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<!--nav end--> <div style="clear:both"></div> <div class="middle"> <!--left begin--> <div 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="/newst31p1.htm" target="_blank">直销文库</a> > 成äؓ成功直销å‘?十八招教你如何抓住客æˆ?/div> <div class="zx_wz"> <h3>成äؓ成功直销å‘?十八招教你如何抓住客æˆ?/h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-17 16:59:36   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1793&t=news"></script></span></p> <P><STRONG>成äؓ成功直销å‘?十八招教你如何抓住客æˆ?/STRONG></P><br><P>  1、你ž®±æ˜¯å…¬å¸</P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   即ä‹É你所在的公司有庞杂的分支机构和数万个像你一æ ïLš„直销员,但对于顾客来è®ÔŒ¼Œå…¬å¸ž®±æ˜¯ä½ ï¼ŒåŒä»–直接接触的是你。顾客把你的公司看作一个仅为满­‘³ä»–要求的整体。结è®ÞZ¸€åQšä¸å¯ä»¥æŠŠé—®é¢˜æŽ¨¾l™åˆ«äººï¼›¾l“论二:若顾客真的需要同公司的其他äh谈,那也不要把他推给一个你没有事先通知˜q‡çš„人,而且你要亲自把你的同事介¾lç»™™å‘Ö®¢åQŒåŒæ—¶åº”¾l™é¡¾å®¢ä¸€å¥å®‰å¿ƒè¯åQšâ€œè‹¥ä»–还是不能ä×o您满意,请尽½Ž¡å†æ¥æ‰¾æˆ‘。â€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   2、永˜qœæŠŠè‡ªå·±æ”‘Öœ¨™å‘Ö®¢çš„位¾|®ä¸Š</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   你希望如何被对待åQŸä¸Š‹Æ¡ä½ è‡ªå·±é‡åˆ°çš„问题是如何得到满意解决的?把自己摆在顾客的位置上,你会扑ֈ°è§£å†³æ­¤ç±»æŠ•è¯‰é—®é¢˜çš„最ä½Ïx–¹æ³•ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   3、ä‹É用于ä»ÖM½•æƒ…况下的词语</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   不要说“我做不到”,而要使用一些肯定的话,如,“我ž®†å°½åŠ›â€ã€â€œè¿™ä¸æ˜¯ä¸€ä¸ªç®€å•çš„问题”或“我要问一下我的上¾U§â€ï¼›æ°¸è¿œä¸è¦è¯´â€œè¿™æ˜¯ä¸ªé—®é¢˜â€ï¼Œè€Œè¯´â€œè‚¯å®šä¼šæœ‰åŠžæ³•çš„”;跟你的顾客说“这是解决问题的办法”,而不要说“要解决问题你必™å»è¿™æ ·åšâ€ï¼›å¦‚客户向你要求一些根本不可能做到的事情该怎么办?很简单:从顾客的角度出发åQŒåƈ试着˜q™æ ·è¯ß_¼šâ€œè¿™ä¸ç¬¦åˆæˆ‘们公司的常规åQŒä½†è®©æˆ‘们尽力去扑օ¶ä»–的解决办法”ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   4、多说“我们”少说“我â€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   销售äh员在说“我们”时会给å¯ÒŽ–¹ä¸€¿Uå¿ƒç†çš„暗示åQšé”€å”®äh员和客户是在一èµïLš„åQŒæ˜¯ç«™åœ¨å®¢æˆ·çš„角度想问题åQŒè™½ç„¶å®ƒåªæ¯”“我”多了一个字åQŒä½†å´å¤šäº†å‡ åˆ†äº²˜q‘。