20170331 Sales Strategies 如何主持会议 The five elements of Running High-Impact Meetings coursera课程

这门课叫做Sales Strategies: Mastering the Selling Process，用户打分超过4.5分，里面很多技巧非常有用。销售其了解对方的需求和问题，然后说服对方，以获取自己所需的资源，对不同的事情做出不同的解决方案，并尽量得到双赢的过程。
                
                
Craig 说，仅仅只有5 到10%的会议室有效的。
开会时有方法的，掌握方法后，当客户回到家，还会想到你的会议。
1 目的purpose
我们为什么要开这个会议，我们这次会议的目的是， 谈论A，B 和C
2 收获 benefit
我们在这45分钟能够得到什么收获。
3 检查Check
问对方，你觉得这怎么样？
4 问开放性问题
有三种说话方式或者问题，一种是关闭问题，比如你好吗，得到的回复一般是我不错
第二种问题是简单的回答问题，比如这件事情你做了吗，回答是做了，没有做。
第三种问题是开放性问题，它影响最大，能让对方思考，你也能得到些意想不到的答案。
比如问题，做这件你觉得难度最大的地方在哪里？ 做这个项目你最喜欢的哪些方面，不喜欢哪些方面。
我平常用这个方法和陌生人聊天，我碰到一个陌生人稍微熟悉一点我会问，你最喜欢现在这个城市的哪些地方？ 你觉得你一生中最成功的事情是什么？你平时闲暇时间最喜欢做什么？ 什么是对你最重要的事。不但很容易听到很多好玩的故事，而且也很容易和人很亲近起来。
5语言组织的顺序
也就是我们现在A 已经讲完了，我们现在到了B了。
6关闭
我们确定下我们现在有几个问题，哪几个问题已经解决了，我哪天会把什么信息回复给你。
7follow up
写一个用手写的便条，写上一句感谢的话，会后寄给别人，让人觉得惊喜，觉得很受尊重。
                
                
                
                
课程原文，略有删减
First question, just reflect on this for a second. How many meetings are you in per week?
The answer is probably a lot. Between 5, 10, some people say 15, even to 25 or 30 meetings a week, if you're very, very busy. That's a lot of meetings. Next question, how many of them are productive? Most people, when you ask most people all over the world, when I ask this question, most people say between 5 and 10%.
The goal is that when your client, your potential customer, goes home at night after her 10 meetings that day, they are thinking about you.
And then someone says, let's begin. And then your meeting begins. That's your trigger for a purpose, benefit, check. You may have the agenda in front of them, but you say those words.
The purpose of this meeting is to do this. What I think we will gain or the benefit that we will get from this 45 minutes together is this. How does that sound? And notice the check, how does that sound is a full stop. That's where I get verbal commitment. We get verbal commitment from our potential customer that we're both in the right room. We've all been in meetings, where the thing just begins, it's not clear where it's going, it's not clear what the objective is, and that's why 90 to 95% of our meetings are unproductive. Don't let that happen to you. Purpose, benefit, check, that's one.
Two, asking impact questions, the ability to ask questions is a critical skill and discipline that we all have to get good at, no matter what our profession is. But in selling and entrepreneurship, this is absolutely critical. I can ask you an open ended question. How are things going today? It gives you a little bit more thoughtful response. And then I can ask you an impact question, right? Based on what's happened in the last quarter, what's your biggest fear going into the rest of the year? That's an impact question. What it does is it opens emotion or reflection and allows people to see more, and guess what? It allows us to see more, it allows you to see more. What they do, these better questions, they get you behind someone's eyes so you can see what they're seeing, and often, you can feel what they're feeling. This is incredibly important.
Three, the pivot, have you ever been in that meeting where somebody just gets energy or enthusiasm about something and just starts running, and they're just gone? As I mentioned a few minutes ago, when we talked about the purpose for our meeting, we want to make sure that we cover x, y, and z, and we've only talked about x. Let's move now to y, and you just start talking about y. It's almost a physical pivot, where you move from here to here. But it's a verbal discipline, where you're pivoting someone back to a meeting. You've gotta be ready to do that in a moment's notice to keep your meaning on track. High performing entrepreneurs, high performing salespeople, they get more done in a meeting by making sure they're pivoting through the different subjects that they've promised they would cover.
The fourth thing about running high impact meetings, closing. Close well, this is an obvious one, but it's so often not done. Close with action items. You know what, I see three things on my notes that we need to take action on. It's one, two, and three. I'll tell you what I will do. I will follow up with you with an email tomorrow morning with those three things taking action on those. How does that sound? And get a verbal contract, get a commitment at the end of your meeting that you're going to do what you said you are going to do. Closing with crispness is absolutely critical to having impact on a meeting. It's one of the last things people see.
There's one more, and that's the follow up. And I don't mean following up via email the next morning, what I mean is follow up in a way that goes above and beyond.
My favorite candidate for this, my favorite example is writing a thank you note, writing a written thank you note.
to do list
其实我现在开会就是这样做的，以后如果需要的话，我会在重要面试后给公司写小卡片的。
20170911 正确的提问
https://www.douban.com/note/636968577/
20170715 职场中的写邮件的两个小技巧
https://www.douban.com/note/629096404/
201704010 Sales Strategies 被拒绝如何沟通 coursera的课程
https://www.douban.com/note/615189251/
20170331 Sales Strategies 如何主持会议 The five elements of Running High-Impact Meetings coursera课程
https://www.douban.com/note/613695908/
文章索引 index
https://www.douban.com/note/620300991