这样的销售话术,简直就是你的摇钱树 !

This kind of sales speech is simply your cash cow!

工作在一线的销售员会经常遇到一些问题，如这还能再便宜点吗？老顾客了也没有优惠吗？等等，遇到这些问题具体解决办法如下。当你学会了这样的销售话术，简直就是你的摇钱树，印钞机！

1问题一：你能便宜点吗?

一般顾客都是进门就问：这个多少钱?1888便宜点吧！很多顾客连产品都没看完，只是看了个大概。顾客没喜欢上之前，你谈价格肯定要吃亏。

分析：

首先我们不能说：不能！强烈的拒绝会让顾客对你反感。当遇到这种问题的时候，我们要把顾客的问题绕开，不要直接回答，因为只要一进入价格谈判我们都会比较被动。此时钱在顾客手里，而我们的优势是产品，因此我们要让顾客充分了解产品。

任何顾客来买东西都会讲价的，应先绕开价格，让商品吸引住他，而不要过多的在价格上纠缠。只要东西物有所值，不怕她不买，当然也不能在顾客面前太骄傲。

应对：

1、周期分解法

"小姐，这套产品卖720元，可以用一年，一天才花四元钱，很实惠了!"

小姐，一个这么优惠的套餐加起来才380元，可以一次性满足你所有的需求，物有所值啊！

2、用"多"取代"少"

当顾客要求价格便宜的时候，不少导购员会这样说"你少买件衣服就过来了。"其实这是错误的，少买件衣服会让顾客觉得亏了些什么，心情较为痛苦。正确的说法应该是"就当您多买几件衣服"，避免了痛苦，转移成了快乐。

2问题二：我认识你们老板,便宜点,行吗?

分析：

其实顾客说认识老板，她就真的认识吗?99%的人不认识，最多跟老板有一面之缘，泛泛之交。所以对待不认识或者说认识老板的人，不要当面揭穿，而是把面子给她，但绝不降价。

应对：

我们可以这么说:"能接待我们老板的朋友，我很荣幸"承认她是老板的朋友，并且感到荣幸，下面开始转折:"只是，目前生意状况一般，您来我们店里买东西这件事，我一定告诉我们老板，让我们老板对您表示感谢!"就可以了。

3问题三：老顾客也没有优惠吗?

分析：

20%的老顾客创造80%效益，千万别宰老顾客。当老顾客提出优惠的时候，我们不能直接拒绝。有些导购员会说"您是老顾客更应该知道这里不能优惠!"这样就把老顾客给打击了，老顾客就会想:"我来这么多次了，难道我不知道不能优惠吗?"直接打击顾客对门店的好感。

应对：

首先要把面子给老顾客，让老顾客感觉到你的诚意，可以这么说:"感谢您一直以来对我这么照顾，能结识您这样的朋友我感到很高兴，只是我确实没这么大的权利，要不您下次来有赠品的话，我申请一下，给您多留一个"就可以了。

4问题四:你们家的品牌几年了?我怎么没听过啊?

分析：

第一个问题，我们可以直接回答她，但第二个问题我们怎么回答都不对，因为只要你回答了第二个问题，顾客会一直问下去，问到他满意为止，所以遇到这个问题我们要引导她。

应对：

先反问顾客"您什么时候注意到我们品牌的?"没听说的顾客大多会回答"今天刚注意到。"导购员即可讲一句"那太好了，正好了解一下。"直接将问题带过去，不在这个问题上过多纠缠。

5问题五：我再看看吧

应对：

按照四个方面找出产品的优势，这四个方面分别是：

1、我们有别人没有的东西;

2、我们能做别人不愿意做的事情;

3、我们做的比别人更好的东西/事情;

4、我们的附加值。

6问题六：你们质量会不会有问题?

