<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">这种方法要求推销员直接针对顾客的主要购买动机,开门见山地向其推销,打他个措手不及,然后</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">乘虚而入</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,对其进行详细劝服。请看下面这个场面:门铃响了,一个衣冠楚楚的人站在大门的台阶上,当主人把门打开时,这个人问道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">家里有高级的食品搅拌器吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">男人怔住了。这突然的一问使主人不知怎样回答才好。他转过脸来和夫人商量,夫人有点窘迫但又好奇地答道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我们家有一个食品搅拌器,不过不是特别高级的。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">推销员回答说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我这里有一个高级的。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">说着,他从提包里掏出一个高级食品搅拌器。接着,不言而喻,这对夫妇接受了他的推销。假如这个推销员改一下说话方式,一开口就说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">×</span><span style="font-size:9.0pt;
font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">公司推销员,我来是想问一下您们是否愿意购买一个新型食品搅拌器。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">你想一想,这种说话的推销效果会如何呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">? <br>
<br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.连续肯定法</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">这个方法是指推销员所提问题便于顾客用赞同的口吻来回答,也就是说,推销员让顾客对其推销说明中所提出的一系列问题,连续地回答</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,然后,等到要求签订单时,已造成有利的情况,好让顾客再作一次肯定答复。如推销员要寻求客源,事先未打招呼就打电话给新顾客,可说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">很乐意和您谈一次,提高贵公司和营业额对您一定很重要,是不是</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"(</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">很少有人会说</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">无所谓</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">")</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;
font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">好,我想向您介绍我们的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">×</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">产品,这将有助于您达到您的目标,日子会过得更潇洒。您很想达到自己的目标,对不对</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"……</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样让顾客一</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">到底。</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">运用连续肯定法,要求推销人员要有准确的判断能力和敏捷的思维能力。每个问题的提出都要经过仔细地思考,特别要注意双方对话的结构,使顾客沿着推销人员的意图作出肯定的回答。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
3</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.诱发好奇心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">诱发好奇心的方法是在见面之初直接向可能买主说明情况或提出问题,故意讲一些能够激发他们好奇心的话,将他们的思想引到你可能为他提供的好处上。如一个推销员对一个多次拒绝见他的顾客递上一张纸条,上面写道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">请您给我十分钟好吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我想为一个生意上的问题征求您的意见。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">纸条诱发了采购经理的好奇心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">他要向我请教什么问题呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">同时也满足了他的虚荣心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">他向我请教</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">!</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样,结果很明显,推销员应邀进入办公室。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">但当诱发好奇心的提问方法变得近乎耍花招时,用这种方法往往很少获益,而且一旦顾客发现自己上了当,你的计划就会全部落空。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
4</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">照话学话</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">法</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif""> <br>
<br>
"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:
Arial;mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">照话学话</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">法就是首先肯定顾客的见解,然后在顾客见解的基础上,再用提问的方式说出自己要说的话。如经过一番劝解,顾客不由说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">嗯,目前我们的确需要这种产品。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这时,推销员应不失时机地接过话头说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">对呀,如果您感到使用我们这种产品能节省贵公司的时间和金钱,那么还要待多久才能成交呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样,水到渠成。毫不娇柔,顾客也会自然地买下。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
5</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.刺猬效应</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在各种促进买卖成交的提问中,</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">技巧是很有效的一种。所谓</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">反应,其特点就是你用一个问题来回答顾客提出的问题。你用自己的问题来控制你和顾客的洽谈,把谈话引向销售程序的下一步。让我们看一看</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">反应式的提问法:顾客:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这项保险中有没有现金价值</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">推销员:</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">您很看重保险单是否具有现金价值的问题吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">顾客:</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">绝对不是。我只是不想为现金价值支付任何额外的金额。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">对于这个顾客,若你一味向他推销现金价值,你就会把自己推到河里去一沉到底。这个人不想为现金价值付钱,因为他不想把现金价值当成一桩利益。这时你该向他解释现金价值这个名词的含义,提高他在这方面的认识。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">一般地说,提问要比讲述好。但要提有份量的问题并非容易。简而言之,提问要掌握两个要点:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
