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浅谈商务销售的技巧

针对当今蓬勃发展的商务活动，1979年，随着改革开放，我国对外贸易开始有了一定的发展，因此，销售商务活动也开始变得日益频繁，并且在社会经济中起着重要的作用。相伴而来的销售已成为进行商务活动的主要环节。

商品销售就是介绍商品提供的利益，以满足客户特定需求的过程。；所谓商品销售简单的说就是卖出产品。美国行销协会对商品是一个定义；将适当的商品以适当的数量与价格，在适当的时间内出售给所需要产品的热人。不管是如何样的销售。它的最终目的是将商品以最大的利润和对顾客最 可满足将商品推销出去。为本公司赢取利益。但是怎样做才能两全其美 了，下面主要讲了销售方面的有关技巧。

一 商品包装是一套信念社会

商品的外在和内在的包装是沉默而却具有说服力的推销员。不论是盒子和瓶子，直立式, 挤压式 ,喷雾式, 灌装, 袋装或桶装都是经过缜密设计而大动顾客的心。商品包装的所有细节都是经过设计人员仔细考虑，改良，用实体模型摆在商店货架上测试，一直反复修改并把尺寸精细道一毫米计。设计的你看到的绝不是个容器或标签。你所买到的是一种品格，一种态度，甚至是一种信念。

销售心理专家，他把两个不同产品装在不同的盒子里，一个很简单盒子里,一个很花哨。在实际的销售过程中。八成以上的选择花的盒子，他们认为装在那盒子里的产品品质较优。

二 颜色是销售中最有力的工具之一

对眼球活动的研究显示，各种包装因素中，我们对色彩的反应最快。包装所具有的力量可能取决于如何调和对比 在商店里活泼而强脸，买回家要柔和而不刺眼。销售心理学专家认为最显眼的颜色黄色，但某些产品一旦用上黄色会有反效果。被美国称为不是餐厅，而是“工业”，是一种“文化”一种生活方式的美国麦当劳快餐公司，在世界50个国家中1万家快餐店，这家公司在提供一条龙的服务基础上，还一卡通人物塑造“麦当劳”的形象。

在我们日常生活中激起购买者的兴趣，吸引他的注意力是一个很现实的问题。但实际上，在众多的推销员中能够做到完美无缺的是很好的的。一般的推销员，由于缺乏创新精神何丰富的想象力，有时甚至没思想上的重视，往往会很天真的认为：“我们和他的关系是平等的，至于他买不买我的产品，只是又产品的性能，质量等因素决定的，对方若不满意我的产品，任凭我怎么说也无济于事，是枉费心机”。还有一种 推销员虽然在这方面努力了，但却做的不够，往往也是半途而废费的。

我们都知道，推销员要推销的产品是第一位的，它的各方面的功能何质量对购买者的购买与否起着决定作用。但即使产品无可挑剔并且其价格也颇为有理，销售额也不一定享有的增长。像这个样的情况是很多见的。那么这是什么原因造成的呢？分析一下，又不难发现，主要原因在于购买者根本不了解你的产品。乳品大王斯图 伦纳德成功的经营着世界上最大的乳品超市市场。由于乳制品的时效性很强，他采购的品种又多 ，所以顾客盈门，上架货物很快就可以买到，换回资金，从而加速了资金周转，生意 越做越红火。乳品大王说：“创造刺激顾客购买欲望的 环境是我们成功销售的秘诀。”这种环境是著名的“四部曲”销售法。

第一步，他独出心裁的在超市市场门口放上一头活牛奶，奶牛打扮的飘飘亮亮。不停的向顾客摇头摆尾，好似向顾客表示欢迎。这情况使刚进店的顾客，不由自主的由奶牛想到奶制品。走进大门，映入眼帘的又是一头活灵活现的塑料奶牛。奶牛旁边站着一位哼着民谣的乳牛机器人。顾客仿佛置身于牛羊成群的海洋中，对奶制品产生了强烈的兴趣，希望从乳制品上得到一种快乐的享受，这是第二步。好戏还在后头了，第三步，穿过前厅走入销售货大厅里，两只活泼可爱的机器狗 ，每个六分钟唱一首“什么什么真好吃”“好吃不过乳制品”的逗人歌曲，使顾客产生了强烈的购买欲望。

三步巧妙的递进安排，使顾客在每一步都得到 不同的感受，这时购买欲望有了，但要真正产生购买行动，还有第四步，当顾客在各式各样的商品中穿行时，扑鼻而来的是阵阵奶香，令人馋涎欲滴。在这样的情况下，准能不倾囊相购，一尝为快呢?

这样看来，充分的调动起购买者的积极性，让他把全部的心思都倾注在你的产品上是十分必要的。但是，激发顾客的兴趣，吸引他的注意力要特别注重方法，所做的一切都必须有助于推销工作的进展。这就得使推销员因时，因地，因人而采取不同的推销说明方法，这样才能保证推销效果的理想化。序幕终于拉开了，演出总算要开始了，和购买者洽谈的机会终于降临了，作为推销员一心追求的施展推销技巧的时机也最后成熟了。即接下来便是恭维顾客。在人际交往中众所周知，对于赞赏和尊重，绝大多数人乐于接受，除了性格特别怪异者。所以，恭维便是激发购买者兴趣的一个有效途径。巧妙地从恭维顾客开始，以便展开话题，让购买者的全部注意力都投入到你的谈论中，你的推销说明自然也就被对方倾听了。

但是在推销过程中，不要给对方说“不”，也不要给他留此机会。有些推销员新手总是不知道怎样开口说话，却硬帮帮的说出：“你想了解此商品吗”?得到的回答显然是一个很简单的“不”字。同时，巧妙地引用别人的话打动顾客，有时会得到意想不到的结果，有时候你说一百句也顶不上你引用一次第三者对你的商品的评价。

On the commercial sales techniques

For today's booming business activities, in 1979, with the reform and opening up, China's foreign trade began to have a certain degree of development, and therefore, sales business also began to become increasingly frequent, and in the economy plays an important role. That often accompanies the sale has become a major link for business.

