2021年08月17日22:38:09 0 791

【销售技巧】直入人心的销售技巧和话术，轻松搞定客户！

[sales skills] straightforward sales skills and words, easy to get customers!

怎样才能让对方改变态度呢？最有效的方法是抓住对方的心理需求，利用心理需求来制定说服策略，从而改变他的态度。

关于人的需求和需求层次，可以参看《马斯洛需求层次论》。销售话术的任务实际上是推销一种象征性满足人的心理方式，这种需求往往是隐含的潜意识。

安全感

人总是趋利避害的，内心的安全感是最基本的心理需求，用安全感来说服客户是最常用的销售话术。

这种说服随处可见，比如保险销售话术中基本都是从安全保障为出发点来说服的。

汽车销售话术中，说这种汽车的安全系统对于出行中的家庭很有效，对于买车的人肯定也是一个有力的论点。

安全感的反面是恐惧感，如果安全感打动不了客户，那你不妨用恐惧感去抓住客户的痛点。

卖儿童智力玩具的会说，不要让孩子输在起跑线上，这就是一种反安全感销售；让客户观察皮肤里面的螨虫来推销化妆品，也是利用了这种销售方式；这可能是最有效的推销话术。

价值感

每个人都希望自己的个人价值得到认可。

汶川大地震中，有乞丐主动为灾区捐款，除了是善心之外，恐怕也有一份希望得到社会认可的潜意识。抓住价值感，也是一个重点。

劝说买保险，你可以说：给家人买保险就是买平安，这是作为父亲和丈夫的职责。

劝说买设备，你可以说：这台设备用上以后，公司的工作效率会大大提高，这说明你这个设备部主任的慧眼识货。

满足感

自我满足感是比个人价值感更高层次的需求，我不仅有价值，更有自己的风格和特色。这也是推销话术经常用的说服点。

买汽车：这部汽车不仅性能很好，而且车型很独特，线条流畅有特色，十分适合您这样成功人士。

对那个设备部主任你可以说：这台设备用上后，公司在一年之内能够节省两万元，而且效率也会大大提高，老板和同事会称赞你这个设备部主任真是优秀啊。

情感

毋庸讳言，情爱是人类最大的需求和欲望，也应该是销售话术的说服点。

你知道吗，在西方看拳击赛的主要观众是什么人？据调查是老年妇女，别以为老年就不需要情爱了。

但是以情爱为说服点要讲求策略，不能很直白地去讲，特别对方是女性的时候，你一个小伙子乱讲，是很不礼貌的！因此，要善于运用语言引起对方的想象。

电话销售技巧

技巧一：让客户说是，不要给客户拒绝的机会。

第一次打电话可以提到你的产品，但是不要问客户是不是需要你的产品，因为第一次电话客户是对你很防备的，只要你一问他是否需要，他很可能马上回答不需要，然后挂掉电话。

你可以问客户一些答案肯定的问题，销售员就问我：这几年网络电子商务发展得很快对吗。我当然回答对，就是这样的一些问题。

技巧二：在通话结束时，一定要给自己下一次的电话跟进找到一个理由。

让下一次的电话顺利成章，每增加一次沟通，成交机会就增加一些。

技巧三：在给客户留手机号的时候，一定要确保对方已经记录下来。

这样，万一客户真的需要的时候，可以保证能顺利的联系到你。销售人员给我留完电话之后，让我再报了一遍她的电话，一般人都是随口记一下，或者敷衍一下没记，她这样一问，就使得客户必须要记号码了。

技巧四：真实的谎言。

这个是销售过程中的核心，最最核心的部分。

什么叫真实的谎言：真实的谎言就是，一些可以让你产生有利于商家的联想的事实，而你联想的事实不是事实。

比如一个广告可以说：百分之九十的人使用了这个产品都很满意，实际上他可能只调查了10个人，其中有九个人没说这个产品不好而已。

这个商家有撒谎吗，没有，但是我们听到这个话会理解成什么呢?

