如何针对不同人推荐补钙类产品?(有销售话术)

如何针对不同人推荐补钙类产品?(有销售话术)
2021年08月17日08:04:20 0 2622

如何针对不同人推荐补钙类产品?(有销售话术)

How to recommend calcium supplement products for different people? (with sales words)

 

 

钙片是我们药店经常销售的补益类药品,一个顾客进店购买钙片,你会如何接待?如何选择推荐药品还是保健品类钙片?如何针对不同受众告诉顾客钙片的作用?

 

习惯性的销售流程的确如此,顾客购买钙片,我们从专业角度告诉顾客钙片的作用。

 

而且在销售的过程中,我们会重点突出钙片的好处,期望获得顾客的认可,完成销售成交,但这样的销售流程,是以产品为核心。

 

然而,对于大多数产品而言,人们想要的并非产品本身,而是产品带来的关键好处。

 

例如,同样一个人来购买蛋白质粉,如果他是为了送礼来购买蛋白质粉,他可能会更关注品牌知名度、包装是否大气;如果是买了自己服用,他可能会更关注蛋白质粉的性价比。

 

同样一个人,来购买同一个产品时,由于购买理由不同,或者说由于购买动机不同,导致顾客的购买需求不同。

 

购买动机是顾客购买的真正理由,当我们以顾客购买动机为出发点时,更能理清我们的销售对象是谁,更能找准说服顾客购买的理由。

 

下面以购买钙片为例,根据顾客的购买动机不同,将顾客分为以下几类,分别论述说服顾客的购买理由:

 

1、为了健康

 

拥有健康是人类的基本需求,有些顾客非常注重养生,自己会主动到店内购买钙片。

 

针对这一类顾客,说服其购买的理由,可以从专业知识角度,可以从健康角度,让顾客明白钙片对健康的各种好处,就可以轻松实现销售成交。

 

2、表达对家人的爱

 

有个农民工进店来购买钙片,给他母亲买,询问得知,他母亲八十几岁了。他问店员哪一种好?

 

店员给他推荐了液体钙,并告诉顾客:服用液体钙不容易便秘,因为老年人本身容易便秘,如果服用一般的钙片,可能引起便秘。

 

液体钙是液态,老年人服用时,可以把胶囊剪开,直接服用里面的液体,比片剂吸收更好。 

 

顾客感觉店员说得很有道理,销售顺利成交。 

 

给家人购买钙片这种情况,我们应该考虑到服用者的特点,你对于服用者特点把握得越准确,成交的概率就越大。 

 

而不是单纯地告诉顾客服用钙片的好处,想顾客所想他要给家人更好的。店员如果能为他的家人考虑得比顾客还周到,这样的成交,水到渠成。 

 

3、归属需要

 

归属需要,马斯洛术语。个人对友伴、家庭的需要,对受到组织、团体认同的需要。表明人渴望亲密的感情关系,不甘被孤立或疏离。

 

每个人都有属于自己的圈子,即便跳广场舞的大妈也不例外。

 

有一次,一位大妈顾客来买钙片,她只是听到一起跳舞的人,总是说到吃钙片,所以,她也来买钙片。 

 

针对这类顾客,我们需要给她推荐大众化品牌,告诉顾客这个年龄层次的,大多选择这个品牌,这样的说服理由,会让顾客找到了归属感,更愿意接受店员的推荐。 

 

4、为了攀比

 

攀比心理是消费心理的一种,脱离自己实际收入水平而盲目攀高的消费心理。 

 

对于这类顾客,要充分满足他的虚荣心理,成交则更容易。 

 

5、社交需要

 

可以简单理解为送礼,在销售过程中,遇到过这样的顾客,顾客只是说了买钙片给老人吃。

 

当时,店里有一款普通瓶装钙片正好在搞活动,店员极力推荐给顾客,告诉顾客钙片的作用,这次的优惠力度有多大。

 

顾客只是在听,却并没有表现出任何购买的意愿。 

 

后来在店长的提示下,店员给顾客推荐了一款礼盒套装,顺利完成这笔销售。 

 

店员给顾客讲解钙片的作用,告诉顾客优惠活动,这些都没有做错,但是,忽略了一个关键因素,顾客的核心需求他需要一个适合送礼的礼盒套装。

 

产品相同,顾客需求可能不同,而销售的本质,就是满足顾客的需求。

 

所以,对于购买产品的顾客,我们除了从专业角度介绍产品知识,更应该考虑到顾客的差异化需求。

 

