心直口快的顾客一般都是性情豪爽、干脆,他们往往不论对方是什么人,都口无遮拦。在这种情况下,如果销售人员能对他们有一个清楚的认识,知道这类人生性如此,并非对自己怀有什么恶意,对他们抱以诚恳和谦和的态度,他们一般会成为该销售人员的忠实顾客。 例如,这类顾客可能会说:“你们这种人我见得多了,黑的能说成白的,就会骗人!”这种口气,一般人都接受不了,但作为销售人员,要在理解他们的基础上不去在意这些话,这类顾客挑选货物的时候也常常都这么说:“价钱怎么这么贵?你这不是宰人吗?你能不能再便宜点?你降点儿,别要价这么狠!”
尽管这类顾客讲价时也会采用比较尖锐的字眼,但一个成功的销售人员是乐于听到这样的话语的,因为这里隐藏着成交的信息,把握这一信息,成交就成功了一半。
销售人员一旦发现了这样的信号应加倍警觉,把握时机。首先可以顺着顾客的话来应对他,但话要说得得体,否则极容易得罪他们。虽然你可能看不惯顾客的态度,但在表情方面也要以诚恳亲切的态度相迎合,不可表现出厌恶和不满情绪。
热情与幽默是善于交流的顾客的最大特点。他们能在短时间内把周围人的注意力集中起来并使其他人投入其中。他们很容易适应一个变化的局面,无论在什么场合,总有话可讲,而且常以令人感兴趣的方式把话讲出来。其弱点是有时表现得过干突出,给人以矫揉造作或装腔作势之感,不注意细节。
销售人员在接待他们时,首先要赞成其想法及意见,不要争论,要顺着他们的话题。销售人员可利用他们爱说的特点,认真倾听,从中研究他们的目标与需求,然后针对他们的目标和需求,用与他们目标和需求有关的经历或例证来提出自己商品的优势。
同时,注意适时地对其能力和表现提出赞扬,并表达关切之情,促使他们在高兴与感动之余采取购买行动。
每天都有海量资讯,店铺在诞生,无数的有开店梦想的人在实现他们的梦想,不同开店项目令人莫衷一是,怎样找到并辨别他们?有一帮人决心投身此业,终日与开店为伍,致力于发现与开店相关的人、加盟项目、开店金融与开店酷产品,带你体验并连接其中,邀请你来体验——开店帮。
全部评论
3条评论
2017
04-05
2016
07-29
一时间,几乎所有的店铺都在谈到体验和服务,似乎所谓 ...
2016
07-28
世界上没有卖不出去的商品,只有不会卖的人,做便利店 ...
2016
07-26
过去说兔子不吃窝边草,今天人人皆顾客的时代,这话要 ...
2016
06-22
做好零售的前提是要尽一切可能满足顾客的需求,这句话 ...
2016
06-15
小店不比商场,要一视同仁,收起上下打量人的目光,平 ...
2016
06-13
做生意的商人都秉承着顾客是上帝的原则,对的,开店做生 ...
2016
05-04
不爱说话的顾客是销售人员最难应付的顾客类型之一。
2016
05-03
心直口快的顾客一般都是性情豪爽、干脆,他们往往不论 ...
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