分析：

一些导购员面对这个问题会直接答"我们质量不会有问题的，我们是大品牌，全国有很多门店都会有；"但是顾客问出第二句话的时候:"万一有问题怎么办?"不少导购员就接不下去了。

应对：

导购员可以先问顾客:"小姐，您以前是不是有买过质量不是很好的产品啊?"顾客一般会说:"有。"导购员则可追问一句:"是什么产品啊?"顾客往往就会开始诉苦了:"我以前买过XX产品，怎么怎么样，气死我了。"

当顾客回答没有的时候，导购员又该怎么办?这时，应该先夸顾客，然后说自己的事情:"小姐，您真是太幸运了，你没有，我有遇到过这样的情况啊。怎么怎么样，气死我了。"说的时候一定要带上感情，这样才会感染到顾客。

最后再说:"所以我现在很注重产品质量问题，因为我不卖东西的时候也是消费者，所以我对产品质量要求也很高，我才会在这个厂家做销售，不到其它厂家做销售，就是因为这里的质量好。"

7问题七：与朋友讨论"你觉得如何?"

顾客跟朋友一起来买东西，顾客看完东西感觉不错，于是转头问他的朋友:"你觉得如何?"这时候，如果朋友说可以，顾客二话不说，立即买下;如果朋友说不好，顾客肯定不会买，掉头就走。

分析：

遇到这种问题，一些导购会直接向顾客的朋友推销商品，把注意力放在顾客朋友身上，也有的导购会夸赞顾客朋友的美貌与气质，进而让她认同产品。

应对：

其实这个时候夸赞顾客的朋友是正确的，但不夸美貌与气质，而应这样说"小姐，您好有眼光，您看一下。"大多顾客的朋友为了证明自己有眼光，也会点头的，虽然可能不说话，但很少说出坏话来，因为这样就说明她没眼光了。

但有时候顾客的朋友也会说:"我没眼光。"这时导购就可以顺水推舟:"您没眼光怎么会找到这么好的朋友呢?"以半开玩笑的语气让顾客及其朋友都倍受称赞。

8问题八：我不要你们的赠品了,你把赠品折算成钱,给我便宜点吧？

分析：

一些导购可能会说"真的很抱歉，我没有这个权利。""公司规定不能这么做。"公司规定，这四个字一定不要说，因为给顾客的拒绝感觉太直接了。

应对：

把赠品变成正品，让顾客喜欢上赠品。可以这么说:"姐，这些赠品是我们公司在商品价格之上，额外回馈给顾客的，也是对您支持我们公司的感谢，只是我要说的是：(介绍赠品的优点、好处)，让客户认识到赠品的价值，感觉赠品物超所值。

This kind of sales speech is simply your cash cow!

Salesmen who work in the front line often encounter some problems, such as "Can this be cheaper? Is there no discount for old customers?" etc. The specific solutions to these problems are as follows. When you learn such a sales speech, it is simply your cash cow, "printing machine"!

1 Question 1: Can you be cheaper?

The average customer is to enter the door and ask: "How much is this?" "1888" "It's cheaper!" Many customers didn't even read the product, just looked at it. Before the customer doesn't like it, you must lose money when you talk about the price.

analysis:

First of all, we can't say: "No!" A strong rejection will make customers resentful to you. When encountering such problems, we should bypass the customer's problems, do not answer directly, because as long as we enter the price negotiations, we will be more passive. At this point the money is in the hands of the customer, and our advantage is the product, so we want to let customers fully understand the product.

Any customer who buys things will bargain, should first circumvent the price, let the goods attract him, not too much entangled in the price. As long as things are worthwhile, I am not afraid that she will not buy them. Of course, they cannot be too proud in front of customers.

response:

1. Cycle decomposition method

"Miss, this set of products sells 720 yuan, can be used for one year, only spend four yuan a day, very affordable!"

"Miss, a package with such a discount is only 380 yuan, you can meet all your needs at one time, value for money!"

2. Replace "less" with "more"

When the customer asks for a cheap price, many shopping guides will say, "You come over when you buy less clothes." In fact, this is wrong. Buying less clothes will make customers feel that they are losing something, and they feel more painful. The correct statement should be "just buy a few more clothes", avoiding the pain and turning into happiness.

