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            面对各种情况问题的销售话术技巧

            来源:www.buymbtshoesnow.com 时间: 2019-04-23 所属栏目: 销售话术 人气: 170
            做销售,话术运用得当,对成交起到非常重要的作用。那么什么话术才算是经典的话术呢?接下来继续为大家分享究竟怎么说,顾客才会认可你的产品。

            1、当有顾客说:“我根本不需要功能这么多,质量这么好的产品”,遇到这种情况销售员该怎么说?错误的说法:“这也不是很好??!算中等”“我理解您,我就是想知道您为什么会这么说?”正确的说法:“您说的一点没错,只是这么好的产品卖这个价格对您来说非?;恪?

            2、当有顾客对产品售后服务产生异议的时候,销售员该怎么说呢?错误的说法:“您这样说,我也没有办法”“为啥您会这么说?”正确的说法:“您觉得有什么办法能够让您有信心呢?”就像第一种销售员的回答明显带有一点点情绪,如果你越是有情绪会让顾客越觉得你的售后确实存在问题。

            3、当顾客说自己有点胖,销售员该怎么说?错误的说法“哪有你说的那样,一点都不胖”。正确的说法:“不会啊,丰满是一个人的福气,而且说明您过得很快乐,不是吗?再说这个是很多人都强求不来的呢”

            4、当顾客说产品价格高,销售员该怎么说?错误的说法:“不贵??!跟同行比我们的价格也高不到哪去”。正确的说法:“现在买产品的顾客都在乎价值而不是价格,相信对于这一点,您比我们有经验,您先看完产品您就知道了?!闭庋乃捣ú拍苋霉丝腿贤?,然后可以不断的运用这个方式,让顾客继续认同,最终成交。

            5、当顾客说你这的产品为啥都这么贵?销售员该怎么说?错误的说法:“这个价格了还贵吗?”“我们这里不讲价的”“那您给个价格”“现在店内搞活动,而且多买还多送,这样的价格是最合适的”。正确的说法:“是的,我明白,如果只是看标价,确实会让人有这种感觉,只是我想跟您说,我们的价格高,完全就是售后服务做得好,每一个人买产品,都把重点放在售后上,尤其是这种大件商品,售后必须得跟上才行,您说我说的对吗?举个最简单的例子,为什么现在很多人买房都买学区房,就是为了孩子,另外这样的小区建设一定比别处好,您觉得是这样吗?”

            6、当顾客说不能再便宜点吗?销售员该怎么说?错误的说法:“真的没有办法了”“公司规定我们也没有办法”“真的不好意思,这个价格真的已经是最优惠的了”。正确的说法:“是的,我能理解您的心情,因为我们都想用最便宜的价格买到最好的产品,只是真的很抱歉,希望在这一点上您能够理解,每件产品都有它的成本,而我们更需要质量跟售后服务上有保障不是吗?”

            7、当顾客说我都是老顾客了,就不能优惠的多一点吗?销售员该怎么说?恐怕这一种情况很多人都遇见过吧?错误的说法;“真的不好意思,这个价格就是给老顾客的,就像别人恐怕很难拿到”,“您是我们的老顾客,更应该知道我们这里就是这个规定??!”正确的说法:“真的很感谢您这么长时间的支持,只是真的很抱歉,尤其在这一点上,我希望得到您的谅解,这样我以我个人名义送您一份礼物,希望您务必收下”

            8、当顾客说我认识你得老总,我不想找他了,你直接给我便宜点吧!销售员该怎么说呢?错误的说法:“对不起,没有办法”“我们按照规矩办事,就算老总来了也是这个价格”。正确的说法“那真是太好了,那您应该知道我们店是非常注重诚信跟服务的,而且开价诚实可靠,质量又有保证,花钱也放心,您说不是吗?”

            9、当顾客说价格已经高于预期了,销售员该怎么说?错误的说法:“您估算错了吧”“那不可能啊”。正确的说法:“那您原来的预期是多少呢?您的标准是什么呢?”顾客答完之后,销售员再说:“哦,那我明白了,我把事实跟您反映一下...”

            10、当顾客说别人家的产品跟你的一样,但却比你家便宜,你怎么说?错误的说法:“他们那些属于杂牌,跟我们没法比”。正确的说法:“您看是这样的,我们的产品所需要的原材料都是进口的,而且采用的是某某技术,这样的技术任何一家工厂都是做不到的,不信您看这里...”

            11、当顾客说我有点负担不起??!这时销售员应该明白这就是一种借口,顾客其实是想降价?;褂辛硗庖恢智榭?,就是真的负担不起,对于这种顾客,销售员可以直接询问顾客原因,再寻求解决方法。

            12、当顾客说手上现金不足时,销售员先要搞清楚顾客是否是真的现金不足,如果顾客以这个为借口就是想让你降价时,你可以说:“那真是太可惜了,这件产品只剩最后一件了”等。

            这些说话的技巧你都记在笔记本上了吗?希望这些话术,你们一定要熟练运用。

            "小编整理不易,小礼物走一走,万分感谢!"
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