[原创]客户是要下来的
<div class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">销售的基本原则就是满足客户需求，解决客户问题。</span></b> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">你说什么不重要，重要的是客户想听什么。你说出来什么不重要，重要的是你要让客户相信你说的。</span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">最差劲的销售方法就是：我有一个产品，有多牛又有多好，价位很便宜，你来买吧！ </span></div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">一个优秀<span lang="EN-US">sales</span>的销售准则应该是：客户有问题，你来帮助他解决。客户有需求，你来满足他。而不是你有需求（卖产品出去），客户来满足。那么到底我们的客户有什么样的需求呢，总结起来无外乎以下几点：</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">招商的需求（祖国河山一片红）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">推广的需求（谁不想名扬天下）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">3.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">大量贩卖的需求（大量走货，想想都爽！）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">4.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">成为行业标准的需求（我的地盘、我做主）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">5.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">提升质量的需求（酒好不怕巷子深）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">6.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">提升管理效率的需求（高效运作）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">7.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">资本的需求（更多的资金支持）</span></div><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;"></span></span></div><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 71.7pt; TEXT-INDENT: -17.85pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l0 level1 lfo1; tab-stops: list 36.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">8.<span style="FONT: 7pt '';"> </span></span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">多元化发展的需求（开创蓝海）</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">如果你能让客户觉得你能够帮到他，他自然就愿意和你打交道。在沟通的过程中，客户认为你是一个可以相信的人，而你的产品可以帮他解决问题，现在购买还可以享受到很超值的价格，那么成功一定是必然的。</span></b> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">发掘需求靠问</span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">，您公司有网站吗？公司在网络推广这一块都做了哪些？咱们公司目前客户都是怎么找的呢？您目前业务怎么做呢？是业务人员全国各地跑吗？您目前在销售当中主要遇到哪些困难？如果网库可以给您带来业务的拓展，您会不会考虑跟我们合作？</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">答案就在问题里</span></b><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">,</span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">问题问得好，不但可以找到客户需求，更能有助于直接成交。你是否准备好了十个以上、至少五层深的专业问题？你是否明确这些问题是要引导出客户什么样的需求？找到需求就好比医生已经确诊，开药就是水到渠成的事情了。当你知道的客户的真正需求，告诉他你提供的解决方案是什么，你的产品怎样去实现。“曾经有一款如此可以满足客户需求的产品摆在眼前<span lang="EN-US">......</span>”客户的手已经去掏钱包了。</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">小心！</span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">很多单就死在下面这个环节，客户感兴趣并不等于就会掏钱购买，报价策略很重要。客户一旦感兴趣，很自然就会询问你的价格。菜鸟级的销售往往就很高兴地报出价格，结局无非三种：</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l1 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">1、</span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">客户觉得价格太高，买不起——<b style="mso-bidi-font-weight: normal;">放弃。</b></span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l1 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">2、</span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">客户觉得价格刚刚好，买得起——<b style="mso-bidi-font-weight: normal;">掏钱或者要求优惠。</b></span> </div><br/><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt 42pt; TEXT-INDENT: -18pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-pagination: widow-orphan; mso-list: l1 level1 lfo2; tab-stops: list 42.0pt;"><span lang="EN-US" style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;"><span style="mso-list: Ignore;">3、</span></span><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">客户觉得价格太低，怀疑效果以及服务——<b style="mso-bidi-font-weight: normal;">犹豫或者咨询身边的人，不可控因素增加，如果他咨询竞争对手的话，十有八九你就挂了。</b></span> </p><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">切记切记！！千万不要急于报价！！！</span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">很多人以为客户询价离成交就不远了，看似咫尺，实则天涯。</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">正确的报价策略是：<span style="mso-bidi-font-weight: bold;">先判断后报价，先价值后价格，先服务后收费！！</span></span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">报价前还是要问，通过询问判断客户的购买能力，比如询问客户曾经购买过什么同类产品？都是什么价位？当你心里对客户的购买能力有了一个明确的判断，再结合相应的产品，告诉客户你这款产品的实际价值以及能给客户提供的服务，再报价格。“一个能够满足客户需求并且价位可以承受的产品，还能提供这么多额外的价值和服务，仅卖<span lang="EN-US">xxx</span>元，<b>如果现在购买<span lang="EN-US">,</span></b>还能获得<span lang="EN-US">x</span>项优惠和服务<span lang="EN-US">……</span>您会选择拥有多少呢？</span> </div><br/><div class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 24.1pt; LINE-HEIGHT: 150%; TEXT-ALIGN: left; mso-margin-top-alt: auto; mso-margin-bottom-alt: auto; mso-char-indent-count: 2.0; mso-pagination: widow-orphan;"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">你敢要吗？</span></b><span style="FONT-SIZE: 12pt; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-family: 宋体; mso-font-kerning: 0pt;">当你说清了你的产品和服务之后，接下来的动作就是不断地要，要客户的公司资料，要客户确认合同，要客户给你承诺，要客户选择优惠，要客户给你付款，要客户给你转介绍，要客户购买更多产品<span lang="EN-US">……</span><b style="mso-bidi-font-weight: normal;">江山是打下来的，客户是要下来的，敢要就一定会得到。<span lang="EN-US"><p></p></span></b></span></div>
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