红包接龙

JINTIANSHI2020NIAN02YUE20RIXINGQISI HUANYINGLAIDAOYANGZIJINGSHUIQIGUANFANGWANGZHAN!

QUANGUOZIXUNREXIAN

红包接龙400-677-1869

合作代理

导购员销售净水器时一定要给客户做演示

发布日期:2017-04-06  浏览次数:5177

导购员销售净水器时一定要给客户做演示

DAOGOUYUANXIAOSHOUJINGSHUIQISHIYIDINGYAOJIKEHUZUOYANSHI,ZHENDUIDANGXIAKENENGHAIYOUXIERENQUNDUIJINGSHUIJIXINGYEBUSHIHENLEJIE,SUOYIDAOGOUZHEILIJIUYAOXIANDEZHUANYEDIANLE,ZHENDUIKEHUXUNWEN,YAOHAOBUMAFANDEZUOCHUXIANGYINGYANSHI,KENENGJIANDANDEYIGEJINGSHUIGUOCHENGJIUJUEDINGLEZHEIDANSHENGYIDECHENGBAI。

这个过程需要导购员相互配合,共同达到四个目的:

1.借助演示机边演示边促销。

ZAIDUIYANSHIJIDEYANSHIGUOCHENGZHONG,JIYICHANSHENGCUXIAOXIAOGUO,NEIXIEQIANLAIGUANGGUDEXIAOFEIZHECHANGCHANGHUIBEIYANQIANDECHANGMIANSUOGANRAN,DUIGAICHANPINCHANSHENGJIDAXINGQU,ZHEIYEZHENGSHIDAOGOUYUANTUIXIAOCHANPINDEZUIJIASHIJI,LIYONGXIANCHANGRELIEQIFENCHONGFENFAHUIZIJIDETUIXIAOJIQIAO,XUANZEYIKUANZUINENGLINGGUKEMANYI、ZUIYOUKENENGGOUMAIDESHIYIJIXING,JIUGAIJIXINGDEXINGNENGTEDIANXIANGGUKEXIANGXIJIESHAOYIFAN,JIULICHENGJIAOBUYUANLE。

2.消除顾客的异议。

GUKEZAIJIECHUGUOCHENGZHONG,WANGWANGHUIBAMOUYIDIANWENTIFANGDA,YOUKENENGYINCIFANGQIGOUMAI,DAOZHIWOMENQIANGONGJINQI。DANSHI,DAOGOUYUANRUGUONENGZHENGQUECHULIGUKEYIYI,XIAOCHUGUKEYILV,JIUHUICUQIXIADINGGOUMAIJUEXIN。

要想达到此目的,掌握以下的几点是必须的。

(1)SHIQIANRENZHENZHUNBEI。MENDIANJINGLIYAODUIDAOGOUYUANSUOYUDAODEGUKEYIYIJINXINGSHOUJIZHENGLI,ZHIDINGTONGYIDEYINGDUIDAAN;DAOGOUYUANYAOSHULIANZHANGWO,ZAIYUDAOGUKEJUJUESHIKEYIANBIAOZHUNDAANHUIDA。

(2)“DUI,DANSHI”CHULIFA。RUGUOGUKEDEYIJIANSHICUOWUDE,DAOGOUYUANYAOSHOUXIANCHENGRENGUKEDEYIJIANSHIYOUDAOLIDE,ZAIJIGUKELIUMIANZIHOU,ZAITICHUYUGUKEBUTONGDEYIJIAN。ZHEIZHONGFANGFASHIJIANJIEDIFOUDINGGUKEDEYIJIAN,YOULIYUBAOCHILIANGHAODETUIXIAOQIFEN,DAOGOUYUANDEYIJIANYERONGYIWEIGUKEJIESHOU。

(3)TONGYIHEBUCHANGCHULIFA。RUGUOGUKEYIJIANSHIZHENGQUEDE,DAOGOUYUANSHOUXIANYAOCHENGRENGUKEYIJIAN,KENDINGCHANPINDEQUEDIAN,RANHOULIYONGCHANPINDEYOUDIANLAIBUCHANGHEDIXIAOZHEIXIEQUEDIAN。

