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class="left"> <div class="zx_part2"> <div class="posit2"><span>您现在的位置:</span> > <a href="http://www.zslvhua.com">中国直销¾|?/a> > <a href="/newst5p1.htm" target="_blank">创业ä¿×ƒ¹éƒ?/a> > 刘思成 直销培训中直销员常问的17个问é¢?/div> <div class="zx_wz"> <h3>刘思成 直销培训中直销员常问的17个问é¢?/h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-16 14:53:58   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1696&t=news"></script></span></p> <H1>刘思成 直销培训中直销员常问的17个问é¢?/H1><br><P> ¾lå¸¸åšç›´é”€åŸ¹è®­çš„äh比做一般培训的äºø™¦éš¾ï¼Œå› äؓ直销会问许多问题åQŒè€Œä¸”˜q™äº›é—®é¢˜å¾€å¾€å…ähœ‰ç‰ÒŽ®Šçš„情景,你只有换位思考èín在此¿Uæƒ…景中时才有可能更好地解决。做直销培训的äh必须做过直销åQŒè€Œä¸”是或者曾¾læ˜¯ç›´é”€¾_¾è‹±åQŒå› ä¸ø™¢«åŸ¹è®­çš„直销员们大都有着丰富的阅历和直销个性,没有真功夫纯理论的东西不会ä×o他们信服。如果是¾l™ç›´é”€¾_¾è‹±ä»¬åšåŸ¹è®­åQŒä¸€å®šè¦è¾‘Öˆ°ä¸€¿Ué†é†çŒ™åӞ¼ŒéœŽæ—¶™å¿æ‚Ÿçš„效果,对他们来说才是有价值的培训。不½Ž¡æ˜¯æ–°ç›´é”€å‘˜è¿˜æ˜¯è€ç›´é”€å‘˜ä»–们都最兛_¿ƒä¸€ä¸ªé—®é¢˜ï¼Œé‚£å°±æ˜¯â€œæ€Žä¹ˆèƒ½å¤Ÿæˆäؓ业ç‡W傲äh的直销¾_¾è‹±â€ã€‚那么如何能成äؓ一名直销¾_¾è‹±é‚£ï¼Ÿ</P><br><DIV>  我们来看一个模型:问题——答案——目的——行动——结果——业¾l©ã€‚也ž®±æ˜¯è¯ß_¼šæœ‰é—®é¢˜æ‰æœ‰ç­”案,有了½{”案才有目标åQŒæœ‰äº†ç›®æ ‡æ‰ä¼šåª„响行动,行动军_®š¾l“æžœåQŒç»“果决定业¾l©ã€‚也ž®±æ˜¯è¯´ç›´é”€å‘˜è¦æœ‰é—®é¢˜ï¼Œè¦å–„于观察、善于发现问题,问题可以是客情细节、促销¾l†èŠ‚、拜访客æˆïL»†èŠ‚,也可以是公司½Ž¡ç†ä½“制、竞争对手的战略、全球化的市场模式等ã€?/DIV><br><DIV>  我把˜q™äº›è¢«ç›´é”€å‘˜é—®åŠé¢‘率最高的、对直销员最重要的问题归¾U›_‡ºæ¥ï¼Œä¸€å…?7条,如果一个直销能够兛_¿ƒ˜q™äº›é—®é¢˜òq¶æŠŠ˜q™äº›é—®é¢˜éƒ½è§£å†³äº†åQŒé‚£ä¹ˆä»–一定就是本行业的直销¾_¾è‹±äº†ã€?/DIV><br><DIV>  1.当直销员跟客户无话可说时怎么办?</DIV><br><DIV>  ½{”:一、给客户讲解事先准备好的资料åQŒæ¡ä»¶æ˜¯ä¸€å®šè¦äº‹å…ˆå‡†å¤‡å¥½èµ„料,资料可以是äñ”品知识也可以是公åæ€»‹¾lè¿˜å¯ä»¥æ˜¯ä¸ªäºÞZ»‹¾lã€‚二、谈谈个人爱好,˜q™ä¸ª˜q‡ç¨‹æ˜¯ä¸€ä¸ªæ‰¾å…±åŒç‚¹çš„˜q‡ç¨‹åQŒæ‰¾åˆ°å¯¹æ–¹çš„兴趣话题åQŒè¿™æ ·å®¢æˆäh‰æ„¿æ„è·Ÿä½ æŒä¹…的沟通,如果是新客户说话要è°}慎些不要什么都谈ã€?