1、1,1,Polish the Soft Skills,Mar 2013,2,2,Outline,What?Why?How?Part 1: Master workplace meetingsPart 2: Handling interaction and objection,3,What?,Hard SkillsDegrees, certificatesProgramming, ResearchSoft SkillsCommunicating, presentation, listening, fast learning, cooperating, contributing in meeting
2、, resolving conflict, teambuilding, encouraging innovation, making decision, coaching, encouraging, motivating, etc.,4,Why?,“积累个人软实力，成就人生硬道理”“成大事者不拘专业，有软实力笑傲江湖”Ex：Interpersonal relationshipClear expressionMature thoughts,5,5,How?,Part 1. Master Workplace Meetings,6,7,Copyright 2013Go MonentumAll rig
3、hts reserved.,8,9,10,11,12,13,14,15,16,17,18,18,How?,Part 2. 天外飞仙 Handling interaction无极 Handling objection,Copyright 2013Poon Ka YeungAll rights reserved.,19,19,Objectives of presentation,1) To make the prospect aware of a problem or a need2) To prove that your proposition will solve the problem3)
4、To prove that you are reliable source of solution4) To motivate the prospect to act promptly,20,20,Essentials of a good presentation,1) Selling is not a battleWinning the battle, but2) Keep the interview friendlyAsk yourself: as customer, what would you prefer?,21,21,Essentials of a good presentatio
5、n,3) Control & lead the interviewAvoid irrelevant discussion, ask relevant questions4) TimingTime is money, a well organized presentation means you are treating the client with respect 。,22,22,Essentials of a good presentation,5) The art of listening Communication is a “two-way” business!Listen with
6、 empathyMind your body languageMind his or her body language,23,23,Dealing with contingency,1) Ignore itNothing happened! 2) WithdrawalAvoid direct confrontation, dont embarrass your client.,24,24,Dealing with contingency,3) Mitigating circumstanceRelax! 4) Change the subjectProspect: “Expensive!” Y
7、es, some people said our price is high. Lets see how they commented on our quality!,25,25,Dealing with contingency,5) Agree and actTake a strong, positive action to impress prospects6) ChallengeIf the client made unreasonable argument, we might challenge such idea. However, we need to handle with ex
8、tra care and prepare a path for your client to,26,26,7 basic techniques,1) Use of showmanshipDramatizationTest as a showVisualize the proposition (product, pictures, models, films, mock up)Let the prospect participate,27,27,7 basic techniques,4) Talking the language of the prospectIt does not mean y
9、ou are “losing” yourself. It means you are sincere and the clients are respected,28,28,7 basic techniques,5) DemonstrationPlan each demonstrationMatch the selling points with the prospects different concernsPace and repeat the talking points6) Formalize the presentationBlack & white (including takin
10、g notes!)Back up the presentationMinimize misunderstandings about what was said,29,29,Attitude towards objections,Dont be afraid, the world does not endBe sincere, you should not be guiltyBe positive, you are well-trainedMost of the time, it is an opportunity. Showtime!,30,30,Overall strategy for ha
11、ndling objections,1) Avoid arguingOKyou won! 2) Avoid irrelevant objectionsWho is leading ? 3) Be inoffensiveMind your body language and attitude4) Choose your timeDont be hurryIt may be too early to say “expensive” or “cheap”,31,31,Overall strategy for handling objections,5) Forestall objectionsPre
12、paration!6) Clarifying objectionsYou dont love me! Whats the problem?7) Do not magnify objectionsSome people tend to restate and repeat the “pain” in the discussion.,32,32,Basic techniques in handling objections,1) Direct denialDirect, handle with care, only if you understood the entire situation. I
13、f you make it too strong, your clients will be embarrassed.2) Indirect denialHmlets see this point from another angle3) Pass upFor the minor objection (or irrelevant), just carry on！,33,33,Basic techniques in handling objections,4) CompensationOK(sincerely), may I offer you xxx5) QuestionReliable, b
14、ut no silly questions please!6) BoomerangThe objection is the cogent reason for buying!,34,34,Debriefing,故形兵之極，至于無形。兵無常勢，水無常形；能因敵變化而制勝者，謂之神。孫子兵法.虚實篇Understand by insight: As water!Water adapts itself to the shape of the ground, the army should work out plans according to the condition of the warfare. Water has no fixed form, warfare has no fixed rules!,35,Thank you!,
