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Re: ATM CARD====CODE (222)

Attention: Beneficiary,

 

 

 

This is to officially inform you that we have verified your inheritance file and found out that why you have not received your payment are because you have not fulfilled the obligations given to you in respect of your inheritance payment.

 

 

 

Secondly we have been informed that you are still dealing with none officials in the bank all your attempt to secure the release of the fund to you. We wish to advise you that such an illegal act like this have to stop if you wish to receive your payment since we have decided to bring a solution to your problem. Right now we have arranged your payment through our swift card payment center Asia pacific that is the latest instruction from Mr. President, Muhammadu Buhari (gcfr) president federal republic of Nigeria and federal ministry of finance.

 

 

 

This card center will send you an atm card which you will use to withdraw your money in any atm machine in any part of the world, but the maximum is three thousand dollars per day, so if you wish to receive your fund this way please let us know by contacting the card payment center and also send the following information to enable him proceed immediately:

 

 

 

 

1. Full name:

2. Phone and fax number:

3. Address were you want them to send

The atm card to (p.o box not acceptable):

4. Your age and current occupation:

However, kindly find below the contact person:

 

 

 

Mr. Godwin I. Emefiele

Governor Central Bank of Nigeria

Tel:  +234809 4180 250

Email:mrgodwinemfiele12@yahoo.com

 

 

 

The ATM card payment center has been mandated to issue out $10,000,000.00 as part payment for this fiscal year 2017. Also for your information, you have to stop any further communication with any other person(s) or office(s) to avoid any hitches in receiving your ATM payment.

 

 

Make sure you contact Mr. Godwin I. Emefiele, at this number  +234809 4180 250 as soon as you receive this important message for further direction and also update me on any development from the above mentioned office.

 

 

Note that because of impostors, we hereby issued you our code of conduct,which is (atm-222) so you have to indicate this code when contacting the card center by using it as your subject.

 

 

Best regards,

Senator.Bukola Saraki

Senate President.

Address: No. 3Maputo Street, Wuse

Zone 3,Abuja.

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Sofor Is Ilanlari Iskur

Türkiye'deki tüm şoför iş ilanlarına tek bir adresten ulaşmak hiçbir zaman bu kadar kolay olmamıştı. İstanbul, Ankara ve izmir başta olmak üzere bütün illerdeki şoför iş ilanlarına tek bir tıkla ulaşmanız artık çok kolay. Websitemize ulaşmak için tıklayınız:

Sofor Is Ilanlari Iskur

şöför aranıyor tam zamanlı iş ilanları zaman gazetesi zonguldak ereğli tır, zonguldak, istanbul zeytinburnu, zeytinburnu, zonguldak, anadolu yakası sultanbeyli kayseri, yeni ankara, yeni adana, yük taşima, anadolu yakası pendik sofor is ilanlari avrupa yakasi antalya, yeni, anadolu yakası, yemekhane, yukarı dudullu, yenibosna, yurtdışı, yeni, yozgat, yatılı, yalova, yeni asır, anadolu yakası sultanbeyli kayseri, yeni ankara, yeni adana, yük taşima, anadolu yakası pendik sofor is ilanlari avrupa yakasi antalya, yeni, anadolu yakası, yemekhane, yukarı dudullu, yenibosna, yurtdışı, yeni, yozgat, yatılı, yalova, yeni asır şöför ve koruma iş ilanları ağır vasıta, tır, is var vasıfsız, istanbul vip, antalya villa, van'da vasıfsız vale, istanbul vip, iş var, iş ve kurs şöför iş ilanı ver, ve maaşları, van uskudar sofor is ilanlari uzunköprü, urla, uzunyol, ankara uno, servis şoförü iş ilanları umraniye özel, usak sofor is ilanlari umraniye, urfa, uluslararası, uzun yol, uşak turizm tecrübeli, adana tır yatılı, traktör, part time şoför iş ilanı tekirdağ, topkapı, turgutlu, türkiye, tır, tokat, türkiye geneli, telefon numarası, tarsus, tuzla, trabzon, tekirdağ sultanbeyli iş ilanları şöför sultangazi iş ilanları şöför sincanda iş ilanları şöför sivas iş ilanları şöför sinop iş ilanları şöför serik iş ilanları şöför servis şoförü iş ilanları istanbul servis şoförü iş ilanları istanbul avrupa servis, istanbul anadolu yakası sabah, istanbul antalya, sahibinden sofor is ilanlari istanbul sancaktepe silivri sofor is ilanlari sanliurfa sakarya, samsun, sahibinden sakarya rehberim, rami, rusya, rize pegasus part time, istanbul plasiyer, istanbul avrupa servis şoförü iş ilanları pendik, tuzla pendik işkur, pendik özel, pendik, ankara polatlı söför is ilanı posta şöför iş ilanı pendik, plasiyer, perpa, part time, pendik, posta gazetesi okul servisi, ordu ünye, şoför ofisboy iş ilanları otobüs, özel, ordu, osmaniye kariyer net, istanbul avrupa yakası kariyer net, antalya kariyer net, izmir kariyer net, bursa netlog lojistik, kariyer net, istanbul nakliye nizip, eleman.net, kariyer.net, telefon numarası, nazilli, nevşehir, niğde, menemen, muş makam şoförü iş ilanları, maaş, maltepe, merter, manisa soma, manisa akhisar, milas, memur, marmaris, manisa salihli, mardin, muğla, manisa turgutlu, manavgat, malatya, manisa, mersin ekol lojistik ambarlı limanı mars lojistik netlog lojistik, limak holding, levent, iş ilanları şöförlük lojistik, srcli samsun sofor is ilanlari lescard, istanbul levent ankara, lescard izmir, lescard kocaeli, lescard konya, lescard gaziantep, lescard antalya, lescard londra, lüleburgaz, lescard, kadıköy, kırklareli, kavacık beykoz, karabük, kuşadası, karaman, kamu, kağıthane, kdz ereğli, kırıkkale, kartal, kırşehir, kastamonu, küçükçekmece, kütahya, kariyer, kahramanmaraş, kocaeli, kayseri, konya, ikitelli, inegöl, işkur, istanbul avrupa yakası b sınıfı sahibinden, iskenderun, istanbul b sınıfı, izmit, istanbul anadolu yakası sultanbeyli sofor is ilanlari istanbul, istanbul anadolu yakası ümraniye, istanbul anadolu yakası b sınıfı, istanbul avrupa yakası e sınıfı, istanbul avrupa yakası b sınıfı izmir işkur, istanbul avrupa yakası, istanbul avrupa ist avrupa, istanbul anadolu yakası izmir gaziemir izmir hendek, hafriyat, ankara hürriyet, ankara havaalanı, hürriyet, istanbul hafriyat, istanbul, hürriyet gazetesi, halkalı, hafriyat, hatay iskenderun, hürriyet, hatay şöför iş ilanı gaziosmanpaşa, gop, göktürk, güncel, güneşli, gemlik, gölcük, gazete, gaziosmanpaşa, güngören, gece, giresun, gaziantep, gebze gebze fabrika, otobüs firmaları, çorlu fabrika, forklift şoförü iş ilanları fethiye fatsa, fırın, istanbul facebook, florya, fırın, ankara firma, ferhatpaşa, fabrika, fırın, fatih, fethiye özel, erzurum, ankara etimesgut, kdz ereğli, b ehliyetli, ed, eleman online çorlu, e sinifi, eyüp, emekli, erzincan, esenler, eleman, edirne, elazığ, erzurum, eskişehir, esenyurt, elemanonline, ed yurtdışı, özel, diyarbakır sofor is ilanlari darica, damperli, didim, dudullu, düzce, diyarbakır, denizli cayirova, cesme sofor is ilanlari cizre caycuma sofor is ilanlari corluda sofor is ilanlari center, ceyhan, sahibinden.com şoför iş ilanı corlu, catering, cankiri, cekmekoy, corum, catalca, corlu, cerkezköy, canakkale, bakırköy, bandırma, burdur, bahçelievler, bitlis, başakşehir, bartın, bayrampaşa, bilecik, bafra, beykoz, bagcılar, bolu, bodrum, batman, balıkesir, beylikdüzü, b sınıfı, b ehliyetli, bursa, ankara etimesgut, adapazarı, aliağa, aksaray, amasya, antakya, ankara mamak, ankara işvar, afyon, aydın, ankara sincan, ankara keçiören, anadolu yakası pendik, arnavutköy, avrupa yakası, adana, anadolu yakası, antalya, ankara, arnavutköy, avrupa yakası, istanbul avrupa ist avrupa, istanbul anadolu yakası, gaziantep izmir gaziemir izmir, gebze, denizli, adana, kayseri, konya, anadolu yakası, samsun, sahibinden, mersin, antalya, bursa, ankara şoför ve hostes iş ilanları şöför ve operatör iş ilanları şöför ve koruma iş ilanları yakın koruma ve, güvenlik ve 3.havalimanı, ş urfada, k.maraş şoför iş ilanı k maraş özel, k.çekmece, k.maraşta, k maraş, g.antep, istanbul anadolu yakası e ehliyetli, adana, e ehliyetli, ed ankara e sınıfı, gaziantep e sınıfı ankara e ehliyetli, e sınıfı şöför iş ilanı e sınıfı ehliyetli, e sınıfı, istanbul anadolu yakası e sınıfı, ed d.bakır, ç.kale biga b ehliyetli, denizli b ehliyetli, antalya b ehliyetli, bursa b ehliyeti, b sınıfı, adana b sınıfı, izmir b.çekmece, b sınıfı, kocaeli b sınıfı, istanbul anadolu yakası b sınıfı, anadolu yakası b sınıfı, istanbul avrupa yakası b ehliyetli, b sınıfı b sınıfı, ankara b, istanbul avrupa ist avrupa, istanbul anadolu yakası, gaziantep izmir gaziemir izmir, gebze, denizli, adana, kayseri, konya, anadolu yakası, samsun, sahibinden, mersin, antalya, bursa, ankara, , istanbul avrupa ist avrupa, istanbul anadolu yakası, gaziantep izmir gaziemir izmir, gebze, denizli, adana, kayseri, konya, anadolu yakası, samsun, sahibinden, mersin, antalya, bursa, ankara, MYP07pcnt9, Şoför İş İlanları

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Invoice 184878955 10.31.2017

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morning

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Long ago you could not see, I am Marina - with Russia, do you remember me?

My email vanesagerjp@rambler.ru let's talk, I'm waiting!

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Liga 1 Prediksi Persib vs Mitra Kukar

Prediksi Persib vs Mitra Kukar, Prediksi Persib vs Kukar, Prediksi Persib vs Kukar, Prediksi Persib vs Mitra Kukar 26 Oktober 2017 | Prediksi Liga 1, Pekan ke-32 lanjutan ajang kompetisi Liga 1 Indonesia. Persib Bandung yang tampil di 7 pertandingan tanpa kemenangan berusaha memutus rekor buruk tersebut kala menjamu Mitra Kukar di stadion Si Jalak Harupat pada hari jumat tanggal 27 oktober 2017 pukul 18:30 WIB.