2 Question 2: I know your boss, cheaper, OK?

analysis:

In fact, the customer said that she knows the boss, she really knows? 99% of people do not know, at most with the boss has a side, the general turn. Therefore, treat people who don’t know or know the boss, don’t expose them in person, but give her face, but never cut prices.

response:

We can say this: "I am honored to be able to receive the friend of our boss." I admit that she is a friend of the boss and feels honored. Here is the turning point: "Just, the current business situation is general, you come to our store to buy things. I must tell our boss, let our boss thank you!" Just fine.

3Question 3: Are there any discounts for old customers?

analysis:

20% of the old customers create 80% benefits, do not slaughter old customers. When an old customer makes a discount, we cannot directly refuse it. Some shopping guides will say, "You are an old customer and you should know that there is no discount!" This will blow the old customers, and the old customers will think, "I have come so many times, don't I know if I can't offer?" Directly hit customers' favor for the store.

response:

First of all, we must give our face to the old customers and let the old customers feel your sincerity. We can say: "Thank you for taking care of me all the time. I am very happy to meet friends like you, but I really don't have such a big right. If you want to have a gift next time, I will apply for it and give you one more "just fine."

4 Question 4: How many years have your brand been? I have never heard of it?

analysis:

The first question, we can answer her directly, but the second question is not correct, because as long as you answer the second question, the customer will continue to ask and ask him to be satisfied, so we have encountered this problem. To guide her.

response:

First ask the customer "When did you notice our brand?" Most of the customers who have not heard of it will answer "I just noticed today." The guide can say "That's great, just take a look." In the past, not too much entanglement in this issue.

5 Question 5: Let me see it again.

response:

Find out the advantages of the product in four aspects:

1. We have things that others do not have;

2. We can do things that others are not willing to do;

3. What we do better than others/things;

4. Our added value.

6 Question 6: Will there be any problems with your quality?

analysis:

Some guides will answer this question directly. "We will not have problems with quality. We are big brands. There are many stores in the country." But when the customer asks the second sentence: "What if there is a problem?" "A lot of shopping guides can't take it anymore."

response:

The guide can ask the customer first: "Miss, have you ever bought a product that is not very good quality?" Customers generally say: "Yes." The guide can ask: "What product?" I often start to complain: "I have bought XX products before, how is it, mad at me."

When the customer answers no, what should the shopping guide do? At this time, you should first praise the customer and then say your own thing: "Miss, you are so lucky, you have not, I have encountered such a situation. How is it, mad at me." When you say it, you must bring your feelings, so that you will get infected.

Finally, I said: "So I am very concerned about the quality of the products now, because I am also a consumer when I am not selling things, so I have high requirements for product quality, I will do sales in this factory, not other manufacturers to do sales, It is because the quality here is good."

7Question 7: Discuss with friends "How do you feel?"

The customer came to buy things with friends. The customer felt good after reading the things, so he turned to ask his friend: "How do you feel?" At this time, if the friend said yes, the customer would not say anything, buy it immediately; if the friend said no Ok, customers will definitely not buy, turn around and leave.

analysis:

In the face of such problems, some shopping guides will directly sell goods to customers' friends, and pay attention to customers' friends. Some shopping guides will praise the beauty and temperament of customers and friends, and then let her agree with the products.

response:

In fact, this time praises the customer's friend is correct, but does not praise the beauty and temperament, but should say "Miss, you have a vision, you look." Most of the customers' friends will nod to prove their vision, Although I may not speak, I rarely say bad things, because it shows that she has no vision.

But sometimes the customer's friend will say, "I don't have a vision." At this time, the shopping guide can push the boat: "How can you find such a good friend without your eyes?" In a half-joking tone, customers and their friends are greatly affected. praise.

8 Question 8: I don't want your gifts. You convert the gifts into money, give me a cheaper one?

analysis:

Some shopping guides may say "I am really sorry, I don't have this right." "The company rules can't do this." The company stipulates that these four words must not be said, because the rejection of the customer feels too direct.

response:

Turn the gift into a genuine product and let the customer like the gift. It can be said: "Sister, these gifts are our company's price above the goods, and give back to the customers. It is also a thank you for supporting our company, but I want to say: ... (introducing the advantages and benefits of the gifts) Let customers recognize the value of the gifts and feel that the gifts are worth the money.