100‰精选王中王资料

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家装销售如何“逼单”,还让顾客不反感?

发布时间:2019-03-21 09:03:00   保家网(X团)    访问次数:3894    
时间是治疗心灵创伤的大师,但绝不是解决问题的高手。如果逼单失败你的整个业务就会失败,其实整个业务过程就是一个“逼”的过程。逼要掌握技巧,不要太操之过急,也不要慢条斯理,应该张弛有度,步步为营,也要晓之以理,动之以情。
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* SHAOHOUZHUANGXIUGUANJIAJIANGHUIDIANNIN,MIANFEITIGONGZHUANGXIUZIXUNFUWU

100‰精选王中王资料* YINCAILIAOPINPAIJIGONGCHENGLIANGBUTONG,JUTIBAOJIAYILIANGFANGSHICEWEIZHUN

100‰精选王中王资料 SHIJIANSHIZHILIAOXINLINGCHUANGSHANGDEDASHI,DANJUEBUSHIJIEJUEWENTIDEGAOSHOU。RUGUOBIDANSHIBAINIDEZHENGGEYEWUJIUHUISHIBAI,QISHIZHENGGEYEWUGUOCHENGJIUSHIYIGE“BI”DEGUOCHENG。BIYAOZHANGWOJIQIAO,BUYAOTAICAOZHIGUOJI,YEBUYAOMANTIAOSILI,YINGGAIZHANGCHIYOUDU,BUBUWEIYING,YEYAOXIAOZHIYILI,DONGZHIYIQING。


DANZAIDUIKEHUBIDANSHI,YAOQUERENKEHUMANZUYIXIASANYAOSU:


(1)XINGQU :KEHUDUICHANPINYONGYOUZUGOUDEXINGQUYUGOUMAIYU。

100‰精选王中王资料 (2)CAILI :KEHUYONGYOUZUGOUDEJINGJISHILI。

(3)JUEDINGQUAN :KEHUYONGYOUDUICHAN PINMAIYUBUMAIDEZUIZHONGJUEDINGQUAN。


询问了解环节


100‰精选王中王资料 ZHEISHIKEHUBAOCHICHENMO,YEMEIBIAOTAIMAIYUBUMAI,ZHEISHIKEYIKAISHIXUNWENKEHUQINGKUANGSHIFOUMANZUBIDANTIAOJIAN。


1、 确定档次需求,以及装修风格落点定位。

2、 XUNWENDUIFANGDUIZHUANGXIUZHEZHONGKAOLVDEWENTI,SHIFOUMANYI(FENGGE,JIAGE,ZHILIANG,SHIYONGXING),RUDUIJIAGE、ZHILIANG、PINPAIYOUYIYI,XUZHONGDIANSHUOFU,ZHONGDIANTUPO,JIEJUEKEHUYIYI。

100‰精选王中王资料 3、 QUERENKEHUFUKUANFANGSHI,SHENMEYANGDEFUKUANTUJING(SHUAKA,XIANJIN)。

4、 XUNWENSHIWEISHEIDING,KEHUBENRENSHIFOUKEYIXIANCHANGZUOJUEDING。


确定环节


SHOUXIANYAOQUEDINGKEHUDEJIBENXINXI。

1、SHEIMAI(SHEIYOUDINGZHUANGXIUDEJUEDINGQUAN)。

100‰精选王中王资料 2、SHEIFUKUAN(SHEISHIZUIZHONGSHUAKADEREN)。

3、QUEDINGYIJIANFUZUOREN(ZHEIXIEREN,DUIXIAOSHOUBANGZHUBUDA,DANSHITICHUFANDUIYIJIANYIBANHUIBEICAINA)。

4、TONGGUOCHUANZHE、TANTUCHUBUPANDINGXIAOFEINENGLI。


逼定环节


YILIUDEYEWUYUANZONGHUISHUO:“XIANSHENG,QISHIXIANGGUANDEZHONGDIANWOMENBUSHIYIJINGTAOLUNGUOMA?


