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銷售干貨|銷售人員想要做好銷售,必須掌握十大法則!

time : 2019-06-27 08:51       作者:凡億pcb

WEILEFANGBIANHOUQIBUDUANGEIBAOBAOMENDAILAIJINGCAINEIRONG,DIANJIYOUSHANGJIAOGUANZHUWOYO。YIGUANZHUDEBAOBAO,HOUQIJINGCAINEIRONGBURONGCUOGUOYO!

銷售干貨|銷售人員想要做好銷售,必須掌握十大法則!

一、銷售技巧

一、銷售理念:敢說、能說、會說、巧說。

1、 LEJIEGUKEXINLI:YIFENQIAN、SANFENHUO。YIWEIXIANGHUAYIFENQIANDEDAOSANFENDEHUIBAO。BAOKUO(CHANPIN、FUWU、ZENGPIN)

2、 DUIXIAOSHOURENYUANDEYAOQIU:PAIDANZHUDONG、YINGKEREQING、HUASHUJIANJIE、NENGDADONGGUKE。

二、擁有良好的工作態度:

A:YONGYOUJIJIXIANGSHANGDEGONGZUOTAIDU、HEJIANKANGXINTAI。

B:YONGQUANLIYIFUDEREQINGTAIDULAIDUIDAIGUKE,GUKEGOUMAIDESHINIDEGONGZUOTAIDUHEFUWUJINGSHEN。

C:ZUIDACHENGDUDEDUOJIEDAIGUKE,ZAITONGDENGSHIJIANNEIJIEDAIGUKEYUEDUO、XIAOSHOUYEJIUYUEDUO。

D:BUDUANZONGJIE、BUDUANGAIJIN、XIANGXINZIJIHUIZUODEGENGHAO。

CHANPINDELIANDAIXIAOSHOUBUYAOZIWOSHEXIAN:YIDINGYAOZIXIN、DADAN。

銷售干貨|銷售人員想要做好銷售,必須掌握十大法則!

二、銷售五步曲

1、 迎接顧客(不要給顧客造成壓力、禁用“你想要點什么等、不要向顧客索取,而是給予)

ZHUYISHIXIANG:

A:BUYAOYINGUKEDEFUZHUANGHEYUYANERQINGSHIDUIFANG,BUYAOYIMAOQUREN。

B:BUYAOJINSUIGUKE。(DANGGUKETINGZHUJIAOBU、YUNIDEMUGUANGXIANGDUISHI、XUNWENCHANPINSHISHINIYUGUKEJIECHUDEZUIHAOSHIJI。

C:BUYAOSHANGXIADALIANGGUKE

D: FUWUXIANDAODEGUKE(BUYAOLENGMOKERENTONGBAN、YAOZHAOGUKERENDETONGBAN)

2、 了解需要——銷售的兩大法寶

AZHUNBEITIWEN :KAIFANGSHITIWEN DUOYONGYUXIAOSHOUKAISHIJIEDUAN,RANGDUIFANGCHANGSUOYUYAN,WUGUDINGDAAN,RUNIPINGSHIYONGSHENMEPAIZI?

FENGBISHITIWEN DUONIYONGYUXIAOSHOUGUOCHENG、CHENGJIAOJIEDUAN。RU:YONGGUO****CHANPINMA?

NIPIFUGUOMINMA?CUSHIDUIFANGZUOJUEDINGSHIYONG。

SHANGDIGEIWOMENLIANGZHIERDUO,YIZHANGZUI,JIUSHIRANGWOMENSHAOSHUODUOTING!

ZIXILINGTING:

LINGTINGDEFANGSHIYOU

A SHIZHUANXINZAITINGHUANSHIMAOSIZAITING

B CHULETINGBIAOMIANYISIWAI,NISHIFOUFAJUELESHUOHUAZHEDEZHENZHENGHANYI

C ZAITINGDEGUOCHENGZHONGNISHIFOUPEIHELEZIJIDESHENTIYUYAN,BIAOSHIZIJIZHENZHENGGUANZHU。

D ZAITINGDEGUOCHENGZHONGNISHIFOUJINGCHANGDADUANBIERENDEHUATI(QIEJI)

LINGTINGDEGUIZE:

A WEILEJIEGUKEDEYAOQIUERLINGTING

B WEIJIEJUEGUKEDEWENTI,MANZUGUKEXUQIUERLINGTING

ZHELIANGZHONGFANGFASHIXIANGFUXIANGCHENGDE。

3、 推薦產品 每個顧客都有需要,每個產品都有益處。

CHENGGONGXIAOSHOUDEMIJUEJIUSHIZAIYUJIANGCHANPINDEYICHUYUGUKEDEXUYAOLIANXIQILAI。

ZHUYISHIXIANG:XIANGGUKEJIESHAOCHANPINSHI,BUSHIJINJINJIANGCHANPINDETEDIAN,GUANYUCHANPINXINGZHIDEMIAOSHU。ERSHIYAOGAOSUGUKECHANPINDEYICHU,GUKESHIYONGHOUYOUSHENMEHAOCHU,ZENMEYONG。

RUHEXIANGGUKETUIJIANCHANPIN

A QUERENXUYAO

B SHUOMINGYICHU (GAOSUGUKESUOXUANDECHANPINYOUSHENMEYONG)

C YANSHICHANPIN (SHIYONGCHANPIN)

