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巧妙向客户说不的十大招数

2013年5月6日  浏览5049次  标签:销售 
内容提要:作为一个销售人员,与客户打交道是每天必须要做的事情。在与客户打交道的过程中,由于买卖双方立场难以完全相同,难免发生矛盾和冲突。在这种情况下,如何巧妙维护公司的利益,稳定客户的情绪,需要丰富的经验和高度的智慧。
  

本公司curbday.com总结了销售员十点。

*招:晓以利害。

XIAOSHOURENYUANYUDAOKEHUTICHUDEYIXIEBUHELIYAOQIU,KEYICONGKEHUDEJIAODUCHUFA,SHUOMINGRUGUOSHUNCONGKEHUHUIYINFADELIHAIGUANXI,SHIKEHULEJIE,YOUCIDUITACHANSHENGDESUNHAI,CONGERQUDEKEHUDELIANGJIE。

XIAOSHOUSHILI1:

KEHU:“QINGWENWOMAIDEFANGZI,DAGAISHENMESHIHOUKEYISHOULOUYA?”

XIAOSHOUYUAN:“YIBANQINGKUANGXIA,SHIQIANWANHETONG,SHOUDAOSHOUQIFANGKUANSANGEYUEZHIHOU。”

KEHU:“YAOZHEIMEZHANGSHIJIANYA,YIGEYUESHIJIANXINGBUXINGNI?”

XIAOSHOUYUAN:“RUGUOYAOQIUYIGEYUESHIJIANSHOULOUDEHUA,ZHUANGXIURENYUANJIUYAOGANGONG。NINDOUZHIDAOMANGONGCHUXIHUO,GANGONGDESHIHOU,RONGYIMANGZHONGCHUCUO,*HOUYINGXIANGNINFANGZIDEZHUANGXIUZHILIANG,NEIJIUHUABULAILE。”

KEHU:“O,SHIZHEIYANGYA。NEIJIUANZHENGCHANGSHIJIANSHOULOUBA。”

第二招:苦肉计。

XIANGKEHUSHUOMING,RUGUOJIESHOUKEHUDEYAOQIU(YIBANSHIGUOFENDEYAOQIUHUOWULIDEYAOQIU),ZIJIJIANGHUISHOUDAOSHENMEYANGDECHUFA,YOUCIZHENGQUKEHUDETONGQINGHELIANGJIE。

XIAOSHOUSHILI2:

KEHU:“XIAOWANGYA,BENLAIZHEIGEYUEYAOJIEQINGQIANNIMENGONGSIDESANSHIWANHUOKUAN,DANSHI,YOUYU*JINSHIXIAOSHOUWANGJI,JINHUOJIAODUO,JIZHANLEYIBUFENZIJIN,ZHEIGEYUEXIANJIEQINGSHIWUWAN,SHENGXIASHIWUWANXIAGEYUEJIEQING,XINGBUXING?”

XIAOSHOUYUAN:“LIZONGYA,SHANGCIJINHUODESHIHOU,YOUYUNINSHI扑克之星官网 DUONIANDELAOJINGXIAOSHANG,ZAIZHENGCHANGJINHUOJIADEJICHUSHANG,WOXIANGGONGSISHENQINGTESHUZHENGCE,EWAISHENQINGLEYIGEDIANDEJIAGEYOUHUI,TONGSHI,HAIDUOSHENQINGLE100JIANCUXIAOLIPIN。WEIZHEISHI,WOMEISHAOSHOUGONGSIDEPIPING,SHANGGELIBAIGONGSIKAI*XIAOSHOURENYUANHUIYIDESHIHOU,XIAOSHOUZONGJIANHAIDIANMINGPIPING,YAOWOZUOCHUJIANTAO。LIZONGYA,NIKEBUNENGZAIRANGWONANZUOLE。”

KEHU:“O,SHIZHEIYANGDE。ZANMENDUONIANHEZUOYUKUAI,NIYEBANGLE扑克之星官网 JINGXIAOSHANGBUSHAOMANG。HAOBA,ZIJINZAIJINZHANG,WOYEYAOJISHIHENIMENGONGSIJIEQINGHUOKUAN,KEBUNENGRANGNIZAINANZUOLE。”