Prediksi Persib vs Mitra Kukar 26 Oktober 2017 | Prediksi Liga 1, Meski Persib Bandung dinilai punya kualitas yang lebih dibanding Mitra Kukar. namun sejarah 5 pertemuan terakhir mereka memperlihatkan bahwa Mitra Kukar mampu unggul dari Persib dengan 3 kemenangan sementara Persib hanya 2 kemenangan. Dengan pertimbangan tersebut, meski Persib Bandung bermain di kandang sendiri namun peluang untuk kalah dari Mitra Kukar tetap sangat besar. Sulit memprediksi jalannya pertandingan di laga nanti, Persib yang meraih 2 kali kekalahan hanya kebobolan paling banyak 2 gol di gawang mereka sementara Mitra Kukar yang 2 kekalahannya berakhir dengan skor telak cukup mengindikasikan bahwa perbedaan lini bertahan kedua tim sangat mencolok. Prediksi kami skor 2-1 untuk kemenangan Persib Bandung.

Persib Bandung yang dijagokan sebagai salah satu kandidat juara ISC A 2016, secara mengejutkan tampil buruk di enam laga pertama. Setelah hanya bermain imbang atas PBFC di laga pertama, Persib sebenarnya berhasil menang atas Bali United. Tapi empat pertandingan setelah itu gagal dimenangi tim garapan Dejan. Kekalahan pekan lalu atas Bhayangkara SU dengan skor telak 4-1 membuat Antonic Dejan mengundurkan diri dari kursi kepelatihan setelah Maung Bandung tergolek di papan bawah dengan 7 poin saja. So di bawah Caretaker sang legenda Herrie Setiawan akan langsung mendapat tugas berat menjamu Mitra Kukar yang tengah on fire di pekan ke 7 ini.

Anak asuh Subangkit, Mitra Kukar masih belum terkalahkan di enam pertandingannya. Tiga hasil imbang dan tiga kemenangan membuat skuad garapan Subangkit ini mendulang 12 poin dan bercokol di posisi ke-2 klasemen sementara ISC A pekan ke 6, hanya satu poin di bawah sang pemuncak Arema Cronus. Di pertandingan terakhir 10 Juni lalu, Mitra Kukar sukses memenangi laga derby kontra PBFC dengan skor seru 3-2.

Prediksi Persib vs Mitra Kukar 26 Oktober 2017 -Mitra Kukar mungkin bakal mengusung misi balas dendam saat melawat ke GBLA nanti. Pasalnya, di ajang Piala Presiden 2015 lalu, Mitra Kukar disingkirkan Persib secara menyakitkan di babak semi final. Menang 1-0 di kandang, Mitra justru takluk 3-1 di kandang Maung Bandung.

Dalam laga ini skema Herrie mungkin tetap akan mengandalkan skuad yang sudah ada. Dengan masih cederanya Van Dijk, Samsul Arif, Robertino Pugliara dan Juan Carlos Belencoso akan diandalkan didepan. Sementara setelah pemain muda Rahmad pekan lalu debut, Zulham Zamrun yang sudah sembuh dari cedera panjang bisa menjadi alternatifnya. Persib pun kembali bisa diperkuat bek tangguh Vujovic akan kembali bermain dimana tanpanya pekan lalu gawang Made kebobolan 4 gol. Prediksi Persib vs Mitra Kukar 26 Oktober 2017 | Prediksi Liga 1 http://socobet.com/prediksi-persib-vs-mitra-kukar

4、同一件事，客户同一个人告诉我两次的答案不一样，听哪次的？

销售精英2天强化训练

【时间地点】 2016年 11月05-06日上海
11月19-20日北京 11月26-27日深圳 12月17-18日上海


Judge（评价）一个人，一个公司是不是优秀，不要看他是不是Harvard（哈佛大学），是不是Stanford（斯坦福大学）.不要judge（评价）里面有多少名牌大学毕业生，而要judge（评价）这帮人干活是不是发疯一样干，看他每天下班是不是笑眯眯回家！
——阿里巴巴公司马云


——课程简介

第一章客户需求分析
思考：
1、面对客户找不到话说，怎么办？二次沟通应该聊些什么？
2、为什么我把所有资料都给客户了，他还说要考虑一下？
3、同一件事，客户不同的人告诉我不一样的要求，听谁的？
4、同一件事，客户同一个人告诉我两次的答案不一样，听哪次的？
5、推荐哪一种产品给客户好？最好的？稍好的？还是够用的？
4、为什么我按客户要求去做，他还是没有选择我们？
5、不同的客户，我应该如何应对？
6、忠诚的客户应该如何培养？

第一节、为什么要对客户需求进行分析？
1、客户初次告诉我们的信息往往是有所保留的；
2、客户想要的产品，不一定就是实际所需要的；
3、客户不缺少产品信息，困惑的是自己如何选择；
4、客户购买决定是比较出来的，没有比较，产品就没有价值；
5、销售人员第一思想是战争思想，情报最重要；
6、未来的送货员,联络员,报价员将被淘汰;

第二节、如何做好客户需求分析？
一、基本要求：
1.无事不登三宝殿，有目的地做好拜访计划；
2.引导客户，首先要控制谈话的方向、节奏、内容；
3.从讲产品的"卖点"转变到讲客户的"买点"
4.好的，不一定是最适合的，最合适的才是最好的；
5.不要把猜测当成事实，"谈"的是什么？"判"是由谁判？
6.讨论：客户说价格太贵，代表哪15种不同的意思？

