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    找培訓講師、培訓師就上講師寶!
    李洋網站_李洋博客
    李洋
    銷售技巧、領導力執行力、職業素養創業導師
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    • 2019-05-14匿名
      老師講的特別好,干貨滿滿,條理清晰,非常感謝老師的精彩授課!
    • 2019-05-14匿名
      今天聽了一場陳老師的課,確實精彩,記住了很多知識,對以后的工作甚至一輩子有益
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    銷售技巧很重要,但是銷售人員的堅持更重要
    2019-08-12 17:22:08 作者:李洋 瀏覽次數:23

    可能大部分人都會說,這是因為銷售人員技巧不行,沒能把業主留住、成交。這是原因,不過只是一小部分原因,給大家分享一個公式,自然明白。

    個人業績 = 60%的顧客接待量+30%的銷售技巧+10%的運氣。

    這是“631法則”。從中大家不難發現,接待量要遠超技巧的占比,也就是說業主沒有成交,歸咎于銷售技巧不行是很片面的結論。

    這里有必要對接待量做點解釋,衡量接待量的單位是“人次”,而不是“人”。也就是說,一個業主已經明確拒絕銷售人員之后,銷售人員再次推薦產品,那就等于接待了2人次了。

    我們不難發現,要想提高銷售量,技巧重要,接待量更重要,而接待量的多少,主要在于銷售人員是否堅持。

    在實際的銷售過程中,第一次推薦并被明確拒絕后,有70%的銷售人員會繼續熱情的推薦第二次;如果第二次也被拒絕,那就只有10%的人能夠堅持去推第三次;如果連第三次也失敗了,那就只有1%的人會繼續推了。

    終端店面的調查也得出相同的結論,個人業績較好的銷售人員,有近80%的人不是因為銷售技巧比其他人強,而是他們更懂得接待量的重要性,每次被拒絕后會堅持再去推薦,直至業主完全離開店面。

    搞定進店客戶,銷售技巧固然起了不少的作用,但是市場客流較少的時候,接待量顯得尤為重要。而提升接待量的前提就是銷售人員的堅持,就算被拒絕了,也要再次主動、熱情、耐心地向業主繼續推薦產品。如果能做到這一點,同一個業主就像被接待多次,銷售人員的技巧自然而然也會得到一定的提升。

    從某種意義上來說,在市場環境不佳之時,與其想方設法提升銷售人員的技巧,不如讓他們學會堅持,堅持推薦產品,通過提高接待量來提升銷售能力,做好業績。

    TAG: 銷售技能培訓大客戶服務

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