姚岚《非语言力量十倍说服力》

《非语言力量十倍说服力》
提升肢体语言技能打造说服引导高手
主讲：姚岚老师

【课程背景】
一直以来，销售给人的印象首先是很能说，能把平凡之物说成天下仅有，令众多客户欲罢不能，瞬间下单。其口才的水平,成为业务成败的关键王牌。当大家都在关注口才制胜的时候，那些真正的销售高手却深深掩藏了他们的真实王牌，那就是他们十分精通且反复使用的非语言力量。那是语言以外的沟通能力，它不仅是辅助语言获得成功说服力的技巧，甚至在说服引导过程中占据了无可替代的王牌技能。当代世界上所有的心理学家和营销专家都承认，非语言能力在沟通中的作用是语言能力的十几倍，它才是创造成功的掩藏王牌。
我们很多销售在现实中被客户反复蹂躏，伤痕累累地爬回办公室，擦拭眼泪和抹药伤口时，不仅悲哀地仰天长叹：

为什么客户总是远离我的热情？
为什么拜访了这么多次，从没告诉我需求真相？
为什么我总是最后一个被通知丢单的人

感受到这类苦难的销售们，个人能力上最大的短板是非语言能力的应用，使得说服和亲近的水平陡降，无法靠近用户的“朋友圈”，更不要说成为用户的朋友。补齐这块短板成为一线销售的当务之急，本课程能够帮助销售认识自己蕴藏的巨大能量，在最短的时间获得技能的释放，获得十倍的引导说服能力，降低成交风险，获得合理利润的订单同时，也能顺利地成为用户的朋友，为中长期的合作打下坚实的基础。
本课程着重解决销售在沟通过程中主要面临的四个问题:
1,如何改变客户对我的冷淡?
2,如何从客户处获知真实情形?
3,如何让客户逐渐喜欢和我交流?
4,如何能够引导客户走向我希望的方向?

【培训目标】
本课程能给学员带来什么？，

了解说服客户过程中非语言技能的巨大作用
了解优秀的四类非语言技能是如何助力成交的
了解训练自己提高非语言能力的方法
掌握各类非语言能力在沟通过程中的正确应用
掌握需要尽力避开的三个沟通陷阱
掌握通往真相的道路-从非语言表现探知用户

【授课对象】营销经理，一线销售。
【授课形式】讲授、案例分享、小组讨论等

【课程时长】6小时/天 1-2天/6-12小时

课程大纲
请您提前准备：一份作为销售面临的沟通困难top3

前言：

一、销售面临的沟通难题

任我爱他千万遍，他仍视我为诈骗
福尔摩斯不是我，从沟通中获知真相好难
客户一直在布局，我总是最后一个知道失败的
除了被甲方命令引导甲方对我是个梦

案例1：丹麦设备的投标-无意中才知道陪太子读书
案例2：工业品甲方一直冷漠地和你走询价流程，从不成交

二、通常销售现有能力和技巧

你已经拥有所有企业资料和产品信息，够吗？
已经练就销售五大导购技巧，四大促单技巧，四大投标要素。
已经掌握待人接物7法则，够用吗？
还缺一项：“沟通”

案例1：老销售遇挫老采购

三、沟通从来不是一个技能

双向沟通其实是六通道交流
如何通过沟通知道对方不愿说出的真相？
可以用沟通引导用户扑向我指的方向吗？

互动和挑战：列出你认为的非语言沟通技能

案例：作为老销售陪同拜访客户的经历

三、为何怎么说客户都不买帐-艾伯特的55387法则

艾伯特.梅拉比安的55387法则
沟通的力量中语言为何最弱？
沟通高手常常聚焦于非语言能力的提高
我怎么失去真正的鲜活和自然？也就失去了沟通能力

案例：滔滔不绝的失败案例

四、什么是非语言沟通

仪态呈现-什么促成你的第一印象？
肢体语言-几乎无法掩藏鲜明的真相
沟通语调-表现出远远超越语言内容的信息
发声技巧-如何圆润饱满你的声音才能磁性满腔字正腔圆？

案例：幼儿的强大沟通能力

五、肢体语言- - -鲜明而准确的真相

肢体语言的三大分类
脸部表情的丰富多彩—始终向你诉说真相
上身在说话—无论多有经验，总有暴露的那一刻
下半身的表情—最难以防范的无间道
必须单独聊聊手的表情==手势
客户的正、反肢体语言范例
销售的正、反肢体语言范例

案例：准确判定用户心态，果断行动并成功签约的交管局项目

六、语调- -嗓音是身体的音乐，语调是灵魂的乐章

语调的定义--三位专家给出三个解释
优化你的语调必须聚焦的语调四要素
语调赋能说服力的实用技巧
你一直进行的是做减法的语调吗？

案例：林肯在葛底斯堡讲话

七、发声技巧

学会呼吸- -气乃声之帅，呼吸对发声至关重要
口腔控制- -口腔是语音的制造厂
解放喉咙- -喉部是声音的发源地
打开共鸣- -扩大和美化你的声音

案例：细研赵忠祥老师的发声技巧

八、赠送篇:遣词造句的能力

说话高手不断地增加词汇创造新词汇
纯真和自然不等于随意措辞
追求优化的表达的形式和增强表达的效果
尽可能让自己的内容和用户的所知联系起来

案例：曾经有一个传教士想要把《圣经》传递到某热带土著群

九、训练方法三步走

首先领取非语言能力训练清单
1，请同事和朋友检审，列出自身缺憾
2，根据自身情况列出最欠缺的头三项
3，使用录像录音检视自身的提高

十、总结

你还未开始，用户已经评分了
你需要一开口，就与众不同
你需要在沟通过程中越来越与他相近
合理的语调变化，产生效果远超波澜不惊

注：本站文章转载自网络，用于交流学习，如有侵权，请告知，我们将立刻删除。
Email：grlwwf@163.com

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SELECT * FROM `hsgl_888_2022`.`hsgl_kcmod_data_0` WHERE `id` = '52' LIMIT 1; [ RunTime:0.000194s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_shizi` WHERE `id`='1261' AND `status`=99 ORDER BY updatetime desc LIMIT 1; [ RunTime:0.000244s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_kcmod` WHERE teather like '%姚岚%' ORDER BY updatetime desc LIMIT 5; [ RunTime:0.000406s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_szwz` WHERE `glsz`='1261' AND `status`=99 AND `catid`=31 ORDER BY updatetime desc LIMIT 30; [ RunTime:0.017750s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_szwz` WHERE `glsz`='1261' AND `status`=99 AND `catid`=30 ORDER BY updatetime desc LIMIT 30; [ RunTime:0.004063s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_kcmod` WHERE teather like '%姚岚%' ORDER BY updatetime desc LIMIT 10; [ RunTime:0.000457s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_szwz` WHERE `glsz`='1261' AND `status`=99 AND `catid`=65 ORDER BY updatetime desc LIMIT 9; [ RunTime:0.000434s ]
SELECT * FROM `hsgl_888_2022`.`hsgl_shizi` WHERE (`keywords` LIKE '%%')and catid<>31 ORDER BY updatetime asc LIMIT 9; [ RunTime:0.002311s ]

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