销售话术,一说就能套人,总有一款适合你!

Selling words, one can say "set" people, there is always one for you!

销售话术，遵从人的心理，套路总是坏坏的，结果总是爽爽的。

对于卖家来说，用好了话术，销售可给客户带来美好感受，让顾客快速下单，下次还来。

对于买家来说，能识别话术，购物则会更加理性，并且可能不会买错。

其实，人在做决策时的非理性程度，往往大到你无法想象，买卖双方的博弈，就是一次理性与非理性的相互颠覆。

加价：平滑过渡法

问题：原材料上涨，产品需要提价保持利润率。如何提价抚慰老客户？

错误姿势：直接加价，将提高的价格告知客户。

正确姿势：发函，告知客户成本上涨超10%，但为了维护我们长期合作客户的利益，我们在一个月内保持原价不变，一个月后我们还会替客户承担5%的涨幅。

话术解读：直接加价，让客户产生失去心里；发函给一个过渡期，将损失由自己先承担，逐步过度，让客户在得到中，平滑过渡到新的价格体系下，将提价产生的摩擦降低到0。

多卖：需求前置法

问题：卖豆浆、油条、包子、稀饭与茶叶蛋等早餐。如何多卖茶叶蛋？

错误姿势：客人买了豆浆油条，追问客人：再要一个茶叶蛋吗？客人可能顺嘴就是：不要。

正确姿势：客人买了豆浆油条，追问客人：再要一个还是两个茶叶蛋？客人可能顺嘴就是：1个。

话术解读：第一种问法，给客人的感受是你在兜售，凡兜售，必反感；第二种问法，将客人需要作为前置条件隐藏，剩下个数量问题，大量客人心理上会顺势将决策从买不买变成了买多少的下一个阶段，成交效果会更好。

充值：免单勾引法

问题：店面做会员促销，充值3000送300元，服务员如何做才可吸引客人充值？

错误姿势：先生，我们店面对会员推出充值优惠活动，冲3000元送300元，你参加吗？

正确姿势：加入顾客今天消费了三百元，那么服务员可以这么说：先生，我们今天有个立减300的活动，你要了解一下吗？客人一般都会想要了解，然后继续：你只要充值3000元，今天的消费就可免单。一般顾客，会毫不犹豫：好。

话术解读：促销过程中，直接售卖，会让客户心理将焦点集中在3000元这个数据上，送300元，瞬间就可以算出来，就是个九折，九折没多大意思，还让我下次丧失了选择去其他店的机会。但是将客人的注意力集中在免单300上，客人的心理就会产生出这次是吃霸王餐的感觉，而忽略3000元的心理压力以及其他想法，从而强烈地获得划算的感受。事实上，客人消费3000元金额，店铺总体还是只打了个九折，本质上并无不同。

换新：小钱引流法

问题：一批新沙发到货，用打折的方式只能吸引新房客户，家里有沙发的除非必须换，一般不会因为你打折就购买新沙发。那么如何将新沙发卖给家有旧沙发的客户？

错误姿势：打折了，我们是新款，放客厅里效果肯定会比你现在的旧沙发好，买个新款吧？

正确姿势：沙发以旧换新，一律折现抵款，上门搬运。

话术解读：旧沙发再旧，都会让客户感觉那是一笔不小的财产，直接换的话，不仅要再花钱，还得将旧的扔掉，这两笔钱相加，感觉换沙发损失巨大。以旧换新，则将客户的旧沙发默认为有价值的物品，并折价抵现，并且还给搬运走，从算账的角度，客户感觉是在现在的价格上做减法，感觉花得值，从而不需要进行损失规避。其实后一种方式与一种方式相比，就是将折扣这个让利换了一种说法，本质上客户还是花了一样多的钱。但用小钱引流的方式促销，效果要好得多。

赠物：制造紧迫感

问题：进行产品促销，买1箱产品送1套杯子，效果一般，如何将这种送东西的效果放大？

错误姿势：广告：买1箱产品送1套杯子。

正确姿势：买1箱产品送1套杯子，只有10套；或者买1箱产品送1套杯子，仅限中秋。

话术解读：买1箱产品送1套杯子并没有给客户带来获得感，反而让客户感觉你的东西不好卖。加上时间或者数量限制，客户会在这种限制中感受到这是在特定售卖环境下多出来的东西，而不是随便赠送的，会产生购买的紧迫感，从而快速下单。本质上，给客户造成了一种规避损失的心理状态，也就是，不买就损失了一个杯子。

