学人家销售真经
<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><b><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">【销售的境界】</span></b><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">1</span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt">、顾客要的不是便宜，要的是感觉占了便宜；<span lang="EN-US">2</span>、不要与顾客争论价格，要与顾客讨论价值；<span lang="EN-US">3</span>、没有不对的客户，只有不够好的服务；<span lang="EN-US">4</span>、卖什么不重要，重要的是怎么卖；<span lang="EN-US">5</span>、没有最好的产品，只有最合适的产品；<span lang="EN-US">6</span>、没有卖不出的货，只有卖不出货的人；<span lang="EN-US">7</span>、成功不是因为快，而是因为有方法。<span lang="EN-US"><br /><br /><br /></span><b>【销售之王乔<span lang="EN-US">·</span>吉拉德的经验】</b><span lang="EN-US">1</span>、为每一次与客人约会做好准备；<span lang="EN-US">2</span>、常与对你有帮助的人吃饭，不要只懂跟同事吃饭；<span lang="EN-US">3</span>、穿着合适衣履；<span lang="EN-US">4</span>、不抽烟，不喷古龙水，不说低俗笑话；<span lang="EN-US">5</span>、用心聆听；<span lang="EN-US">6</span>、展示微笑；<span lang="EN-US">7</span>、保持乐观；<span lang="EN-US">8</span>、紧记<span lang="EN-US">"</span>马上回电<span lang="EN-US">"</span>；<span lang="EN-US">9</span>、支持你所卖的产品；<span lang="EN-US">10</span>、从每一项交易中学习。<span lang="EN-US"><br /><br /><br /></span><b>【优秀销售的六大特点】</b><span lang="EN-US">1</span>、<span lang="EN-US">80%</span>的业绩来自<span lang="EN-US">1-3</span>个核心客户；<span lang="EN-US">2</span>、跟客户的关系非常深，总是跟客户在一起；<span lang="EN-US">3</span>、会专注于某个行业，对某一类客户了解非常深；<span lang="EN-US">4</span>、会花几个月以上的时间重点攻克一个客户；<span lang="EN-US">5</span>、在圈子里很活跃，总能得到第一手信息；<span lang="EN-US">6</span>、在非工作时间和客户在一起更多，因为更有效。<span lang="EN-US"><br /><br /><br /></span><b>【销售之道】</b><span lang="EN-US">1</span>、生客卖礼貌；<span lang="EN-US"> 2</span>、熟客卖热情；<span lang="EN-US"> 3</span>、急客卖时间；<span lang="EN-US"> 4</span>、慢客卖耐心；<span lang="EN-US"> 5</span>、有钱卖尊贵；<span lang="EN-US"> 6</span>、没钱卖实惠；<span lang="EN-US"> 7</span>、时髦卖时尚；<span lang="EN-US"> 8</span>、专业卖专业；<span lang="EN-US"> 9</span>、豪客卖仗义；<span lang="EN-US"> 10</span>、小气卖利益。<span lang="EN-US"><br /><br /><br /></span><b>【销售不跟踪，最终一场空！】</b>美国专业营销人员协会报告显示：<span lang="EN-US">80%</span>的销售是在第<span lang="EN-US">4</span>至<span lang="EN-US">11</span>次跟踪后完成！ 如何做好跟踪与互动<span lang="EN-US">? 1</span>、特殊的跟踪方式加深印象；<span lang="EN-US"> 2</span>、为互动找到漂亮借口；<span lang="EN-US"> 3</span>、注意两次跟踪间隔，建议<span lang="EN-US">2</span>－<span lang="EN-US">3</span>周；<span lang="EN-US"> 4</span>、每次跟踪切勿流露出急切愿望；<span lang="EN-US"> 5</span>、先卖自己，再卖观念。<span lang="EN-US"><br /><br /><br /></span><b>【销售人员必须要会回答的问题】</b>销售心理学中，站到客户的角度，客户都有以下几个疑问：<span lang="EN-US">1</span>、你是谁？<span lang="EN-US">2</span>、你要跟我介绍什么？<span lang="EN-US">3</span>、你介绍的产品和服务对我有什么好处？<span lang="EN-US">4</span>、如何证明你介绍的是真实的？<span lang="EN-US">5</span>、为什么我要跟你买？<span lang="EN-US">6</span>、为什么我要现在跟你买？<span lang="EN-US"><p></p></span></span></p> <p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">李嘉诚曾经说过“我一生最好的经商锻炼是做推销员，这是我用</span><span lang="EN-US" style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">10</font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">亿元也买不来的”。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">很多人一谈到销售，就简单的认为是“卖东西”，这只是对销售很片面的理解，其实人生无处不在销售，因为销售实际上是一个分析需求、判断需求、解决需求、满足需求的过程。比如我们到一个新的环境，进行自我介绍，就是对自己的一种销售；再譬如我们做一个学术报告，就是在向与会者销售自己的一些观点，诸多种种不胜枚举。</span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"><span style="mso-spacerun:yes"> </span><br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">但在实际中很多人的销售并不是很成功，营销人员拼命的预约、讲解、讨好客户，跑折了腿、磨破了嘴，可客户就是不买账；追其原因，其实就是分析、判断、解决需求有了偏差，对方的需求得不到满足，我们的目标就很难达成。