红包接龙 (4)LIYONGCHULIFA。JIANGGUKEDEYIYIBIANCHENGGUKEGOUMAIDELIYOU,RUYIWEINUANFENGJIDAOGOUYUANMIANDUIGUKETICHUDE“CHANPINTAIXIAO,SHIYONGXIAOGUOBUHAO”DEWENTI,KEYIHUIDA:“XIAOQIAOLINGLONGSHIWOMENCHANPINDEYIDAYOUDIAN,FEICHANGSHIHENINHAIZIZUOZUOYESHIQUNUANYONG”。

(5)XUNWENCHULIFA。YONGDUIGUKEDEYIYIJINXINGFANWENHUOZHIWENDEFANGFADAFUGUKEYIYI。RUGUKESHUO:“NIDEDONGXIHENHAO,BUGUOWOXIANZAIBUXIANGMAI”,DAOGOUYUANKEYIZHUIWEN:“JIRANDONGXIHENHAO,WEISHENMENINXIANZAIBUMAINI?”ZHEIYANGZHAOCHULEGUKEBUMAIDEZHENZHENGYUANYIN,YOUZHUYUSHUOFUGUKE。

ZAICHULIGUKEYIYISHI,DAOGOUYUANYIDINGYAOJIZHU“GUKEYONGYUANSHIDUIDE”。DAOGOUYUANSHIYAOBACHANPINMAIJIGUKE,ERBUSHIYUGUKEJINXINGBIANLUN,YUGUKEZHENGLUNZHISHI,JIUSHITUIXIAOSHIBAIDEKAISHI。

3.帮顾客做出选择。

红包接龙 XUANZESHITONGKUDE,YINWEIXUANZEZHEIGEYIWEIZHEFANGQINEIGE。DANGGUKEZAIJIKUANJIXINGZHIJIANYOUYUBUJUEDESHIHOU,WOMENDEDAOGOUYUANBIXUDANGJILIDUAN,BANGGUKEZUOCHUXUANZE。YIBIMIANCHUXIANZUIHUAIDEJUMIAN——DOUBUYAOLE。

4.诱导顾客成交。

(1)CHENGJIAOSANYUANZE。DAOGOUYUANYAONENGDACHENGGENGDUODEJIAOYI,JIUYAOZUNSHOUYIXIASANGEYUANZE:

a.ZHUDONG。DAOGOUYUANFAXIANGUKEYOUGOUMAIYUWANGHOU,JIUYAOZHUDONGXIANGGUKETICHUCHENGJIAOYAOQIU。XUDUOXIAOSHOUJIHUISHIYINWEIDAOGOUYUANMEIYOUYAOQIUGUKECHENGJIAOERLIUZOUDE。

红包接龙 b.ZIXIN。DAOGOUYUANZAIXIANGGUKETICHUCHENGJIAOYAOQIUSHIYIDINGYAOCHONGMANZIXIN,YINWEIZIXINJUYOUGANRANLI。

红包接龙 c.JIANCHI。CHENGJIAOYAOQIUZAODAOGUKEJUJUEHOUBUYAOFANGQI,YAOYOUJIQIAODIZAICIYINDAOGUKECHENGJIAO。

(2)SHIBIEGUKEDEGOUMAIXINHAO。GUKEGOUMAIXINHAOSHIZHITONGGUODONGZUO、YUYAN、BIAOQINGCHUANDACHULAIDEGUKEXIANGGOUMAICHANPINDEYITU。ZAIXIAOSHOUGUOCHENGZHONGYOUSANGEZUIJIADECHENGJIAOJIHUI,YISHIXIANGGUKEJIESHAOLECHANPINDEYIGEZHONGDALIYISHI;ERSHIYUANMANHUIDALEGUKEDEYIGEYIYISHI;SANSHIGUKECHUXIANGOUMAIXINHAOSHI。GUKEDEGOUMAIXINHAOKEFENWEISANLEI:

a.YUYANXINHAO,RUREXINXUNWENSHANGPINDEXIAOSHOUQINGXING、TICHUJIAGEJIGOUMAITIAOJIANDEWENTI、XUNWENSHOUHOUFUWUDENGGOUMAIHOUDEWENTI、YUTONGBANSHANGLIANG。

