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    塑料銷售的10種思維

    文章出處:   責任編輯:   發布時間:2016-11-30 10:24:00    點擊數:-   【

        塑料銷售的10種思維,沒有同質化的產品,只有找不到需求差異的銷售。再往深里說,其實顧客不是在找差異,而是在找差異給他帶來的價值。

    思維一:

    銷售不是賣,而是和顧客一起買!當你真正關心或關注顧客如何選購,并且讓顧客感覺你是在幫他的時候,你會發現,顧客把你當成了他們購買組織中的一員。

    思維二

    沒有同質化的產品,只有找不到需求差異的銷售。再往深里說,其實顧客不是在找差異,而是在找差異給他帶來的價值。差異只有在滿足顧客的需求的時候,才真正有力量。所以說差異不是在說產品,而是在說需求。

    思維三

    在你不知道顧客想買什么之前,你永遠都不會知道你能賣什么!顧客是基于對個人動機的滿足程度決定購買的,所以對顧客的購買動機了解的越多、越清晰,就越知道如何賣。

    思維四  

    顧客重視自己說的話,和自己所得出的結論,而不重視被告知的東西。對自己得出的結論往往會誓死捍衛,所以頂級銷售要學會把自己想說的話,讓顧客說出來,并變成顧客得出的結論。這需要行業知識、銷售技巧和對自己產品及服務的深刻認知。

    思維五

    顧客沒有目標,銷售就沒有希望。顧客有了明確的目標,銷售的希望也不大,顧客對改進問題的渴望以及對之后的美好想象是購買的動力之一。

    思維六  

    談判的本質并非是顧客在壓價,而是顧客在尋找底價在哪里。所以,作為銷售的關鍵不是降價,而是如何塑造出顧客認可的底價。這是所有談判技巧的核心所在。

    思維七

    顧客的行動承諾是銷售中最重要的東西,只有顧客購買,銷售才可能前進。在電話營銷、社交化營銷中,這一點尤為重要。

    思維八

    從來沒有人買過任何產品!站在銷售的角度看,所謂產品不過是解決顧客問題的一大堆方法的集合。銷售的任務是把這些集成到一起到東西針對顧客關心的問題一一拆給他看。顧客買的是解決問題的方法和能力,而不是那個叫做“產品”的怪物。

    思維九

    在塑料銷售中,好的銷售人員其實都是好的導演。

    思維十

    顧客的異議=疑問+負面情緒;你不能僅僅通過解釋消除反對意見,那樣會有新的疑問出來,因為他沒有消氣。面對異議,有三種事必須要做:通過分享(不是同意)他的感受,消除負面情緒;通過探索,找到異議背后的原因;針對原因解決問題而不是針對問題解決問題。

    此文關鍵字:塑料銷售的10種思維
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