/DIV><br><DIV>  2.拜访客户前的准备有哪些?</DIV><br><DIV>  ½{”:一、衣着åQŒè¯­­a€åQŒå¿ƒç†ï¼Œç›´é”€å‘˜ç»™å®¢æˆ·çš„第一印象会一直媄响他到第一‹Æ¡è°ˆè¯ç»“束。二、把握住以礼相待åQŒä¸å‘不亢的分寸卛_¯ã€?/DIV><br><DIV>  3.直销语言¼›å¿Œæœ‰å“ªäº›ï¼Ÿ</DIV><br><DIV>  ½{”:一、直销员尽量不要说“一般,可能åQŒåŸºæœ¬ä¸ŠåQŒä¸ä¸€å®šâ€ä¹‹¾cȝš„词,如果换成“当然了åQŒæˆ‘保证åQŒä¸€å®šçš„åQŒæ”¾å¿ƒå§â€ä¸€å®šä¼šå¢žåŠ ä½ æˆå•çš„几率åQŒå¦‚果实在是暂时没法回答可以说“你问的问题真专业,我回去问问公司负责äh后告送你”。二、切忌脏字口头语ã€?/DIV><br><DIV>  4.成功的直销员的人际关系应该是怎样的?</DIV><br><DIV>  ½{”:直销高手一定是八面玲珑的,在企业内外都是交际高手,各种关系æ€ÀL˜¯å¾ˆå¥½ä¸”内外兼修,他们的朋友中有能力的人居多,因äؓ物与¾c»èšã€?/DIV><br><DIV>  5.如何跟一个新客户谈äñ”品?</DIV><br><DIV>  ½{”:有四点必™åÖM»‹¾lï¼šä¸€ã€‚ä½ ¾lè¥çš„是什么äñ”品。二。该产品是做什么用的。三。äñ”品特征是什么。四。会¾l™å¯¹æ–¹å¸¦æ¥ä»€ä¹ˆåˆ©ç›Šã€?/DIV><br><DIV>  6.哪些直销员最不受‹Æ¢è¿ŽåQ?/DIV><br><DIV>  ½{”:一、说话断¾l­ã€ç”·ç›´é”€è¯­éŸ³å¥Ïx€§åŒ–åQŒå³è¯­è¨€æ²¡æœ‰ä¸ªäh™ì…力åQ›äºŒã€å®¢æˆähçš„问题不能给予答复,即不专业。三、不谦虚åQŒæ²¡æœ‰ç¤¼è²Œã€‚四。承è¯ÞZ¸èƒ½å…‘玎ͼŒå³ä¸è¯šä¿¡ã€‚绝大部分äh都喜‹Æ¢è·Ÿè‡ªå·±æœ‰å…±åŒçˆ±å¥½ã€è¡Œä¸ºæ–¹å¼ä¸Žè‡ªå·±æŽ¥è¿‘çš„äh相处åQŒæ‰€ä»¥çœŸæ­£çš„直销高手往往å…ähœ‰å¤šé¢æ€§æˆ–者说他没有性格ã€?/DIV><br><DIV>  7.没有声音™ì…力怎么办?</DIV><br><DIV>  ½{”:其实除了音乐家和ä¸ÀLŒäºÞZ»¥å¤–具有声音魅力的人极ž®‘,òq›_‡æ¯?0个äh能有一个äh语言å…ähœ‰å£°éŸ³™ì…力åQŒåšä¸ÞZ¸€ä¸ªç›´é”€å‘˜å¦‚果你的音质没有魅力,那么你就必须要有语言技巧,˜q™æ ·åœ¨äº¤é™…中更容易ä‹É你占据主动。音质好的直销员确实更能够得到客户的欣赏,如果你不具备åQŒå°±è¦åˆ‡å¿Œåå­—不清,语调不一è‡ß_¼Œè„å­—口头语ã€?/DIV><br><DIV>  8.直销高手的境界?</DIV><br><DIV>  ½{”:做äh要坦ç„Óž¼Œåšç›´é”€ä¹Ÿè¦å¦ç„¶åQŒäh不虚心不慌,即ä‹É需要你虚也不要慌。做åˆîC»Žå®¹ä¸˜q«ï¼Œå¤„变不惊åQŒä½ ž®±æ˜¯ç›´é”€é«˜æ‰‹äº†ã€?/DIV><br><DIV>  9.如何¾l™å¯¹æ–¹å¥½å¤„?</DIV><br><DIV>  ½{”:¾l™å¯¹æ–¹å¥½å¤„也要讲æ–ÒŽ³•çš„。给回扣要看场合åQŒæ—¶é—ß_¼Œå¿ƒæƒ…½{‰ã€‚对方的心情不好的时候你¾l™ä»–回扣时大部分äºÞZ¼šå«Œå°‘åQŒåœºåˆä¸å½“会适得其反。