二、需求分析要点：
1.了解客户的4种期望目标；
2.了解客户采购的5个适当；
3.判断谁是关键人的8个依据；
4.哪6大类问题不可以问？ 要表达别人听得懂的话；
5.提问注意的"3不谈"，"4不讲"；
6.客户需求分析手册制定的6个步骤；
?找对方向，事半功倍，为什么找这个客户？
?时间没对，努力白费，为什么这个时候找？
?找对人，说对话，为什么找这个人？
?为什么推荐这个产品？给客户需要的，而不是自己想给的；
?为什么给这样的服务？ 客户看重不是产品，而是使用价值；
?为什么报这个价？ 在客户的预算与同行之间找到平衡；
7.为什么还这个价？关注竞争对手，调整自己的策略；

第二章 如何正确推荐产品
思考：
1、为什么我满足客户所提出的要求，客户却还需要考虑一下？
2、为什么客户不相信我质量与服务的承诺？
3、面对客户提出高端产品的要求，而我只有低端产品，怎么办？
4、如何推荐产品才能让客户感觉到我们跟别人不一样；

第一节 为什么需要我们正确地推荐产品？
1、客户往往对自己深层次的问题并不清楚；
2、客户的提出的要求可能是模糊或抽象,有的仅仅提出方向，不要局限于客户明显的问题,头痛医头,脚痛医脚；
3、客户往往会以我们竞品给他的条件要求我们；
4、满足客户提出的要求，是引导客户在不同公司之间做比较，而不在我公司做出决策；

第二节 如何帮助客户建立"排他性"的采购标准？
案例：客户关心的是你如何保证你的质量和服务水平
1、打仗就是打后勤，推荐产品中常用的34项内容；
2、产品的功能与客户需要解决的问题要相对应；客户喜欢提供解决方案的人，而不仅提供工具的人；
3、如何给竞争对手业务员设置障碍？

第三节 见什么人,说什么话;
不同情况下如何讲？时间、能力、精力、兴趣、文化水平、不同的职位等；
1. 什么情况下偏重于理性说服,打动别人的脑?
2. 什么情况下偏重于情感说服,打动别人的心?
3. 何种情况下只讲优势不讲劣势？
4. 何种情况下即讲优势又讲劣势？

第三章如何有效处理异议
思考
1、遇到小气、固执、粗鲁、啰嗦、刻薄、吹毛求疵、优柔寡断的客户应对？
2、客户直接挂电话，怎么办？
3、第二次见面，客户对我大发脾气，怎么办？
4、有一个行业，销售人员每天都会遇到大量的拒绝，为什么却没有任何人会沮丧？
5、客户就没有压力吗？知已知彼，客户采购时会有哪些压力？
6、为什么客户在上班时与下班后会表现不同的性格特征？

第一节：买卖双方的心情分析
1、如果一方比另一方更主动、更积极追求合作，则后者称为潜在客户
2、卖方知道某价一定不能卖，但买方不知道什么价不能买；
3、当卖方表现自己很想卖，买方会表现自己不想买；
4、买方还的价，并不一定是他认为商品就应该值这个价；
5、付钱之前，买方占优势，之后，卖方占优势；

第二节、理解客户购买时的心态；
1、客户谈判时常用7种试探技巧分析；
2、客户态度非常好，就是不下订单，为什么？
3、为什么有些客户让我们感觉高高在上，花钱是大爷？难道他们素质真的差？
4、客户自身会有哪6个压力？
案例：客户提出合理条件，是否我就应该降价？
案例：如何分清客户异议的真实性？
案例：当谈判出现僵局时怎么办？
案例：为什么我答应客户提出的所有的条件，反而失去了订单？
案例：客户一再地提出不同的条件，怎么处理？
案例：客户要求我降价时,怎么办?请分8个步骤处理

第三节 客户异议处理的5个区分
1、要区分"第一" 还是"唯一"
2、对客户要求的真伪进行鉴别;
3、要区分"情绪"还是"行为"
4、区分"假想"还是"事实"
5、区别问题的轻重,缓急;

第四章 如何建立良好的客情关系？
案例：销售工作需要疯狂、圆滑、奉承、见人说人话，见鬼说鬼话吗？
案例：生意不成仁义在，咱俩交个朋友，这句话应该由谁说？
案例：邀请客户吃饭，你应该怎么说？
案例：当客户表扬了你，你会怎么回答？
案例：我代表公司的形象，是否我应该表现自己很强势？
案例：为了获得客户的信任，我是否应该花重金包装自己？让自己很完美？
案例：是否需要处处表现自己很有礼貌？
案例：如何与企业高层、政府高层打交道？

第一节 做回真实和真诚的自己，表里如一
礼仪的目的是尊重别人，而不是伪装自己，礼仪中常见的错误；
1、演别人,再好的演技也会搞砸，想做别人的时候,你就会离自己很远；
2、不同的人,需求不同,越改越累,越改越气,只会把自己折磨得心浮气躁,不得人心；
3、以朋友的心态与客户交往，过多的商业化语言、行为、过多的礼仪只会让客户感觉到生硬、距离、排斥、公事公办，没有感情；
4、适当的暴露自己的缺点，越完美的人越不可信；
5、守时,守信,守约,及时传递进程与信息，让客户感觉到可控性；
6、销售不是向客户笑，而是要让客户对自己笑；