北方的销售äh员在南方工作ž®±æœ‰äº›ä¼˜åŠ¿ï¼ŒåŒ—方人喜‹Æ¢è¯´â€œå’±ä»¬â€å—æ–¹äh习惯说“我”ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>  5、保持相同的谈话方式</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   ˜q™ä¸€ç‚ÒŽˆ‘们一些年è½Èš„销售äh员可能不太注意,他们思èµ\敏捷口若悬河åQŒè¯´è¯æ›´æ˜¯ä¸åˆ†å¯¹è±¡åƒå¼€æœºå…³æžªèˆ¬å¿«èŠ‚奏,¼„°åˆ°å®¢æˆ·æ˜¯ä¸Šòq´çºªæ€èµ\跟不上的åQŒæ ¹æœ¬ä¸çŸ¥é“你在说什么,å®ÒŽ˜“引è“v客户反感。我们公司有一位善镉K¡¹ç›®é”€å”®çš„销售äh员,此君即不是能说会道,销售技巧方面也未见有多ž®‘高招,但他与工½E‹ä¸­çš„监理很有缘åQŒè€Œç›‘理一般都æ˜?0岁左叛_°†è¦é€€ä¼‘的老工½E‹å¸ˆåQŒè€Œæ­¤å›å¯¹è€äh心理好像很有研究åQŒæ¯‹Æ¡ä¸Žç›‘理慢条斯离谈完后必有所得。最好老工½E‹å¸ˆä»¬éƒ½æˆäؓ我们的äñ”品在˜q™ä¸ªå·¥ç¨‹ä¸­è¢«é‡‡ç”¨çš„坚定的支持者ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   6、表现出你有­‘›_¤Ÿçš„æ—¶é—?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   虽然你已­‘…è´ŸèøP¼Œè€æ¿åˆç›‘督你åQŒä½†åƒä¸‡ä¸è¦åœ¨é¡¾å®¢é¢å‰è¡¨çŽ°å‡ºä½ æ²¡æœ‰æ—¶é—´ç»™ä»–。用一¿Uè½»æ„¡š„语调和耐心的态度对待他,˜q™æ˜¯è®©é¡¾å®¢æ„Ÿåˆ°æ»¡æ„çš„最ä½Ïx–¹æ³•ï¼Œå³ä‹É是你不能马上满èƒö他的要求。若™å‘Ö®¢æ„Ÿåˆ°ä½ ä¼šåŠªåŠ›å¸®ä»–åQŒå³ä½¿è¦½{‰å¾ˆä¹…才能满­‘³ä»–的要求,甚至到最后真的帮不到他,他也会很高兴的ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   7、永˜qœæ¯”客户晚放下电è¯?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   销售员工作压力大时间也很宝贵,ž®¤å…¶åœ¨ä¸Žè¾ƒç†Ÿå®¢æˆ·ç”µè¯äº¤è°ˆæ—Óž¼Œå¾ˆå®¹æ˜“犯˜q™ä¸ªæ¯›ç—…。与客户讥哩呱啦没说几句没等å¯ÒŽ–¹æŒ‚电话,啪就先挂上了åQŒå®¢æˆ·å¿ƒé‡Œè‚¯å®šä¸æ„‰å¿«ã€‚æ°¸˜qœæ¯”客户晚放下电话这也体现对客户的尊重。也有些销售员有好的习惯会è¯ß_¼šâ€œå¼ æ€»ï¼Œæ²¡ä»€ä¹ˆäº‹æˆ‘先挂了。â€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   8、与客户交谈中不接电è¯?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   销售员什么都不多ž®±æ˜¯ç”µè¯å¤šï¼Œä¸Žå®¢æˆ·äº¤è°ˆä¸­æ²¡æœ‰ç”µè¯å¥½åƒä¸å¯èƒ½ã€‚不˜q‡æˆ‘们的大部分销售员都很懂礼貌,在接电话前会形式上请å¯ÒŽ–¹å…è®¸åQŒä¸€èˆ¬æ¥è¯´å¯¹æ–¹ä¹Ÿä¼šå¤§åº¦çš„说没问题。但我告诉你åQŒå¯¹æ–¹åœ¨å¿ƒåº•é‡Œæ³›èµøP¼šâ€œå¥½åƒç”µè¯é‡Œçš„äh比我更重要,ä¸ÞZ»€ä¹ˆä»–会讲那么久”所以销售员在初‹Æ¡æ‹œè®¿æˆ–重要的拜访时åQŒå†³ä¸æŽ¥ç”µè¯ã€‚如实在打电话是重要人物åQŒä¹Ÿè¦æŽ¥äº†åŽ˜q…速挂断,½{‰ä¼šè°ˆç»“束后再打˜q‡åŽ»ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   9、不要放弃ä“Q何一个不满意的顾å®?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   一个优¿U€çš„销售äh员非常明白:™å‘Ö®¢çš„主意æ€ÀL˜¯å˜æ¥å˜åŽ»çš„,问他的喜好,把所有的产品介绍¾l™ä»–都是白费蜡,刚刚和他取得一致意见,他马上就变了ä¸ÀL„è¦ä¹°å¦ä¸€¿Uäñ”品。