</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">经常看见营销人员见到客户就迫不及待的介绍产品、报价，恨不得马上成交，听着他的专家般讲解，往往让人感叹其销售知识的匮乏，使得他的专业知识不能得到很好的发挥。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">销售是有规律可循的，就象拨打电话号码，次序是不能错的。销售的基本流程是大家所熟知的，在此结合本人多年实际销售工作经验和销售培训的粗浅体会总结出销售十招，和大家做一分享。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第一招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">销售准备</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">销售准备是十分重要的。也是达成交易的基础。销售准备是不受时间和空间限制的。个人的修养、对产品的理解、心态、个人对企业文化的认同、对客户的了解等等，它涉及的项目太多，不在此赘述。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第二招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">调动情绪，就能调动一切</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">良好的情绪管理（情商），是达至销售成功的关键，因为谁也不愿意和一个情绪低落的人沟通。积极的情绪是一种的状态、是一种职业修养、是见到客户时马上形成的条件反射。营销人员用低沉的情绪去见客户，那是浪费时间，甚至是失败的开始。无论你遇到什么挫折，只要见到客户就应该立即调整过来，否则宁可在家休息，也不要去见你的客户。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">因而在我们准备拜访客户时，一定要将情绪调整到巅峰状态。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">什么叫巅峰状态？我们有的时候会有这种感觉，今天做事特别来劲，信心十足，好像一切都不在话下，这就是巅峰状态，在这种状态下办事的成功率很高。可这种状态时有时无，我们好像无法掌控。其实不然，这种状态只要经过一段时间的训练，是完全可以掌控的。比如优秀的运动员，在比赛前就能很快的进行自我调整到巅峰状态。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /></font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">那么我们怎么才能把情绪调整巅峰状态呢？怎样才能掌控这种状态呢？</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p> <span lang="EN-US" style="font-size:10.5pt;color:red;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">a)</span><span style="font-size:10.5pt;color:red;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">、忧虑时，想到最坏情况</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">在人生中快乐是自找的，烦恼也是自找的。如果你不给自己寻烦恼，别人永远也不可能给你烦恼。忧虑并不能够解决问题，忧虑的最大坏处，就是会毁了我们集中精神的能力。因<p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">而当出现忧虑情绪时，勇敢面对，然后找出万一失败可能发生的最坏情况，并让自己能够接受，就</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">OK</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">。</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">b)</font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">、烦恼时，知道安慰自我</span><font face="Times New Roman"><span lang="EN-US" style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span></font><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">人的痛苦与快乐，并不是有客观环境的优劣决定的，而是由自己的心态，情绪决定的。如果数数我们的幸福，大约有</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">90</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">％的事还不错，只有</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">10</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">％不太好。那为什么不能让自己快乐起来呢？</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">c)</font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">、沮丧时，可以引吭高歌</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">作为营销人员，会经常遭到拒绝，而有些人遭受拒绝就情绪沮丧，其实大可不必。没有经过锤炼的钢不是好钢。沮丧的心态会泯灭我们的希望。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第三招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">建立信赖感</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">一、共鸣。</span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">如果见到客户过早地讲产品或者下属见到上级急于表现自己的才能，信赖感就很难建立，你说的越多，信赖感就越难建立。比如客户上来就问，是你的产品好还是你们对手的产品好？在这时候，你怎么回答都不对，说自己的好，他肯定说你自己夸自己，不可信！你说我们不了解对手的情况，那他就会说你连同行都不了解，不专业！所以信赖感在建立过程中，也是很需要技巧的。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">如果掌握的好，跟客户的信赖感很快就可以建立起来，此时要尽可能从与产品无关的事入手，为什么呢？