【本周期刊】为什么64%的销售人员不成交？(3)

[本文来自：www.11jj.com]

Reason #2: They Lack an Effective Procedure
理由2：他们缺乏有效的程序

When I was growing up in sales, I worked for a company that was extremely aggressive about asking for commitment. They used phrases like, “Close early and often.” They taught me 30 different closes that they said were “guaranteed to work.”

当我在销售中成长的时候，我在一家非常积极地要求承诺的公司工作。他们使用的短语是：“早结束”“他们教会了我30个不同的结束方法，他们说“保证有效”。

Oh, brother! Some of these ploys were so obnoxious and unbelievably manipulative that nobody in their right mind would dare use them. I’m thinking, for example, about the sharp-angle close, the puppy-dog close, and the Ben Franklin. All were methods to trick or trap a prospect into saying yes. They were sleazy then, and they’re utterly laughable today.

哦，兄弟！ 其中一些伎俩是如此令人讨厌和令人难以置信的操纵，以至于没有人能够正确地使用它们。 我想，例如，关于尖角关闭，小狗关闭和本富兰克林。 所有这些都是欺骗或诱捕潜在客户的方法。 那时他们很邋,,今天他们真是可笑。

[本文来自：www.11jj.com]

But…you do need to ask for a “yes.” The best way to do that is to have a proven, non-manipulative process for doing it. Here’s the process:

但是，你确实需要要求“是的”。做到这一点的最好方法是采用一个经过验证的、非操纵性的过程。这个过程是这样的:

•Step 1: Summarize your solution and quote the price (be it money for a final sale or more of the customer’s time to take the next step in the relationship you’re building).
•步骤1：总结您的解决方案并报出价格（无论是最终销售的钱还是客户花在您正在建立的关系中的下一步的更多时间）。

•Step 2: Ask: “How does that sound to you?”
(Positive Response)
•步骤2：问：“这听起来怎么样？”
(积极回应)
    
•Step 3: Ask: “Would you like to go ahead with this?”
Simple, easy and painless.
•第3步：问：“你愿意继续吗？”
简单,轻松,无痛。

Reason #3: They Miss Opportunities to Ask for Commitment
理由3：他们错过了要求承诺的机会

Buying signals represent opportunities to ask for commitment—at least, they do when they are heard at the right time during your conversation with the customer. The right time is just after you’ve presented your solution or after you’ve quoted price (or time commitment, if at this point what you’re selling is, say, another meeting with decision-makers).

购买信号代表了要求承诺的机会——至少，当他们在与客户交谈的时候，在合适的时间听到它们。正确的时间是在你提出你的解决方案之后，或者在你报价之后（或者是时间承诺，如果此时你所销售的是与决策者的另一次会面）。

All salespeople and customer-contact people miss buying signals on occasion. Buying signals sound like: “How much is it?” “Do you have it in stock?” “This looks good.” “How can I get more information about this?” “When do we need to make a decision?”

所有的销售人员和客户联系人员有时会错过购买信号。购买信号听起来像：“多少钱？”“你有存货吗？””“这看起来不错。“我怎样才能得到更多关于这个的信息呢？”“我们什么时候需要做决定？”

Each of these represents a great opportunity to ask for a commitment. Follow the procedure above and get your commitment accomplished.

每一个都是要求承诺的好机会。按照上面的步骤完成你的承诺目标。

Action Selling in Action
行动销售 实践案例

AQuiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America. Christine Corbine, Quiktron’s Director of Sales, provides training for both an outside sales team and a team of customer-contact people—or Customer Relationship Professionals, as Action Selling calls them.

爱荷华州阿尔巴利亚的Quiktron inc.公司向北美地区的数据通信和电信行业，销售有线连接解决方案。Quiktron销售总监Christine Corbine为外部销售团队和客户联系人员或客户关系专业人员提供行动销售..。

Corbine wanted to align all customer-facing employees around a common language for gaining commitment from customers and prospects. “We are well-known for our technology skills,” she says. “But, we found that people would tap our expertise and then buy from someone else. The training we got from The Sales Board fixed that.

科尔宾希望通过一种通用的语言来协调所有面向客户的员工，以获得客户和潜在客户的承诺。“我们以我们的技术技能而闻名，”她说。“但是，我们发现人们会利用我们的专业知识，然后从别人那里购买。”我们从 The Sales Board 公司得到的..解决了这个问题。

“Now,” Corbine continues, “we connect our solutions directly to the customer’s needs and use the commitment procedure we learned to gain agreement to move forward. Our Customer Relationship Professionals are amazed by how well this works.

“现在，”科宾继续说，“我们将我们的解决方案直接与客户的需求联系起来，并使用我们所学到的承诺程序来达成一致推进到下一步。我们的客户关系专家对它的效果感到惊讶。

“You know your training is working when you overhear an employee from one department asking someone from another department, ‘What’s your Commitment Objective?"”

“当你无意中听到某个部门的员工问另一个部门的人‘你的承诺目标是什么？’，你就知道你的..是有效的。”

* For information about how to make sales training pay huge dividends, contact us at 0755-88265430,88261982.

有关如何使销售..获得丰厚回报，，欢迎致电我们：
0755-88265430，88261982。

微信号：actionselling