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  • 您當前位置:首頁>新聞資訊>經銷商風采>先銷售人、再銷售理念、最后銷售物
    經銷商風采

    先銷售人、再銷售理念、最后銷售物

    時間:2019-04-15 點擊數:1150


    張方濤廣西柳州

    店面位置:廣西省柳州市柳北區海川家具博覽中心F3棟客來福衣柜

    先銷售人、再銷售理念、最后銷售物


    廣西柳州張方濤于20179月開始客來福旗艦店試業。20171217客來福旗艦店正式開業。廣西柳州客來福旗艦店整個團隊由7個人組成,團隊分工明確,隊友自律,團結一致,品德第一。


    張總一直用就是三個銷售心得:先銷售人、再銷售理念、最后銷售物品。用的是OCP法則,即是三個英文單詞的開頭字母,oneself,conception,product,對應的中文意思則為:自己,觀念和產品,即銷售員在銷售的過程中,先要銷售自己,再銷售觀念,最后才是銷售產品。


    與客戶初次接觸的溝通,給客戶留下了較好的專業形象,通過專業的市場分析、恰當的表達方式,取得客戶的一定信任,成功的將自己銷售出去,進而給出個人的家居觀點和建議,讓客戶能夠參考以及接受,最后在產品方面給予客戶具體的建議。

    很多初入銷售職場的新人來講,往往在沒有取得客戶一定信任的前提下,直接介紹產品,很容易被客戶拒絕。此外,即便在客戶對你有一定的好感或是信任,在產品推薦之前,就客戶需求還是要深度的了解和剖析,交換彼此的家居體驗想法。而不是一味著溝通產品或是價格,觀點或立場不同,選擇家居品牌的出發點很有可能不同,這就需要和客戶認真的溝通和交流。不一定要反駁客戶,或是完全順從客戶,你要有你的立場和觀點。在這里要注意的是,我們要清楚,客戶希望聽到的是我們相對專業以及客觀的建議。同時,在話術表達方面,我們多用“我個人的建議是……”這類話術去表達我們的觀點。


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