说产品那是你的领域是你的专长，消费者心里是一种防备状态，你说得越多，他的防备心就越重，信赖感就越不容易建立。这时候，要从他熟知的事情入手，从鼓励赞美开始。比如说在他家，你就可以问他说房子多少钱</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">1</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">平方米，您是做什么工作的？我对您的专业很感兴趣，能给我讲讲吗？有些问题人家是不愿回答，有些问题是必须回答的。如果你是销售美容品的</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">,</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">面对一个女士可以说：“您的皮肤真好，您是怎么保养的啊”，他肯定要回答呀（因为这是她感兴趣的话题，也是她非常引以为傲的）。她回答时一定要引起你的共鸣，他说“以前用的是×××化妆品”</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">，你一定要对美容专业知识有所了解，同时要不断的赞美，从而引导她多说。这就是共鸣。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">你的共鸣点越多你跟对方的信赖感就越容易达成。设想一下如果赶巧了你和客户穿的是一样衣服，那么信赖感一眼就达成了，不用过程，就能感觉你的品位和他的品位是一样的。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">人和人之间很愿意寻找同频率，看看这些词：同学、同行、同事、同志、学佛的人叫</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">****</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">、一起为官叫同僚，反正两个人只要有点共同点，就容易凑到一起，就容易建立信任感。方法很简单，就是找更多的共同点，产生更多共鸣，你和对方的信赖感就建立起来了。</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><span lang="EN-US" style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"><br /></span><span lang="EN-US" style="font-size:10.5pt;color:red;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> </span><span style="font-size:10.5pt;color:red;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">二、节奏。</span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">作为优秀的营销人员，跟消费者动作节奏和语速越接近信赖感就越好建立。很多人都在做销售，怎么卖出去呀，其中很重要的一点就是跟着消费者的节奏走，对方的节奏快、语速很快，我们说话的语速也要很快；对方是个说话很慢的人，你还很快，他就不知为什么感觉极不舒服，信赖感怎么也建立不起来；如果对方是个语速适中的人，你的语速也要适中。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">同时还要以对方能理解的表达方式和对方沟通。有些营销人员满嘴的专业术语，但请不要忘了，客户不是行业专家。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">每天早上醒来可以听一个很好的励志光盘或听一段很激昂的歌曲。可以大声的对自己说“我是最棒的”给自己一些良好的心理暗示。一个好的心情是一天良好情绪的开始。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">同时还要懂得一些具体的调整情绪的方法。这里只是简单的罗列几个调整情绪的基本方</span></span> <p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">法，有兴趣的朋友可以阅读一些这方面的书籍。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第四招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">找到客户的问题所在</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">因为信赖感建立起来后，你和对方都会感觉很舒服。这个时候，要通过提问来找到客户的问题所在，也就是他要解决什么问题。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">比方你是卖空调的，就要了解客户买一台空调是要解决他的什么问题：是他家的老空调坏了，由于它的故障率太高，不想修了，要换一新的；还是客户从过去的旧房搬到现在的新房；还是客户过去没有用过空调，现在要改善生活条件；还是小区是</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">****</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">空调，自家用着不太方便，现在要装分体的；还是孩子结婚用……等等只有把问题找准了才能真正的替客户着想，帮助为客户找到他原本就有的需求。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">我们怎样才能找到客户的问题所在呢？只有通过大量提问，才能了解客户到底想通过这次购买解决什么问题。一个优秀的营销人员会用</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">80%</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">的时间提问，只用</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman">20%</font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">的时间讲解产品和回答问题。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第五招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">提出解决方案并塑造产品价值</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">实际上这个时候，你已经可以决定给客户推销哪一类商品了。你的解决方案针对性会很强，客户会认为是为他量身定做的，他会和你一起评价方案的可行性，而放弃了对你的防备。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">在这个过程中要不失时机的塑造你的产品价值，把你的品牌背景、企业文化、所获奖项毫不吝惜的告诉给你的客户，你的专业知识就有了用武之地，这个时候你说的话他很容易听得进去的。