技巧五：避实就虚。

当你的客户问一些问题，而这些问题很致命的时候，可以避开他的话题，说一些貌似相关的话。很多人是反应不过来的。

技巧六：营造产品稀缺的气氛，让你的客户珍惜机会。

一定不能让你的客户觉得这个产品时随时随地都有的，一定要让他感觉到产品稀缺。数量有限。

技巧七：博得客户的理解和同情。

当客户提了一些不利于销售的条件时，让客户知道这样做你很为难，会给你造成的损失或者伤害。

技巧八：让客户觉得这个结果是很难才争取到的。

让他很困难的达到他的目的，那么他会珍惜，并最终进行交易。

销售人员整个过程中，都强调这个很可能争取不到，当然，最后都很惊险的争取到了。

技巧九：委婉的催客户交款。

不交款一切都白搭。但是直接催款会让人反感。

电话销售的注意事项

电话销售的九大秘籍，来学学下面的注意事项，有助于建立接电者与顾客间的友谊，促进业绩以及树立美容院的信誉。

1、语调要抑扬顿挫。

2、说话切勿犹豫不决。

3、说话时的态度要端庄。

4、要给顾客具体的答案。

5、说话要清楚，切勿喃喃自语。

6、说话时不要紧张，要放轻松。

7、话题不要东聊西扯，要长话短说。

8、要能控制全局，但也不能太霸道。

9、少夸赞自己，应将顾客放在首位。

10、说话时要自然，不要太小声或做作。

11、简化专业用语，使顾客不糊涂。

12、安排适当访谈时间，早一点开始推。

13、讲话别像个催眠。

14、不要哑口无言，面对顾客，勿唱独角戏。

15、不要和顾客争执。

16、做个言简意赅的销售员，往往一些产品复杂化，因此产品不易卖出。

高明的销售话术就是瞄准说服对象的潜意识，将潜意识转化为一种动力。

这样就知道了卖啤酒其实卖的是文化，卖可口可乐其实卖的是活力和正宗，卖彩券、保险是卖的未来期望。

消费者行为学认为，消费者行为在很大程度上取决于隐藏在它们内心的心理需要，而将销售话术与这些心理需要结合起来，就会打动他们，让他们改变态度。

[sales skills] straightforward sales skills and words, easy to get customers!

How can we let the other party change their attitude? The most effective way is to seize the psychological needs of the other party and use the psychological needs to develop a persuasive strategy to change his attitude.

For the level of human needs and needs, see Maslow's Hierarchy of Needs. The task of selling speech is actually to promote a psychological way of symbolic satisfaction, which is often an implicit subconscious.

Security

People always seek to avoid disadvantages, and inner security is the most basic psychological need. Convincing customers with security is the most commonly used sales speech.

This kind of persuasion can be seen everywhere. For example, insurance sales are basically convinced from the point of view of security.

In the car sales speech, it is said that the safety system of this car is very effective for the family in the travel, and it is definitely a powerful argument for the person who buys the car.

The opposite of security is fear. If the sense of security does not touch the customer, then you may wish to use the fear to grasp the pain points of the customer.

Selling children's intellectual toys will say, don't let the children lose on the starting line, this is an anti-security sales; let customers observe the mites in the skin to promote cosmetics, but also use this sales method; this may be the most effective Selling words.

Sense of value

Everyone wants their personal value to be recognized.

In the Wenchuan Earthquake, there was a donation to donate money to the disaster area. In addition to being kind, I am afraid there is also a subconscious mind that hopes to be recognized by the society. Seizing the sense of value is also a key point.

Persuading to buy insurance, you can say: "Buy insurance for your family is to buy peace, this is the responsibility of the father and husband."

Persuading to buy equipment, you can say: "After this equipment is used, the company's work efficiency will be greatly improved, which shows that the director of your equipment department knows the goods."

Satisfaction

Self-satisfaction is a higher level of demand than personal value. I not only have value, but also have my own style and characteristics. This is also the persuasion point often used in sales.

Buy a car: "This car not only has good performance, but also has a unique model, and the lines are smooth and distinctive, which is very suitable for you to be successful."