第三招:安抚人心。

YOUSHIHOU,KEHUYOUYUXINQINGBUHAO,HUOZHEKEHUBENSHENBIJIAOTIAOTI,TAMENDOUHUITICHUYIXIEGUOFENSHENZHIWULIDEYAOQIU。ZHEISHIHOU,RUGUOXIAOSHOUYUANMEIYOUJINGYAN,ZHIJIEJUJUEHENRONGYIJIHUAMAODUN。YOUJINGYANDEXIAOSHOUYUANHUIXIANPINGXIKEHUDEQINGXU,XIAOCHUZHENGYI,DAISHUANGFANGQIFENHUANHELE,ZAIJINXINGTUIXIAOGONGZUO。

XIAOSHOUSHILI3:

KEHU:“XIAOWANGYA,NIMENGONGSIZENMEGAODE,QIANHETONGDESHIHOU,XIEMING5YUE10RIDAOHUO,KESHIXIANZAIDOU5YUE15RILE,YIJIANHUODOUMEIDAO。NISHUOZHEIJIANSHIZENMECHULIBA,BUXINGJIUTUIHUO!。”

XIAOSHOUYUAN:“LIZONGYA,DUIBUQI,YOUYUXIANZAIHUOCHEYUNLICHIJIN,DIAOBOJI扑克之星官网 DECHEPIBUGOU,ZAOCHENGBUFENJINGXIAOSHANGYANCHIDAOHUO。DUIZHEIBUFENJINGXIAOSHANG扑克之星官网 EWAISHENQINGLETESHUCUXIAOZHENGCE,JIASONG5%DECUXIAOLIPIN。BUGUONINFANGXIN,NINDEHUOYIJINGZAILUSHANGLE,YUJI5YUE20RIJIUKEYIDAOLE。DUIYU扑克之星官网 GONGZUOZAOCHENGDESHIWU,ZAICIXIANGNINDAOQIAN。SHUODAOTUIHUODUOSHANGGANQINGYA,ZANMENHEZUOLEZHEIMEJIU,WOPINGSHIYEBANGGUONINBUSHAOMANG,NINBUKANSENGMIANKANFOMIAN,NINJIUJIWOYIGEJIHUIBA。”

KEHU:“HAOBA,DAJIADOUBURONGYI,ZHEICIJIUSUANLE。BUGUOWODEHUONIKEYAODINGJINYA。”

第四招:以小换大。

ZAIJINXINGSHANGWUTANPANDESHIHOU,YOUDEKEHUBIJIAONANCHAN,FENGXINGQIANGYINGZHENGCE,DANFANGMIANYAOQIUDUIFANGRANGBU。DUIYUZHEIZHONGKEHUBUYAOYINGPENGYING,ERYAOQIAOMIAOZHOUXUAN,QINGYIBURANGBU,JISHIRANGBU,YEYAOZAIWOFANGRANGXIAOBUDEJICHUSHANG,HUANQUDUIFANGRANGDABUHUODUIDENGRANGBU。

XIAOSHOUSHILI4:

KEHU:“XIAOWANGYA,扑克之星官网 SHIADIQUDEJINGXIAOSHANGDAHU,ZAIZHEILI,ZHIYAO扑克之星官网 CHENGZIJISHIDIER,MEIYOURENGANSHUOTASHI*。NIMENYAOJINRUADIQUHAIYAOTONGGUO扑克之星官网 。ZHEIYANGBA,JINHUOJIAGEJIUZAIJIANG5%BA。”

XIAOSHOUYUAN:“LIZONGYA,DUIYUGUIGONGSIDESHILI,扑克之星官网 DANGRANSHIZHIDAODE。YAOBURANYEBUHUIGENNINTANPANZHEIMEJIU。ZHEICIJININDEJIAGEYIJINGSHI*DIJIALE。YAOBURAN,NIZAIDUOJIN30%DEHUO,WOXIANGZONGBUDAGESHENQING,SHENQINGJINHUOJIAZAIJIANGDI2%,DANSHIBUZHIDAONENGBUNENGPIXIALAI。”

