133个培训游戏集锦：销售培训中的异议处理

形式：全体学员

类型：问题的解决,培训培训师

时间：至少15分钟,视人数多少有所不同

材料：索引卡

场地：教室

活动目的

◎鼓励学员预测可能遇到的异议并学会如何迅速地给出令人满意的答复。

操作程序

1.准备一些索引卡,列明在销售中可能遇到的异议。(在另一边留出空白)

2.学员从桌上抽出一张索引卡并大声读出卡上所列的异议(如：我认为你的价格比我们现在用的供应商的价格明显高出很多)学员必须快速自然地给予回答。

3.其他学员及讲师针对他的回答进行点评,指出其它的回答方法及回答中值得商榷的地方

4.其余学员轮流重复进行本活动。

其它可选操作程房

给学员一定时间准备,然后口头回答。这个方法可以适用于新手,使他们在进行真正的工作之前建立自信。

有关讨论

·当身处这种情况时,你感觉如何?(非常刺激,非常恐惧)现在对刚才你所面临的问题,你又有了什么其它回答方法?

·在处理异议时,是的,但是和是的,而且的回答技巧是非常有效的。还有没有其它的好办法?

·事先准备和预测是处理异议的关键所在。我们如何能记往一些标准回答方法?(关键词,次成功的或失败的经验,等等)

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133 training game highlights: objection handling in sales training

Form: All students

Type: Problem Solving, Training Trainer

Time: at least 15 minutes, depending on the number of people

Material: Index Card

Venue: classroom

Objectives

◎ Encourage participants to anticipate possible objections and learn how to respond quickly and satisfactorily.

Operating procedure

1. Prepare some index cards to list the objections you may encounter during sales. (Leave blank on the other side)

2. The student pulls an index card from the table and reads out the objection listed on the card aloud (eg: I think your price is significantly higher than the price of the supplier we are using now). The student must respond quickly and naturally. .

3. Other students and lecturers commented on his answer, pointing out other answering methods and places in the answer that are worth discussing.

4. The remaining students take turns to repeat this activity.

Other optional operating room

Give the students a certain amount of time to prepare, then verbally answer. This method can be applied to novices to build confidence before they do real work.

Related discussion

· How do you feel when you are in this situation? (very irritating, very scared) What other answers do you have for the problem you just faced?

· The answering skills of Yes, but and Yes, and are very effective when dealing with objections. Is there any other good way?

· Preparing and forecasting in advance is the key to handling objections. How can we remember some standard answering methods? (keywords, sub-successful or failed experiences, etc.)