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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="/newst30p1.htm" target="_blank">工具‹¹?/a> > 掌握直销˜qä½œæ“ä½œæŠ€å·§çš„三个步骤</div> <div class="zx_wz"> <h3>掌握直销˜qä½œæ“ä½œæŠ€å·§çš„三个步骤</h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-17 18:39:26   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1858&t=news"></script></span></p> <H1>掌握直销˜qä½œæ“ä½œæŠ€å·§çš„三个步骤 </H1>   ­‘Šæ¥­‘Šå¤šçš„企业开始重视和˜qç”¨ç›´é”€˜q™ä¸€¾lè¥åˆ©å™¨ã€‚那么何谓直销åQŸç›´é”€ž®±æ˜¯è·¨è¿‡ä¸­é—´çŽ¯èŠ‚直接把äñ”品推向渠道终端和消费者见面的销售åŞ式。这¿Ué”€å”®åŞ式,特别适用于食品、保健品、洗化、百货等行业。其作用也显而易见: <BR>      1. ž®‘周转环节、周转费用,最快速度反馈市场信息åQŒåˆ©äºŽç”Ÿäº§æ“ä½œï¼›<BR>      2. ˜q…速提高目标市场占有率åQŒåƈ为广告提供市场基¼‹€åQ?BR>      3. 保证了äñ”品的正确导向åQ?BR>      4. 控制市场åQŒæŠµå¾¡ç«žäº‰ã€?BR>      如何˜qä½œç›´é”€å‘¢ï¼Ÿå…¶å…¨˜q‡ç¨‹å¯åˆ†ä¸ÞZ¸‰ä¸ªè¿žè´¯æ€§çš„步骤åQ?BR>      一、接˜q?BR>      即以不速之客的íw«ä†¾èµ°è¿‘客户。这又分为初访和复访ã€?BR>      初访—首先做好心理准备,卌™ƒ½æ‰¿å—100%的失败;同时坚定信念åQŒäؓ了推销自己和公司,ä¸ÞZº†æœ€å¤§é™åº¦æ»¡­‘›_®¢æˆïLš„需要;ä¸ÞZº†å¸¦ç»™å®¢æˆ·è¾ƒå¤§çš„利益,˜q›è€Œä¿ƒæˆè‰¯å¥½æ°›å›´ã€?BR>      如何接近åQ?BR>      1.利益接近法:开门见å±Þp°ˆäº§å“æ‰€èƒ½å¸¦æ¥çš„利益ã€?BR>      2.好奇接近法:æ ÒŽ®äº§å“ç‰¹ç‚¹åQŒå¼•èµ·å®¢æˆ·å¥½å¥‡å¿ƒã€?BR>      3.故事接近法:以讲故事法,介绍其他店的情况åQŒå¦‚销路等ã€?BR>      4.帮忙接近法:抓住æœÞZ¼šåQŒå¸®åŠ©é™ˆåˆ—ç­‰ã€?BR>      5.求教接近法:视客户äؓ专家åQŒå‘其请教某一问题ã€?BR>      6.赠品接近法:利用新奇的赠物等æ–ÒŽ³•ã€?BR>      7.解决问题接近法:如帮其调剂库存,修理东西åQŒæ˜¯æœ€å¥½ã€æœ€ç‰¢å›ºçš„方法ã€?BR>      8.赞扬接近法:适当、适时地赞扬客戗÷€?BR>      9.询问接近法:­‘Œ™¾ƒä¸ºå¸¸è§çš„方式åQŒä½†åˆ‡è®°æœ€å¥½å…ˆè®©å¯¹æ–¹çŸ¥é“自å·Þqš„íw«ä†¾ã€?BR>      10.调查接近法:以市åœø™°ƒæŸ¥çš„方式接近ã€?BR>      以上是较常用的接˜q‘方式。当ç„Óž¼Œä¼˜ç§€çš„接˜q‘术在最初的30¿U’钟内便可决定成交与否ã€?BR>      1.良好的第一印象åQšæ³¨æ„æœé¥°ã€ç¤¼ä»ªã€æ°”质,适当åœîC»‹¾lè‡ªå·±ã€?BR>      2.唤è“v被拜访者的注意力:准备好赞扬的话,ž®å¿ƒ½C¼å¾…ä»–ähåQŒå¯¹åº—主以外的äh及顾客表½Cºå¥½æ„Ÿã€?BR>      3.早些˜q›å…¥å…±é¸£ç‚¹ï¼šä¿æŒå’Œè”¼çš„气氛,面带微笑ã€?BR>      复访—注意礼节,问候与致辞要与初访有所变化åQŒä‹É被拜访者感觉到关系更进一步。