向客户提供服务也是一æ ïLš„åQšæœ‰æ—¶äº”分钟的谈话就­‘³ä»¥ä½¿ä¸€ä¸ªç‰¢éªšæ»¡è…¹åƈ威胁要到你的竞争å¯ÒŽ‰‹é‚£é‡ŒåŽÈš„客户òq³é™ä¸‹æ¥åQŒåƈ同你½{‘Ö®šä¸€ä»½æ–°åˆåŒã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>    10、花更大力气在那些不满的客户íw«ä¸Š</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   “谢谢你通知我”,面对一个抱怨的客äh应这æ ïL­”。实际上åQŒä¸€äº›ç ”½I¶ç»“果显½Cºï¼Œåœ¨å¯¹ä½ çš„公司不满的客户当中,只有10%的äh什么也不说åQŒä½†ž®†æ¥ä»ç„¶å›žæ¥åŒä½ åšç”Ÿæ„ï¼ç›¸ååQ?0%的客户则投诉他们不满意,òq¶æœ€¾lˆå¾—åˆîCº†è¡¥å¿å’Œæ»¡æ„çš„服务åQŒä»–们将仍是你的客户。顾客提å‡ÞZ»–们的要求的时候,也是处理公司和顾客关¾pȝš„重要时刻。若处理得好åQŒåˆ™æ›´å®¹æ˜“让™å‘Ö®¢ä¿¡ä“Q公司åQŒæ‰€ä»¥ï¼Œä¸€å®šè¦è®©é¡¾å®¢åœ¨å‡ºçŽ°é—®é¢˜æ—¶èƒ½å¤Ÿå¾ˆå®ÒŽ˜“地联¾pÕdˆ°ä½ ï¼Œä»–们找你的次数越多,你就有更多的æœÞZ¼šç•™ä½ä»–们åQŒè®©ä»–们成äؓ你的老客戗÷€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   11、随íw«æºå¸¦è®°äº‹æœ¬</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   拜访中随手记下时间地点和客户姓名头衔åQ›è®°ä¸‹å®¢æˆ·éœ€æ±‚ï¼›½{”应客户要办的事情;下次拜访的时é—ß_¼›ä¹ŸåŒ…括自å·Þqš„工作æ€È»“和体会,寚w”€å”®å‘˜æ¥è¯´˜q™ç»å¯ÒŽ˜¯ä¸€ä¸ªå¥½çš„工作习惯。还有一个好处就是当你虔诚的一边做½W”记一边听客户说话æ—Óž¼Œé™¤äº†èƒ½é¼“励客æˆäh›´å¤šè¯´å‡ÞZ»–的需求外åQŒä¸€¿Uå—到尊重的感觉也在客户心中油然而生åQŒä½ æŽ¥ä¸‹æ¥çš„销售工作就不可能不™åºåˆ©ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   12、不要怕说对不èµ?</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   当顾客讲˜qîC»–们的问题æ—Óž¼Œä»–们½{‰å¾…的是富有人情味的明确反应åQŒè¡¨æ˜Žä½ ç†è§£ä»–们。若你直接面寚w¡¾å®¢çš„投诉åQŒæœ€å¥½é¦–先表½CÞZ½ çš„歉意,若要以个人的名义道歉的话åQŒå°±è¦è¡¨çŽ°çš„更加真诚。美国一家大型咨询公司的¾lç†RonZemke如是说。跟他讲你明白他的不满,然后明确告诉他你ž®†å°½ä½ ä¸ªäººçš„一切努力帮他,直到他满意äؓ止ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   13、不要羃ž®é¡¾å®¢çš„问题</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   面对问题åQŒåƒä¸‡ä¸è¦è¯´â€œæˆ‘æ ÒŽœ¬æ²¡å¬˜q‡â€ï¼Œâ€œè¿™æ˜¯ç¬¬ä¸€‹Æ¡å‡ºçŽ°æ­¤¾c»é—®é¢˜â€ï¼Œ˜q™ç§å¤„理方式只会对你的顾客äñ”生极差的效果åQŒå› ä¸ÞZ»–æ ÒŽœ¬ž®×ƒ¸æƒ³çŸ¥é“è¿™¿Uæƒ…况以前是否发生过åQ›è·Ÿä»–讲问题òq¶ä¸ä¸¥é‡åQŒä»–完全没有别要生气那不能解决问题,“你知道åQŒè¿™åªæ˜¯ä¸€ä¸ªå°é—®é¢˜â€è¿™ä¹ˆè¯´æ ÒŽœ¬äºŽæ˜¯æ— è¡¥åQŒè¿˜ä¼šæœ‰æŸå…¬å¸åŞ象。