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第六招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">做竞品分析</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">我们很多营销人员都知道不讲竞争对手不好，咱就卖咱的产品，说起对手的情况就说不了解。错了！在信赖感没有建立的时候，客户和你站在对立方面，你去做竞品分析，他很反感你；可是当双方建立了信赖感，你又为他提出了解决方案时，他巴不得去听一些竞争品牌的缺点，他非常期望你做竞品分析，不然此时的流程就中断了，进行不下去了。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">这时候，不但要分析竞品，而且一定要跟他讲清楚，我们好在哪儿，对方不好在哪儿（但一定是客观的，不能是恶意的攻击）。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /> </font></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">这时的分析有两个作用。一方面为他的最终购买提供足够的依据；另一方面他购买商品之后肯定要四处炫耀：“我买的太好了，你买的怎么样？”，我们要给他提供充足的论据，去跟别人去辩论，证明他的选择是最明智的。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> <br /><br /></font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第七招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">解除疑虑</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><font face="Times New Roman"> </font></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">帮助客户下决心</span><font face="Times New Roman"><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></font></p><span lang="EN-US" style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"><br /></span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">做完竞品分析，客户是下不了决心马上掏钱的，这个时候千万不能去成交，否则消费者买后会反悔的。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">钱在自己的身上，总是多捂一会儿好。你看买空调的，不到热得受不了，人家就不着急买，他多捂一天，觉得是自己的。不愿意下购买决心，他肯定是有抗拒点。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">你很容易判断他是否已经进入到这个状态了</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">----</span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">他说，回去跟我爱人商量；我觉得这价格还是有点高；现在我身上正好没带钱……看到对方这个样子，我们要不断地一步一步地追问</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">,</span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">一直问到找到真正的抗拒点为止。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br style="mso-special-character:line-break" /><br style="mso-special-character:line-break" /><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"></span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">例如，你问：“还有什么需要考虑的吗？”，他说：“我回去跟我爱人商量商量。”，你就继续问：“那您爱人会关心哪些问题。”，他就会说，我爱人关心什么问题，那么再追问，一步一步追问下去。</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">抗拒点找准了，解除的方法自然就有了。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /><br /></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第八招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">成交</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">踢好临门一脚</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"><br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">很多营销人员，前面都做的很好，就是成交不了，其实这是营销人员的一种心理自我设限。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">成交阶段，一定要用催促性、限制性的提问，这是铁定的规律，否则的话，你的流程要从头来一遍。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">成交的阶段是你帮助消费者下决心的时候，但往往这个时候，很多人是不敢催促客户成交的。其实只要你判断进入了这个阶段，马上就要用催促性、封闭式的提问，促使他的成交，要不然他还会把钱多捂几天，这几天什么变化都可能出现。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">什么是封闭式提问呢？</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">比如“您是下午</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt">3</span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">点有时间，还是</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt">5</span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">点有时间”，在提问的时候已经给客户限定了一个范围。