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抓住潜在客户的注意力
已阅:1129 / 回复:5(楼主)

如果你正好要在周五的下午向潜在客户做产品推价,你知道如何抓住这帮一心想着如何度周末的家伙的注意力吗?www.selingpower.com上的一篇文章分享了以下窍门。
第一个办法是在推介过程中始终与对方保持互动。向他们提出具有实际意义的问题。不要提出诸如“谁想赚钱”这样愚蠢的问题,而应该这么问:“如果我保证让你们盈利提高10个百分点,你们会把这笔钱拿去做什么?”因为这样能促使在座者开始与你交谈。
如果光是你一个人在说,那么对方很可能分神,压根就记不住你说了些什么。在进行产品推介时,要始终关注听众的需要。你要问他们想要什么——是先进行全局性的介绍,接着再进行重点推介,还是他们希望了解更多细节?
第二个办法也与提问有关,不同的是你在提完问后,要指导在座者与其相邻的人讨论这个问题。
第三个办法是尽量确保你的推介“简短有力”。
第四个办法是给潜在客户提供诸多实例,让其了解你的产品是如何帮到那些与之有相似境况的客户的。
第五个办法是每隔五分钟就改变你的推介方法。要么是你一人在宣讲,要么是寻求对方的反馈意见,要么就举例,要么就组织大家进行头脑风暴,要么就罗列统计数据。
第六个办法是事先了解你的竞争对手采取的是哪种推介方式,反其道而行。如果他们用的是幻灯片,你就别用了,而应转而采用对话的方式。因为你一关灯放幻灯片,听到的可能就是呼噜声而不是提问声。
第七个办法就是找出他们最敏感什么,给他们一下重击。例如市场失守的事实,或者其竞争对手新的攻城掠地策略,都能让其猛然清醒。
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走自己的路让别人去说吧
作者:admin (2009-05-04 15:58:40)
回复:抓住潜在客户的注意力
第 1 楼

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作者:myteacher (2010-10-06 14:37:10)
回复:抓住潜在客户的注意力
第 2 楼

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作者:mamwen (2011-01-05 12:05:13)
回复:抓住潜在客户的注意力
第 3 楼

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作者:happy (2011-01-25 14:24:59)
回复:抓住潜在客户的注意力
第 4 楼

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作者:sabsa (2011-01-26 16:34:51)
回复:抓住潜在客户的注意力
第 5 楼

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作者:healthy (2011-05-13 16:42:39)
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