这样,既有利于提高销售业绩,也有利于提高顾客的满意度。

 

 

针对不同人群的推荐话术:

 

1)推荐人群:婴幼儿

 

销售话术:婴幼儿期宝宝开始长乳牙,此时需要摄取充足的钙,这样牙齿才会整齐坚硬;婴幼儿缺钙会导致生长发育缓慢,出牙迟缓厌食、多汗、枕秃,甚至出现X型腿、O型腿,因此需要摄入充足的钙。

 

2)推荐人群:青少年

 

销售话术:青少年处于生长发育的关键时期,缺钙会导致发育迟缓,补钙必不可少。

 

3)推荐人群:孕妇

 

销售话术:胎儿骨骼形成所需要的钙完全来源于母体,孕妇消耗的钙量要远远大于普通人。

 

如果钙摄入不足,不仅会影响胎儿的生长发育,还会对孕妇自身产生较大的影响。

 

4)推荐人群:哺乳期女性

 

销售话术:哺乳期女性每天都会分泌乳汁,将钙输送给宝宝,来满足宝宝的营养所需。

 

如果摄入的钙量不足,就会动用母体骨骼中的钙,从而导致女性体内钙流失,如果不及时补钙,轻则牙齿松动,腿抽筋,重则引起骨质疏松。

 

5)推荐人群:更年期女性

 

销售话术:更年期女性雌激素水平的降低会影响钙吸收,影响成骨细胞的活性,导致骨量减少,甚至发生骨质疏松。

 

因此,应加强补钙,减轻更年期症状,防治更年期骨质疏松,维持血钙稳定。

 

6)推荐人群:老年人

 

销售话术:俗话说,人老矮三分,其实,这都是缺钙惹的祸,缺钙不仅会引起骨质疏松,甚至导致全身乏力和腰背疼痛,严重时还容易发生骨折。

 

往期精彩回顾

 

药店音乐播放的时段选择及播放音乐(含音乐)

药店保健品/营养素终极销售技巧(收藏)

春季补钙?他用这一招0成本,却让药店客流增长3倍!

如何提高钙片销量?看这里!

 

>>以上部分资料来源于网络,药店教育网整理,仅供专业人士参考


How to recommend calcium supplement products for different people? (with sales words)

 

 

 

Calcium tablets are the tonic drugs that our pharmacies often sell. How do you receive a customer when they buy calcium tablets? How to choose recommended drugs or health care products? How to tell customers the role of calcium tablets for different audiences?

 

The habitual sales process is indeed the case, customers buy calcium tablets, we tell customers the role of calcium tablets from a professional perspective.

 

Moreover, in the process of sales, we will focus on the benefits of calcium tablets, expect to be recognized by customers, and complete sales transactions, but such sales process is based on products.

 

However, for most products, what people want is not the product itself, but the key benefits of the product.

 

For example, if the same person buys protein powder, if he buys protein powder for gifts, he may pay more attention to brand awareness and packaging. If he buys himself, he may pay more attention to the price/performance ratio of protein powder.

 

The same person, when purchasing the same product, has different purchase reasons due to different purchase reasons or different purchase motives.

 

The motivation for purchase is the real reason for the purchase of the customer. When we use the customer purchase motivation as the starting point, we can better understand who our sales target is, and we can better find out the reasons for convincing the customer to purchase.

 

In the following, taking the purchase of calcium tablets as an example, according to the customer's motivation to purchase, the customers are divided into the following categories, respectively, to discuss the reasons for convincing the customer:

 

1, for health

 

Having health is a basic requirement of human beings. Some customers pay great attention to health and they will take the initiative to buy calcium tablets in the store.

 

For this type of customer, the reason for convincing the purchase can be achieved from the perspective of professional knowledge, from the perspective of health, allowing customers to understand the various benefits of calcium tablets for health, and can easily achieve sales transactions.

 

2. Express love for your family

 

A migrant worker went to the store to buy calcium tablets and bought it for his mother. He asked him if his mother was eighty years old. He asked the clerk which one is better?

 

The clerk recommended him liquid calcium and told the customer that taking liquid calcium is not easy to constipate, because the elderly themselves are prone to constipation. If you take regular calcium tablets, it may cause constipation.

 

Liquid calcium is a liquid. When taken by an elderly person, the capsule can be cut open and the liquid inside can be taken directly, which is better than the absorption of the tablet.

 

The customer felt that the clerk made a lot of sense and the sales went smoothly.

