动物保健公司销售技巧培训讲义主要内容提示Successfulcommunicationgetsto:成功的沟通能达到:TheWin-WinSituation双赢的情景Don’tcriticise,judgeorcomplain不要批评,评判或抱怨Showhonestappreciation表现出你的诚意Talkabouttheircontribution谈论别人的贡献Usepeople’snames使用别人的姓名Smilewhenappropriate适当的时候请微笑Furtherreading:DaleCarnegie:Howtomakefriendsandinfluencepeople请参阅:DaleCarnegie:如何交友及影响他人Ifyoufeartheworst?Yougetit如果你总是担心最糟糕的情况会发生?那它肯定发生Listallpossiblereasonsforsuccess.列出所有取得成功的可能原因.Convinceyourselffirst!首先说服你自己!Icancontrolmythoughts我能控制我的思想Myfeelingscomefrommythoughts我的感觉源于我的思想Icandecidetobehappy,pleasant...or!我能感觉快乐,高兴…或!Askfor100;youcansettlefor10要求得到100;你可以搞定10Askfor10;you’llneverget100要求得到10;你永远得不到100Apositivereactionindicatesinterest正面的回应说明了顾客的兴趣Findoutmoreaboutthatinterest关于顾客的兴趣多谈一些内容After2-3positivesgoforaclose在2-3个正面回应后,争取缔结Mostnegativesare“smoke”大部分的负面都是烟幕Simplyignoreoracknowledge不理负面Reverttothepositive;sticktoyourgoal回到正面;坚持你的目标Ifanegativecomes3times,handleit如果负面出现三次,正面回答Ifyoupickuponnegatives如果你截取了负面Yougetdrawnintoconflict你将陷入正面冲突Youneverreachyourobjective你永远达不到你的目标Youfeelnegative你感觉很糟糕Seekingclarification?Answer要求澄清?回答Seekingconfirmation?Answer要求确认?回答Seekingdetails?Postpone要求细节?暂缓Seekingcontrol/diversion?Getbackontrack要求控制/转移话题?回到主题拜访目标Objectives目标Focusonthepositivepicture(meatthegoal)注重积极的方面（我的目标）Avoidthedoublenegative(Iwillnotgiveup)*避免双重否定（我不会放弃）*IntegrateOBJECTIVEandVISION融合“目标”和“远景”*Givingupbecomesaself-fulfillingprophecy放弃意味着“自我实现预见”拜访目标SMARTSpecific:donotmixwithothergoals明确：不和其他目标混淆Measurable:soyouknowifyoumadeit可衡量：明白自己是否已达到目标Ambitiousandagreed:tomotivateyou有雄心并且相信：鼓励自己Realistic:toavoiddemotivation现实：避免灰心Trackable:tomeasureprogressontheway可追溯：评估在前进道路上取得的进展AchievingObjectives达到目标PPP