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">学营销的人，大都学过这么一个案例</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt">---</span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">馄饨摊卖鸡蛋，两家馄饨摊位置一样、规模相近，可卖鸡蛋的数量不一样，供应鸡蛋的人很纳闷，有一天，他就去考察时才发现，两家老板问客户的问题不一样，一家采用开放式提问</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">：“您要不要鸡蛋？”鸡蛋就卖的少；另一家老板问的是封闭式提问“你要一个鸡蛋还是要两个呀？”他的鸡蛋卖的就多。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">限制性提问也有好坏之分。以卖衣服为例，你问客户“你是今天买还是过两天买呀？”这样的提问虽然也是限制性提问，但这还不算很好的问题，应该问：</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">“你是要这件红色的还是黄色的？”这叫催促性的限制性提问。要让客户及时作出选择，这是客户最痛苦的时候，因为要往外掏钱啦。问完问题之后，你就千万不要再说话了，眼睛看着他，等待……这时的关键就是问完之后别说话。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /><br /></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第九招：作好售后服务</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><p class="MsoNormal" align="left" style="margin:0cm 0cm 0pt;text-align:left;mso-pagination:widow-orphan"><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><br /></span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">人们往往认为，售后服务就是打打电话，上门维修，其实这些只是售后服务中很小很被动的一部分。真正的售后服务是人们购买了商品或服务之后，我们对他的延续服务。也就是我们在客户的使用过程中，为客户提供的咨询服务，成为客户的顾问，解决客户在使用中的问题。这样才能建立一个真正的稳定客户。</span><span lang="EN-US" style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> <br /><br /></span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">第十招</span><span style="color:red;mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span style="color:red;font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:">要求客户转介绍</span><span style="mso-bidi-font-size:10.5pt;mso-font-kerning:0pt"> </span><span lang="EN-US" style="font-family:宋体;mso-bidi-font-size:10.5pt;mso-bidi-font-family:宋体;mso-font-kerning:0pt"><p></p></span></p><span lang="EN-US" style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"><br /></span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">人的分享是本能的，一旦客户确实认可了产品和服务，客户是很愿意分享的。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">客户是通过转介绍而满足。这时候，他能积极地帮助你转介绍，而且不图回报，因为这是他心理极大的需求，有些营销人员这时候不好意思说“帮我介绍几户吧”，这个机会可能就丢失了。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">你可以直截了当给他说：“我们还有很多任务，你赶紧帮我介绍几个吧？”没有关系，别不好意思，为什么呢？因为转介绍才是他最终需求满足，当我买了一件衣服的时候，第二天又有俩同事买了同样的，证明我的眼光很好，他们在追随我的品位。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br /> </span><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">转介绍的力量非常大，就看营销人员怎么利用了，当一个客户转介绍成功的时候，你的销售行为才算完成了，因为你满足了客户终极的需求。</span><span lang="EN-US" style="font-size:10.5pt;font-family:&quot:;times new roman&:;quot:;mso-fareast-font-family:宋体;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa"> <br style="mso-special-character:line-break" /><br style="mso-special-character:line-break" /></span></span> <span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体;mso-ascii-font-family:&quot:;times new roman&:;quot:;mso-hansi-font-family:&quot:;times new roman&:;quot:;mso-ansi-language:en-us;mso-fareast-language:zh-cn;mso-bidi-language:ar-sa">这十招不但是每一个营销人员都要牢牢掌握的，实际上每个人都应该懂得它的重要性，对工作对生活都会大有裨益，人的一生就是一个推销自己、让别人认可的一个过程。但所有的这些都只是方法而已，在现实生活中真正给能让我们万事亨通的，还是我们的人格魅力，永远都是“德为上、方法次之”。</span> <p>这好东西,要学学</p> <p>人家说想赚钱就要学销售</p> <p>我们每个人何尝不是无时无刻地进行着这项工作呢，只不过有时是无形的销售，有时是有形的销售罢了。</p> <p>想要成为一个有魅力的销售精英，我们就得多吸取他人的成功之道。。。。。。是任何灵丹妙药都无法比拟的哦。。。。。。</p> <p>若是非常喜欢销售行业的您，赶快来学习一下哦，或许对您会有很大的益处呢…………</p>
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