 

To buy calcium tablets for your family, we should take into account the characteristics of the users. The more accurate you are to grasp the characteristics of the users, the greater the probability of a transaction.

 

Rather than simply telling customers about the benefits of taking calcium tablets, think about what customers think – he wants to give his family better. If the clerk can consider his family more thoughtful than the customer, such a deal will come naturally.

 

3, attribution needs

 

Attribution needs, Maslow terminology. The needs of individuals and friends, families, and the need for recognition by organizations and groups. It shows that people are eager for intimate relationships and are not willing to be isolated or alienated.

 

Everyone has their own circle, even the aunt who dances square dance is no exception.

 

Once, an aunt customer came to buy calcium tablets. She just heard people dancing together. She always said that she would eat calcium tablets, so she also bought calcium tablets.

 

For this type of customer, we need to recommend a popular brand to her, telling customers that this age level, most choose this brand, such a persuasive reason, will let customers find a sense of belonging, more willing to accept the recommendation of the clerk.

 

4, in order to compare

 

Psychology is a kind of consumer psychology, a consumer psychology that blindly climbs away from its actual income level.

 

For such customers, to fully satisfy his "vanity", the transaction is easier.

 

5, social needs

 

Can be simply understood as a gift, in the sales process, encountered such a customer, the customer just said to buy calcium tablets for the elderly to eat.

 

At that time, there was an ordinary bottle of calcium in the store just in the activity, the clerk strongly recommended to the customer, telling the customer the role of calcium tablets, this time the strength of the offer.

 

The customer is just listening, but does not show any willingness to buy.

 

Later, at the prompt of the store manager, the clerk recommended a gift box set to the customer to successfully complete the sale.

 

The clerk explained the role of calcium tablets to the customers and told the customers about the promotions. These were not wrong, but they ignored a key factor, the core needs of the customers - he needed a gift set suitable for gift giving.

 

The products are the same, the customer needs may be different, and the essence of sales is to meet the needs of customers.

 

Therefore, for customers who purchase products, in addition to introducing product knowledge from a professional perspective, we should also consider the differentiated needs of customers.

 

In this way, it is beneficial to improve sales performance and to improve customer satisfaction.

 

 

Recommended speech for different groups of people:

 

1) Recommended crowd: infants and young children

 

Sales speech: Infants and young children start long deciduous teeth, at this time need to take enough calcium, so that the teeth will be neat and hard; calcium deficiency in infants and young children will lead to slow growth, abnormal teeth, anorexia, sweating, baldness, and even appear X-legs, O-legs, so you need to get enough calcium.

 

2) Recommended crowd: young people

 

Sales speech: Adolescents are in a critical period of growth and development, calcium deficiency can lead to developmental delay, calcium supplementation is essential.

 

3) Recommended crowd: pregnant women

 

Sales speech: The calcium needed for fetal bone formation is completely derived from the mother. The amount of calcium consumed by pregnant women is much greater than that of ordinary people.

 

If the calcium intake is insufficient, it will not only affect the growth and development of the fetus, but also have a greater impact on the pregnant woman itself.

 

4) Recommended population: lactating women

 

Sales speech: Lactating women secrete milk every day and deliver calcium to the baby to meet the baby's nutritional needs.

 

If the amount of calcium ingested is insufficient, the calcium in the mother's bones will be used, which will lead to the loss of calcium in the female body. If the calcium is not timely supplemented, the teeth will loosen, the legs will cramp, and the weight will cause osteoporosis.

 

5) Recommended population: menopausal women

 

Sales speech: Decreased estrogen levels in menopausal women can affect calcium absorption, affect osteoblast activity, lead to reduced bone mass, and even osteoporosis.

 

Therefore, it is necessary to strengthen calcium supplementation, alleviate menopausal symptoms, prevent and treat menopausal osteoporosis, and maintain blood calcium stability.

 

6) Recommended crowd: elderly

 

Sales speech: As the saying goes, "people are short and three-pointed", in fact, this is the "calcium deficiency", the lack of calcium will not only cause osteoporosis, but also lead to general weakness and low back pain, it is easy to be serious A fracture has occurred.

 

Wonderful review

 

Selection of pharmacy music playing time and playing music (including music)

Pharmacy health products / nutrients ultimate sales skills (collection)

Spring calcium? He used this trick to cost 0, but the pharmacy passenger flow increased by 3 times!

How to improve the sales of "calcium tablets"? look here!

 

>>The above part of the information comes from the network, pharmacy education network finishing, for professional reference only

 

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