第五招:声东击西。

YOUDEKEHUDUI扑克之星官网 CHANPINDEMOUXIEFANGMIANBUMANYI,BIRU:JIAGE、KUANSHI、YANSEDENG。ZHEISHIHOU,YOUJINGYANDEXIAOSHOURENYUANHUIYINDAOKEHUDEXUQIU,XIANGKEHUXUANCHUANJIFANGDEYOUDIAN。ZHEIYANG,ZAIWUXINGZHIZHONG,JIUZHUANYILEKEHUDEHUATI,JIANGZHUDAOQUANBAWOZAIZIJISHOUZHONG。

XIAOSHOUSHILI5:

KEHU:“XIAOWANGYA,NIMENDEHUOZONGTIHAIKEYI,DANYOUYIDIANWOBUMANYI,JIUSHIJIAGEBIAGONGSIYAOGAO10%。”

XIAOSHOUYUAN:“LIZONGYA,扑克之星官网 GONGSIDECHANPINJIAGEQUESHIYAOBIQITAGONGSIGAOYIDIAN,DANSHIYIFENQIANYIFENHUO,GUIYOUGUIDEDAOLI,扑克之星官网 DEZHILIANGGUOYING,CHANPINSHOUMINGZHANG,XIAOFEIZHEYONGQILAISHENGXIN,NINYESHAOCAOXIN。NINKANZHEISHIBSHICHANGYANJIUGONGSITIGONGDEYANJIUBAOGAO,扑克之星官网 DECHANPINBIAGONGSICHANPINDEYONGHUTOUSUSHULIANGSHAO33.3%,SHIYONGSHOUMINGZHANG42%,YONGHUMANYIDUGAO28%。MAI扑克之星官网 DECHANPINNINHUISHAOCAOBUSHAOXIN,TENGCHUSHIJIANZHUANGENGDUODEQIAN。”

第六招:双簧戏。

ZAIYUKEHUTANPANSHI,KEYIYOULIANGGEXIAOSHOUYUANZUHETANPAN。SHIQIANMINGQUEFENGONG,YIGEBANBAILIAN,YANHAOREN,YIGEBANHEILIAN,YANHUAIREN。ZHEIYANG,ZAIYUKEHUJIANGCHIDESHIHOU,BAILIANKEYIWENZHUKEHU,HEILIANKEYITANCHUKEHUDEDIXIAN,WEIHUGONGSILIYI。

XIAOSHOUSHILI6:

KEHU:“XIAOWANGYA,TANPANTANLEZHEIMEJIU,QITATIAOKUANDOUTANDECHABUDUOLE,JIUSHIJIAGEMEIYOUTANTUO。ZHEIYANGBA,WOYEBUXIANGZAITUOXIAQULE,NIMENZAIJIANG8%,BUXINGJIULADAO。”

XIAOSHOUYUANA:“LIZONGYA,TANLEZHEIMEJIU,ZHENGSHUOMING扑克之星官网 SHUANGFANGDEYUANFEN。BENCITANPAN扑克之星官网 YIJINGZUOCHU*DADERANGBU,BUXIN,NIKANKANQITAJINGXIAOSHANGDEJINHUOHETONG。”

XIAOSHOUYUANB:“LIZONG,NIYAOQIUDEJIAGEZHENSHITAIDILE,扑克之星官网 SHIZAINANYIJIESHOU。

ZAIGUIDIQU,扑克之星官网 GENQITAJINGXIAOSHANGTANDEJIAGEBIZHEIGEJIAGEYAOGAODEDUO。RUGUO扑克之星官网 GENQITAJINGXIAOSHANGZUO,LIRUNHUIGAOHENDUO。”

KEHU:“WOCHENGRENYAOQIUDEJIAGESHIYOUDIANDI,KESHI扑克之星官网 SHIZHEIGEDIQUSHILI*DADEJINGXIAOSHANGYA,ZHEIYANGBA,NIMENZAIJIANG5%ZENMEYANG?”

