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如何做好销售（下）——来自青岛英语培训
来源：青岛李沧区沃尔得英语培训学校 时间：2013-01-26
上篇文章讲了销售前的准备工作。这篇文章来讲销售过程中该如何去表现。青岛英语培训把它总结为五条金律。详细如下。
one: understanding the real customer problems in not, try to let the client talk More about the problem, with a curious mind, play to get to the bottom of the spirit, to allow customers to complain, make more problems, understand the real needs of customers.
Two: to customer experience
When a customer is finished, do not directly answer the question, should be sensitive to avoid, for example: "I feel you..." this can reduce customer alert psychological, let the customer feel you are and stand on the same starting line.
Three: grasp the key problem, let the customer details
"Specific objections to repeat the" customer, detailed understanding of customer needs, why let customers in key problem as much detail as possible.
Four: confirm customer problems, and repeat the answer customer questions
All you have to do is to repeat what you hear, this is called the first with, understand and follow customers and their mutual recognition part, this is the final transaction channel, because doing so can know your customers know your product benefits, to lay the foundation of this trend for you at last lead customers to success.
Five: let the customers to understand their real motives behind the objection
When the customer to see the back of the motivation, sales can proceed from here, think and say customers need to value, so the gap between each other will be eliminated, only in this way can we and customers to establish mutual trust between the real.
一：在不能了解客户的真实问题时，尽量让客户说话
多打听一些问题，带着一种好奇的心态，发挥刨根问底的精神，让客户多发发牢骚，多提提问题，了解客户的真实需求。
二：同意客户的感受
当客户说完后，不要直接回答问题，要感性回避，比如说：“我感到您...”这样可以降低客户的戒备心理，让客户感觉到你是和他站在同一个起跑线上。
三：把握关键问题，让客户具体阐述
“复述”一下客户的具体异议，详细了解客户需求，让客户在关键问题处尽量详细的说明原因。
四：确认客户问题，并且重复回答客户疑问
你要做的是重复你所听到的话，这个叫做先跟，了解并且跟从客户和自己相互认同的部分，这个是终成交的通道，因为这样做可以了解你的客户是否知道你的产品的益处，这为你引导客户走向后的成功奠定基础。
五：让客户了解自己异议背后的真正动机
当客户看到了背后的动机，销售就可以从此处入手，想到并且说出客户需要的价值，那么彼此之间的隔阂就会消除，只有这样才能和客户建立起真正的相互信任的关系。
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