房地产销售技巧培训
<p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">主要内容：成交的方法、技巧<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">作为销售人员，首先要有自信，相信自己，相信自己的产品，<span lang="EN-US">80</span>、<span lang="EN-US">20</span>原理，推销员<span lang="EN-US">80%</span>的是被拒绝的，找出被拒绝的原因，成功有方法，失败有原因。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -36pt; mso-list: l1 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">一、<span style="FONT: 7pt "";"> </span></span></span><b><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">如何成交的方法</span></b><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">一<span lang="EN-US">)<span style="mso-spacerun: yes;"> </span></span>掌握：望、问、闻、切<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 60pt; mso-char-indent-count: 5.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">望</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;"><font face="">—</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">看，观察对方；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">问</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;"><font face="">—</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">询问，多向顾客问问题；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">闻</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;"><font face="">—</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">听，倾听顾客讲话，包括听顾客身边人的讲话。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">切</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;"><font face="">—</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">解决。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">本次培训以激情对销售的重要性，还要看自己喜欢不喜欢销售。<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent2" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt;"><span style="FONT-SIZE: 12pt;"><font face="仿宋_GB2312">在和客户交谈过程中要懂得模仿客户的声音、语速以及肢体语言从而建立亲和力，使客户消除对你的抵触感，增加信赖感。<span lang="EN-US"><p></p></span></font></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">二<span lang="EN-US">) </span>如何让你的业绩倍增：<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -36pt; mso-list: l2 level1 lfo2; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">1、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">增加服务的人数；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -36pt; mso-list: l2 level1 lfo2; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">2、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">增加消费的频率；如：肯德基，用的是红色桌子、椅子，因为<span lang="EN-US"><span style="mso-spacerun: yes;"> </span></span>生理学实践证明，人不能长时间注视红色物体<span lang="EN-US">20</span>分钟，否则会另人产生烦躁不安的情绪。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 36pt; TEXT-INDENT: -36pt; mso-list: l2 level1 lfo2; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">3、<span style="FONT: 7pt "";"> </span></span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">增加消费的金额。如：商场赠券。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">三<span lang="EN-US">) </span>心态<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">一个人是否能成功，和内在的心态有关系；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; tab-stops: 76.0pt;"><line id="_x0000_s1028" to="198pt,15.6pt" from="171pt,15.6pt" style="Z-INDEX: 3; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"><stroke endarrow="block"></stroke></line><line id="_x0000_s1027" to="135pt,15.6pt" from="108pt,15.6pt" style="Z-INDEX: 2; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"><stroke endarrow="block"></stroke></line><line id="_x0000_s1026" to="1in,15.6pt" from="45pt,15.6pt" style="Z-INDEX: 1; LEFT: 0px; POSITION: absolute; TEXT-ALIGN: left;"><stroke endarrow="block"></stroke></line><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">信念<span lang="EN-US"><span style="mso-tab-count: 1;"> </span></span>潜能<span lang="EN-US"><span style="mso-tab-count: 2;"> </span><span style="mso-spacerun: yes;"> </span></span>行动<span lang="EN-US"><span style="mso-spacerun: yes;"> </span></span>结果。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; tab-stops: 76.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><span style="mso-spacerun: yes;"> </span>(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">四<span lang="EN-US">) </span>正确心态的建立：<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: 24pt; mso-para-margin-left: 2.0gd; mso-char-indent-count: 2.0; tab-stops: 45.0pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">正确的心态以及如何克服对恐惧的障碍，提升自信心。“没有卖不出去的产品，只有卖不出产品的人” ，信念最终导致行动的结果。还要明白<span lang="EN-US">80/20</span>原理，知道失败中<span lang="EN-US">80%</span>是由于行动力不够由拖延导致。<span lang="EN-US"><p></p></span></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 35.9pt;"><span style="FONT-FAMILY: 仿宋_GB2312;"><font size="3">其他导致恐惧的原因有：<span lang="EN-US"><p></p></span></font></span></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 71.9pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo3; tab-stops: list 54.0pt;"><font size="3"><span lang="EN-US" style="FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">1、</span></span><span style="FONT-FAMILY: 仿宋_GB2312;">专业知识不够。<span lang="EN-US"><p></p></span></span></font></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 71.9pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo3; tab-stops: list 54.0pt;"><font size="3"><span lang="EN-US" style="FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">2、</span></span><span style="FONT-FAMILY: 仿宋_GB2312;">没有和非常有信心的人在一起。