顾问式销售技巧学员手册目录单元一什么是***服务营销代表...................................................................................................3一、主动营销............................................................................................................................4二、做客户的顾问....................................................................................................................5单元二开场白................................................................................................................................7一、主动询问式........................................................................................................................8二、插入探讨式......................................................................................................................10三、应答推荐式......................................................................................................................13单元三发掘客户需求....................................................................................................................16一、客户需求分析..................................................................................................................17二．发掘客户需求的技巧......................................................................................................18单元四介绍产品............................................................................................................................26一、卖点..................................................................................................................................27二、介绍产品和服务的技巧...................................................................................................28单元五处理异议......................................................................................................................32一、客户为什么会有异议......................................................................................................33二、客户异议的类型..............................................................................................................34三、处理异议的原则..............................................................................................................35四、异议的处理方法..............................................................................................................36单元六建议购买............................................................................................................................41一、为什么要主动建议购买？...............................................................................................42二、如何建议购买..................................................................................................................43单元七挽留客户........................................................................................................................45一、客户离网的原因..............................................................................................................46二、客户挽留的策略..............................................................................................................47三．客户挽留的技巧............................................................................................................
