销售高手的绝对成交销售话术,你知道多少?

Sales master's absolute sales speech, how much do you know?

做销售不是提成多少，不是升职，不是增加了炫耀的资本，不是完成任务，不是对手，不是价格太高，不是拒绝你的客户，不是公司制度，不是产品不好，最大的敌人是：你的抱怨！你的借口！ 

Doing sales is not a lot of promotion, not promotion, not increasing the capital of showing off, not completing the task, not the opponent, not the price is too high, not rejecting your customers, not the company system, not the product is not good, the biggest enemy is: you Complaining! Your excuse!

1

学会进行封闭性问题的提问

1

Learn to ask questions about closed questions

销售的过程中，能针对我们的每个卖点设计并提问一些封闭性的问题，也就是让顾客回答一些是与不是的问题。 

In the process of sales, we can design and ask some closed questions for each of our selling points, that is, let the customer answer some questions of yes and no.

在设计封闭性问题的时候，尽量让顾客回答是，假如顾客回答的都是是的话，那我们的销售就基本能成功了。

When designing a closed question, try to let the customer answer "yes". If the customer answers "yes", then our sales will basically succeed.

2

区分谁是购买者、谁是决策者

2

Distinguish who is the buyer and who is the decision maker

销售的过程中，尽力吸引决策者的关注，同时，也要善于对待影响者，因为其可能会影响到我们的整个销售过程。 

In the process of sales, try to attract the attention of decision makers, and at the same time, be good at the influencers, because it may affect our entire sales process.

例如：年轻夫妇同意买东西，多以女方为主；中年夫妇买高档的用品，多以男方为主；一家老小来买商品，一般父母是出钱者、决策者，子女是商品的使用者、影响者。

For example, young couples agree to buy things, mostly women; middle-aged couples buy high-end items, mostly men; a young and old to buy goods, the average parent is the payer, the decision maker, the children are the use of goods And influencers.

3

以编故事或潜意识的暗示

把消费者引导到情节当中

3

To make a story or subconscious hint

Guide consumers to the plot

要知道，我们所要面对的是各样的消费者，我们需要做的是使各类消费者能够很好的理解我们建材产品的功能，加强对我们产品的印象，利用编故事或潜意识的暗示能很好的把消费者引入我们的话题。

We must know that we have to face all kinds of consumers. What we need to do is to enable all kinds of consumers to understand the functions of our building materials, to enhance the impression of our products, and to use the hints of storytelling or subconscious. It is a good way to introduce consumers to our topic.

4

尽量让顾客参与到我们的销售互动当中

4

Try to involve customers in our sales interactions

是一个互动的过程，并不是一个人表演的舞台，同时做好互动是增加我们产品信服力，使顾客关注我们讲解内容的最好途径。

It is an interactive process. It is not a stage for one person to perform. At the same time, interaction is the best way to increase the conviction of our products and make customers pay attention to our content.

5

学会诉求与赞美

5

Learn to appeal and praise

赞美顾客可以使客人虚荣心上升，给客人以好感，使其头脑发热，利于冲动购买，使顾客停留专卖店的时间增长，更有机会销售成功。 

Praise the customer can make the guest vanity rise, give the guests a good impression, make their minds hot, and facilitate the impulse purchase, so that the time for the customer to stay in the store to grow, and the opportunity to sell successfully.

例如：用感人的语言使顾客下定决心，如您家人也一定会喜欢的！

For example: use a touching language to make customers make up their minds, such as "Your family will love it!"

6

学会应付讨价还价的顾客

6

Learn to deal with bargaining customers

消费者在购买产品时讨价还价的原因主要有：一、对价格有异议；二、追求成就感。 

The reasons for consumers to bargain when purchasing products are: First, there is disagreement with the price; Second, the pursuit of a sense of accomplishment.

我们应付对策首先是自信，突出品牌力，建立不容置疑的诚信感。其次需要对消费者适度的恭维与夸奖，使消费者获得某种程度的满足感。最后用执着触动消费者的可怜心。

Our response to countermeasures is first of all self-confidence, highlighting brand power and building an unquestionable sense of integrity. Secondly, it requires a moderate compliment and compliment to consumers, so that consumers get a certain degree of satisfaction. Finally, with the persistence to touch the pity of the consumer.

7

销售的过程中要注意促单

7

Pay attention to the promotion of the sales process

掌握技巧需要讲究效率，在产品解说到一定过程的时候要促单，顾客在犹豫不决的情况下我们要帮助他做决定。特别是面对多个消费者在商量到底需不需要购买的情况下，需要帮助顾客做决定，然后促单。

Mastering skills requires efficiency, and when the product is explained to a certain process, we must promote the order. If the customer is hesitant, we must help him make the decision. In particular, in the case of multiple consumers who need to purchase in the end, they need to help the customer make a decision and then promote the order.

8

善于与一线品牌做比较

8

Good at comparing with first-line brands

作为终端销售人员要对竞争对手的产品了解透彻，只有这样才能更好的解说我们的产品。

As a terminal salesperson, we must thoroughly understand the products of competitors, and only then can we better explain our products.

同时，销售的过程中，尽量把我们的产品质量、功能、性能与第一品牌靠近，拉近我们与第一品牌的距离。

At the same time, in the process of sales, try to bring our product quality, function and performance close to the first brand, and bring us closer to the first brand.

9

学会观察与比喻

9

Learn to observe and metaphor

在终端销售的过程中，我们要观察对手的卖点，并能对他的卖点进行一些有力的打击。关注微信销售魅力学，每天销售知识陪你一起成长！

In the process of terminal sales, we have to observe the selling point of the opponent and can make some powerful blows to his selling point. Pay attention to WeChat sales charm, and sell knowledge every day to grow with you!

在实际的销售过程中，我们也要学会利用比喻的手法，把我们想要表达的东西用一个简单的比喻介绍给顾客，加深顾客的认识。

In the actual sales process, we must also learn to use metaphors to introduce the things we want to express to customers with a simple metaphor to deepen customer understanding.

10

学会利用销售道具

10

Learn to use sales props

我们写议论文需要论据，做数学证明题同样也需要因为所以。

We need arguments to write papers, and mathematics proofs also need to be "because...so...".

同理，在我们实际的销售过程中，我们要学会利用一些报刊、书刊、评论、评测等对我们有利的一面来做为我们销售过程中有力的论据。

In the same way, in our actual sales process, we must learn to use some of the newspapers, books, reviews, reviews and other aspects that are beneficial to us as a strong argument in our sales process.

11

学会销售企业

11

Learn to sell a business

在销售的过程中，我们要学会思考与随机应变，能够化解消费者的疑虑，同时我们销售的过程中不是单单销售我们的产品，我们还要销售我们的企业文化。

In the process of sales, we must learn to think and adapt to the consumer's doubts, and we are not selling our products alone, we also sell our corporate culture.

很多销售技巧，需要我们长期去应用。大部分的从业人员从来没有深层次的去思考，或者说主动去理解并反复演练，从而演变成自己的销售风格，冷漠是很多从业人员自始至终一直以来、平庸的真正原因。

A lot of sales skills, we need to apply for a long time. Most of the practitioners have never thought deeply, or actively understand and rehearsed, thus evolving into their own sales style. Indifference is the real reason why many practitioners have been mediocre since the beginning.