<span lang="EN-US"><p></p></span></span></font></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 71.9pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo3; tab-stops: list 54.0pt;"><font size="3"><span lang="EN-US" style="FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">3、</span></span><span style="FONT-FAMILY: 仿宋_GB2312;">有过失败的经历。<span lang="EN-US"><p></p></span></span></font></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 71.9pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo3; tab-stops: list 54.0pt;"><font size="3"><span lang="EN-US" style="FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">4、</span></span><span style="FONT-FAMILY: 仿宋_GB2312;">限制信念。<span lang="EN-US"><p></p></span></span></font></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt 71.9pt; TEXT-INDENT: -36pt; mso-list: l0 level1 lfo3; tab-stops: list 54.0pt;"><font size="3"><span lang="EN-US" style="FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">5、</span></span><span style="FONT-FAMILY: 仿宋_GB2312;">注意力掌控不合理。<span lang="EN-US"><p></p></span></span></font></p><p class="MsoBodyTextIndent" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-FAMILY: 仿宋_GB2312;"><font size="3">建立自信的心态首先要明确销售的好处以及销售能给我们带来利益，比如：增加收入、锻炼经验、提升交际能力、增强自信心等等，它们是激发积极销售的原动力，也是实现自我价值和提高自我能力的动力，只有抱有这样的心态才能更积极、更自信的做好销售。我们的注意力不应总在消极的一面，而要转向积极的一面，鼓励自己，增强自信，从而建立良好的心态。<span lang="EN-US"><p></p></span></font></span></p> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; tab-stops: 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">五<span lang="EN-US">) </span>如何建立信赖感和亲和力。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">吉克拉认为<span lang="EN-US">71%</span>的客户不购买的原因是对你信赖感不够。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">在信息的传递过程中肢体动作的作用占到<span lang="EN-US">55%</span>，语言占到<span lang="EN-US">38%</span>，而文字占<span lang="EN-US">7%</span>。因此建立信赖感要做到：<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24pt; mso-char-indent-count: 2.0; tab-stops: 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">1</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">、模仿：模仿但不能同步；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.95pt; TEXT-INDENT: -12pt; mso-para-margin-left: 2.66gd; mso-char-indent-count: -1.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">2</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">、语言：在语言语气上要适应不同类型的人的节奏，以相似的频率建立一种亲切的氛围。比如：视觉型、触觉型、感觉型；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.95pt; TEXT-INDENT: -12pt; mso-para-margin-left: 2.66gd; mso-char-indent-count: -1.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">3</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">、共鸣；<span lang="EN-US">
<p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39.95pt; TEXT-INDENT: -12pt; mso-para-margin-left: 2.66gd; mso-char-indent-count: -1.0;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">4</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">、谈，不要一见面就谈房子，把握好主题切入的时机。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; tab-stops: 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">(</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">六<span lang="EN-US">) </span>如何发现了解客户的购买价值以及购买模式：<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 27.95pt; TEXT-INDENT: 24pt; mso-para-margin-left: 2.66gd; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">在没有了解顾客的需求时不要盲目介绍，通过询问的方式了解客户的需求，针对客户的利益点展开介绍，突出能给客户带来的利益价值。还要善于引导客户，提高客户感觉上的满意度。<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: 36.0pt list 39.0pt left 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">1、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">介绍产品的技巧；<span lang="EN-US">(</span>重审价值体现<span lang="EN-US">)<p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: 36.0pt list 39.0pt left 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">2、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">抗拒</span><span lang="EN-US" style="FONT-SIZE: 12pt; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;"><font face="">—</font></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">说服策略，如何解决客户的抗拒及说服策略；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt;"><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">方法：客户签证、客户转介绍、多讲故事，少讲理论<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: 36.0pt list 39.0pt left 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">3、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">成交的<span lang="EN-US">6</span>种技巧；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: 36.0pt list 39.0pt left 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">4、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">服务，好的服务能增加服务的人数、频率、金额；<span lang="EN-US"><p></p></span></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 39pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: 36.0pt list 39.0pt left 45.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-bidi-font-family: 仿宋_GB2312;"><span style="mso-list: Ignore;">5、</span></span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;">电话行销。在第一时间勾起欲望。抓住人们追求快乐，逃离痛苦的特点。阅读最有权威的人际关系大师卡耐基的</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;">«</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">人性弱点</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 仿宋_GB2312; mso-ascii-font-family: 仿宋_GB2312;">»</span><span style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312; mso-hansi-font-family: 宋体;">。</span><span lang="EN-US" style="FONT-SIZE: 12pt; FONT-FAMILY: 仿宋_GB2312;"><p></p></span></p> <p>帖子上的有些个内容不很具体</p> <p>能不能具体一点</p> <p>不光是适用房产行业,做销售的都应该熟练运用这些方法</p> 认真学习,认真实践. 认真学习,认真实践. <p>这个有用？</p>
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