第二节 感谢伤害我的人，是因为我自己错了；
1、一味顺从、推卸责任、理论交谈、谈论小事、无诚信；
2、当客户说过一段时间、以后、改天、回头、月底时，如何应对？
3、越完美的人越不可信，自我暴露的四个层次；
4、做好防错性的服务,签完合同仅仅是合作的开始；
?指导客户如何使用；
?跟踪产品使用的情况；
?为客户在使用过程中提供指导建议；
?积极解答客户在使用中提出的问题；


第四章团队配合
思考：
1.团队配合的前提是什么？是否任意两个人在一起都会有团队精神？
2.团队配合中为什么会出现扯皮的现象？
3.为什么公司花那么高成本让大家加深感情，但有些人之间还是有隔阂？
4.业绩好的人影响业绩差的人容易还是业绩差的影响业绩好的容易？
5.统一底薪好？还是差别化底薪好？如何让大家都觉得公平？
6.为什么有能力的不听话，听话的却没能力？
7.为什么有些人总是不按我要求的方法去做？
8.面对业绩总是很差的员工，到底是留还是开？

第一节团队配合的重要性
1.优秀的业务员业绩往往是普通的几十甚至上百倍；
2.提高成交的效率，不要杀敌一千，而自损八百；
3.优秀业务员缺时间，业绩普通的业务员缺能力，扬长避短，人尽其才；
4.把人力资源效益利用最大化；
5.打造完美的团队，让成员的缺点相互抵消；

第二节，如何开展团队配合
第一、能力互补
1.关注员工的能力，不要把未来寄托在员工未知的潜能上；
2.不要把员工塑造成同一类型的人，不把专才当全才用；
3.团队以能为本，销售岗位常见的14项技能；
4.售前、售中、售后人员要求与如何搭配？
5.案例：新员工有激情，但能力不足，老员工有能力，但激情不足，怎么办？

第二、利益关联
1.为什么成员会相互冷漠、互不关心、彼此封锁信息和资源？
2.为什么团队成员把团队的事不当回事？
3.如何才能让团队成员真心的为优秀的成员而高兴？
4.开除业绩差的员工，其他成员缺乏安全感怎么办？
5.如何才能让团队自动自发的努力工作？

第三节、不同客户喜欢不同风格的销售人员
1、 销售人员形象与举止，注意自己的形象；
2、 是否具备相似的背景，门当户对；
3、 是否具备相同的认识，道不同不相为盟；
4、 是否"投其所好"，话不投机半句多；
5、 赞美，喜欢对方，我们同样对喜欢我们的人有好感；
先交流感情,增进互信,欲速则不达;
6、 是否对销售人员熟悉，销售最忌讳交浅言深；
初次见面就企图跟别人成为朋友的行为很幼稚；
初次见面就暗示好处的行为很肤浅；
刚见面就强调价格很便宜的行为很愚蠢；
7、 销售人员是否具备亲和力，别人的脸是自己的一面镜子；
成交并不取决于说理，而是取决于心情
8、 销售人员是否值得信赖。

第六章 新客户开发
案例：为什么客户一开始很有兴趣，但迟迟不下单？
案例：前天明明说不买的客户居然今天却买了，客户的话能相信吗？
案例：客户答应买我司的产品，却突然变卦买别人的了，为什么？
案例：为什么我们会买自己没有兴趣的而且并不需要的产品？
一、客户是根据自己所投入的精力、金钱来确定自己的态度；
二、如何才能引导客户作自我说服？
1.不要轻易给客户下结论，谁会买，谁不会买
2.态度上的变化叫说服，行为上的变化叫接受；
3.我们都喜欢为我们自己的行为找理由，却不善于做我们已找到理由的事；
4.客户是发现了自己的需求，"发现"的依据是自己的行为；
5.案例：合同签订后，应该问哪4句话，提升客户忠诚度？

第七章 自我激励
1.做销售工作赚钱最快，且最容易得到老板的重视、同事的尊重；
2.不要把第一次见面看成最后一次，工作要积极但不要着急；
3.不是成功太慢，而是放弃太快，钱是给内行的人赚的；
4.不要报着试试看的心态，企图一夜暴富的投机心态让客户反感；
5.不是有希望才坚持，而是坚持了才有希望；
6.付出才会拥有，而不是拥有才付出；做了才会，而不是会了才做；
7.好工作是做出来的，不是找出来的，不要把自己托付给公司，而要独立成长；
8.尝试不同的工作方法，而不是多年重复使用一种方式，具备试错的精神；
9.工作可以出错，但不可以不做，世界上最危险的莫过于原地不动；
10.不要把未来寄托在自己一无所知的行业上，做好目前的工作；

【培训特点】
1.分组讨论，训练为主，互动式教学；2次现场考试;
2.真实案例分析，大量课后作业题，既有抢答，又有辩论，还有现场演练，热烈的课堂氛围；
3.将销售管理融入培训现场：
3.1 不仅关注个人学习表现，而且重视团队合作；
3.2 不仅关注2天以内的学习，而且营造2天以后的培训学习氛围；
3.3 不仅考核个人得分，而且考核团队得分；不仅考核学员的学习成绩，而且考核学员学习的参与度；


【讲师介绍】　王老师
　销售团队管理咨询师、销售培训讲师；
　曾任可口可乐（中国）公司业务经理；阿里巴巴（中国）网络技术有限公司业务经理；
　清华大学.南京大学EMBA特邀培训讲师；新加坡莱佛士学院特约讲师;
　2000年至今一直从事销售与销售人员激励与训练工作,曾任可口可乐的业务经理，全球知名企业阿里巴巴公司的业务经理，曾每月疯狂上门拜访100家以上的客户，半军事化的销售职业生涯，高强度的工作压力,全面系统的受训经历，积累了丰富的客户收集、销售谈判、客户跟进、客户服务、自我激励的经验，在公司曾获"悍将杯"榜眼。