DCHUSHIZHENGMING (YONGYIXIEYUYAN,CUSHIGUKEDINGXIAGOUMAIJUEXIN,CHUSHIYIXIEJIANDANZHENGMING。

4、 連帶銷售 滿足顧客明確需要,挖掘顧客潛在需要,引導消費,使其購買。

A JIJIELIANDAI

B RIYELIANDAI

C YONGTULIANDAI

D QUNTILIANDAI (GENJUBUTONGJIFUTUIJIANBUTONGCHANPIN)

E XILIELIANDAI

ZHUYISHIXIANG:

A ZAIJINXINGLIANDAIXIAOSHOUSHI,XIANMANZUGUKEMINGQUEXUYAO,ZAIXIANGQITUIJIANQITACHANPIN。

B QUEBAONIJIESHAODECHANPINYUGUKEXUYAOYOUZHIJIELIANXI,FOUZESHUOTAIDUOYESHITULAODE。

C YONGYUANBUYAOGEIGUKEYIGE“NIGANXINGQUZUOYIBISHENGYI”DEGANJUE。

D ZAISHIJIANYUNXUDEQINGKUANGXIA,QINGYANSHINIXIAOSHOUDEMEIYIJIANCHANPIN。YICIXINGRANGGUKECONGSHOUZHONGMAI3ZHICHANPINCAISUANSHIXIAOSHOU。

5、 促單成交

CONGGUKEDENAXIEYUYANJIZHITIYUYANLAIKANSHIFOUYOUCHENGJIAODEXIWANG。

A XUNWENJUTIJIAGE

B GOUMAIZHEZHONGCHANPINJUTIYOUHEYOUHUISHI

C XUNWENYONGHOUXIAOGUO

D GUKEZAICHENSISHI

E XUNWENSHOUHOUYOUSHENMEBAOZHANGSHI

F DANGGUKEXUNWENTONGLAIYOUBANSHI

G DANGGUKEHUATIZONGZAIYIGECHANPINSHI

H DANGGUKEXUNWENGOUMAISHULIANGSHI

I DANGGUKEBUDUANFANFUWENTONGYIGEWENTISHI

JUTICHENGJIAOFANGSHI:

A JIADINGCHENGJIAOSHI (JIARUNIGOUMAILE****CHANPIN,HUISHINIDEJIFU*****)

B XUANZECHENGJIAOFA (NENGKONGZHIGUKEWANGWODESIWEISHANGZOU,YIBANKETIGONG2ZHONGCHANPIN)

C SHIYONGDINGGOUFA (XIANMAIYIPINGHUIJIASHISHIXIAOGUO,YONGHAOLEKENDINGHUIZAIGUOLAIMAI)

D CONGZHONGCHENGJIAOFA (WOMENCHANPINFEICHANGHAO,HENDUOLAOGUKEDOUZAISHIYONG)

E XIANGXIANGCHENGJIAOFA (NIYONGLEZHETAOCHANPINYIHOUPIFUHUI*****RANGGUKEZAINAOHAILIYOUYINXIANG)

F QINGQIUCHENGJIAOFA (ZHANGJIE WOMENXINTUICHUYITAO***CHANPIN,XIAOGUOFEICHANGHAO,KAIYITAOBA!)

GXIAODIANCHENGJIAOFA (CIYAOWENTICHENGJIAOFA——LIYONGCHENGJIAOXIAODIANBIKAIGUKEDEZHONGDIANWENTI,BIZHONGJIUQING)HYOUHUICHENGJIAOFA (ZENGPINSHITIGAOXIAOSHOUCHANPINDE,YAOZENGDEYOUJIAZHI)

I BAOZHENGCHENGJIAOFA /DAOGOURENYUANXIANGGUKETIGONGCHENGJIAOBAOZHENG,SHIGUKELIJICHENGJIAO。RU:NIFANGXINSHIYONGDENGDENG)

J JIHUICHENGJIAOFA (WEIYI/XIANZAI/WUXUANZECHENGJIAOFA,RU:WOMENDETAOZHUANGZHISHENGXIALIANGTAOLE,NIKANMAIBUMAISUINILE)

K YIYICHENGJIAOFA (DANGGUKETICHUYIYISHI,YAOJIESHIDAOWEI,RANGGUKEXINFU,QICAINENGGOUMAICHANPIN)

銷售干貨|銷售人員想要做好銷售,必須掌握十大法則!

ZHICHICONGJINGJIWEIJIFUSUDESHANGREN

三、銷售的十大法則

1、 WEIXIAOFA ZUOWEIXIAOSHOURENYUANYIDINGYAOMIANDAIWEIXIAO,ZHEYANGHUILAJINYUGUKEZHIJIANDEJULI,GEIRENYIQINQIEGAN。

2、 GUANCHAFA GUANCHAGUKEDEFUZHUANG、QIZHI、PIFUZHUANGKUANG;QIANBAONEIYOUDUOSHAOQIAN。

3、 XUNWENFA

4、 LINGTINGFA

5、 FENGCHENGFA ZANYANGGUKE,KEYIDAKAIXIAOSHOUCHANPINZUAI。

6、 JISUANFA LIRUXIMIANNAI200ML 50YUAN YONGBANNIAN,YITIANMEIDUOSHAOQIAN。

7、 BIYUFA YONGHOUPIFUHUIZENYANG......

8、 JIJIANGFA NANDAONIBUXIANGBAPIFUYANGDEGENGHAOXIEMA?

9、 ERXUANYIFA

10、 LINMENYIJIAOFA