跟äºÞZº¤å¾€ä¹Ÿæ˜¯ä¸€æ ïLš„åQŒåœºåˆã€æ—¶é—´ã€å¿ƒæƒ…对å¤ß_¼Œå•¥äº‹éƒ½å¥½åŠžã€?/DIV><br><DIV>  10.一旦对方试用你的äñ”品了åQŒå°±ä¸€å®šæƒ³æ–¹è®¾æ³•ä¸è¦æŠŠè´§å†æ‹¿å›žæ¥ã€‚其实只要对方试用你的äñ”品了åQŒä½ ž®±å·²¾læˆåŠ?9åQ…了åQŒå¦‚果客户退货,那只有一个原因就是你的工作没做好了ã€?/DIV><br><DIV>  11.每个公司都有自己的直销渠道åQŒä½†æ˜¯å‡ºè‰²çš„直销员æ€ÀL˜¯ä¸é™äºŽå›ºå®šçš„直销模式åQŒçŽ°åœ¨çš„营销模式层出不穷åQŒåƒæœåŠ¡è¥é”€ã€æ•°æ®åº“营销、数字营销、网¾lœè¥é”€ã€ä¼šè®®è¥é”€ã€ç›´é”€ã€ä¼ é”€½{‰ï¼Œå¸‚场千变万化你的直销模式ž®±åº”该千变万化ã€?/DIV><br><DIV>  12.直销¾_¾è‹±æ‹¥æœ‰ä»¤äh‹Æ£ç±M的经验,于是ž®±éš¾ä»¥é¿å…åœ°¾lå¸¸ž®†è‡ªå·Þqš„¾léªŒç”¨åœ¨å¯¹å¸‚场的判断上,甚至以主观的¾léªŒæ¥æŒ‡å¯ég¸‹å±žå·¥ä½œã€‚不是说˜q™æ ·ä¸å¯¹åQŒè€Œæ˜¯çœŸæ­£çš„直销¾_¾è‹±æ˜¯å–„于捕捉市åœÞZ¿¡æ¯ï¼Œåœ¨æ­¤åŸºç¡€ä¸Šåˆ©ç”¨ç»éªŒåšå‡ºåˆ¤æ–­ã€?/DIV><br><DIV>  13.现象必有规律åQŒç›´é”€¾_¾è‹±éƒ½èƒ½å¤Ÿæ•æ‰åˆ°å…³é”®å¸‚场现象åQŒåƈ抓到现象背后的规律ã€?/DIV><br><DIV>  14.直销高手òq¶ä¸æ˜¯æ»”滔不¾låœ°¾l™é¡¾å®¢è®²äº§å“åQŒè€Œæ˜¯æƒÏx–¹è®¾æ³•è®©é¡¾å®¢å¤šè¯ß_¼Œåˆ‡è®°â€œå°‘说多听”ã€?/DIV><br><DIV>  15.直销¾_¾è‹±å¿…备书籍有哪些?</DIV><br><DIV>  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四。诚信型åQŒæ­¤¾cÖMhä¸ÞZh热情åQŒåšäº‹è°}慎,­a€å‡ºå¿…行,òqÏx˜“˜q‘ähåQŒä¸Žå®¢æˆ·çš„客情关¾pÀLžå¥½ï¼Œå¾ˆå®¹æ˜“被客户所接受。五。思考型åQŒä»–做事从来都是思èµ\清晰åQŒæœ‰æ¡ä¸ç´Šï¼Œä¹äºŽæ€è€ƒï¼Œå–„于计划åQŒä»Žæ¥è§ä¸åˆ°ä»–慌张和恐惧。能处理好公司内外的各种关系åQŒåšäº‹ä»Žå®¹ä¸˜q«ã€å¤„之泰ç„Óž¼Œå¾€å¾€æ˜¯å…¬å¸æ™‹å‡çš„½W¬ä¸€äººé€‰ã€?/DIV><br><DIV>  17.如何成äؓ直销¾_¾è‹±åQ?/DIV><br><DIV>  ½{”:¾ŸŽå›½ä¸€ä¸“业调查公司曑ցš˜q‡ä¸€™å¹è°ƒæŸ¥ï¼Œä¸“门调查什么样的äh最å…ähœ‰é”€å”®ç²¾è‹Þqš„潜质åQŒè°ƒæŸ¥ç»“果显½Cºé”€å”®ç²¾è‹Þqš„素质军_®šå…¶æˆåŠŸï¼Œç´ è´¨é‡è¦½E‹åº¦æŽ’名依次为:‹È€æƒ…,诚信åQŒæŠ€å·§ï¼ŒçŸ¥è¯†åQŒç»éªŒï¼Œäºø™„‰åQŒæ€§æ ¼ã€‚可见äh脉åƈ不是销售精è‹Þqš„最重要条äšgåQŒå……å…‰™‡æœ‰äh脉的äºø™¦æƒ›_šé”€å”®åªèƒ½æŽ’在第6位ã€?/DIV><br><DIV>  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