1</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.提出探索式的问题。以便发现顾客的购买意图以及怎样让他们从购买的产品中得到他们需要的利益,从而就能针对顾客的需要为他们提供恰当的服务,使买卖成交。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.提出引导式的问题。让顾客对你打算为他们提供的产品和服务产生信任。还是那句话,由你告诉他们,他们会怀疑;让他们自己说出来,就是真理。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在你提问之前还要注意一件事</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">你问的必须是他们能答得上来的问题。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在国外</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">,</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">有很多有钱人的第一桶金都是做销售得来的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">,</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这个职业很具有挑战性,前期的工作很幸苦,需要很多技巧,要面对很多压力.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">只要有信心是不够的,你得对你的业务要精通,对你销售的产品要了如指撑.学会分析客户的心理,你说的很对,做事得先做人,但是还得有自己的主见,一味的满足上帝,也是不可取的,得有自己的规化...不要怕失败.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
<br>
1</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、打理好自己的仪容仪表,给人的第一感觉要良好</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、每天上班第一件事就是对你要拜访的客户做个筛选,确定他需要或对你的产品和服务感兴趣。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
3</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、出发前做好拜访计划</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
4</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、按计划先进行电话拜访(这样做可以顺利通过第一道关)</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
5</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、电话中不要有太多的废话,要让对方感到你的拜访是对他有帮助的,是来解决他的问题的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">接下的步骤就靠你自己了,祝你成功。</span></p>"/> <br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">这种方法要求推销员直接针对顾客的主要购买动机,开门见山地向其推销,打他个措手不及,然后</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">乘虚而入</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,对其进行详细劝服。请看下面这个场面:门铃响了,一个衣冠楚楚的人站在大门的台阶上,当主人把门打开时,这个人问道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">家里有高级的食品搅拌器吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">男人怔住了。这突然的一问使主人不知怎样回答才好。他转过脸来和夫人商量,夫人有点窘迫但又好奇地答道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我们家有一个食品搅拌器,不过不是特别高级的。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">推销员回答说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我这里有一个高级的。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">说着,他从提包里掏出一个高级食品搅拌器。接着,不言而喻,这对夫妇接受了他的推销。假如这个推销员改一下说话方式,一开口就说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">×</span><span style="font-size:9.0pt;
font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">公司推销员,我来是想问一下您们是否愿意购买一个新型食品搅拌器。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">你想一想,这种说话的推销效果会如何呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">? <br>
<br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.连续肯定法</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">这个方法是指推销员所提问题便于顾客用赞同的口吻来回答,也就是说,推销员让顾客对其推销说明中所提出的一系列问题,连续地回答</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,然后,等到要求签订单时,已造成有利的情况,好让顾客再作一次肯定答复。如推销员要寻求客源,事先未打招呼就打电话给新顾客,可说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">很乐意和您谈一次,提高贵公司和营业额对您一定很重要,是不是</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"(</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">很少有人会说</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">无所谓</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">")</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">,</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;
font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">好,我想向您介绍我们的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">×</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">产品,这将有助于您达到您的目标,日子会过得更潇洒。您很想达到自己的目标,对不对</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"……</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样让顾客一</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">是</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">到底。</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">运用连续肯定法,要求推销人员要有准确的判断能力和敏捷的思维能力。每个问题的提出都要经过仔细地思考,特别要注意双方对话的结构,使顾客沿着推销人员的意图作出肯定的回答。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
