銷售業務要的是成交,而不是推銷!

最後修改於 2020-12-13 by Ted Yang

推銷產品才能成交?

口才要好才能成交?

業務員只為了成交?

親愛的朋友,我相信你誤會「成交」的意義了!

「成交」它是一個很棒的詞,成功的交易,成功的交談,成功的交換,成功的交流,不論是哪一種情形,它都是一個很好的成交!但我相信你看到重點了!這就是一個互惠且等價的關係,不管閱讀此文的你從事著什麼樣的工作,都希望可以透過本文重新了解一下何謂「成交」!

建立良好的關係

成交的第一個法則,建立良好的關係,不管你是什麼類型的業務員,永遠都要清楚,名單是自己找出來的,為什麼呢?就好像交朋友一樣,我相信沒有人會跟你說,「嘿,我會跟你買,可是我不喜歡你這個人!」,沒錯!就是這樣,沒有人願意跟自己不喜歡的人購買任何產品,所以你與客戶之間的共鳴非常重要,又或是顧客對你的信賴感,像是對待朋友一樣,去服務那些相信並且願意與你建立友好關係的人們,那才是所謂的成交,然而持續的保持這樣的關係,漸漸的你也能擁有屬於自己的名單,亦或稱為一群朋友們更加合適!

運用你的專業

成交的第二法則,運用你的專業,上述說到與顧客建立良好的關係,但別忘了你的職責所在,既然已經知道服務的對象,那我們就更應該運用我們的專業,幫助這群朋友們,我們必須去了解,顧客遇到了什麼樣的問題,我們能如何幫他解決,像是醫生一般,運用知識,對症下藥,解決問題,除了處理顧客的需求,偶爾我們還得「發現」它的需求,假如你是一名英文線上課程的顧問,你知道顧客想要學習英文才會連絡你,那麼他為何想學英文、運用在何處、平常有多少時間、程度到哪裡……等,都是你應該發現到的,因為往往顧客自己也沒想到,而身為他的朋友,我們應該盡可能去思考顧客往後的問題,透過我們的專業,成交並非難事!

免費

Sanmeet ChahilUnsplash拍攝的照片

提供免費的價值

為什麼對於某些人來說,成交非常的簡單,總是可以愉快輕鬆的完成,到底是什麼訣竅的,我先問你個問題吧!你喜歡免費的東西嗎?如果你在猶豫,那免費而且有價值的東西總討厭不了了吧!這就是重點,對於擅長成交的專業業務員來說,他們做了更多的功課在於免費的項目,也就是提升顧客體驗的一種方式,在成交前後,都是很重要的一個技巧,當顧客在成交前,你就能給予他許多有用的價值,例如你是一名房地產業務,在顧客沒有一絲頭緒的時候,你就能提供許多價值,也許是附近的房地產資訊、公設比如何計算、如何挑選適合的房子……等,在顧客的任何一個階段,我們都能提供許多價值,然而這些價值都取決於你個人準備的程度。

總結:所以說成交很多時候,都不是很多人口中所說的口才好、很會推銷什麼的,真正厲害的業務,都會運用這些法則,漸漸的,人人都會知道你也是「成交」的高手,樂於與你成交!

如果對文章內容有任何問題,歡迎在底下留言讓我知道。

如果你喜歡我的文章,可以按分享按鈕,讓更多的人看見我的文章。

我每週都會更新兩篇文章,如果喜歡什麼主題也歡迎跟我說。

by Ted-業務人生

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