RONGWOZHENLVDIWENYIWEN:NIGULVDESHISHENME?”“NEIME,DANGKEHUYI“WOYAOKAOLVYIXIA”WEIJIEKOUSHI,XIAOSHOURENYUANGAIRUHEYINGDUINI。


100‰精选王中王资料 1.JINZHUIBUFANG,DENGKEHUZUOJUEDING


100‰精选王中王资料 HENDUOSHIHOU,KEHUTINGWANYEWUYUANDUICHANPINDEJIESHAOHOU,BIAOSHIXIANGYAOKAOLVYIXIA,HUOZHEGAOZHIYEWUYUANXIACIZAILAI。


100‰精选王中王资料 ZHEISHI,YEWUYUANGAIZENMEBANNI?JINZHUIBUFANG!


100‰精选王中王资料 YAOZHIJIEDUIKEHUSHUO:“××,QINGNINHAOHAOKAOLVBA。WOJIANGZAIZHEIERDENGHOUNINKAOLVHOUDEJUEDING。”BINGQIETIXINGTA,ZIJIHUILIUZAINEIERHUIDATASUOYOUWENTI,ZHIDAOTAZUOCHUJUEDING。


2.QIAOYONGWENJUCUSHIGOUMAI


100‰精选王中王资料 YOUSHI,YEWUYUANJIANGCHANPINJIESHAOJIKEHUHOU,KEHUHENYOUXINGQU,DANBIAOSHIYAOKAOLVYIXIA。


100‰精选王中王资料 ZHEISHIYEWUYUANJIUKEYISHUO:“HAOJILE!XIANGKAOLVYIXIAJIUBIAOSHININYOUXINGQU,DUIBUDUINI?WOZHIDAONINSHININNEIGEXINGYEDEXINGJIA,BUGUONI,ZAIZHUANGXIUFANGMIAN,WOMENKESHIXINGJIA。XIANZAI,NINZUIXIANGZHIDAODEYIJIANSHISHISHENME?”


100‰精选王中王资料 ZAIZHEIGEZHONGYAOSHIKE,NIYINGSHEFAZHIDAOKEHUZHENZHENGDEFANDUILIYOUSHISHENME。YEWUYUANYAOXUNWENKEHUYAOZAIKAOLVDEYUANYOU,JINXINGZHENDUIXINGJIEJUE,CUSHIKEHUGOUMAI。


100‰精选王中王资料 ZHEISHIYEWUYUANKEYIZHEIYANGWEN:“XIANSHENG,HENMINGXIAN,NINSHUONINYAOKAOLVYIXIA,BIAOMINGNINDUIWOMENDEZHUANGXIUZHENDEHENYOUXINGQU,DUIMA?”


ZHEIYANGXUNWENZHIHOU,NIYIDINGYAOJIDEJINIDEKEHULIUCHUZUOCHUFANYINGDESHIJIAN,YINWEITAMENZUOCHUDEFANYINGTONGCHANGDOUHUIWEINIDEXIAYIJUHUAQIHENDADEFUZHUZUOYONG。TONGCHANGQINGKUANGXIA,KEHUDOUHUISHUO:“NISHUODEDUI,WOMENQUESHIYOUXINGQU,WOMENHUIKAOLVYIXIADE。”


3.YAOSHANYUJULIZI


100‰精选王中王资料 RANHOU,NIKEYIJUCHUYIXIELIZI,YINWEIZHEIYANGNENGRANGNIFENXICHUTIGONGJIKEHUDEFUWU。ZUIHOU,NIKEYIZHEIYANGWEN:“XIANSHENG,YOUMEIYOUKENENGSHIJIAGEDEWENTINI?”RUGUODUIFANGQUEDINGZHENDESHIJIAGEDEWENTIZHIHOU,NIYIJINGDAPOLE“WOHUIKAOLVYIXIA”DEDINGLV。


100‰精选王中王资料 ERCISHI,RUGUONINENGCHULIDEHENHAO,JIUNENGBASHENGYIZUOCHENG。DANRUOKEHUBUQUEDINGSHIFOUZHENDEYAOXIADAN,NEIJIUBUYAOJIZHEZAIJINQIANDEWENTISHANGQUJIESHUZHEICIJIAOYI。JISHIZHEIDUIKEHULAISHUOSHIYIGEMINGZHIDEJINQIANJUEDING,RUGUOTAMENBUXIANGMAI,ZENMEHUIZAIHUTADEJIAZHINI?


