銷售兵法，成交為上

目.錄
第一章.凡事預(yù)則立，銷售不打無準(zhǔn)備之仗找到那個“旗桿”就不會跑偏.......................................................3銷售前把過程在腦子里過遍“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簽約時的家伙事兒一個都不能少..................................................14沒摸清對方情況就進攻等于作死..................................................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策者說話.....................................................33拜訪客戶一定要找到好的時機.....................................................36最具魅力的開場白如何煉成.........................................................39往往因為彼此太相似才會喜歡.....................................................43問候客戶時的舉手投足要得當(dāng).....................................................46爭取30秒內(nèi)給客戶一個驚喜.......................................................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估客戶的購買力.....................................................57言談舉止泄露誰是“當(dāng)家人”.....................................................59透過客戶的眼睛發(fā)現(xiàn)客戶的心.....................................................61濾掉話語中的水分，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語氣和語速暗含客戶的真想法.....................................................75第四章.訓(xùn)練嘴上功夫，會說話就是生產(chǎn)力嘮家常似的寒暄能抓住客戶的心..................................................79用統(tǒng)計數(shù)據(jù)讓客戶自己說服自己..................................................82適宜的好故事勝過千萬遍的推銷..................................................84真誠贊美將獲得意想不到的回報..................................................87用你的舌頭刺激客戶的購買欲望..................................................89能讓客戶笑出來就能把錢掏出來..................................................92夸大其詞的推銷活動注定要失敗..................................................95把話說到客戶心坎兒上才能成功..................................................98第五章.問題式銷售，成交屬于會提問的人你真的聽懂客戶說的意思了嗎...................................................103有魔力的問話改變糟糕的局面...................................................105提問有順序成交易如反掌..........................................................108問的越多銷售成功的可能性越大................................................111正確運用反問句才會平中出奇...................................................113用簡單狡猾的提問贏得客戶好感................................................117第六章.用舌頭掙錢，讓客戶對產(chǎn)品一見鐘情激情四射才會讓產(chǎn)品介紹更出彩................................................123讓客戶親自體驗.........................................................................125對產(chǎn)品知識顯得專業(yè)才值得信賴................................................128銷售的不是產(chǎn)品而是產(chǎn)品帶來的好處........................................131站在客戶角度介紹產(chǎn)品才能打動他............................................134對比出來的產(chǎn)品效果才是最好的................................................136勾起客戶好奇心讓他們覺得渴...................................................139不要隨意貶低競爭對手的產(chǎn)品...................................................142第七章.有的放矢，緊扣客戶的需求來銷售誰能解決客戶問題誰就是贏家...................................................147客戶需求是需要開發(fā)和創(chuàng)造的...................................................150善于提問套出客戶的真實需求...................................................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錯了也別跟他“頂?！?...........................................169與客戶爭執(zhí)只能是火上澆油.......................................................172調(diào)動客戶參與感別演獨角戲.......................................................175真誠是打動客戶的萬用法寶.......................................................178“切割”異議把握客戶心理.......................................................182把陪同者拉到自己的陣營中來...................................................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，別讓價格成為絆腳石先價值再價格才不會陷入泥沼...................................................197讓客戶享受討價還價的樂趣.......................................................199套取客戶底牌使利益最大化.......................................................202產(chǎn)品價格上讓步需要講究策略...................................................204別接受客戶第一次出價或還價...................................................207講明白一分價錢一分貨的道理...................................................209助力銷售選擇正確的報價時機...................................................213賣多少錢有時可讓客戶說了算...................................................215一套組合拳打破價格談判僵局...................................................217第十章.會說更會聽，80%的業(yè)績靠耳朵完成關(guān)鍵時刻你要學(xué)會讓自己閉嘴...................................................223讀懂客戶話語背后的弦外之音...................................................225做一名聽眾遠比夸夸其談有用...................................................228引導(dǎo)和鼓勵客戶表達他們的意見................................................231銷售中急功近利很容易嚇跑客戶................................................234過分夸張的口才可能葬送銷售...................................................237喋喋不休說不停很容易說漏嘴...................................................239別把精力放在反駁對方觀點上...................................................242第十一章.一錘定音，有效溝通促成絕對成交找到客戶心中的那棵“櫻桃樹”................................................247循序漸進的魅力是不可忽視的...................................................250在關(guān)鍵時刻主動替客戶拿主意...................................................253搬出“證人”讓客戶安心選擇...................................................256假設(shè)成交使成交信號變?yōu)樾袆?..................................................259讓客戶“看”到購買后的美好...................................................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，多次成交就是這么簡單銷售前的奉承不如銷售后的服務(wù)................................................275待人以誠是吸引顧客的強“磁場”............................................277幫助客戶其實就是在幫助自己...................................................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久...................................................293消除客戶購買后的消極情緒.......................................................296