銷售兵法，成交為上

目.錄
第一章.凡事預(yù)則立，銷售不打無(wú)準(zhǔn)備之仗找到那個(gè)“旗桿”就不會(huì)跑偏.......................................................3銷售前把過(guò)程在腦子里過(guò)遍“電影”............................................6想釣魚就要先找到有大魚的池塘....................................................9具體的資料和證明比巧嘴更好使..................................................12簽約時(shí)的家伙事兒一個(gè)都不能少..................................................14沒摸清對(duì)方情況就進(jìn)攻等于作死..................................................18“排練”好心態(tài)才能一炮打響.....................................................20想讓別人相信你，自己心里別打鼓..............................................23第二章.開頭不再難，約談客戶獲取其信任怎么約才能見到客戶你知道嗎..........................................29扎準(zhǔn)穴位直接找到?jīng)Q策者說(shuō)話.....................................................33拜訪客戶一定要找到好的時(shí)機(jī).....................................................36最具魅力的開場(chǎng)白如何煉成.........................................................39往往因?yàn)楸舜颂嗨撇艜?huì)喜歡.....................................................43問(wèn)候客戶時(shí)的舉手投足要得當(dāng).....................................................46爭(zhēng)取30秒內(nèi)給客戶一個(gè)驚喜.......................................................49方寸之間可能決定交易的成敗.....................................................52第三章.撥開層層霧，一步步讀懂客戶的心從服裝配飾評(píng)估客戶的購(gòu)買力.....................................................57言談舉止泄露誰(shuí)是“當(dāng)家人”.....................................................59透過(guò)客戶的眼睛發(fā)現(xiàn)客戶的心.....................................................61濾掉話語(yǔ)中的水分，洞察其真意..................................................63嘴部變化反映內(nèi)心的“小九九”..................................................65眉毛是表露內(nèi)心的可靠情報(bào)員.....................................................68空間距離反映彼此的心理距離.....................................................70口頭禪中隱藏客戶的不同心理.....................................................72語(yǔ)氣和語(yǔ)速暗含客戶的真想法.....................................................75第四章.訓(xùn)練嘴上功夫，會(huì)說(shuō)話就是生產(chǎn)力嘮家常似的寒暄能抓住客戶的心..................................................79用統(tǒng)計(jì)數(shù)據(jù)讓客戶自己說(shuō)服自己..................................................82適宜的好故事勝過(guò)千萬(wàn)遍的推銷..................................................84真誠(chéng)贊美將獲得意想不到的回報(bào)..................................................87用你的舌頭刺激客戶的購(gòu)買欲望..................................................89能讓客戶笑出來(lái)就能把錢掏出來(lái)..................................................92夸大其詞的推銷活動(dòng)注定要失敗..................................................95把話說(shuō)到客戶心坎兒上才能成功..................................................98第五章.問(wèn)題式銷售，成交屬于會(huì)提問(wèn)的人你真的聽懂客戶說(shuō)的意思了嗎...................................................103有魔力的問(wèn)話改變?cè)愀獾木置?..................................................105提問(wèn)有順序成交易如反掌..........................................................108問(wèn)的越多銷售成功的可能性越大................................................111正確運(yùn)用反問(wèn)句才會(huì)平中出奇...................................................113用簡(jiǎn)單狡猾的提問(wèn)贏得客戶好感................................................117第六章.用舌頭掙錢，讓客戶對(duì)產(chǎn)品一見鐘情激情四射才會(huì)讓產(chǎn)品介紹更出彩................................................123讓客戶親自體驗(yàn).........................................................................125對(duì)產(chǎn)品知識(shí)顯得專業(yè)才值得信賴................................................128銷售的不是產(chǎn)品而是產(chǎn)品帶來(lái)的好處........................................131站在客戶角度介紹產(chǎn)品才能打動(dòng)他............................................134對(duì)比出來(lái)的產(chǎn)品效果才是最好的................................................136勾起客戶好奇心讓他們覺得渴...................................................139不要隨意貶低競(jìng)爭(zhēng)對(duì)手的產(chǎn)品...................................................142第七章.