【曾经培训过的部份客户】
华为公司/立邦漆业/太平保险/欧普照明/可口可乐/扬子石化/飞利浦/百度/中国移动/北京东信北邮/中国联通/成都通发集团/携程网络/广州方圆房产/深圳南海酒店/桂林三金药业/三一重工/深圳宝德集团/义乌邮政局/广西水电工程局/重庆煤科院/深圳特发股份/北京曲美家私/九阳电器/珠港机场/巢湖邮政/济南邮政/南京医药总公司/国美电器/雨润集团/中国一拖集团能源分公司/重庆科创学院/




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6.客户需求分析手册制定的6个步骤；

销售精英2天强化训练

【时间地点】 2016年 10月15-16日深圳 11月05-06日上海
11月19-20日北京 11月26-27日深圳 12月17-18日上海


Judge（评价）一个人，一个公司是不是优秀，不要看他是不是Harvard（哈佛大学），是不是Stanford（斯坦福大学）.不要judge（评价）里面有多少名牌大学毕业生，而要judge（评价）这帮人干活是不是发疯一样干，看他每天下班是不是笑眯眯回家！
——阿里巴巴公司马云


——课程简介

第一章客户需求分析
思考：
1、面对客户找不到话说，怎么办？二次沟通应该聊些什么？
2、为什么我把所有资料都给客户了，他还说要考虑一下？
3、同一件事，客户不同的人告诉我不一样的要求，听谁的？
4、同一件事，客户同一个人告诉我两次的答案不一样，听哪次的？
5、推荐哪一种产品给客户好？最好的？稍好的？还是够用的？
4、为什么我按客户要求去做，他还是没有选择我们？
5、不同的客户，我应该如何应对？
6、忠诚的客户应该如何培养？

第一节、为什么要对客户需求进行分析？
1、客户初次告诉我们的信息往往是有所保留的；
2、客户想要的产品，不一定就是实际所需要的；
3、客户不缺少产品信息，困惑的是自己如何选择；
4、客户购买决定是比较出来的，没有比较，产品就没有价值；
5、销售人员第一思想是战争思想，情报最重要；
6、未来的送货员,联络员,报价员将被淘汰;

第二节、如何做好客户需求分析？
一、基本要求：
1.无事不登三宝殿，有目的地做好拜访计划；
2.引导客户，首先要控制谈话的方向、节奏、内容；
3.从讲产品的"卖点"转变到讲客户的"买点"
4.好的，不一定是最适合的，最合适的才是最好的；
5.不要把猜测当成事实，"谈"的是什么？"判"是由谁判？
6.讨论：客户说价格太贵，代表哪15种不同的意思？

二、需求分析要点：
1.了解客户的4种期望目标；
2.了解客户采购的5个适当；
3.判断谁是关键人的8个依据；
4.哪6大类问题不可以问？ 要表达别人听得懂的话；
5.提问注意的"3不谈"，"4不讲"；
6.客户需求分析手册制定的6个步骤；
?找对方向，事半功倍，为什么找这个客户？
?时间没对，努力白费，为什么这个时候找？
?找对人，说对话，为什么找这个人？
?为什么推荐这个产品？给客户需要的，而不是自己想给的；
?为什么给这样的服务？ 客户看重不是产品，而是使用价值；
?为什么报这个价？ 在客户的预算与同行之间找到平衡；
7.为什么还这个价？关注竞争对手，调整自己的策略；

第二章 如何正确推荐产品
思考：
1、为什么我满足客户所提出的要求，客户却还需要考虑一下？
2、为什么客户不相信我质量与服务的承诺？
3、面对客户提出高端产品的要求，而我只有低端产品，怎么办？
4、如何推荐产品才能让客户感觉到我们跟别人不一样；

第一节 为什么需要我们正确地推荐产品？
1、客户往往对自己深层次的问题并不清楚；
2、客户的提出的要求可能是模糊或抽象,有的仅仅提出方向，不要局限于客户明显的问题,头痛医头,脚痛医脚；
3、客户往往会以我们竞品给他的条件要求我们；
4、满足客户提出的要求，是引导客户在不同公司之间做比较，而不在我公司做出决策；

第二节 如何帮助客户建立"排他性"的采购标准？
案例：客户关心的是你如何保证你的质量和服务水平
1、打仗就是打后勤，推荐产品中常用的34项内容；
2、产品的功能与客户需要解决的问题要相对应；客户喜欢提供解决方案的人，而不仅提供工具的人；
3、如何给竞争对手业务员设置障碍？

第三节 见什么人,说什么话;
不同情况下如何讲？时间、能力、精力、兴趣、文化水平、不同的职位等；
1. 什么情况下偏重于理性说服,打动别人的脑?
2. 什么情况下偏重于情感说服,打动别人的心?
3. 何种情况下只讲优势不讲劣势？
4. 何种情况下即讲优势又讲劣势？

第三章如何有效处理异议
思考
1、遇到小气、固执、粗鲁、啰嗦、刻薄、吹毛求疵、优柔寡断的客户应对？
2、客户直接挂电话，怎么办？
3、第二次见面，客户对我大发脾气，怎么办？
4、有一个行业，销售人员每天都会遇到大量的拒绝，为什么却没有任何人会沮丧？
5、客户就没有压力吗？知已知彼，客户采购时会有哪些压力？
6、为什么客户在上班时与下班后会表现不同的性格特征？