每位顾客都希望得到你的重视和注意,他们认äؓ你所受的培训及所获得的经验只有一个目的:留意他åƈ帮他解决问题åQŒé‚£ä¹ˆä½•ä¸åš¾l™ä»–看ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   14、重视顾客的满意½E‹åº¦</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   ¾U½çº¦å‰å¸‚é•¿EdKoch在åÙE视期间经常询问他所¼„°åˆ°çš„选民åQšâ€œä½ ä»¬å¯¹æˆ‘有何看法?”而且他非帔R‡è§†ä»–们的回答åQŒä»¥ä¾¿æ›´å¥½åœ°½Ž¡ç†˜q™ä¸ªåŸŽå¸‚。就如这位市长和他的选民一æ øP¼Œä½ ä¹Ÿåº”该努力了解™å‘Ö®¢ä¸‹æ„è¯†çš„反应åQŒå¦‚åQŒâ€œæˆ‘所讲的对你是否有益åQŸâ€â€œè¿™ä¸ªæ»¡­‘Ïx‚¨çš„要求吗åQŸâ€å½“然还有“我˜q˜æœ‰ä»€ä¹ˆå¯ä»¥äؓ您做的吗åQŸâ€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   15、跟˜q›é—®é¢˜ç›´è‡Œ™§£å†?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   若你不得不把™å‘Ö®¢æ‰“发到另一部门åQŒä¸€å®šè¦æ‰“电话给负责此事的同事,同时打给™å‘Ö®¢ä»¥ç¡®è®¤é—®é¢˜å¾—到解冻I¼Œè¯¢é—®™å‘Ö®¢ä»–是否得åˆîCº†æ»¡æ„½{”复åQŒåƈ问他˜q˜éœ€è¦ä»€ä¹ˆå¸®åŠ©ï¼Œå¦‚真的还需要,那就ž®½é‡åšåˆ°ä»–满意äؓ止ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   16、不要自高自å¤?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   ˜q™å¾ˆè‡ªç„¶åQšé‚£äº›ä½“肌Ӏç”µå½±æ˜Žæ˜Ÿä¹Ÿå¯èƒ½æœ‰ä¸€å¤©é”€å£°åŒ¿˜q¹ï¼Œåªå› ä¸ÞZ»–们太自满åQŒå¯¹äºŽä½ ä¹Ÿæ˜¯åŒæ ·çš„道理。你可能是你们公司最好的销售äh员,在行政工作上最有条理,但同你接触的™å‘Ö®¢òq¶ä¸çŸ¥é“ä½?9%的顾客都会满意而归(他们å¯ÒŽ­¤æ¯«ä¸å…›_¿ƒ)åQŒè€Œä»–属于˜q?%åQŒå¯¹äºŽä»–åQŒåªæœ‰è¿™ä¸ªæ‰æ˜¯æœ€é‡è¦çš„ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   17、给予、给予、再¾l™äºˆ</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   我们在与客户交流中,¾lå¸¸æœ‰çš„™å‘Ö®¢ä¼šé—®é€ä»€ä¹ˆï¼Œæ€Žä¹ˆé€ã€‚顾客的问答反映了客戯‚‡ªíw«çš„需要和偏好。可见,一个好的开端是以äؓ™å‘Ö®¢æä¾›¾l™äºˆå¼€å§‹çš„。给予顾客什么喃åQŸç»™äºˆæ˜¯ä¸€¿UæœåŠ¡ã€æ˜¯ä¸€¿Uè¯´æ˜Žï¼Œ¾l™äºˆ™å‘Ö®¢ä»–所兛_¿ƒçš„事物的说明。所以,作äؓ一个成功的销售äh员,è¯ïL‰¢è®°æ°¸˜qœä¸è¦å‘™å‘Ö®¢ç´¢å–什么,哪怕是一¿Uå›ž½{”ã€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   永远不要先问™å‘Ö®¢åQšâ€œä½ éœ€è¦ä»€ä¹ˆï¼Ÿâ€?/FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   永远è®îC½åQšç»™äºˆã€ç»™äºˆã€å†¾l™äºˆåQè€Œä¸æ˜¯çƒ¦å–!</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"></SPAN> </P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   18、感谢、感谢、再感谢</FONT></STRONG></SPAN></P><br><P><SPAN style="FONT-SIZE: medium"><STRONG><FONT size=3>   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