学会这些销售话术,你的药店就等于拥有了一台“印钞机”!

学会这些销售话术,你的药店就等于拥有了一台“印钞机”!
2021年08月17日11:44:08 0 613

学会这些销售话术,你的药店就等于拥有了一台印钞机!

Learn these sales words, your pharmacy is equal to having a "printing machine"!

 

 1.顾客:你能便宜点吗? 

1.Customer: Can you be cheaper?

 

一般顾客都是进门就问:这个多少钱?300。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。

The average customer is to enter the door and ask: "How much is this?" "300." "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.

分析:

analysis:

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。

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.

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,我们应先绕开价格,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。

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 comes to buy things will bargain, we should first circumvent the price, let the goods attract him, not too much entanglement 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.

应对:

response:

周期分解法

Periodic decomposition

小姐,这套产品卖360元,差不多可以用一年,一天才花一元钱,很实惠了!

"Miss, this set of products sells 360 yuan, it can be used for almost a year, only one dollar a day, very affordable!"

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!

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

用多取代少

Replace "less" with "more"

当顾客要求价格便宜的时候,不少导购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。

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 it into happiness.

02

顾客:我认识你们老板,便宜点,行吗?

02

Customer: I know your boss, cheaper, OK?

分析:

analysis:

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。

In fact, the customer said that she knows the boss, she really knows? 99% of people don't know, and they have a relationship with the boss at most. 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.

 

应对:

response:

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。

We can say this: "I am very honored 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 this piece. Things, I must tell our boss, let our boss thank you!" Just fine.

03

 顾客:老顾客也没有优惠吗?

03

 Customer: Are there any discounts for old customers?

分析:

analysis:

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?直接打击顾客对店面的好感。

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 you can't offer discounts here!" 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?" Strike customers' favor for the store.

应对:

response:

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。

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."

04

 顾客:你们家的品牌我怎么没听过啊?

04

 Customer: Why haven't you heard the brand of your family?

分析:

analysis:

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,所以遇到第二个问题我们要引导她。

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 he meets the second one. We have to guide her.

应对:

response:

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。

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 shopping guide can say "That's great, just look at it." Not too much entanglement on this issue.

05

顾客:我再看看吧。

05

Customer: Let me see it again.

 

应对:按照四个方面找出产品的优势,这四个方面分别是:

Response: Find out the advantages of the product in four aspects:

1、我们有,别人没有的东西;

1. We have things that others do not have;

2、我们能做,别人不愿意做的事情;

2. What we can do, what others are not willing to do;

3、我们做的比别人更好的东西/事情;

3. What we do better than others/things;

4、我们的附加值。

4. Our added value.

 

06

顾客:你们质量会不会有问题?

06

Customer: Will there be any problems with your quality?

分析:

analysis:

 

一些导购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,全国有很多美容院都会有但是顾客问出第二句话的时候:万一有问题怎么办?不少导购就接不下去了。

Some guides will answer this question directly. "We will not have problems with quality. We are big brands. There are many beauty salons in the country." But when the customer asked the second sentence: "What if there is a problem?" Do?" A lot of shopping guides will not be able to continue.

应对:

response:

导购可以先问顾客: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。

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

当顾客回答没有的时候,导购又该怎么办?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。

What should the shopping guide do when the customer answers? 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."

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好,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。

When you say it, you must bring your feelings so that you will get infected. Finally, I said: "So I am paying attention to product quality problems now, because I am also a consumer when I don't sell things, so I have good requirements for product quality. I will sell at this manufacturer, and I will not sell it at other manufacturers. It is because the quality here is good."

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。

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.

 

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