第一节：买卖双方的心情分析
1、如果一方比另一方更主动、更积极追求合作，则后者称为潜在客户
2、卖方知道某价一定不能卖，但买方不知道什么价不能买；
3、当卖方表现自己很想卖，买方会表现自己不想买；
4、买方还的价，并不一定是他认为商品就应该值这个价；
5、付钱之前，买方占优势，之后，卖方占优势；

第二节、理解客户购买时的心态；
1、客户谈判时常用7种试探技巧分析；
2、客户态度非常好，就是不下订单，为什么？
3、为什么有些客户让我们感觉高高在上，花钱是大爷？难道他们素质真的差？
4、客户自身会有哪6个压力？
案例：客户提出合理条件，是否我就应该降价？
案例：如何分清客户异议的真实性？
案例：当谈判出现僵局时怎么办？
案例：为什么我答应客户提出的所有的条件，反而失去了订单？
案例：客户一再地提出不同的条件，怎么处理？
案例：客户要求我降价时,怎么办?请分8个步骤处理

第三节 客户异议处理的5个区分
1、要区分"第一" 还是"唯一"
2、对客户要求的真伪进行鉴别;
3、要区分"情绪"还是"行为"
4、区分"假想"还是"事实"
5、区别问题的轻重,缓急;

第四章 如何建立良好的客情关系？
案例：销售工作需要疯狂、圆滑、奉承、见人说人话，见鬼说鬼话吗？
案例：生意不成仁义在，咱俩交个朋友，这句话应该由谁说？
案例：邀请客户吃饭，你应该怎么说？
案例：当客户表扬了你，你会怎么回答？
案例：我代表公司的形象，是否我应该表现自己很强势？
案例：为了获得客户的信任，我是否应该花重金包装自己？让自己很完美？
案例：是否需要处处表现自己很有礼貌？
案例：如何与企业高层、政府高层打交道？

第一节 做回真实和真诚的自己，表里如一
礼仪的目的是尊重别人，而不是伪装自己，礼仪中常见的错误；
1、演别人,再好的演技也会搞砸，想做别人的时候,你就会离自己很远；
2、不同的人,需求不同,越改越累,越改越气,只会把自己折磨得心浮气躁,不得人心；
3、以朋友的心态与客户交往，过多的商业化语言、行为、过多的礼仪只会让客户感觉到生硬、距离、排斥、公事公办，没有感情；
4、适当的暴露自己的缺点，越完美的人越不可信；
5、守时,守信,守约,及时传递进程与信息，让客户感觉到可控性；
6、销售不是向客户笑，而是要让客户对自己笑；

第二节 感谢伤害我的人，是因为我自己错了；
1、一味顺从、推卸责任、理论交谈、谈论小事、无诚信；
2、当客户说过一段时间、以后、改天、回头、月底时，如何应对？
3、越完美的人越不可信，自我暴露的四个层次；
4、做好防错性的服务,签完合同仅仅是合作的开始；
?指导客户如何使用；
?跟踪产品使用的情况；
?为客户在使用过程中提供指导建议；
?积极解答客户在使用中提出的问题；


第四章团队配合
思考：
1.团队配合的前提是什么？是否任意两个人在一起都会有团队精神？
2.团队配合中为什么会出现扯皮的现象？
3.为什么公司花那么高成本让大家加深感情，但有些人之间还是有隔阂？
4.业绩好的人影响业绩差的人容易还是业绩差的影响业绩好的容易？
5.统一底薪好？还是差别化底薪好？如何让大家都觉得公平？
6.为什么有能力的不听话，听话的却没能力？
7.为什么有些人总是不按我要求的方法去做？
8.面对业绩总是很差的员工，到底是留还是开？

第一节团队配合的重要性
1.优秀的业务员业绩往往是普通的几十甚至上百倍；
2.提高成交的效率，不要杀敌一千，而自损八百；
3.优秀业务员缺时间，业绩普通的业务员缺能力，扬长避短，人尽其才；
4.把人力资源效益利用最大化；
5.打造完美的团队，让成员的缺点相互抵消；

第二节，如何开展团队配合
第一、能力互补
1.关注员工的能力，不要把未来寄托在员工未知的潜能上；
2.不要把员工塑造成同一类型的人，不把专才当全才用；
3.团队以能为本，销售岗位常见的14项技能；
4.售前、售中、售后人员要求与如何搭配？
5.案例：新员工有激情，但能力不足，老员工有能力，但激情不足，怎么办？

第二、利益关联
1.为什么成员会相互冷漠、互不关心、彼此封锁信息和资源？
2.为什么团队成员把团队的事不当回事？
3.如何才能让团队成员真心的为优秀的成员而高兴？
4.开除业绩差的员工，其他成员缺乏安全感怎么办？
5.如何才能让团队自动自发的努力工作？

第三节、不同客户喜欢不同风格的销售人员
1、 销售人员形象与举止，注意自己的形象；
2、 是否具备相似的背景，门当户对；
3、 是否具备相同的认识，道不同不相为盟；
4、 是否"投其所好"，话不投机半句多；
5、 赞美，喜欢对方，我们同样对喜欢我们的人有好感；
先交流感情,增进互信,欲速则不达;
6、 是否对销售人员熟悉，销售最忌讳交浅言深；
初次见面就企图跟别人成为朋友的行为很幼稚；
初次见面就暗示好处的行为很肤浅；
刚见面就强调价格很便宜的行为很愚蠢；
7、 销售人员是否具备亲和力，别人的脸是自己的一面镜子；
成交并不取决于说理，而是取决于心情
8、 销售人员是否值得信赖。

