销售百宝箱:8种绝对成交的销售话术技巧

Sales Treasure Box: 8 kinds of absolute sales of sales skills

销售是一种以结果论英雄的游戏，销售就是要成交。

销售话术1、顾客说：我要考虑一下。

对策：时间就是金钱。机不可失，失不再来。

(1)询问法：

通常在这种情况下，顾客对产品感兴趣，但可能是还没有弄清楚你的介绍(如：某一细节)，或者有难言之隐(如：没有钱、没有决策权)不敢决策，再就是挺脱之词。所以要利用询问法将原因弄清楚，再对症下药，药到病除。如：先生，我刚才到底是哪里没有解释清楚，所以您说您要考虑一下?

(2)假设法：

假设马上成交，顾客可以得到什么好处(或快乐)，如果不马上成交，有可能会失去一些到手的利益(将痛苦)，利用人的虚伪性迅速促成交易。如：某某先生，一定是对我们的产品确是很感兴趣。假设您现在购买，可以获得??(外加礼品)。我们一个月才来一次(或才有一次促销活动)，现在有许多人都想购买这种产品，如果您不及时决定，会

(3)直接法：

通过判断顾客的情况，直截了当地向顾客提出疑问，尤其是对男士购买者存在钱的问题时，直接法可以激将他、迫使他付帐。如：??先生，说真的，会不会是钱的问题呢?或您是在推脱吧，想要躲开我吧?

销售话术2、顾客说：太贵了。

对策：一分钱一分货，其实一点也不贵。

(1)比较法：

①与同类产品进行比较。如：市场??牌子的??钱，这个产品比??牌子便宜多啦，质量还比??牌子的好。

②与同价值的其它物品进行比较。如：??钱现在可以买a、b、c、d等几样东西，而这种产品是您目前最需要的，现在买一点儿都不贵。

(2)拆散法：

将产品的几个组成部件拆开来，一部分一部分来解说，每一部分都不贵，合起来就更加便宜了。

(3)平均法：

将产品价格分摊到每月、每周、每天，尤其对一些高档服装销售最有效。买一般服装只能穿多少天，而买名牌可以穿多少天，平均到每一天的比较，买贵的名牌显然划算。如：这个产品你可以用多少年呢?按??年计算，??月??星期，实际每天的投资是多少，你每花??钱，就可获得这个产品，值!

(4)赞美法：

通过赞美让顾客不得不为面子而掏腰包。如：先生，一看您，就知道平时很注重??(如：仪表、生活品位等)的啦，不会舍不得买这种产品或服务的。

销售话术3、顾客说：市场不景气。

对策：不景气时买入，景气时卖出。

(1)讨好法：

聪明人透漏一个诀窍：当别人都卖出，成功者购买;当别人却买进，成功者卖出。现在决策需要勇气和智慧，许多很成功的人都在不景气的时候建立了他们成功的基础。通过说购买者聪明、有智慧、是成功人士的料等，讨好顾客，得意忘形时掉了钱包!

(2)化小法：

景气是一个大的宏观环境变化，是单个人无法改变的，对每个人来说在短时间内还是按部就班，一切照旧。这样将事情淡化，将大事化小来处理，就会减少宏观环境对交易的影响。如：这些日子来有很多人谈到市场不景气，但对我们个人来说，还没有什么大的影响，所以说不会影响您购买??产品的。

(3)例证法：

举前人的例子，举成功者的例子，举身边的例子，举一类人的群体共同行为例子，举流行的例子，举领导的例子，举歌星偶像的例子，让顾客向往，产生冲动、马上购买。如：某某先生，??人??时间购买了这种产品，用后感觉怎么样(有什么评价，对他有什么改变)。今天，你有相同的机会，作出相同的决定，你愿意吗?

销售话术4、顾客说：能不能便宜一些。

对策：价格是价值的体现，便宜无好货

(1)得失法：

交易就是一种投资，有得必有失。单纯以价格来进行购买决策是不全面的，光看价格，会忽略品质、服务、产品附加值等，这对购买者本身是个遗憾。如：您认为某一项产品投资过多吗?但是投资过少也有他的问题所在，投资太少，使所付出的就更多了，因为您购买的产品无法达到颁期的满足(无法享受产品的一些附加功能)。

(2)底牌法：

这个价位是产品目前在全国最低的价位，已经到了底儿，您要想再低一些，我们实在办不到。通过亮出底牌(其实并不是底牌，离底牌还有十万八千里)，让顾客觉得这种价格在情理之中，买得不亏。