如果是夫妻店,奛_šä¸Èš„¿U°å…¶ä¸ºå¤§å§ï¼Œç”·åšä¸Èš„¿U°å¥³æ–¹äؓ嫂子。谈话要醒目åQŒæ–°é²œï¼›å¯¹å…¶å¿ƒè…¹åŠä¸‹å±žè¡¨½Cºç‰¹åˆ«å¥½æ„Ÿã€?BR>      二、商谈—商谈四原则<BR>      1åQŽä¸è¦å¼º˜q«é©¬å–æ°´åQŒè€Œæ˜¯å…ˆè®©å…¶å£æ¸´ã€‚即为客户分析和创造潜在需要,使其感受到利益ã€?BR>      2.不要摆花架子、卖½Iºç›’子,而是要突å‡ÞZñ”品实质ã€?BR>      3.保持与客æˆïLš„思维同步åQŒä¸ä¸Žå…¶åœ¨è§‚点上争论ã€?BR>      4.让客户充分参与,扮演一个角è‰ÔŒ¼Œä½¿å…¶å¤šè¯´åQŒå¤šè¡¨æ¼”ã€?BR>      ™åºåˆ©å±•å¼€å•†è°ˆçš„注意事™å¹ï¼š<BR>      l.以发问的形式使客户多发表意见ã€?BR>      2.以讲故事的方式,讲旁边及最˜q‘发生的事情åQŒä‹É客户产生å¯ÒŽ¯”和联惟뀂但故事不要­‘…过一分钟ã€?BR>      3.带齐所有的动员性资料ã€?BR>      4.利用从众心理åQŒä»‹¾læŸä¸€æ¡è¡—或几安™¢†å¤´åº—的销售情å†üc€?BR>      5.感染和利用在场的其他人,旁边的äh有时èµ?0%的决定力ã€?BR>      6.语气一定要肯定åQŒå› ä¸ÞZ½ çš„自信ä‹É其自信,你的疲惫使其疲惫ã€?BR>      7.不要有太多的专业术语ã€?BR>      一般来è®ÔŒ¼Œå®¢æˆ·æ‹’绝或反对购ä¹îCñ”品的理由如下åQ?BR>      1.讨厌直销员本人ã€?BR>      2.讨厌企业ã€?BR>      3.讨厌商品åQšä¸€æ˜¯ä¸ç†Ÿæ‚‰äº§å“åQŒäºŒæ˜¯å–˜q‡ä¸å¥½å–ã€?BR>      4.¾læµŽç†ç”±åå¯¹åQšå¦‚太贵åQŒèµ„金周转不çëŠ­‰ã€?BR>      5.条款反对åQšå¦‚整箱购买åQŒåº“存经销½{‰ã€?BR>      6.太忙ã€?BR>      7.想保持自å·Þqš„优势ã€?BR>      8.为反对而反对,卛_œ¨ä¸è´­ä¹°çš„前提下提供充分理由反寏V€?BR>      应对客户拒绝的常见对½{–:<BR>      l.应用肯定、否定法åQŒå…ˆ™åÞZ»Žå®¢æˆ·åQŒåŒæ—¶æå‡ø™‡ªå·Þqš„理由ã€?BR>      2.询问法:重新调整产品卖点ã€?BR>      3.转移法:先è{¿UÕd…¶å…›_¿ƒç„¦ç‚¹åQŒç„¶åŽå†å¼•å¯¼ã€?BR>      4.否定法:即绝对否定客æˆïLš„怀疑,如退货保证等ã€?BR>      5.故事法:以实际事例对应客戗÷€?BR>      6.回音法:以客æˆïLš„理由对应客户ã€?BR>      同时避免以下几点åQ?BR>      1.避免与其辩论ã€?BR>      2.避免找不到客æˆäh‹’¾lçš„真正原因ã€?BR>      3.避免无法及时½{”复客户的反寏V€?BR>      在拒¾læˆ–反对的理ç”׃¸­åQŒä­h格始¾lˆæ˜¯é¦–当其冲åQŒå¦‚何应对客户ä­h格方面的拒绝呢?<BR>      1.降ä­h不能从根本上解决竞争åQŒåªèƒ½åŠ å‰§ç«žäº‰ã€‚ä­h格竞争没有赢å®Óž¼Œå…³é”®æ˜¯ç‰©æœ‰æ‰€å€¹{€?BR>      2.降ä­h有太多的劣势åQŒç‰¹åˆ«æ˜¯åQšå»‰ä»·äؓ诱饵åQŒé¡¾å®¢ä¸é•¿ä¹…ã€?BR>      3.降ä­h或廉ä»äh˜“引è“v服务怠慢åQŒç”šè‡Œ™´¨é‡éš¾ä»¥ä¿éšœã€?BR>      4.ä»äh ¼åªèƒ½åæ˜ ä»·å€û|¼Œòq¶ä¸æ˜¯è´­ä¹°çš„真正关键ã€?BR>      三、缔¾l“—缔¾l“之时刻<BR>      AåQŽå¦‚何识别缔¾l“时机:<BR>      l.客户拿着样品仔细考虑时ã€?BR>      2.共同话题辑ֈ°é«˜æ½®ä¹‹æ—¶ã€?BR>      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