Commodity sales is to introduce benefits provided goods to meet customer's specific demand. ; So-called commodity marketing simply means selling products. Marketing Association of the United States is a definition of commodities; to the appropriate goods the appropriate quantity and price, at the appropriate time needed to sell products, hot people. No matter how the kind of sales. Its ultimate aim is to commodities with the greatest profit and the customer can satisfy the most out of commodities to sell. The interests of the Company to win. But what can be done to best of both worlds, and the following main talked about sales techniques.

Product packaging is a set of beliefs of social

Goods external and internal packaging is silent and does have persuasive salesman. Both boxes and bottles, vertical type, extrusion type, spray type, filling, bag or drum is moving through the careful design of large customer's heart. Packaging all the details are carefully considered through the designer, improvement, using physical models to test placed on store shelves, has been repeatedly modified and the size of Fine Road in millimeters. The design you see is by no means a container or label. What you buy is a character, an attitude, or even a belief.

Sales psychology expert, he has two different products packed in different boxes, a very simple box, a very fancy. In the actual sales process. Bacheng over the choice of flower boxes, they believe that a box packed in better quality in terms of products.

Second, sales of color is one of the most powerful tools

Pairs of eye movement research has shown that a variety of packaging factors, we have the fastest response to color. Has the power of packaging may depend on how to reconcile the contrast in the store lively and strong face, brought home to be soft but not dazzling. Sales Psychology experts say the most prominent color of yellow, but yellow will have to spend for certain products when the opposite effect. By the United States as not a restaurant, but "industry" is a kind of "culture" a way of life of the U.S. McDonald's fast food companies in the world in 50 countries in 10000 fast-food restaurants, the company providing one-stop service to foundation, but also shape the character card "McDonald's" image.

In our daily life inspired the purchaser's interest, to attract his attention is a very real problem. But in fact, in many salesmen able to achieve perfect is good for. General salesman, the lack of innovation and the spirit of what a rich imagination, and sometimes not even the emphasis on ideology, often would be very naive view that: "Our relationship with him are equal, and his pay any attention to my product, but Also the product performance, quality and other factors, the other party who is dissatisfied with my product, No matter how I say it does not work is futile. " There is also a salesman While efforts in this regard, and they do not, often the halfway fees.

We all know that salesman to peddle the product is the first one, and it features all aspects of what quality of buyers to buy or not play a decisive role. But even impeccable product and its price is quite reasonable, does not necessarily enjoy the sales growth. Like this kind of situation is a lot to see. Well, this is what causes it? Analysis, but also not difficult to find, mainly because buyers do not understand your product. Dairy King Stew Leonard successful runs the world's largest supermarket dairy market. Due to the timeliness of a strong dairy products, he purchases the variety and great, so customers surplus doors, shelves will soon be able to buy the goods, in exchange for funding to accelerate cash flow, business growing in booming. Dairy King said: "The desire to create an environment to stimulate the customers to buy is the secret of our success selling." That environment is the famous "Quadrilogy" sales method.

The first step, his inventiveness in the door in the supermarket market, put a live milk cow dressed fluttering Liang-liang. Non-stop to customers Yaotoubaiwei, as if to customers welcome. This in turn has just joined the shop customers, involuntarily by the thought of dairy cows. Into the door is greeted by a vivid plastic cow. Cow standing next to a dairy robots humming folk songs. Customers feel like being in a sea of cattle and sheep flocks of dairy products had a strong interest in, hoping to get dairy products a pleasure to enjoy, this is the second step. Shows will follow, and the third step, through the lobby into the sales of goods hall, two adorable robot dog, every six minutes to sing "What's what really delicious," "delicious, but dairy products "The funny songs, so that customers had a strong desire to buy.

Three-step progression clever arrangements to customers at each step have been a different feeling this time desire to buy there, but to really results in a purchase action, there is a fourth step, when customers walk through a wide variety of commodities When assail the nostrils came the blowing milk fragrance, it is watering for a snatch. In such circumstances, the quasi-phase purse can not buy, a taste for the fast?

It would appear that buyers fully mobilize the enthusiasm, let him put all the thoughts are devoted to your products is very necessary. However, to stimulate customer interest, to attract his attention with special emphasis on methods, everything must be to help promote the progress of work. This was due to a salesman, as a result, the result of the marketing people take note of different methods, so as to ensure the promotion effect of idealized. Curtain finally opened, and finally to start the show, and buyers the opportunity has finally come to negotiate, and single-minded pursuit of the cast as a salesman selling skills, timing of the final maturity. I turn now to compliment the customer. In interpersonal interactions is well known, for the appreciation and respect for the vast majority of people willing to accept, in addition to the special character of weird person. Therefore, the compliment is to stimulate buyer interest in an effective way. Subtly compliment customers from the start to start the topic, so that buyers have put all our attention to your talk, your instructions and naturally has been selling each other and listened to.

However, in the marketing process, not to the other side to say "no", and do not leave him this opportunity. Some salesmen novice does not always know how to speak, but hard-Bang Bang's say: "You want to know about this product do?" Get the answer is obviously a very simple "no". At the same time, cleverly quoted the words of others, moved by customers, and sometimes get unexpected results, sometimes you say are the top 100 will not reach you reference a third-party evaluation of your goods.