8套成交话术,套上就可以成交!

8套成交话术,套上就可以成交!
2021年08月17日11:31:35 0 536

8套成交话术,套上就可以成交!

8 sets of transactions, can be sold on the set!

01 "我要考虑一下

当学生家长说要考虑一下时,我们该怎么说?

 

咨询师话术:

 

××家长,很明显的,你不会花时间考虑的,除非你对我们的教学和服务真的感兴趣,对吗?

 

我的意思是:你告诉我要考虑一下,该不会是只为了躲开我,是吗?

 

因此我可以假设你真的会考虑一下这个事情,对吗?可不可以让我了解一下,你要考虑一下的到底是什么呢?是我们的教学质量,还是教学服务服,还是我刚才到底漏讲了什么?××家长,老实说会不会因为价格的问题呢?

 

02 "鲍威尔"成交法

 

当学生家长喜欢我们的课程设计,但习惯性拖延不决定时,我们怎么办?

 

咨询师话术:

 

美国国务卿鲍威尔说过,拖延一项决定比不做决定或做错误的决定,让美国损失更大。

 

现在我们讨论的不就是一项决定吗?

 

假如学生家长说"是",

 

咨询师话术:那么我们是不是应该果断的做出决定呢?明天定和今天定其实是一样。不对,今天定的话,这是你即将得到的好处:1、2、3、

 

显然你现在决定的好处比明后天定要更多,你说是吗?

 

03 "不在预算内"成交法

 

当学生家长(决策人)以没有足够预算为借口,准备拖延成交或压价,你怎么办?

 

咨询师话术:

 

××家长,我完全理解你所说的,你对自家的预算肯定是精心计算过的,假如今天我们讨论的您给孩子的报是一年的课程,那么你是否愿意增加一点点预算让孩子在这1年中,学习各个方面会更加舒适些呢?

 

04 "杀价顾客"成交法

 

当学生家长习惯于对你进行杀价时,你怎么办?

 

咨询师话术:

 

××家长,我理解你的这种想法,一般学生家长在选择学校时,都会注意三件事:

 

1、教学质量;2、教学服务;3、价格。

 

但现实中,我从来没有见过一家机构能同时提供最优质的教学质量、最优良的教学服务和最低的价格给顾客的。

 

也就是这三项条件同时拥有的情况是不太可能的,就好比奔驰汽车不可能卖桑塔纳的价格一样。

 

所以你现在要选择学校的话,你是愿意牺牲哪一项呢?是愿意牺牲我们课程的教学质量,还是我们学校的教学服务呢?

 

所以有时候我们多投资一点,才能得到你真正想要为孩子争取的东西还是蛮值得的,你说是吗?

 

05 不可抗拒成交法

 

当学生家长对课程产品或者教学服务的价值还不太清晰,感觉价格太高,仍有一定的抗拒点时,你怎么办?

 

咨询师:你觉得在未来的1年里,为了您孩子的学习成长,你愿意花多少钱?

 

学生家长:10万!

 

咨询师:假如不用10万,我们提供的教学和服务就能让你的孩子在舒适的环境中学习和成长,你愿意吗?只要5万呢?你愿意吗?假如不用5万,只需1万呢?您觉得怎么样?可以用1年,一年只要1万元,一年有50周,一周只要200元,平均每天只要投资30元不到 。30元/天,你觉得为了您孩子未来1年的学习成长,每天花30元值得吗?(注意:以上数据为参考值,不做实际运用。大家可根据机构实际情况做调整)

 

06 "经济的真理"成交法

 

当学生家长想要最低的价格获得最高品质的课程产品,而你的课程价格不能商量时,怎么办?

 

咨询师:

 

××家长,有时候以价格引导我们做决策是不完全正确的,对吗?孩子的学习成长是无法用来衡量的,但是我们可以为他们选择高质量的学习产品助力孩子的成长。

 

这个世界上,我们很少发现可以用最低价格买到最高品质的产品,这是经济社会的真理。在购买任何产品时,有时多投资一点,也是很值得的,对吗?

