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可以搞定各種類型客戶,你的銷售就做精了
2018-11-15 14:00:11 作者:蘇引華 瀏覽次數:903

對于銷售來說,我們會遇到各種不同的情況。我們不單單是要銷售產品,我們需要做的是可以在任何的情況之下可以搞定我們遇到的任何類型的客戶。只有這樣,才能完成我們的銷售。所以,很對時候,對于銷售來說,解決客戶的問題才是最重要的。

的圖片

、客戶與我談判老是心不在焉,總想看看鄰座客戶在談什么,怎么辦?

座位隔離:

可在銷售現場兩頭設立專門的座位供客戶使用。

另外,不要與主客戶對立而坐,不要讓客戶面向門口,以免因看窗外而失去注意力。如果客戶已經面向門口,也可以用關心的口吻對他說:您請坐這邊,這邊光線太強。既體現了細節服務,也有效地解決了問題。

、碰到直接要最低價的直率客戶怎么辦?

直率應對:

直率分兩種:真直率和偽直率。對真直率者,直接給出最終價格,把話說死即可成交。偽直率者只是以豪爽的形式來探探你的底價。對于他們,價格說低(不是最低價),但要讓對方覺得是最低價。萬一不買,退一步讓經理來談價格,還有成功的機會。

如何判定真直率和偽直率?你可以這樣說:價格要到經理那兒申請,但前提是您現在直接簽合同。如果我申請了,您又不買,我要挨經理批的。同意者多為真直率。

、逼緊一點,客戶會不會不買了?

緊迫盯人:

步步逼近,緊迫盯人,毫不放松,直到對方簽下訂單。達到銷售目的之前,決不輕言放棄,任何時候,要記住一句話,要買產品的客戶總是要買。告訴客戶要捷足先登,否則失去優待的機會,而且機會只有一次。

、對客戶逼得太緊,產生逆反心理,不買了怎么辦?

一張一弛:

逼得太緊后,再適度放松,使客戶患得患失,最終簽約。

什么是太緊?1、客戶已有怨言;2、客戶表情不耐煩。

如何放松?

1、故意裝作去打個電話,再回來很容易轉移話題;

2、就客戶的某句話中的某一詞展開,引導到其他議題如核心賣點上來;

3、談談時事新聞或天氣。

、我最怕團體客戶,一群人嘰嘰喳喳,不知道聽誰的?

擒賊擒王;

一組客戶欲同時購買時,要從中找出具有決定力量的人,集中火力攻擊。

決策關鍵人有什么特點?

1、男性居多;

2、一家三代都來時,既要考慮爺爺的想法,也要考慮爸爸(通常是付款人)的想法;

3、如果一家人都向某一成員咨詢或提出意見和想法,說明他是決策人。

、簽合同時,客戶老是猶豫不決,怎么辦?

反客為主:

客戶猶豫,你可不要猶豫,你一猶豫,客戶就會推遲購買甚至不買,有時購買沖動就在一瞬間,這正是發揮你情感效能的時候。每當客戶猶豫時,滿懷激情、情理結合地把核心賣點再來一遍。

、客戶老是看別人買了才決定買,怎么辦?

雙龍搶珠:

在現場故意制造一物雙銷的錯誤,促成其中之一的客戶盡快做出決定。

、如何激發已購買客戶帶更多的客戶?

口碑:

先把該客戶服務好,讓他感動,最終形成良好口碑。客戶自感愧歉,會為你介紹客戶。有時,你可以提這樣的要求,他很自然就會放在心上。

另外,配以相關的激勵措施(如禮品、紅包等),效果更佳。

、客戶心中有氣,一下子提了很多意見,怎么辦?

感動服務:

先讓客戶講出他的意見,最好能做好記錄,以示誠意,再設法一一解決。

解決方式一定要比對手多想一步,給予永遠比顧客的需求多一點,超出客戶預期,使其感動,才能平抑心中不快。

TAG: 銷售技能培訓大客戶服務

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