第七招:踢皮球。

DUIKEHUTICHULAIDEYIXIEFEIFENYAOQIUHUOZHE扑克之星官网 JINQINANYIMANZUDEYAOQIU,XIAOSHOUYUANKEYIJIANGZERENTUIJITAREN。RANGQITARENLAICHULIZHEIXIEWENTI,ZIJITENGCHUSHIJIANLAICHULIZHONGYAODEGONGZUO。ZHEIYIZHAOZAIXINJIUXIAOSHOUYUANGENGHUANDESHIHOU,YOUWEIJIANXIAO。

XIAOSHOUSHILI7:

KEHU:“XIAOWANGYA,NIMENZENMEGAODE,SHANGCIFAHUODESHIHOU,WOYAOQIUDUOFA15%DECUXIAOPIN,NIMENGONGSIWEISHENMEMEIFA?”

XIAOSHOUYUAN:“LIZONGYA,扑克之星官网 GONGSIDUICUXIAOPINDEFAFANGYOUMINGQUEDEWENJIANGUIDING,SHIYOUSHICHANGBUGUANDE。JUTIQINGKUANGWOYEBUTAIQINGCHU,ZHEIYANGBA,WOHUIQUDADIANHUADAOSHICHANGBUWENYIWEN。BUGUOSHUOSHIHUA,CUXIAOPINFADUOSHAOHAISHISHICHANGBUSHUOLESUAN。扑克之星官网 BIJINGRENWEIYANQINGYA。ZHEIYIDIAN,HAIQINGNINDUOLIANGJIE。”

第八招:拖以待变。

DUIKEHUTICHULAIDEYIXIEGONGSIJINQINANYIMANZUDEYAOQIU,XIAOSHOUYUANKEYIZHAOYIXIEJIEKOU,BIRU:XIANGGONGSIHUIBAO;ZHENGZAISHENQING,DENGDAILAOBANSHENPIDENGDENG。XIAOSHOUYUANTONGGUOZHEIXIEJIEKOU,KEYIXIANWENZHUKEHU。

XIAOSHOUSHILI8:

KEHU:“XIAOWANGYA,NIMENZENMEGAODE,SHANGCIDINGHUODESHIHOU,WOYAOQIUDUOFA10%DEXIAOSHOUJIANGJIN,NIMENGONGSITONGYILEMA?”

XIAOSHOUYUAN:“LIZONGYA,扑克之星官网 GONGSIDUIJINGXIAOSHANGXIAOSHOUJIANGJINDEFAFANGYOUMINGQUEDEWENJIANGUIDING,SHIYOUXIAOSHOUBUGUANDE,GENJUJINEDUOSHAO,HAIYAOXIAOSHOUZONGJIANHELAOBANSHENPI。SHANGCICONGNIZHEILICHULAIHOU,WOJIUXIANGGONGSIDABAOGAO,SHENQINGNIYAOQIUDEEWAIXIAOSHOUJIANGJIN。BAOGAODISHANGQUYIJINGBANGEDUOYUELE,HAISHIMEIYOUXIAOXI。BUGUONINYEZHIDAO,扑克之星官网 GONGSIYIXIANGJUECEHENMAN,YOUSHIHOU,YIFENWENJIANJIGEYUEHAIMEIPIXIALAI,HAIQINGNINNAIXINDENGDENG。”

第九招:挡箭牌。

DUIKEHUTICHULAIDEYIXIEFEIFENYAOQIU,XIAOSHOUYUANKEYIZHAOSHANGSIHUOZHEGONGSIZHENGCEZUOWEIDANGJIANPAI,BIRU:SHANGSIBUTONGYI;GONGSIZHENGCEBUYUNXUDENGDENG。XIAOSHOUYUANTONGGUOZHEIXIEJIEKOU,KEYIBIAOMINGZIJIWEIKEHUSHENQINGLELIYI,DANSHIYOUYUGONGSIHUOSHANGJIDEYUANYIN,BUNENGMANZUKEHUDEYAOQIU,YICIQUDEKEHUDELIANGJIE。

XIAOSHOUSHILI9:

KEHU:“XIAOWANGYA,SHANGCIWOTICHUWANGJICUXIAOFANLIZENGJIA8%,NIMENGONGSITONGYIMA?”