定金：以大欺小法

问题：在朋友圈卖货，要交定金的10%才发货，但是很多人会质疑这可能是骗子，如果不发货怎么办？

错误姿势：亲，要交10%的定金才发货哦。

正确姿势：亲，放心就直接付全款下单，不放心就预付10%，剩余的90%收到货再付，两种方式，随你选。

话术解读：第一种给了客户去怀疑诚信的巨大空间，第二种，则是用放心就直接全款下单这个大数据来将预付10%的定金这个小数据比下去，弱化了信任感判断对客户心理的干扰。

砍价：顺势而上法

问题：如何在客户砍价时或者硬要商家赠送产品的时候，说服客户购买？

错误姿势：少不了了，你买5箱没有办法破格送你一箱啊，我们已经是最低最低价了。

正确姿势：你采购5箱要我送一箱，送不出啊，这样吧，你买10箱我送一箱吧。

话术解读：砍价的另外一种方式就是我买多少你送我多少，以此降低单价。那么在双方博弈时，卖方完全拒绝则可能无法达成交易，如果说服客人增加购买数量，然后赠送，则可以让客人得到更多，而卖方的则可以摊薄促销成本。

配送：隐藏费用法

问题：卖家具怎么将配送费告诉顾客，顾客不反感？

错误姿势：餐桌9600元，配送费200元，这个费用我们是同行中最便宜的了。（再便宜，顾客都未必舒服。）

正确姿势：餐桌9800元，如果自己拉走，减掉200元。（顾客接受不接受配送都会开心。）

话术解读：虽然本质上顾客都会花一样多的钱，但是第一种说法会让顾客有多花钱的感觉；第二种则是我自己可以选择，商家没让我多花钱。实际上，将200元配送费隐藏包装起来，是减轻了客户心理的损失感。

复购：小恩小惠法

问题：小店小摊，顾客大都是附近的居民，如何提高复购率？

错误姿势：附近的哈？我家东西不错的，以后常来我家。

正确姿势：你真会挑选东西，天这么热，喝瓶水嘛。（顺势送出小瓶装矿泉水）

话术解读：顾客比较反感心机婊，自卖自夸大都会引发反感；根据顾客购物情况，并不广告，而是随机、随意送出一个打火机、一小瓶水，这种成本并不高的用品，往往会给顾客有一种超值的意外，这种意外会让顾客记住你，并且在下次自动忽略竞争对手而来到你的店。

结语：

销售与购买之间，顾客常常有规避损失的心理，而且非常在意意外获得。因此，在销售场景中，不管是采取什么样的促销手段，拿出多少促销物品，最重要的一点是不要让顾客产生损失、多花钱的感觉，如果能将这种感觉通过话术转换，给顾客形成得到感，那么，你卖出的东西不仅多，而且更快。

当然，作为顾客，看清销售的套路，购物做判断和决定时，也就不会被绕进去出不来。

Selling words, one can say "set" people, there is always one for you!

Selling words, following the human mind, the routine is always "bad", and the result is always "cool".

For the seller, with good words, sales can bring a "good" feeling to the customer, allowing customers to quickly place orders, and come back next time.

For buyers, it is more rational to be able to identify words, and they may not buy the wrong ones.

In fact, the degree of irrationality in making decisions is often so large that you cannot imagine that the game between buyers and sellers is a subversive of rationality and irrationality.

Markup: smooth transition

Problem: Raw materials are rising, and products need to raise prices to maintain profit margins. How to raise prices to comfort old customers?

Wrong posture: directly increase the price and inform the customer of the increased price.

Correct posture: Send a letter to inform customers that the cost has risen by more than 10%, but in order to maintain the interests of our long-term cooperative customers, we will keep the original price unchanged for one month, and we will bear a 5% increase for the customer after one month.

Interpretation of speech: direct price increase, let customers generate "lost" hearts; send a letter to a transition period, the "loss" will be borne by themselves, gradually over-extended, allowing customers to "get", smooth transition to the new price system , reduce the friction generated by the price increase to zero.

Sell ​​more: demand preposition

Question: Sell soy milk, fritters, buns, porridge and tea eggs for breakfast. How to sell more tea eggs?

Wrong posture: The guest bought a soy milk fritter and asked the guest: Do you want another tea egg? The guest may just keep saying: No.

Correct posture: The guest bought a soy milk fritter and asked the guest: Do you want one or two tea eggs? The guest may be screaming: one.

Interpretation of speech: The first question, the feeling for the guests is that you are selling, all selling, will be resentful; the second question, the "guest needs" as a precondition to hide, leaving a number of problems, a large number of guests Psychologically, the trend will change from buying or not to the next stage of buying, and the result will be better.

Recharge: Free seduce

Question: The store is a member promotion, recharge 3,000 to send 300 yuan, how can the waiter do to attract customers to recharge?

Wrong posture: "Mr., our store is facing the members to launch recharge activities, rushing 3000 yuan to send 300 yuan, do you participate?"

Correct posture: After joining the customer to spend 300 yuan today, the waiter can say: "Sir, we have a 300-down event today, do you want to know about it?" Guests generally want to know, and then continue: "You As long as the recharge is 3,000 yuan, today's consumption can be exempted." General customers, will not hesitate: good.

Interpretation of speech: During the promotion process, direct sales will focus on the customer's psychological focus on the data of 3,000 yuan, send 300 yuan, you can calculate it in an instant, it is a 10% discount, nine fold does not mean much, let me down Lost the opportunity to choose to go to other stores. However, the attention of the guests is concentrated on the exemption of 300, the guest's psychology will produce the feeling of eating the tyrants, and ignore the psychological pressure of 3,000 yuan and other ideas, thus strongly gaining a "cost-effective" feeling. In fact, if the guest spends 3,000 yuan, the overall price of the store is only 10%, which is essentially the same.