有的放矢，緊扣客戶的需求來(lái)銷售誰(shuí)能解決客戶問(wèn)題誰(shuí)就是贏家...................................................147客戶需求是需要開發(fā)和創(chuàng)造的...................................................150善于提問(wèn)套出客戶的真實(shí)需求...................................................151找出客戶的傷口再撒一把鹽.......................................................155馬不想喝水就先給它吃些鹽.......................................................157讀懂客戶的話可以找到寶藏.......................................................160讓客戶說(shuō)出他的“難言之隱”...................................................163第八章.四兩撥千斤，輕松化解客戶的異議即使客戶說(shuō)錯(cuò)了也別跟他“頂?！?...........................................169與客戶爭(zhēng)執(zhí)只能是火上澆油.......................................................172調(diào)動(dòng)客戶參與感別演獨(dú)角戲.......................................................175真誠(chéng)是打動(dòng)客戶的萬(wàn)用法寶.......................................................178“切割”異議把握客戶心理.......................................................182把陪同者拉到自己的陣營(yíng)中來(lái)...................................................184銷售員處理好拒絕才能走向成功................................................187挑三揀四的客戶才真正有意買...................................................191第九章.迂回求前進(jìn)，別讓價(jià)格成為絆腳石先價(jià)值再價(jià)格才不會(huì)陷入泥沼...................................................197讓客戶享受討價(jià)還價(jià)的樂趣.......................................................199套取客戶底牌使利益最大化.......................................................202產(chǎn)品價(jià)格上讓步需要講究策略...................................................204別接受客戶第一次出價(jià)或還價(jià)...................................................207講明白一分價(jià)錢一分貨的道理...................................................209助力銷售選擇正確的報(bào)價(jià)時(shí)機(jī)...................................................213賣多少錢有時(shí)可讓客戶說(shuō)了算...................................................215一套組合拳打破價(jià)格談判僵局...................................................217第十章.會(huì)說(shuō)更會(huì)聽，80%的業(yè)績(jī)靠耳朵完成關(guān)鍵時(shí)刻你要學(xué)會(huì)讓自己閉嘴...................................................223讀懂客戶話語(yǔ)背后的弦外之音...................................................225做一名聽眾遠(yuǎn)比夸夸其談?dòng)杏?..................................................228引導(dǎo)和鼓勵(lì)客戶表達(dá)他們的意見................................................231銷售中急功近利很容易嚇跑客戶................................................234過(guò)分夸張的口才可能葬送銷售...................................................237喋喋不休說(shuō)不停很容易說(shuō)漏嘴...................................................239別把精力放在反駁對(duì)方觀點(diǎn)上...................................................242第十一章.一錘定音，有效溝通促成絕對(duì)成交找到客戶心中的那棵“櫻桃樹”................................................247循序漸進(jìn)的魅力是不可忽視的...................................................250在關(guān)鍵時(shí)刻主動(dòng)替客戶拿主意...................................................253搬出“證人”讓客戶安心選擇...................................................256假設(shè)成交使成交信號(hào)變?yōu)樾袆?dòng)...................................................259讓客戶“看”到購(gòu)買后的美好...................................................262利用占便宜心理促使客戶成交...................................................264“威脅”客戶一下讓他盡快作決定............................................267把客戶尋找借口的苗頭扼殺掉...................................................270第十二章.服務(wù)跟進(jìn)，多次成交就是這么簡(jiǎn)單銷售前的奉承不如銷售后的服務(wù)................................................275待人以誠(chéng)是吸引顧客的強(qiáng)“磁場(chǎng)”............................................277幫助客戶其實(shí)就是在幫助自己...................................................280將客戶放在心里縮短彼此距離...................................................282讓老客戶做你的“兼職銷售員”................................................284客戶是座可以不斷開采的金礦...................................................287扎緊“籬笆”防止客戶流失.......................................................290與客戶共享利益才能合作長(zhǎng)久...................................................293消除客戶購(gòu)買后的消極情緒.......................................................296