养及健康管理
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何为ABC?
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这是你借力的对象,可以是你的上层老师、各种说明会及其主讲人、成功的前辈等。
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这就是你!不要质疑,你就是辣么帅!
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这是你想沟通的对象,有发展潜力的客户等。
沟通前
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B要与A提前沟通,并向A提供有关C的个人资料,选定见面的时间和地点。
B要在C和A没有见面之前,先向C推崇A。推崇会让C对A所说的话更为信服。
要让C有种迫切想见A的感觉,推崇要适当,不要夸大。
沟通中
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沟通过程中,B要在C的旁边安静专心听A说明并不断点头认同,也要做笔记和录音,以维持良好的气氛,同时为学习做准备,这是很重要的一环。
切记沟通过程中B一定不能东张西望,接听电话,甚至抢A的话。沟通过程中B能不讲则最好不讲。
沟通后
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B要和C确定下次跟进的时间和地点,B要留下来与A研讨这次ABC沟通的成果和缺失。
A要与B沟通心态,并非每次都能推荐成功,重点是给B学习模式。
B要在与A的研讨中,努力学习,以便日后成为A的角色。
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