(3)诚实法：

在这个世界上很少有机会花很少钱买到最高品质的产品，这是一个真理，告诉顾客不要存有这种侥幸心理。如：如果您确实需要低价格的，我们这里没有，据我们了解其他地方也没有，但有稍贵一些的??产品，您可以看一下。

销售话术5、顾客说：别的地方更便宜。

对策：服务有价。现在假货泛滥。

(1)分析法：

大部分的人在做购买决策的时候，通常会了解三方面的事：第一个是产品的品质，第二个是产品的价格，第三个是产品的售后服务。在这三个方面轮换着进行分析，打消顾客心中的顾虑与疑问，让它单恋一支花。如：??先生，那可能是真的，毕竟每个人都想以最少的钱买最高品质的商品。但我们这里的服务好，可以帮忙进行??，可以提供??，您在别的地方购买，没有这么多服务项目，您还得自己花钱请人来做??，这样又耽误您的时间，又没有节省钱，还是我们这里比较恰当。

(2)转向法：

不说自己的优势，转向客观公正地说别的地方的弱势，并反复不停地说，摧毁顾客心理防线。如：我从未发现：那家公司(别的地方的)可以以最低的价格提供最高品质的产品，又提供最优的售后服务。我??(亲戚或朋友)上周在他们那里买了??，没用几天就坏了，又没有人进行维修，找过去态度不好

(3)提醒法：

提醒顾客现在假货泛滥，不要贪图便宜而得不偿失。如：为了您的幸福，优品质高服务与价格两方面您会选哪一项呢?你愿意牺牲产品的品质只求便宜吗?如果买了假货怎么办?你愿意不要我们公司良好的售后服务吗???先生，有时候我们多投资一点，来获得我们真正要的产品，这也是蛮值得的，您说对吗?

销售话术6、顾客讲：没有预算(没有钱)。

对策：制度是死的，人是活的。没有条件可以创造条件。

(1)前瞻法：

将产品可以带来的利益讲解给顾客听，催促顾客进行预算，促成购买。如：??先生，我知道一个完善管理的事业需要仔细地编预算。预算是帮助公司达成目标的重要工具，但是工具本身须具备灵活性，您说对吗???产品能帮助您公司提升业绩并增加利润，你还是根据实际情况来调整预算吧!

(2)攻心法

分析产品不仅可以给购买者本身带来好处，而且还可以给周围的人带来好处。购买产品可以得到上司、家人的喜欢与赞赏，如果不购买，将失去一次表现的机会，这个机会对购买者又非常重要，失去了，痛苦!尤其对一些公司的采购部门，可以告诉他们竞争对手在使用，已产生什么效益，不购买将由领先变得落后。

销售话术7、顾客讲：它真的值那么多钱吗?

对策：怀疑是奸细，怀疑的背后就是肯定。

(1)投资法：

做购买决策就是一种投资决策，普通人是很难对投资预期效果作出正确评估的，都是在使用或运用过程中逐渐体会、感受到产品或服务给自己带来的利益。既然是投资，就要多看看以后会怎样，现在也许只有一小部分作用，但对未来的作用很大，所以它值!

(2)反驳法：

利用反驳，让顾客坚定自己的购买决策是正确的。如：您是位眼光独到的人，您现在难道怀疑自己了?您的决定是英明的，您不信任我没有关系，您也不相信自己吗?

(3)肯定法：

值!再来分析给顾客听，以打消顾客的顾虑。可以对比分析，可以拆散分析，还可以举例佐证。

销售话术8、顾客讲：不，我不要

对策：我的字典了里没有不字。

(1)吹牛法：

吹牛是讲大话，推销过程中的吹牛不是让销售员说没有事实根据的话，讲价话。而是通过吹牛表明销售员销售的决心，同时让顾客对自己有更多的了解，让顾客认为您在某方面有优势、是专家。信赖达成交易。如：我知道您每天有许多理由推脱了很多推销员让您接受他们的产品。但我的经验告诉我：没有人可以对我说不，说不的我们最后都成为了朋友。当他对我说不，他实际上是对即将到手的利益(好处)说不。

(2)比心法：

其实销售员向别人推销产品，遭到拒绝，可以将自己的真实处境与感受讲出来与顾客分享，以博得顾客的同情，产生怜悯心，促成购买。如：假如有一项产品，你的顾客很喜欢，而且非常想要拥有它，你会不会因为一点小小的问题而让顾客对你说不呢?所以??先生今天我也不会让你对我说不。

(3)死磨法：

我们说坚持就是胜利，在推销的过程，没有你一问顾客，顾客就说要什么产品的。顾客总是下意识地敌防与拒绝别人，所以销售员要坚持不懈、持续地向顾客进行推销。同时如果顾客一拒绝，销售员就撤退，顾客对销售员也不会留下什么印象。

Sales Treasure Box: 8 kinds of absolute sales of sales skills

Sales is a game of results-oriented heroes, and sales are about to be sold.