 

假如你同意我的看法,为什么不多投资一点,选择品质比较好一点的产品呢?毕竟对于孩子的学习来说,一般的课程产品肯定是无法满足的。当你选择较好的课程产品所带来的好处和满足时,价格就已经不很重要了,你说是不是呢?

 

07 绝对成交心法

 

自我暗示:我可以在任何时间销售任何产品给任何人!


8 sets of transactions, can be sold on the set!

 

01 "I have to think about it.

When the parents say they want to think about it, what should we say?

 

Consultant's words:

 

× × Parents, it is obvious that you will not take the time to consider unless you are really interested in our teaching and services, right?

 

I mean: You told me to think about it, it wouldn't be just to avoid me, is it?

 

So I can assume that you really think about this, right? Can you let me know, what are you thinking about? Is it the quality of our teaching, or the teaching service, or what I just missed? × × parents, honestly because of the price problem?

 

02 "Powell" transaction method

 

What do we do when parents like our curriculum design, but habitual delays are not decided?

 

Consultant's words:

 

US Secretary of State Powell said that "delaying a decision is more costly than not making a decision or making a mistake."

 

Isn’t we talking about a decision now?

 

If the parents of the students say "yes",

 

Consultant's words: So should we make a decisive decision? Tomorrow will be the same as today. No, today, this is the benefit you are about to get: 1,...2,...3,...

 

Obviously the benefits you decide now are more than the day after tomorrow. Are you saying yes?

 

03 "Not within budget" transaction method

 

What do you do when the parents (decision makers) use the lack of sufficient budget as an excuse to prepare for delays or price reductions?

 

Consultant's words:

 

× × Parents, I fully understand what you said, you must have carefully calculated your own budget. If the report you gave to your child today is a one-year course, then are you willing to add a little budget to your child? In this one year, learning more aspects will be more comfortable?

 

04 "Selling customers" transaction method

 

What do you do when parents are used to killing you?

 

Consultant's words:

 

× × Parents, I understand your thoughts. Generally, parents of students will pay attention to three things when choosing a school:

 

1, teaching quality; 2, teaching services; 3, price.

 

But in reality, I have never seen an institution that can provide the highest quality teaching, the best teaching services and the lowest price to customers.

 

That is to say, the situation that these three conditions have at the same time is unlikely, just like the price that Mercedes-Benz cannot sell Santana.

 

So if you want to choose a school now, which one are you willing to sacrifice? Is it willing to sacrifice the quality of teaching in our courses, or is it a teaching service in our school?

 

So sometimes we invest a little more to get what you really want to fight for your child is still worth it. Are you saying yes?

 

05 Irresistible Dealing Act

 

When the parents of the students are not very clear about the value of the course products or teaching services, and feel that the price is too high, there are still some resistance points, what do you do?

 

Consultant: Do you think that in the next year, how much will you spend for your child's learning and growth?

 

Parents of students: 100,000!

 

Consultant: If you don't need 100,000, our teaching and services will enable your child to learn and grow in a comfortable environment. Are you willing? As long as 50,000? Do you want to? If you don't need 50,000, just 10,000? What do you think? It can be used for one year, as long as 10,000 yuan a year, 50 weeks a year, as long as 200 yuan a week, an average of only 30 yuan per day. 30 yuan / day, do you think it is worth 30 yuan per day for your child's learning and growth in the next year? (Note: The above data is the reference value and will not be used in practice. You can make adjustments according to the actual situation of the organization)

 

06 "The Truth of the Economy"

 

What should parents do when they want the lowest quality price for the highest quality course products and your course price is not negotiable?

 

Consultant:

 

× × Parents, sometimes it is not entirely correct to guide us to make decisions based on price, right? Children's learning and growth can not be measured, but we can choose high-quality learning products for their children's growth.

 

In this world, we rarely find that we can buy the highest quality products at the lowest price. This is the economic and social truth. When buying any product, sometimes it is worthwhile to invest more, right?

 

If you agree with me, why not invest more and choose a better quality product? After all, for the children's learning, the general course products are definitely not satisfied. When you choose the benefits and satisfaction of a better course product, the price is not very important, do you say it?

 

07 Absolute deal

 

Self-suggestion: I can sell any product to anyone at any time!

 

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