Renewal: Small Money Drainage

Question: A new set of sofas arrives, and discounts can only attract new home customers. If you have a sofa at home, you must not buy them. You will not buy a new sofa because you are discounted. So how do you sell a new sofa to a customer who has an old sofa?

Wrong posture: discount, we are new, the effect in the living room will definitely be better than your old sofa, buy a new one?

Correct posture: The sofa is replaced with new ones, all of which are discounted and delivered.

Interpretation of speech: Old sofas are old, and customers will feel that it is a small property. If you change directly, you must not only spend money, but also throw away the old ones. This "two strokes" of money adds up, feeling The loss of the sofa is huge. Old-for-new, the customer's old sofa defaults to valuable items, and discounted to cash, and also to carry away, from the perspective of accounting, the customer feels that the current price is subtracted, feeling "flower value", thus No loss avoidance is required. In fact, the latter method is compared with a method in which the discount is changed. In essence, the customer still spends as much money. But the promotion with small money drainage is much better.

Gift: creating a sense of urgency

Question: For product promotion, "Buy 1 box of products to send 1 set of cups", the effect is general, how to enlarge the effect of this kind of delivery?

Wrong posture: Advertising: "Buy 1 box of products to send 1 set of cups."

Correct posture: "Buy 1 box of products to send 1 set of cups, only 10 sets"; or "Buy 1 box of products to send 1 set of cups, only Mid-Autumn Festival".

Interpretation of speech: "Buy 1 box of products to send 1 set of cups" does not give customers a "sense of gain", but let customers feel that your things are not good to sell. Coupled with time or quantity restrictions, customers will feel that this is a "multiple" out of the specific sales environment in this "restriction", rather than a casual gift, which will create a sense of urgency to purchase, so as to quickly place an order. In essence, it creates a psychological state of avoiding losses for customers, that is, losing a cup without buying.

Deposit: to bully

Question: Selling goods in a circle of friends, it is necessary to pay 10% of the deposit before delivery, but many people will question this may be a liar, what if it is not shipped?

Wrong posture: Pro, you have to pay 10% of the deposit before shipping.

Correct posture: Pro, rest assured to pay the full amount of the order directly, do not worry about prepaid 10%, the remaining 90% received the goods and then pay, two ways, with you.

Interpretation of speech: The first kind gives the customer a huge space to doubt the integrity. The second type is to use the big data of just paying the full amount of the order to prepay 10% of the deposit. The data is lower than the weaker, and the sense of trust is judged to interfere with the customer's psychology.

Bargaining: Going forward

Question: How to persuade customers to buy when customers bargain or when they want to give away products?

Wrong posture: Indispensable, you can buy 5 boxes without a way to send you a box, we are already the lowest price.

Correct posture: You buy 5 boxes and ask me to send a box, can't send it, so, you buy 10 boxes, I will send a box.

Interpretation of speech: Another way to bargain is how much I buy and how much you send me to lower the unit price. Then, when the two sides are gambling, the seller may refuse to reach a deal if they refuse completely. If the customer is persuaded to increase the number of purchases and then give away, the guest can get more and the seller can dilute the promotion cost.

Delivery: Hidden Fees Act

Question: How do you sell furniture to the customer, and the customer is not disgusted?

Wrong posture: 9600 yuan for the table, 200 yuan for the delivery fee, this fee is the cheapest among the peers. (No matter how cheap, customers may not be comfortable.)

Correct posture: The table is 9800 yuan. If you take it away, you will lose 200 yuan. (Customers will be happy if they accept not accepting the delivery.)

Interpretation of speech: Although in essence customers spend the same amount of money, the first statement will give customers the feeling of doing more money; the second is I can choose, the business does not make me more Spend money." In fact, the 200 yuan distribution fee is hidden and packaged, which reduces the "loss of loss" of the customer's psychology.

Repurchase: Xiao En Xiao Huifa

Question: Small shop stalls, customers are mostly residents nearby, how to improve the repurchase rate?

Wrong posture: nearby Ha? My family has a good job and will come to my house in the future.

Correct posture: You really pick things, the sky is so hot, drink water. (Send a small bottle of mineral water)

Interpretation of speech: customers are more resentful, self-selling and boasting will cause resentment; according to the customer's shopping situation, not advertising, but random, free to send a lighter, a small bottle of water, this cost is not high, often give Customers have a great value accident that will let customers remember you and come to your store the next time they automatically ignore competitors.

Conclusion:

Between sales and purchases, customers often have the mentality of avoiding losses and are very concerned about accidental gains. Therefore, in the sales scene, no matter what kind of promotion means, how many promotional items are taken out, the most important point is not to let the customer feel the "loss" and "do more money", if you can pass this feeling Word conversion, to create a "sense" for customers, then, you sell not only more, but also faster.

Of course, as a customer, when you look at the routines of sales, when you make judgments and decisions, you won't be able to get around.