4.TICHUWENTIGUANJIAN


WOMENCHANGCHANGSHUO:“CHENREDATIE”,ZUOXIAOSHOUYESHIRUCI。


RUGUOKEHUSHUOCHU“WOYAOKAOLVYIXIA”ZHEIGEJIEKOU,YEWUYUANYINGGAIZAICIFANDUIYIJIANGANGMENGSHENGZHIJI,LIJIDONGSHOU,YIDINGBUYAOJIANGHUATOUDAZHU,FOUZEDAIQIZIZHANGXIAQU,GOUMAIYUYUELAIYUEDAN,SHENGYIJIUZUOBUCHENGLE。ZHEISHIKEYIJINXINGYIXIADUIHUA。


100‰精选王中王资料 YEWUYUAN:“SHIZAIDUIBUQI。”KEHU:“YOUSHENMEDUIBUQIA?”


YEWUYUAN:“QINGYUANLIANGWOBUDAHUIJIANGHUA,YIDINGSHISHININYOUBUMINGLEDEDIFANG,BURANNINJIUBUZHIYUSHUO‘RANGWOKAOLVYIXIALE’,KEBUKEYIBANINSUOKAOLVDESHIQINGGENWOSHUOYISHUO,RANGWOZHIDAOYIXIAHAOMA?”

100‰精选王中王资料 ZHEIYANG,JIXIANDEYEWUYUANRENZHEN、CHENGKEN,YOUKEYIBAHUATOUJIEXIAQU,SHIKEHUYUANYIKANKANCAILIAO、HECAOZUOLIUCHENG。


业务员还可以直接跟客户说:“您先不要这么想,您先看看我们的材料,看看再说吧。这款瓷砖的特别之处就是……”这就是在进一步激发客户的购买欲,一步一步引导客户购买。


BIRU,XIAOSHOURENYUANKEYIYONGANSHIXINGDEFANGFAGENKEHUZHEIYANGJIANG:


DANGKEHUYI“WOYAOKAOLVYIXIA”WEIJIEKOUSHI,YEWUYUANYINGSHEFAMOZHUNKEHUZUIHOUDEKAOLVDIANSHISHENME。ZHAODAOKEHUZUIHOUDEKAOLVDIANZHIHOU,YEWUYUANYAOZHANZAIKEHUDEJIAODUTAOLUNWENTI,YUKEHUGONGTONGTANTAOJIEJUEWENTIDEFANGFA。


5、QUEBAOKEHUYOUZIZHUQUAN


ZUIZHONGDEJUEDINGQUANGURANZHANGWOZAIKEHUDESHOUZHONG,DANSHIYIXIECHENGGONGTUIXIAOSHILIZHONGDEGEXIANGJUEDING,JIHUDOUSHIYOUKEHUYUYEWUYUANGONGTONGLAIJUEDINGDE,TEBIESHIZUIHOUDEGOUMAIJUEDING,DADOUSHIZAIYEWUYUANYUKEHUMIANDUIMIANDEGOUTONGZHONGQIANDINGDE。


DANSHIYEWUYUANYAOJINLIANGBAZUIHOUDEJUEDINGJIAOJIKEHU,RANGKEHUJUEDEZUOZHEIYANGDEJUEDINGSHIZIJIZIZHUDEXIANGFA,ERBUSHIBEIYEWUYUANYINDAODEJIEGUO。


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