《八种武器》
第五节 测试和提供样品
..................................................................................................................104
第六节 赠品
......................................................................................................................................109
第七节 商务活动
...............................................................................................................................111
第八节 参观考察
..............................................................................................................................114
第一节 以客户需求为导向的面对面销售
......................................................................................117
第二节 拉近客户距离
......................................................................................................................120
第三节 探询和说服
..........................................................................................................................123
第四节 计划下一步
..........................................................................................................................128
第五节 观察
......................................................................................................................................130
第六章 销售演讲技巧
............................................................................................................................132
第一节 演讲的威力
..........................................................................................................................133
第二节 演讲的四个步骤
..................................................................................................................136
第三节 肢体语言和表情
..................................................................................................................139
第四节 销售演讲
..............................................................................................................................142
第七章 战胜异议
.....................................................................................................................................145
第一节 克服客户的不关心
..............................................................................................................146
第二节 克服客户的怀疑和误解
......................................................................................................150
第三节 克服缺陷
..............................................................................................................................155
第八章 其他销售技巧
............................................................................................................................159
第一节 谈判技巧
..............................................................................................................................160
第二节 顾问型销售技巧
..................................................................................................................164
第三节 高层客户销售
......................................................................................................................169
第九章 成长之路
.....................................................................................................................................172
第一节 猎手
......................................................................................................................................173
第二节 客户信赖的顾问
..................................................................................................................177
第三节 长期合作伙伴
......................................................................................................................181
第四节 成长历程
..............................................................................................................................184
第五节 业绩的提升
..........................................................................................................................186
后记
.............................................................................................................................................................192
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