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    6. 當業務就該知道的成交潛規則:富業務不會告訴你的62個成交眉角

    當業務就該知道的成交潛規則:富業務不會告訴你的62個成交眉角

    Author 洪傳治
    Publisher 華藝數位 /創見文化事業有限公司
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    Released
    2012/02/22
    Language
    Traditional Chinese
    File format
    PDF (106MB), fit in large screen and Pubook
    Pages
    372
    ID
    287308
    ISBN
    9789862711903
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    • Intro

      富業務不會告訴你的62個成交眉角

      懂得成交潛規則的業務員可以吃香喝辣的,
      不懂成交潛規則的業務員沒幾天就陣亡!

      只要是人就有需要,有需要,就有成交的機會,
      業務員就是要有本事挖掘客戶的需要,
      替客戶找到花錢的理由!
      不論產品多平庸,客戶多奧客、個性多難搞,
      本書教你如何摸清客戶心理,引導客戶消費,
      告訴你怎樣賣,客戶才買帳!

      對準需要推薦,針對需求成交,複製高手的經驗,主動出擊,
      學會這62個成交潛規則,讓你賣什麼都成交!

      本書告訴你──業務不是誰想做就能做的,也不是你想做好就能做好的!

      為什麼同樣是做銷售,你的薪水只能勉強度日,而有的人卻賺得荷包滿滿?是你不夠勤奮嗎?不是,因為你每天都在忙著拜訪客戶、蒐集資料。是你的產品不夠好嗎?不是,因為你所銷售的產品的市場佔有率一直名列前茅。是你的客戶不需要嗎?不是,因為他在拒絕你之後卻買了同類型的產品。那麼,你業績不佳的原因到底是什麼呢?你是否想過,很有可能是你忽視了銷售中的「潛規則」。

      潛規則就是那些看不見的、沒有人會主動告訴你的、約定俗成的,但是又被人們廣泛認同的、實際起作用的一些規則。當然,在銷售中也有一些這樣的規則。

      本書將告訴你做好業務員一定要知道的銷售技巧與眉角!對準客戶需要推薦,要如何應對;針對客戶需求,要如何有效溝通,如何用態度感染客戶、用專業取信客戶、用情感感動客戶、用利益打動客戶、用行動說服客戶,只要你懂得運用以客為尊的「感同身受」,自然而然就能達到理想的業績。

      不論產品多平庸,客戶多奧客、個性多難搞,本書告訴你怎樣賣,客戶才買帳!並依成交的6大步驟:

      成交第1步─初次見面時吸引客戶關注;
      第2步─找對話題讓客戶放下顧慮;
      第3步─讓客戶自願說出想說的話;
      第4步─把產品介紹說到客戶心裡
      第5步─用迴旋妙語打破緊張局面:
      第6步─巧說服讓客戶沒理由不買

      詳細介紹了62種銷售中的成交潛規則,每一種規則結合了一些小故事和案例,生動活潑地闡述了相應的規則與應對措施,教你如何摸清客戶心理,引導客戶消費,讓秘而不宣的銷售潛規則,助你輕鬆創下傲人業績。

      精采觀點

      老鳥們秘而不宣的成交潛規則,你了解多少?──

      * 客戶並不會主動把自己的想法告訴你,你必須不斷地提問,一步步了解客戶的需求。→Rule 20
      * 不是客戶不需要你的產品,而是你的工作做得不到位。→Rule 24
      * 你要給的是客戶需要這項產品的理由,而不是你銷售產品的理由。→Rule 36
      * 超級業務員們一致認為成交訂單的黃金比率為:說服占20%;沉默占80%。→Rule44
      * 銷售就像是開車:問題的提出者是司機,控制著銷售過程的方向,而回答者是車上的乘客。若是由客戶頻頻發問,就等於是讓客戶做上了駕駛座,控制了整銷售進度。→Rule45
      * 說服客戶購買產品,最好的方法是讓他不停地說yes。→Rule58
      * 就算客戶拒絕你,也要讓他一輩子記住你!→Rule60

      特別收錄 銷售心理學 

      .第一印象的效應
      .從頭銜到名字,再由名字到暱稱
      .給他感興趣的才受用
      .迅速讀懂他人表情
      .讀懂身體語言,猜透他的心思
      .得寸進尺效應
    More
    More
    More
    More

    Details

    Released
    2012/02/22
    Language
    Traditional Chinese
    File format
    PDF: Fit in large screen
    Provide Adobe DRM
    Provide PDF
    Offer DRM free license
    No
    ID
    287308
    ISBN
    9789862711903

    工作/職場

    廣告/行銷

    Buy products firstAnd download app to watch

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