Sales speech 1, customer said: I have to consider.

Countermeasure: Time is money. Not to be missed.

(1) Inquiry method:

Usually in this case, the customer is interested in the product, but may not have figured out your introduction (such as a certain detail), or has a hard time (such as: no money, no decision-making power), dare not make decisions, then A good word. Therefore, we must use the inquiry method to clarify the reason, and then the right medicine, the medicine to the disease. Such as: Sir, I did not explain clearly where exactly, so you said that you have to consider?

(2) Hypothesis:

Assume that the customer can get any benefits (or happiness) if they are sold immediately. If they do not deal with them immediately, they may lose some of the benefits (will be painful) and use the hypocrisy of the people to quickly facilitate the transaction. Such as: Mr. Certain, must be very interested in our products. Suppose you buy now and get a gift (plus a gift). We only come once a month (or only once for a promotion), and now many people want to buy this product. If you don’t decide in time, it will...

(3) Direct method:

By judging the customer's situation, it is straightforward to ask questions to the customer, especially when there is a problem with the money of the man's purchaser. The direct method can motivate him and force him to pay the bill. Such as: Mr.?, really, is it a question of money? Or are you shirking, want to avoid me?

Sales speech 2, the customer said: too expensive.

Countermeasure: If you pay for a penny, it is not expensive at all.

(1) Comparison method:

1 Compare with similar products. Such as: the market?? The brand of money, this product is much cheaper than the brand, the quality is better than the brand.

2 Compare with other items of the same value. Such as: ?? Money can now buy a, b, c, d and other things, and this product is what you need most now, and now it is not expensive to buy.

(2) Dismantling method:

The components of the product are taken apart, and some of them are explained. Each part is not expensive, and it is cheaper to combine.

(3) Average method:

Spread the price of the product to monthly, weekly, and daily, especially for some high-end clothing sales. How many days can you wear general clothing, and how many days you can buy a famous brand. On average, every day, it is obviously cost-effective to buy expensive brands. For example: How many years can you use this product? According to the annual calculation, the monthly investment, the actual daily investment is how much you get, every time you spend money, you can get this product, value!

(4) Praise Law:

By praising customers, they have to pay for their face. Such as: Sir, when you look at you, you know that you usually pay attention to it (such as: meters, lifestyle, etc.), you will not be reluctant to buy such products or services.

Sales speech 3, the customer said: the market is sluggish.

Countermeasure: Buy when you are in a downturn, and sell when you are in a bad mood.

(1) Please do a good job:

A wise man reveals a flaw: when others are sold, successful ones buy; when others buy, successful ones sell. Decisions now require courage and wisdom, and many successful people have built the foundations of their success in times of recession. By saying that the buyer is smart, intelligent, and successful, he will please the customer and lose his wallet when he is ecstasy!

(2) Small method:

Boom is a big macro environmental change that cannot be changed by a single person. For everyone, in a short period of time, it is still step by step, and everything is as usual. This will dilute things and reduce the big things to deal with, which will reduce the impact of the macro environment on transactions. For example, many people have talked about the market downturn in these days, but for us personally, there is no big impact, so it will not affect your purchase of products.

(3) Illustration method:

Give examples of predecessors, give examples of successful people, give examples of the side, give examples of common behaviors of groups of people, give popular examples, give examples of leadership, give examples of singer idols, let customers yearn for impulses, Buy now. Such as: Mr. XX, who bought the product after the time, how it feels after use (what evaluation, what changes to him). Today, you have the same opportunity to make the same decision, are you willing?

Sales speech 4, the customer said: can not be cheaper.

Countermeasure: price is the embodiment of value, cheap and no good goods

(1) gain and loss method:

Trading is an investment, and it must be lost. It is not comprehensive to make purchasing decisions simply by price. If you look at the price, you will ignore the quality, service, and added value of the product. This is a pity for the buyer itself. For example: Do you think that a certain product has too much investment? But if you invest too little, there are also problems with it. If you invest too little, you will pay more because the products you purchase cannot meet the satisfaction of the award period. Some additional features of the product).

(2) The card method:

This price is the lowest price of the product in the country. It has already reached the bottom. If you want to lower it, we can't do it. By showing the card (in fact, it is not a card, there are still hundreds of thousands of miles), so that customers feel that this price is reasonable, and buy no loss.

(3) Honest Law:

There is very little opportunity in the world to spend a small amount of money to buy the highest quality products. This is a truth, telling customers not to have this kind of luck. For example, if you really need a low price, we don't have it here. We know that there is no other place, but there are some more expensive products, you can look at it.

