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在推销的过程中,顾客会用语言或动作表示他对你及你的商品的疑问、不满,甚至愤怒的抗议。你若要得到大把的佣金,就得如春雨般“随风潜入夜,润物细无声”的感化顾客的高超技巧。处理顾客异议的方法很多,如但是处理法、利用处理法、补偿处理法、询问处理法、不睬处理法。什么场合适用什么方法,没有固定之规,每一种方法都是一把”双刃剑”,既有有用的一面,也有负作用的一面。然而万变不离其宗.精髓在于:回避无关的异议,圆满答复或顾客自我否定,满足顾客的需要。
In the process of selling, customers will use words or actions to express their doubts, dissatisfaction, and even angry protests against you and your products. If you want to get a lot of commissions, you have to be like a rainy spring, “wind sneak into the night, moistens things silently,” the prowess of the customer’s superior skills. There are many ways to deal with customer objections, such as the processing method, the use processing method, the compensation processing method, the query processing method, and the non-processing method. There is no fixed method for any occasion, and each method is a “double-edged sword”, which has both a useful and a negative side. However, the ever-changing nature of its essence lies in: evading irrelevant dissent, satisfying responses or customer self-denials, and satisfying the needs of customers.