2021年08月17日19:14:40 0 960

销售话术分享,帮你消除你与客户之间的距离感

Selling words and sharing, helping you eliminate the distance between you and your customers

销售话术分享，帮你消除你

与客户之间的距离感

销售的过程是销售人员与不熟悉或不太熟悉的人打交道的过程。在这个过程中，销售人员所面对的客户要么以前从未谋面，要么见过几次面但彼此都不太了解对方。因而销售人员与客户之间在心理上存在着很大的距离感，这种距离感又造成了客户对销售人员产生疑虑和不信任，客户有疑心，担心受骗上当也就是很正常的事儿了。

因此，销售人员对客户进行提问时，千万不能让客户觉得疏远或者听起来有被控制的感觉。那么，如何缩短销售人员与客户之间的心理距离？如何消除客户的陷阱感呢？

一、提问中充满柔性

相信人人都不喜欢浑身带刺的刚性销售人员，但人人都不会反感一个充满柔性的销售人员。因此，销售人员向客户提问时，应做到不要太尖锐。你可以这样提问客户：

我想是否能够请教您一个问题。

我想再深入进行探讨。

我感到有点困惑，您的意思是

您能帮我澄清这一点吗？

您刚才所说的牵涉一个重要的问题。

二、向客户表示感谢

销售人员虽然是销售产品的卖家，但没有义务要回答客户提出的每一个问题，同样，作为买家，他们也没有义务要回答你提出的每一个问题。

因此，销售人员应阶段性地对客户的坦诚回答表示感谢。

例如，谢谢你的坦诚和坦率。

三、用70/30原则时间来提问

销售人员向客户提问时，应该掌握70/30原则。如果你只是一味地问问题，会令人感到怀疑。你提问的时间占30%就够了，其余70%的时间应该让客户来回应你。

四、立即给出客户想要的答案

如果客户觉得你老是在用问句回答问题而他却要求一个明确的答案，销售人员就应该立即给出客户想要的明确答案。用问句来回答问题（例如，这是个好问题，你为什么对这个方面感兴趣）是个很好的技巧，但不要总用相同的方式。如果你觉得对方要求一个明确的答案，就立即给出。

五、让客户有心理准备

销售人员在向客户提问时，最好让客户有点心理准备，以免对你提出的问题产生任何不舒服的感觉，你要让他们觉得你是在帮助他们解决问题。

在你提问之前或是提问时，可以这样说：

我想问几个问题，可能会有助于我们澄清一些问题。

我越了解你的工作，就越能够帮助你。

如果我提出的问题困扰你，请告诉我，让我们讨论清楚。

对需求探求得越多，就能越快解决。

我今天要问你一些问题，以了解你的需求，可以吗？

六、不可忽视肢体语言

我们知道，顾问和教练做出支持和没有威胁的举动时，会让回答问题的人感觉舒服自在，而检察官和法官表现出卓越而超常的道德风范时，却让回答问题的人感觉很不自在。因此，作为销售人员，在对客户进行提问时，应模仿前者的风格，而不是后者的风格。得体而恰当的肢体语言能帮你拉近与客户之间的心理距离。

七、专心倾听客户讲话

你的目标是尽自己的最大努力了解面前的客户，仔细关注客户是如何回答你的问题的，专心、仔细地倾听客户，你就可以知道下一个问题该问什么了。

工具只有当人们使用时才能看出效果。同样，问题只有当销售人员提出来时才能看出效果。但是，你提问的方式和提问的内容不能让客户觉得疏远或者听起来有控制感，只有这样，你才能达到自己想要的结果。

Selling words and sharing, helping you eliminate the distance between you and your customers

Sales talk sharing, help you eliminate you

Sense of distance from the customer

The process of sales is the process by which salespeople interact with unfamiliar or less familiar people. In the process, the customers faced by the sales staff have never met before, or have seen several times but do not know each other very well. Therefore, there is a great sense of distance between the salesperson and the customer. This sense of distance has caused the customer to have doubts and distrust of the salesperson. The customer is suspicious, and it is normal to worry about being cheated. .

Therefore, when a salesperson asks a customer, he or she must not feel alienated or sound like a controlled feeling. So how do you shorten the psychological distance between sales people and customers? How to eliminate the customer's sense of trap?

First, the question is full of flexibility

I believe that everyone does not like the rigid sales staff who are stinging, but everyone will not dislike a flexible salesperson. Therefore, when sales personnel ask questions to customers, they should not be too sharp. You can ask the customer like this:

"I wonder if I can ask you a question."

"I want to explore it further."

"I feel a bit confused, you mean..."

Can you help me clarify this?

"What you just said involves an important issue."

Second, thank the customer

Although the salesperson is the seller of the product, there is no obligation to answer every question raised by the customer. Similarly, as a buyer, they are not obliged to answer every question you ask.

Therefore, the salesperson should thank the customers for their frank answers in stages.

For example, "Thank you for your frankness and frankness."

Third, use 70/30 principle time to ask questions

When sales personnel ask questions to customers, they should master the 70/30 principle. If you just ask questions, it will be doubtful. 30% of your time is enough, and the remaining 70% should let customers respond to you.

Fourth, give the customer the answer immediately

If the customer feels that you are always answering the question with a question and he asks for a clear answer, the salesperson should immediately give the customer the clear answer they want. Use questions to answer questions (for example, "This is a good question, why are you interested in this area...") is a good technique, but don't always use the same method. If you feel that the other person asks for a clear answer, give it immediately.

Fifth, let customers be psychologically prepared

When the salesperson asks the customer, it is best to let the customer be mentally prepared to avoid any uncomfortable feelings about your question. You should let them feel that you are helping them solve the problem.

Before you ask a question or when you ask a question, you can say this:

I want to ask a few questions that may help us to clarify some issues.

The more I know about your work, the better I can help you.

"If the question I asked is bothering you, please let me know and let us discuss it clearly."

The more you explore your needs, the faster you can solve them.

"I have to ask you some questions today to understand your needs, can you?"

6. Don't ignore body language

We know that when consultants and coaches make support and do not threaten, they will make the person answering the questions feel comfortable, and when the prosecutors and judges show excellent and extraordinary morality, they will feel very uncomfortable. comfortable. Therefore, as a salesperson, when questioning a customer, you should imitate the style of the former, not the style of the latter. Decent and appropriate body language can help you get closer to your psychological distance.

Seven, concentrate on listening to customers' speeches

Your goal is to do your best to understand the customers in front of you, pay close attention to how the customer answers your questions, listen carefully and carefully, and you can know what to ask next question.

Tools only see the effect when people use it. Again, the problem can only be seen when the salesperson comes up. However, the way you ask questions and the content of the questions don't make the client feel alienated or sound a sense of control. Only then can you achieve the results you want.