Sales speech 5, the customer said: other places are cheaper.

Countermeasure: The service is valuable. Now fakes are rampant.

(1) Analysis method:

Most people usually understand three things when making purchasing decisions: the first is the quality of the product, the second is the price of the product, and the third is the after-sales service of the product. In these three aspects, the analysis is carried out to dispel the concerns and doubts of the customers, so that it is "unrequited love". Such as: Mr.? That may be true, after all, everyone wants to buy the highest quality goods with the least amount of money. But our service here is good, we can help you??, you can provide it, you can buy it elsewhere, there are not so many service items, you have to pay for it yourself, so it will delay your time. There is no money saved, or it is more appropriate for us here.

(2) Steering method:

Not to mention their own advantages, turn to the objective and fair to say the weakness of other places, and repeatedly said, destroy the customer's psychological defense. Such as: I have never found out: that company (where else) can provide the highest quality products at the lowest price, and provide the best after-sales service. I? (relatives or friends) bought them in them last week? It took a few days to break down, no one was repairing, and looking for a bad attitude...

(3) Reminder method:

Remind customers that fake goods are rampant now, and don’t want to be cheap and not worth the candle. For example: For your happiness, excellent quality, high service and price, which one would you choose? Are you willing to sacrifice the quality of the product and only ask for it? If you buy a fake, what should you do? You are willing to not have a good after-sales service. Service? Mr., sometimes we invest a little more to get the products we really want, which is quite worthwhile, are you right?

Sales speech 6, customer said: no budget (no money).

Countermeasure: The system is dead and the people are alive. There are no conditions to create conditions.

(1) Forward-looking method:

Explain the benefits that the product can bring to the customer, urge the customer to budget, and promote the purchase. Such as: Mr.?, I know that a well-managed business needs to be carefully budgeted. Budgeting is an important tool to help companies achieve their goals, but the tools themselves must be flexible. Are you right? Products can help your company improve its performance and increase profits. You can adjust your budget according to the actual situation!

(2) Attack method

Analyzing the product not only benefits the buyer itself, but also benefits the people around. Buying a product can be liked and appreciated by the boss and family. If you don't buy it, you will lose a chance to perform. This opportunity is very important to the buyer, lost, and painful! Especially for some companies' purchasing departments, they can tell their competitors. In use, what benefits have been generated, and no purchases will be left behind by the lead.

Sales speech 7, customer said: Is it really worth so much money?

Countermeasure: Suspicion is a spy, and behind the suspicion is affirmation.

(1) Investment Law:

Making a purchase decision is an investment decision. It is difficult for ordinary people to make a correct assessment of the expected effect of the investment. They are gradually understanding and feeling the benefits brought by the product or service during the use or application process. Since it is an investment, it is necessary to look at what will happen in the future. Now it may only have a small part of the effect, but it has a great effect on the future, so it is worth!

(2) Rebuttal law:

Using rebuttals, it is right for customers to make firm their purchasing decisions. Such as: You are a visionary person, do you doubt yourself now? Your decision is wise, you don't trust me, it doesn't matter, don't you believe in yourself?

(3) Affirmation:

Value! Then analyze it to the customer to dispel the customer's concerns. Can be compared and analyzed, the analysis can be broken up, and can also be supported by examples.

Sales speech 8, customer said: no, I don't want to...

Countermeasure: There is no "no" in my dictionary.

(1) Bragging method:

Bragging is a big talk, and the bragging in the sales process is not to let the salesperson say that there is no factual basis, bargaining. It is to show the determination of the salesperson's sales by bragging, and let the customer know more about himself, so that the customer thinks that you have an advantage in some aspects and is an expert. Trust to reach a deal. Such as: I know that you have many reasons every day to get rid of a lot of salesmen to let you accept their products. But my experience tells me: No one can say no to me, say no, we all become friends. When he said no to me, he actually said no to the benefits (benefits) that he was about to get.

(2) than the heart method:

In fact, the salesperson sells the product to others and is rejected. He can tell his true situation and feelings to share with the customer, in order to win the customer's sympathy, create compassion and promote purchase. For example, if there is a product that your customers like, and you really want to have it, would you let the customer say no to you because of a small problem? So, I will not let you today. Say no to me.

(3) Dead grinding method:

We say that persistence is victory. In the process of sales promotion, if you ask the customer, the customer will say what product to ask. The customer always subconsciously defends against and rejects others, so the salesperson must persevere and continuously sell to the customer. At the same time, if the customer refuses, the salesperson will retreat and the customer will not leave any impression on the salesperson.