2.专业：在客户面前展现你的专业形象，以专业的知识获得客户的认同
5.真诚：作家怀特说：“真诚是处世行事的最好方法”。作家马伯庸也说：“真诚和坦率是最好的沟通方式”。真诚背后是善意。一个人，越真诚，就越虚心，越懂得敬畏，绝不妄言。赖声川的《冬之旅》有句台词：“没有什么道路可以通往真诚，真诚本身就是道路。”可以说真诚是一种高级的情商，更是为人处世的大智慧。
6.警觉性：对客户的变化和反应保持警觉性，没有签单之前不要放松警惕，鱼儿随时可能溜走，哈哈。
7.反应要快：要及时回复客户，快速解决客户的问题。速度也是生产力。
客户为什么会下单
请思考：客户通常为什么会下单？客户在什么情景下会乐于下单？一般有如下情况可以证明：
● 客户喜欢某个业务员：喜欢业务员的性格，亲和力等。（要赢得客户的喜欢，与客户分享秘密，保持开朗热情）
● 学会表演，让客户不想走开（用你的表情和肢体语言表达你的同情、痛苦、为难、无奈），顶级的销售都是戏精
单对单销售的10大套路安排
如何完美实现单对单销售，让客户快速下单？做好如下这10大套路吧。
1️⃣塑造良好的第一印象
● 有一个接单的准备，每天早上对着镜中的自己说“我今天一定要开单”
2️⃣学会一些破冰话术
● 只有发现客户紧张的情况下，才需要转移话题，留住客户。因为客户一旦离开，基本回来的机会是零
● 做好肢体语言和表情管理，必须要是正面的，带有鼓励性的
● little bit of body touch can help to earn trust。追问对方市场情况是可以延续话题的。但起码你自己要知道一点点对方市场情况。
● 来一杯咖啡，来点小吃，让客户休息一下。其实客户去展会同样很累的。
● 建议带个筋膜枪可以边给客户按摩腿部，然后继续你的销售。
3️⃣介绍产品的时候，顺便解决问题
● 在介绍产品的时候，就应该顺便告诉客户，你们是怎么解决客户可能碰到的产品问题的
4️⃣管理客户提出的疑问
回答的前提是你真的懂，所以平常要做好基本功，提高自己的业务水平。不要不懂装懂。
● 如果能够马上解答的马上解答
● 否则建议客户参观工厂，在车间让工程师或者技术人员去解答这些问题。不要把事情搞得复杂化
● 记住：客户是不会在充满疑问的情况下给钱的
● If we can solve this issue, will you be able to make some deposit today for the order?如果明确客户今天不会给钱的，那大可不必浪费时间解释太多。
● 告诉客户，回去让工程师回复客户。
5️⃣处理客户的投诉和疑问
下面汇总了一些话术，注意这些话术，要结合你的肢体语言，面部表情来使用，才能发挥巨大的威力。
所以，这样的话术必须是场景化的，不要生搬硬套，要灵活应用。该停顿的地方要停顿，该重点强调的要提高音量。
比如说大家应该在现场感受到了洪老师的招牌动作：点头。点头其实是一种心理暗示，潜意识是在暗示客户跟随你的想法，同意你的观点。这一招太厉害了！
● Is there any more information you need to know?
● What else you want to know?
● What else that I can answer you?
● Tell me more about that.(关心的语气）
● Can you walk me through your company’s decision making process when it comes to solving challenges like this? (好奇的语气）
● Can you give me a specific example so Ican understand this better?
● Can you go over what you might be lookingfor when choosing a company to work with?
● Walk me through the criteria you use tomake a decision on something like this?
● Walk me through what that means so I havemore understanding?
● Describe for me what you’re possiblylooking for just to see if I could help you.
● Describe for me what you meant by that?
● Can you unwrap that for me, so I have abetter understanding?
● Can you unpack that for me a bit more…..
● Can you go back a few pages for me so Iunderstand that better?
● Explain that to me in more detail just soI understand ….
● How long has that been going on for? 戳客户最痛的对方
● Ok, so you’ve been having this problemfor the last XXX months; has that （停一停） had an impact on you? 直戳痛点
● Has that 停一停 had an impact on the business?
● Well in what way though?
● walk me through … what you mean bythat?
● Tell me more … about that
● Can you share with me … so I understandthat better?
● Describe for me … what that means foryou when that happens?
● Unwrap that for me … so I have morebackground
● Unpack that for me … just so I have amore clear picture
● 一般客户说” I need to think it over” 其实不是真正的原因，大部分情况是客户对你不信任和有怀疑，你可以回复”Yeah,that’s not a problem. What’s your time frame on getting back to me in the nextday or so just to see if I’d be available?
● 客户如果说，“Ican probably call later in the week.” 但一般都是不会回复。所以你要马上说”Well, I’m not sure if I ‘d be randomly available like that with my schedule,what I can do if iy helps you, is if you have your calendat handy, I can pullup mine and have your book a specific time that way you don’t have to chase medown Would that help you? 对方可能会说“sure we can do that.” 然后客户会以为你准备接待另外一个客户或者离开。然后你给个回马枪。
● Now before I go, what were you wanting togo over in your mind (停一停）just so I know what question you willhave when we talk tomorrow? 然后死盯着客户的眼睛轻轻地点头。一般情况下，客户会说“ Well this is a big decision and I need to know if financially I can have themoney for it. 或者说 I need to discuss with my partners towork out the money for it. 其实大部分情况下都是钱的问题。要么就是信心问题。绝对没有其他原因。
6️⃣Ask for the close
● 你可能不相信，大部分的业务员都忽略掉这个Closing
● 问：If we can give you an attractive price, will you be able to make some small deposit to confirm the order today？
● If price is not the issue here, will you place your order today?
● What if I give you one for free, would you like tohave one?
● So you mean, if price is not the issuehere, you are definately want to buy today, right?
7️⃣报价-双赢的方案
● 所以在给客户特价之前，先确认客户能否今天做决定。付款才是做决定，不是签名，然后回去打款。你要相信客户离开摊位之后是不会再回来的
8️⃣做好后续的跟进
● 展会期间的销售记录和报价记录都需要有系统的管理
9️⃣Anticipate Rejection 坚持不放弃
● 大部分的销售是一个概率游戏（洪老师说的是数字游戏，我觉得用概率游戏更精确）
● “No”doesn’t mean “No” after all
● Therewill be a “Yes” if you don’t give up
● Alwaysrememberyou are his best friend
● Tryto know him as much as possible
🔟让客户转介绍他的朋友
● 不管客户最后有没有下单，都必须问客户能不能介绍客户给你
● 真心对待你的客户，不光是为了订单（其实就是为了订单）
● 在不影响成本，你的工作的情况下，能够帮客户处理一些私人的事情，比送什么礼物都要好。
