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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="/newst27p1.htm" target="_blank">江湖传闻</a> > “嘴巴就是生产力”:‹¹…谈销售话æœ?/div> <div class="zx_wz"> <h3>“嘴巴就是生产力”:‹¹…谈销售话æœ?/h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-17 18:43:10   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1864&t=news"></script></span></p> <H1>“嘴巴就是生产力”:‹¹…谈销售话æœ?/H1><br><P>  做销售的人,都能切èín体会到语­a€çš„力量,说“嘴巴就是生产力”,一点也不夸张。同æ ïLš„一个客æˆøP¼Œæœ‰çš„äºÞZ¸‰ç•ªäº”‹Æ¡åœ°è·‘、谈åQŒå°±æ˜¯ä¹…æ”ÖM¸ä¸‹ï¼Œè€Œæ¢äº†ä¸ªä¸šåŠ¡äººå‘˜åQŒå¥½è±¡ä¸‰ä¸‹äº”除二ž®±å¤§åŠŸå‘Šæˆï¼›æœ‰äº›äº§å“åŸºæœ¬ä¸Šå¤„于很难推的状态,但也有äh能把它卖得火爆è“v来;有些市场是公认的“烂摊子”,客户刁,信誉差,品牌乱,ä»äh ¼ä½Žï¼Œè€Œç»˜q‡å‡ ä¸ªä¸šåŠ¡éª¨òq²çš„调教、管理,也可以变得井然有序、货如轮转;˜q˜æœ‰å¾ˆå¤šæˆåŠŸçš„销售员åQŒä¸ä»…通过自己的销售工作得åˆîCº†­‘…值回报,òq¶å¾ç«‹äº†òq¿æ³›çš„äh脉,ä¸ÞZh生事业的成功奠定了坚实基¼‹€ã€?/P><br><P>   但是åQŒæ— è®ÞZ»Žä¸šæ—¶é—´é•¿çŸ­ï¼Œéƒ½æœ‰å¾ˆå¤šé”€å”®äh员äؓ自己的口才而烦æû|¼Œç”šè‡³ä¸ºæ­¤è€Œä¸è‡ªä¿¡åQŒæœ€åŽå¯¼è‡´å…¶¼›Õd¼€é”€å”®å·¥ä½œå²—位。“能­a€å–„道”成为销售äh员职业生涯中˜q½æ±‚成功的第一道门槛ã€?/P><br><P>   åŸÞZºŽæ­¤ï¼Œ½W”者根据实战经验粗‹¹…æ€È»“了一些销售话语术åQŒä¸Žå¤§å®¶åˆ†äín、探讨ã€?/P><br><P>   一、whatåQŒå³â€œè¯´ä»€ä¹ˆâ€ï¼Ÿ</P><br><P>   ä»ÖM½•å¤©æ‰æ¼”讲å®Óž¼Œå¦‚æžœ­a€ä¹‹æ— ç‰©ï¼Œå†…容½Iºæ´žåQŒåˆ™å‘›_ŒåšÆDœ¡åQŒä»–再会煽情也不能长久吸引听者的兴趣。所以,业务人员首先要解决“说什么”的问题。销售无ž®äº‹åQŒæ— è®ºæ²Ÿé€šè¿˜æ˜¯è°ˆåˆ¤ï¼ŒæˆåŠŸå¼€å£ä¹‹å‰ï¼Œéœ€è¦åš­‘³äº”个方面的“功è¯ä€ï¼Œå‡†å¤‡å……当五个不同的角è‰ÔŒ¼š</P><br><P>   1、当产品专家 销售äh员要对自己所销售的产品做全面、深入、细致的了解åQŒè¾¾åˆîC¸“业的½E‹åº¦ã€‚要知道åQŒå®¢æˆäh˜¯é•¿æœŸé”€å”®æ­¤¾cÖMñ”品的åQŒä»–对这个äñ”品应该有基本的认识,千万别低估客æˆïLš„智力、知识和¾léªŒåQŒé‚£æ ·å¾ˆå®ÒŽ˜“自讨不趣。但是俗话说åQšâ€œä¹°å®¶å“ªæœ‰å–家精”,˜q™å°±å¯¹ä¸šåŠ¡äh员的专业水准提出了更高要求,如果你的产品知识与客æˆïL›¸˜q‘,那么åQŒä½ å¾ˆéš¾å¸®åŠ©å’Œæå‡è¯¥å®¢æˆ·ã€‚如果你的äñ”品知识甚臌™¿˜ä¸å¦‚他,那你最好趁早走人,没有一个客户会ž®Šé‡ä¸€ä¸ªä¸ä¸“业的业务员ã€?/P><br><P>   除了从宏观上了解自己产品的性能、结构、特炏V€ä¼˜åŠ¿ä¹‹å¤–,最好还能从¾l†èŠ‚上多了解一些该产品易发生的问题点,以及各种可能或实用的解决办法。