You can say to the director of the equipment department: "After this equipment is used, the company can save 20,000 yuan in one year, and the efficiency will be greatly improved. The boss and colleagues will praise you that the equipment director is really excellent.

emotion

Needless to say, love is the greatest need and desire of mankind, and it should also be the persuasion point of sales speech.

Do you know who is the main audience in the boxing match in the West? According to the survey, older women do not think that old age does not need love.

But to use love as a persuasion point to emphasize strategy, can not talk very straightforwardly, especially when the other party is a woman, it is very impolite for you to talk to a young man! Therefore, it is necessary to be good at using language to cause the other person's imagination.

Telemarketing tips

Tip 1: Let the customer say yes, don't give the customer a chance to refuse.

The first call can mention your product, but don't ask if the customer needs your product, because the first time the customer is very prepared for you, as long as you ask him if he needs it, he is likely to answer immediately. Need, then hang up.

You can ask the customer some questions with a positive answer. The salesperson asks me: In the past few years, online e-commerce has developed very quickly. Of course I answered yes, it is such a problem.

Tip 2: At the end of the call, be sure to find a reason for your next call.

Let the next call go smoothly, and each additional communication will increase the chance of the transaction.

Tip 3: When leaving a mobile phone number to the customer, make sure that the other party has already recorded it.

In this way, if the customer really needs it, you can be sure to contact you smoothly. After the salesperson left me the phone, let me report her phone again. Most people just remember it, or don’t remember it. When she asked this question, the customer had to remember the number.

Tip 4: The true lie.

This is the core and most central part of the sales process.

What is a real lie: The true lie is that there are facts that allow you to create associations that benefit the business, and the facts you associate with are not true.

For example, an advertisement can say: 90% of people are satisfied with this product. In fact, he may only investigate 10 people, and nine of them did not say that the product is not good.

Does this business have a lie, no, but what do we understand when we hear this?

Tip 5: Avoiding reality is virtual.

When your customers ask questions that are fatal, you can avoid his topic and say something that seems to be relevant. Many people are not responding.

Tip 6: Create a scarce atmosphere for your products and let your customers cherish opportunities.

You must not let your customers feel that this product is available anytime, anywhere, and must make him feel that the product is scarce. The number is limited.

Tip 7: Win the understanding and sympathy of the customer.

When the customer mentions some conditions that are not conducive to sales, let the customer know that you are very difficult to do so, will cause you losses or damage.

Tip 8: Let the customer feel that this result is difficult to win.

It is difficult for him to achieve his goal, then he will cherish and eventually trade.

During the whole process of the sales staff, they stressed that this is likely to be impossible. Of course, in the end, they were all "thrilling".

Tip 9: Euphemistically urge customers to pay.

No payment is all in vain. But direct dunning can be offensive.

Telephone sales considerations

The nine secrets of telemarketing, to learn the following precautions, help to establish friendship between the caller and the customer, promote performance and establish the reputation of the beauty salon.

1. The tone of voice should be suppressed.

2, do not hesitate to speak.

3. The attitude when speaking should be dignified.

4, to give customers specific answers.

5, speak clearly, do not mutter.

6. Don't be nervous when you talk, you should relax.

7, the topic should not talk to the West, to make a long story short.

8, to be able to control the overall situation, but it can not be too overbearing.

9, less praise yourself, should put customers in the first place.

10. Be natural when speaking, don't be too whispered or artificial.

11. Simplify professional language so that customers are not confused.

12. Arrange the appropriate interview time and start pushing it earlier.

13. Don't be like a hypnosis.

14. Don't be speechless, face customers, don't sing a one-man show.

15. Don't argue with customers.

16. To be a concise salesperson, often some products are complicated, so the products are not easy to sell.

Gao Ming's sales speech is aimed at persuading the subconscious of the object, turning the subconscious into a kind of motivation.

In this way, we know that selling beer actually sells culture. Selling Coca-Cola actually sells vitality and authenticity. Selling lottery tickets and insurance are the future expectations of selling.

Consumer behavior believes that consumer behavior depends to a large extent on the psychological needs hidden in them, and that combining sales with these psychological needs will impress them and change their attitudes.