3</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.诱发好奇心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">诱发好奇心的方法是在见面之初直接向可能买主说明情况或提出问题,故意讲一些能够激发他们好奇心的话,将他们的思想引到你可能为他提供的好处上。如一个推销员对一个多次拒绝见他的顾客递上一张纸条,上面写道:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">请您给我十分钟好吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">我想为一个生意上的问题征求您的意见。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">纸条诱发了采购经理的好奇心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">他要向我请教什么问题呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">同时也满足了他的虚荣心</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">他向我请教</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">!</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样,结果很明显,推销员应邀进入办公室。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">但当诱发好奇心的提问方法变得近乎耍花招时,用这种方法往往很少获益,而且一旦顾客发现自己上了当,你的计划就会全部落空。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
4</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">照话学话</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">法</span><span lang="EN-US" style="font-size:9.0pt;
font-family:"Arial","sans-serif""> <br>
<br>
"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:
Arial;mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">照话学话</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">法就是首先肯定顾客的见解,然后在顾客见解的基础上,再用提问的方式说出自己要说的话。如经过一番劝解,顾客不由说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">嗯,目前我们的确需要这种产品。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这时,推销员应不失时机地接过话头说:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">对呀,如果您感到使用我们这种产品能节省贵公司的时间和金钱,那么还要待多久才能成交呢</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这样,水到渠成。毫不娇柔,顾客也会自然地买下。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
5</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.刺猬效应</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在各种促进买卖成交的提问中,</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">技巧是很有效的一种。所谓</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">反应,其特点就是你用一个问题来回答顾客提出的问题。你用自己的问题来控制你和顾客的洽谈,把谈话引向销售程序的下一步。让我们看一看</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">刺猬</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">反应式的提问法:顾客:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这项保险中有没有现金价值</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">推销员:</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">您很看重保险单是否具有现金价值的问题吗</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">?"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">顾客:</span><span lang="EN-US" style="font-size:
9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:
9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">绝对不是。我只是不想为现金价值支付任何额外的金额。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">"</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">对于这个顾客,若你一味向他推销现金价值,你就会把自己推到河里去一沉到底。这个人不想为现金价值付钱,因为他不想把现金价值当成一桩利益。这时你该向他解释现金价值这个名词的含义,提高他在这方面的认识。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">一般地说,提问要比讲述好。但要提有份量的问题并非容易。简而言之,提问要掌握两个要点:</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
1</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.提出探索式的问题。以便发现顾客的购买意图以及怎样让他们从购买的产品中得到他们需要的利益,从而就能针对顾客的需要为他们提供恰当的服务,使买卖成交。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">.提出引导式的问题。让顾客对你打算为他们提供的产品和服务产生信任。还是那句话,由你告诉他们,他们会怀疑;让他们自己说出来,就是真理。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在你提问之前还要注意一件事</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">——</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">你问的必须是他们能答得上来的问题。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">在国外</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">,</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">有很多有钱人的第一桶金都是做销售得来的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif"">,</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial">这个职业很具有挑战性,前期的工作很幸苦,需要很多技巧,要面对很多压力.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">只要有信心是不够的,你得对你的业务要精通,对你销售的产品要了如指撑.学会分析客户的心理,你说的很对,做事得先做人,但是还得有自己的主见,一味的满足上帝,也是不可取的,得有自己的规化...不要怕失败.</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
<br>
<br>
1</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、打理好自己的仪容仪表,给人的第一感觉要良好</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
2</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、每天上班第一件事就是对你要拜访的客户做个筛选,确定他需要或对你的产品和服务感兴趣。</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
3</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、出发前做好拜访计划</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
4</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、按计划先进行电话拜访(这样做可以顺利通过第一道关)</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
5</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">、电话中不要有太多的废话,要让对方感到你的拜访是对他有帮助的,是来解决他的问题的</span><span lang="EN-US" style="font-size:9.0pt;font-family:"Arial","sans-serif""> <br>
</span><span style="font-size:9.0pt;font-family:宋体;mso-ascii-font-family:Arial;
mso-hansi-font-family:Arial;mso-bidi-font-family:Arial">接下的步骤就靠你自己了,祝你成功。</span></p>"/>