第六章 新客户开发
案例：为什么客户一开始很有兴趣，但迟迟不下单？
案例：前天明明说不买的客户居然今天却买了，客户的话能相信吗？
案例：客户答应买我司的产品，却突然变卦买别人的了，为什么？
案例：为什么我们会买自己没有兴趣的而且并不需要的产品？
一、客户是根据自己所投入的精力、金钱来确定自己的态度；
二、如何才能引导客户作自我说服？
1.不要轻易给客户下结论，谁会买，谁不会买
2.态度上的变化叫说服，行为上的变化叫接受；
3.我们都喜欢为我们自己的行为找理由，却不善于做我们已找到理由的事；
4.客户是发现了自己的需求，"发现"的依据是自己的行为；
5.案例：合同签订后，应该问哪4句话，提升客户忠诚度？

第七章 自我激励
1.做销售工作赚钱最快，且最容易得到老板的重视、同事的尊重；
2.不要把第一次见面看成最后一次，工作要积极但不要着急；
3.不是成功太慢，而是放弃太快，钱是给内行的人赚的；
4.不要报着试试看的心态，企图一夜暴富的投机心态让客户反感；
5.不是有希望才坚持，而是坚持了才有希望；
6.付出才会拥有，而不是拥有才付出；做了才会，而不是会了才做；
7.好工作是做出来的，不是找出来的，不要把自己托付给公司，而要独立成长；
8.尝试不同的工作方法，而不是多年重复使用一种方式，具备试错的精神；
9.工作可以出错，但不可以不做，世界上最危险的莫过于原地不动；
10.不要把未来寄托在自己一无所知的行业上，做好目前的工作；

【培训特点】
1.分组讨论，训练为主，互动式教学；2次现场考试;
2.真实案例分析，大量课后作业题，既有抢答，又有辩论，还有现场演练，热烈的课堂氛围；
3.将销售管理融入培训现场：
3.1 不仅关注个人学习表现，而且重视团队合作；
3.2 不仅关注2天以内的学习，而且营造2天以后的培训学习氛围；
3.3 不仅考核个人得分，而且考核团队得分；不仅考核学员的学习成绩，而且考核学员学习的参与度；


【讲师介绍】　王老师
　销售团队管理咨询师、销售培训讲师；
　曾任可口可乐（中国）公司业务经理；阿里巴巴（中国）网络技术有限公司业务经理；
　清华大学.南京大学EMBA特邀培训讲师；新加坡莱佛士学院特约讲师;
　2000年至今一直从事销售与销售人员激励与训练工作,曾任可口可乐的业务经理，全球知名企业阿里巴巴公司的业务经理，曾每月疯狂上门拜访100家以上的客户，半军事化的销售职业生涯，高强度的工作压力,全面系统的受训经历，积累了丰富的客户收集、销售谈判、客户跟进、客户服务、自我激励的经验，在公司曾获"悍将杯"榜眼。

【曾经培训过的部份客户】
华为公司/立邦漆业/太平保险/欧普照明/可口可乐/扬子石化/飞利浦/百度/中国移动/北京东信北邮/中国联通/成都通发集团/携程网络/广州方圆房产/深圳南海酒店/桂林三金药业/三一重工/深圳宝德集团/义乌邮政局/广西水电工程局/重庆煤科院/深圳特发股份/北京曲美家私/九阳电器/珠港机场/巢湖邮政/济南邮政/南京医药总公司/国美电器/雨润集团/中国一拖集团能源分公司/重庆科创学院/




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What's up, Big Boy?
My name is Violette, what's yours? I can not wait to meet you in private.
I was going to have a nice talk with you in chat but you had gone offline. May I ask you to write me a few words some day?
Trust me, it's going to be lots of fun.
I�ll be waiting for your letter�
My email planenexag1979@rambler.ru


Love and kisses,
Violette

What's up

What's up, Big Boy?
My name is Violette, what's yours? I can not wait to meet you in private.
I was going to have a nice talk with you in chat but you had gone offline. May I ask you to write me a few words some day?
Trust me, it's going to be lots of fun.
I�ll be waiting for your letter�
My email tranuntreasra1982@rambler.ru


Love and kisses,
Violette

Hi

Hello, My Dear Friend!

How is your day going? I'm Katherine, but you can call me Kat if you like.
What's your name by the way?
I know you�ve been visiting this website quite often.
And I was going to chat with you the other day but you suddenly went offline.
What do you think about us spending some time here talking to each other?
I would be glad to hear from you.

My email techsmenpokhwant1981@rambler.ru

Best wishes,
Katty

Hi

Hello, My Dear Friend!

How is your day going? I'm Katherine, but you can call me Kat if you like.
What's your name by the way?
I know you�ve been visiting this website quite often.
And I was going to chat with you the other day but you suddenly went offline.
What do you think about us spending some time here talking to each other?
I would be glad to hear from you.

My email truthunexas1986@rambler.ru

Best wishes,
Katty

Hi

Hi, Sweetheart!

How are you? I'm Julie, and what's your name?
I see you like visiting this website, so do I. Chatting to each other could be awesome.
What do you think about writing me � few lines some time? Don't hesitate to send me a letter � I would be happy to hear from you!
My email sitemennoi1975@rambler.ru

I promise you�ll love it,
Julie

Hi

Hi, Sweetheart!

How are you? I'm Julie, and what's your name?
I see you like visiting this website, so do I. Chatting to each other could be awesome.
What do you think about writing me � few lines some time? Don't hesitate to send me a letter � I would be happy to hear from you!
My email talbarfrisar1977@rambler.ru

I promise you�ll love it,
Julie