XIAOSHOUYUAN:“LIZONGYA,DUININTIDEYAOQIUWOZENMEGANBUTINGNI?SHANGCICONGNINZHEILICHULAIHOU,WO*XIANGGONGSIDABAOGAOSHENQING,KESHIGONGSISHUO,JINNIANWANGJIXIAOSHOUXINGSHIHENHAO,GONGHUODOUKUNNAN,MEIYOUPIZHUNWODESHENQING。”

KEHU:“O,SHIZHEIYANGDE,NANWEINILE。”

第十招:画饼充饥。

YIXIEZHONGYAODEKEHUSHIGONGSIWANCHENGXIAOSHOURENWUDEZHONGYAOQUDAO,DANSHIZHEIXIEKEHUPINGJIEZIJIDEYOUSHI,YOUSHIHUITICHUYIXIEWEIFANGONGSIZHENGCEDEYAOQIU,HUOZHEGONGSIZIYUANWUFAMANZUDEYAOQIU。DUIYUZHEILEIKEHU,XIAOSHOURENYUANYOUDEZUIBUQI,YINCIGANDAOHENTOUTONG。

QISHIDUIYUZHEILEIKEHU,扑克之星官网 KEYIXIANGTAJIESHAOGONGSIDEFAZHANLICHENG,MIAOHUIHONGWEILANTU,XIYINTAYUGONGSIGONGTONGFAZHAN。LINGWAI,扑克之星官网 HAIKEYIGONGSIQITACHENGGONGJINGXIAOSHANGDEANLI,XIANGTAJIESHAOYU扑克之星官网 HEZUODEHAOCHU,ZENGQIANGTADEXINXIN。TONGGUOSHANGSHUGONGZUO,XIWANGKEHUYU扑克之星官网 HEZUO,GONGTONGFAZHAN。

XIAOSHOUSHILI10:

KEHU:“XIAOWANGYA,扑克之星官网 GONGSIZAIBENDIQUDESHILINIYEZHIDAO,SHISHUYISHUERDE。JINNIANDEHEZUOYEBIJIAOYUKUAI,CHAOEWANCHENGLENIMENDEXIAOSHOUZHIBIAO。YINCI,XIANGYAO扑克之星官网 MINGNIANJIXUJINGXIAONIMENDECHANPIN,BIXUJI扑克之星官网 EWAIDEXIAOSHOUJIANGLI,FOUZEMIANTAN。”

XIAOSHOUYUAN:“LIZONGYA,扑克之星官网 GONGSIDEZHENGCENINDOUZHIDAO,NINDEYAOQIUYIJINGCHAOCHUGONGSIDEDIXIANLE。QISHI,JINGXIAO扑克之星官网 DECHANPINSHIHENYOUSHICHANGDE,BIRU,BDIQUDEJINGXIAOSHANGJINGXIAO扑克之星官网 DECHANPINYIJINGYOUSANNIANSHIJIANLE,GONGSIRENSHUCONGSHIJIGERENFAZHANDAOYIBAILAIREN,MEINIANDEYINGYEECONGYIBAILAIWANSHANGSHENGDAOLIANGQIANDUOWAN。扑克之星官网 GONGSICHENGLIYILAI,DUANDUANSHINIANSHIJIAN,JIUDADAONIANXIAOSHOUEERSHIDUOGEYIDEGUIMO,HAODUOGEN扑克之星官网 GONGSIHEZUODEJINGXIAOSHANGDOUFACAILE。ZHEIMEHAODEHEZUOJIHUI,NINZHEICIYAOSHICUOGUOLE,HOUHUIDOULAIBUJILE。”

KEHU:“O,SHIZHEIYANGDE,WOZAIKAOLVKAOLVBA。”

CHUJIXIAOSHOUYUANWANGWANGBUHUIYINGFUKEHUDEJUJUE,ERDANGKEHUTICHUBUHELIDEYAOQIUSHI,RUHEQIAOMIAOWEIHUGONGSIDELIYI,XIEDIAOGONGSIYUKEHUDEGUANXI,ZHEISHIYOUXIUXIAOSHOUYUANBIXUZHANGWODE。

YAOXIANGCHENGWEIYOUXIUDEXIAOSHOURENYUAN,NIYAOXUEHUIQIAOMIAODIXIANGKEHUSHUOBU!

本文总结了向客户说不的十大招数,希望各位平时存之在心,需要用时能够灵活组合,随机变通,如此方能立于不败之地!

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