跑业务的技巧

1 楼
l.单刀直入法


这种方法要求推销员直接针对顾客的主要购买动机,开门见山地向其推销,打他个措手不及,然后"乘虚而入",对其进行详细劝服。请看下面这个场面:门铃响了,一个衣冠楚楚的人站在大门的台阶上,当主人把门打开时,这个人问道:"家里有高级的食品搅拌器吗?"男人怔住了。这突然的一问使主人不知怎样回答才好。他转过脸来和夫人商量,夫人有点窘迫但又好奇地答道:"我们家有一个食品搅拌器,不过不是特别高级的。"推销员回答说:"我这里有一个高级的。"说着,他从提包里掏出一个高级食品搅拌器。接着,不言而喻,这对夫妇接受了他的推销。假如这个推销员改一下说话方式,一开口就说:"我是×公司推销员,我来是想问一下您们是否愿意购买一个新型食品搅拌器。"你想一想,这种说话的推销效果会如何呢?

2
.连续肯定法

这个方法是指推销员所提问题便于顾客用赞同的口吻来回答,也就是说,推销员让顾客对其推销说明中所提出的一系列问题,连续地回答"",然后,等到要求签订单时,已造成有利的情况,好让顾客再作一次肯定答复。如推销员要寻求客源,事先未打招呼就打电话给新顾客,可说:"很乐意和您谈一次,提高贵公司和营业额对您一定很重要,是不是?"(很少有人会说"无所谓")"好,我想向您介绍我们的×产品,这将有助于您达到您的目标,日子会过得更潇洒。您很想达到自己的目标,对不对?"……这样让顾客一""到底。

运用连续肯定法,要求推销人员要有准确的判断能力和敏捷的思维能力。每个问题的提出都要经过仔细地思考,特别要注意双方对话的结构,使顾客沿着推销人员的意图作出肯定的回答。

3
.诱发好奇心

诱发好奇心的方法是在见面之初直接向可能买主说明情况或提出问题,故意讲一些能够激发他们好奇心的话,将他们的思想引到你可能为他提供的好处上。如一个推销员对一个多次拒绝见他的顾客递上一张纸条,上面写道:"请您给我十分钟好吗?我想为一个生意上的问题征求您的意见。"纸条诱发了采购经理的好奇心——他要向我请教什么问题呢?同时也满足了他的虚荣心——他向我请教!这样,结果很明显,推销员应邀进入办公室。

但当诱发好奇心的提问方法变得近乎耍花招时,用这种方法往往很少获益,而且一旦顾客发现自己上了当,你的计划就会全部落空。

4
"照话学话"

"
照话学话"法就是首先肯定顾客的见解,然后在顾客见解的基础上,再用提问的方式说出自己要说的话。如经过一番劝解,顾客不由说:"嗯,目前我们的确需要这种产品。"这时,推销员应不失时机地接过话头说:"对呀,如果您感到使用我们这种产品能节省贵公司的时间和金钱,那么还要待多久才能成交呢?"这样,水到渠成。毫不娇柔,顾客也会自然地买下。

5
.刺猬效应

在各种促进买卖成交的提问中,"刺猬"技巧是很有效的一种。所谓"刺猬"反应,其特点就是你用一个问题来回答顾客提出的问题。你用自己的问题来控制你和顾客的洽谈,把谈话引向销售程序的下一步。让我们看一看"刺猬"反应式的提问法:顾客:"这项保险中有没有现金价值?"推销员:"您很看重保险单是否具有现金价值的问题吗?"顾客:"绝对不是。我只是不想为现金价值支付任何额外的金额。"对于这个顾客,若你一味向他推销现金价值,你就会把自己推到河里去一沉到底。这个人不想为现金价值付钱,因为他不想把现金价值当成一桩利益。这时你该向他解释现金价值这个名词的含义,提高他在这方面的认识。

一般地说,提问要比讲述好。但要提有份量的问题并非容易。简而言之,提问要掌握两个要点:

1
.提出探索式的问题。以便发现顾客的购买意图以及怎样让他们从购买的产品中得到他们需要的利益,从而就能针对顾客的需要为他们提供恰当的服务,使买卖成交。

2
.提出引导式的问题。让顾客对你打算为他们提供的产品和服务产生信任。还是那句话,由你告诉他们,他们会怀疑;让他们自己说出来,就是真理。

在你提问之前还要注意一件事——你问的必须是他们能答得上来的问题。

在国外,有很多有钱人的第一桶金都是做销售得来的,这个职业很具有挑战性,前期的工作很幸苦,需要很多技巧,要面对很多压力.
只要有信心是不够的,你得对你的业务要精通,对你销售的产品要了如指撑.学会分析客户的心理,你说的很对,做事得先做人,但是还得有自己的主见,一味的满足上帝,也是不可取的,得有自己的规化...不要怕失败.


1
、打理好自己的仪容仪表,给人的第一感觉要良好
2
、每天上班第一件事就是对你要拜访的客户做个筛选,确定他需要或对你的产品和服务感兴趣。
3
、出发前做好拜访计划
4
、按计划先进行电话拜访(这样做可以顺利通过第一道关)
5
、电话中不要有太多的废话,要让对方感到你的拜访是对他有帮助的,是来解决他的问题的
接下的步骤就靠你自己了,祝你成功。

2016-01-18 11:49:47
hhu5658
2 楼
很好
2016-01-25 08:53:15
tyears12
3 楼
不错,着装、不要怕失败
2016-02-02 10:42:00
30981256
4 楼
说的很有感觉,和自己经历的差不多
2016-02-03 15:23:46
thui101
5 楼
学习了
2016-03-14 17:52:24