这æ øP¼Œä½ å°±èƒ½ä»Ž¾l†å¾®å¤„比客户略胜一½{¹ï¼Œå®¢æˆ·è‡ªç„¶å¯¹ä½ å¿ƒæœå£æœã€?/P><br><P>   2、当企业权威代表  营销员必™åÕd¯¹è‡ªå·±ä¼ä¸šçš„销售政½{–有¾pȝ»Ÿäº†è§£ã€‚现在流行团队作战,但是每个业务人员都应该彻底掌握公司的各项相关政策åQŒä»¥å…å„说各话,话不å¯ÒŽ¿ã€‚“先说断åQŒåŽä¸äؕ”,如果前面含糊其辞åQŒåŽé¢å¿…然剪不断、理˜q˜äؕ。一个越是熟¾lƒçš„老业务,­‘Šæ˜¯æ¸…晰了解˜q™äº›™å¹ç›®å’Œæµ½E‹ï¼Œè·Ÿå®¢æˆ¯‚°ˆèµäh¥è‡ªç„¶æœ‰ç†æœ‰æ®åQŒæ¸¸åˆƒæœ‰ä½™ã€?/P><br><P>    3、当行业新闻发言äº?å¯ÒŽ•´ä¸ªè¡Œä¸šçš„发展情况及竞争动态也要有一定了解和掌握。厂家业务员比经销商具有先天的攉™›†å’Œä¼ é€’行业信息的优势åQŒæ¯”如原材料ä»äh ¼åŠ¨æ€ã€æˆå“çš„ä»äh ¼è°ƒæ•´­‘‹åŠ¿åQŒå…¬å¸çš„äºÞZº‹å’Œæ”¿½{–调整情况,同行业品牌的òq¿å‘Šå’Œä¿ƒé”€åŠ¨æ€ï¼ŒæŸäº›è¡Œä¸š½W‘话和丑闻,本企业其他区域的发展形势åQŒæŸäº›æ ·æ¿å®¢æˆïLš„¾lè¥ä¸Žç®¡ç†ä¹‹é“ç­‰½{‰ï¼Œä½ å¯ä»¥ç»å¸¸åœ°ã€é€‰æ‹©æ€§åœ°å¯¹å®¢æˆ·å®£è®ÔŒ¼Œå®žé™…上就是在教育和引导客æˆøP¼Œå¢žåŠ å®¢æˆ·å¯¹ä½ çš„信息依赖度ã€?</P><br><P>   4、当¾lè¥½Ž¡ç†™åùN—®ã€€ 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不少做业务的人,都以能口若悬沟뀁滔滔不¾lã€æ—å¾åšå¼•ã€å¤©å—æ“v北地¼œžä¾ƒä¸ø™£åQŒä»¥èƒ½æŠŠ½E»è‰è®²æˆé‡‘条、åéy舌如½§äؓ乐。其实这是错误的认识。一个真正善于言谈的人,固然他的口头表达能力不俗åQŒä½†òq¶æ²¡æœ‰å¿…要炫耀口才åQŒä»–反而将更多的时间让¾l™å¯¹æ–¹ï¼Œæ³¨æ„å€‘֐¬å¯ÒŽ–¹çš„声韻I¼Œä»Žå¯¹æ–¹çš„­a€è°ˆä¸­åŽÀL•æ‰æœºä¼šï¼Œè¯¥é™„和的ž®±é™„和,该赞赏的ž®Þpµžèµï¼Œè¯¥çº æ­£çš„ž®Þqº æ­£ï¼Œè¯?/P><br><P>   补充的就补充åQŒè¿™æ äh‰æ˜¯äº’动的、愉快的交谈。只™å¾è‡ªå·Þp¯´åQŒä¸åœ¨ä¹Žå¯ÒŽ–¹çš„感受和反应åQŒåªä¼šæ˜¯æ²¡æœ‰å®žé™…效果的宣讲而已。如果客戯‚®¤ä¸ºæ­¤å›èƒ½­a€å–„辩åQŒå´è¾¾ä¸æˆå®žè´¨æ€§çš„å…Þp¯†åQŒé‚£ä¹ˆèƒ½­a€å–„辩又有什么意义?假如客户因此而对你留下夸夸其谈的印象åQŒé‚£æ‰çœŸå«å¾—不偿失ã€?BR></P> </div> <div class="zx_lmt3"><span> >> </span> 更多相关信息åQ?/div> <table width="98%"> <tr> <td align="left"> <img src="/images/b.gif" width="60" height="20"><a target="_blank">在百度中搜烦“嘴巴就是生产力”:‹¹…谈销售话æœ?/a>    <img src="/images/2.gif" width="60" height="20"><a target="_blank">在谷歌搜索“嘴巴就是生产力”:‹¹…谈销售话æœ?/a><br> <img src="/images/31.gif" width="60" height="20"><a target="_blank">在雅虎搜索“嘴巴就是生产力”:‹¹…谈销售话æœ?/a>    <img src="/images/41.gif" 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