红包接龙 b.XINGWEIXINHAO,RUZIXILEJIE(GUANCHA)SHANGPINSHUOMINGJISHANGPINBENSHEN、NAQISHANGPINRENZHENDIWANWEIHUOCAOZUO、ZHONGXINHUILAIGUANKANTONGYIZHONGSHANGPIN。

红包接龙 c.BIAOQINGXINHAO,RUGAOXINGDESHENTAIJIDUISHANGPINBIAOSHIHAOGAN、DINGZHESHANGPINSIKAODENG。

(3)CHENGJIAOFANGFA。ZAICHENGJIAODEZUIHOUSHIKE,GUKECHANGCHANGXIABULEJUEXIN,DAOGOUYUANJIUBIXUQIAOMIAODIJIGUKEYIQIADANGDEJIANYI,BANGZHUGUKEZAOXIAJUEXIN。

a.ZHIJIEYAOQIUCHENGJIAOFA。DAOGOUYUANFAXIANGUKEDEGOUMAIYUWANGHENQIANGLIESHI,KEYIZHIJIELEDANGDIXIANGGUKETICHUCHENGJIAOYAOQIU。

红包接龙 b.JIASHECHENGJIAOFA。CONGMINGDEDAOGOUYUANZONGSHIJIASHEGUKEKENDINGHUIMAI,RANHOUXIANGGUKEXUNWENYIXIERUHEBAOZHUANG、FUKUAN、BAOXIUJIBAOGUANCHANPINDENGFANGMIANDEWENTI,HUOSHIZHESHOUKAIPIAOLAIJIESHUXIAOSHOU。

c.XUANZECHENGJIAOFA。DAOGOUYUANXIANGGUKETICHULIANGGEHUOLIANGGEYISHANGDEGOUMAIFANGANRANGGUKEXUANZE。BUGUANGUKEZUOCHUHEZHONGXUANZE,DOUYIWEIZHEXIAOSHOUCHENGGONG。

d.TUIJIANFA。DAOGOUYUANZIXIGUANCHAGUKEXIHAODESHANGPIN,RUGUKEDUOCICHUMO、TEBIEZHUYIHUODUOCITIDAO,JIUXIANGGUKEDALITUIJIANZHEIZHONGSHANGPIN。

e.XIAOQUFA。DAOGOUYUANCONGHOUXUANDESHANGPINZHONGPAICHUBUFUHEGUKEAIHAODESHANGPIN,JIANJIECUSHIGUKEXIAJUEXIN。

红包接龙 f.DONGZUOSUQIUFA。YONGMOUZHONGDONGZUODUIYOUYUBUJUEDEGUKEZUOGONGZUO,RANGQIXIADINGJUEXIN,RU“NINZAIKANYIXIA——”、“QINGDUOSHIYISHI”(BACHANPINDIGUOQU)。

红包接龙 g.GANXINGSUQIUFA。YONGGANRENDEYUYANSHIGUKEXIADINGGOUMAIJUEXIN,RU“NINNVERKANJIANZHEIJIANYIFUYIDINGHUIHENGAOXINGDE。”

h.ZUIHOUJIHUICHENGJIAOFA。DAOGOUYUANGAOSUGUKECUNHUOBUDUO,HUOSHIJIJIANGQUXIAOYOUHUITIAOJIAN。

红包接龙 YANSHISHIXIAOSHOUGUOCHENGZHONGZUIZHONGYAODEYIGEGUOCHENG,ZUIJIEJINCHENGGONGYEZUIJIEJINSHIBAI。SUOYI,DAOGOUYUANZAICIGUOCHENGZHONGYIDINGYAODAQISHIERFENDEJINGSHEN,QUANLIYIFU。

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