一个行业,4位老板4种销售话术4个天差万别的结果,看完让你的销售团队业绩翻倍!

南阳壹味鲜食业

<h3><h1>一个人去市场买菜,经过四家卖水果的商店。四家水果店出售的苹果品质相近,但这个人没有购买第一家和第二家,但在第三家买了一斤,在第四家直接买了五斤。</h1> <h1><font color="#ed2308"><b>水果店老板1</b></font></h1><h1>这个人问:“苹果怎么样?”</h1> <h1>摊主回答:“我的苹果特别好吃,又大又甜!”</h1> <h1>这个人摇摇头走了。</h1> <h1><font color="#167efb">(销售只谈产品卖点,不寻求需求、无效介绍。)</font></h1></h3> <h3><h1><b><font color="#ed2308">水果店老板2</font></b></h1><h1>这个人问:“你的苹果味道是什么?”</h1> <h1>老板措手不语:“这批货是早上到货的,但是我没有时间品尝它,但苹果应该很甜。”</h1> <h1>客户没有转身离开。 </h1> <h1>(对产品的理解必须是个人经验,个人经验是卖点,卖点必须清晰,不应局限于培训所听到的知识)</h1> <h1><font color="#ed2308"><b>水果店老板3</b></font></h1> <h1>第三个老板问:“你好,你想要什么样的苹果,我们商店的水果品种很多!”</h1> <h1>顾客说:“我想买酸点的苹果。”</h1> <h1>老板:“我们店有种苹果的味道很酸。你需要多少斤?”</h1> <h1>顾客:“给我一斤。” </h1> <h1><font color="#167efb">(此类购买是客户自行购买,自然销售单值不大,有放大进一步挖掘的机会。)</font></h1></h3> <h3><h1><b><font color="#ed2308">水果店老板4</font></b></h1> <h1>那人看到一家商店的苹果,然后问老板:“你家的苹果怎么样?”</h1> <h1>老板:“我的苹果都是今天早上刚采摘送过来很新鲜的,你想要什么样的苹果?” (探索需求)</h1> <h1>顾客:“我想买些酸点的苹果”</h1> <h1>老板:“每个买苹果的人都会选择大而甜的。你为什么选择吃酸苹果?” <b><font color="#167efb">(挖掘需求)</font></b></h1> <h1>顾客:“我媳妇怀孕了,她想吃一些酸苹果。”</h1> <h1>老板:“你对你的媳妇非常体贴。将来肯定会给你一个白白胖胖的小子。<font color="#167efb"><b>(对客户称赞)</b></font>几个月前,这个社区有两个家庭有了孩子。他们经常来找我买苹果,<b><font color="#167efb">(第三方的佐证)</font></b>猜猜后来怎么着?这两个家庭都各有了一个大胖小子,<b><font color="#167efb">(建立一种情况,引发顾客购买)</font></b>你想要多少斤?<b><font color="#167efb">(结束话题,默认交易)</font></b>。</h1></h3> <h1 style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; word-wrap: break-word !important;"><br></h1><p style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"></span></h3><h1 style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; line-height: 2em; word-wrap: break-word !important;">顾客:“这给我两斤。”</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">顾客对水果店老板很满意。水果店老板向顾客介绍其他水果。</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">老板:“孕妇吃一些橘子,也适合,各种维生素,味道也酸甜,营养也很丰富(</span><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;">最大化购买,不给对手机会)</span></strong></span></strong></span><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">,如果你来一些橘子,你的媳妇她一定很开心!</span><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;">(愿景被触发)</span></strong></span></strong></span><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">“</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">顾客:“那再来三斤橘子。”摊主:“你人真好,你的<span style="max-width: 100%; word-wrap: break-word !important;">媳妇</span>太幸福了”&nbsp;</span><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;">(适度准确赞扬)</span></strong></span></strong></span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">摊主称赞顾客,并说他们店的每日购买时间,以及每日销售的情况,水果的新鲜度可以得到保证</span><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;">(产品让客户放心)</span></strong></span></strong></span><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">,如果你吃得好,欢迎下次光临</span><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;">(建立客户粘性)。</span></strong></span></strong></span></h1><p style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 122, 170); word-wrap: break-word !important;"><strong style="max-width: 100%; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><strong style="max-width: 100%; line-height: 32px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;"></span></strong></span></strong></span></h3><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">顾客,“如果你吃得好,就让邻居们来光顾一下。”随后他提着水果,很满意的回家了。</span></h1> <h1 style="margin-top: 15px; margin-bottom: 15px; font-size: 16px; max-width: 100%; font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"><span style="max-width: 100%; word-wrap: break-word !important;"><b><font color="#167efb">结合上面的例子,销售究竟是什么?<span style="max-width: 100%; line-height: 1.6; word-wrap: break-word !important;">无非以下几点:</span></font></b></span></span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">生客卖的是礼貌</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">熟客卖的是热情</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">急客卖的是效率</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">慢客卖的是耐心</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">有钱卖的是尊贵</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">没钱卖的是实惠</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">豪客卖的是仗义</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">时髦卖的是时尚</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">小气卖的是利益</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">享受型卖的是服务</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">挑剔型卖的是细节</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">犹豫型卖的是保障</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">随和型卖的是认同感</span></h1><h1 style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;">这才是销售!</span></h1><p style="margin-top: 15px; margin-bottom: 15px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; text-align: justify; white-space: normal; widows: 2; line-height: 2em; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 15px; letter-spacing: 0.5px; word-wrap: break-word !important;"></span></h3><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system-font, BlinkMacSystemFont, 'Helvetica Neue', 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei UI', 'Microsoft YaHei', Arial, sans-serif; font-variant-ligatures: normal; letter-spacing: 0.544px; orphans: 2; white-space: normal; widows: 2; font-size: 16px; text-align: center; line-height: 1.75em; word-wrap: break-word !important;"><span style="max-width: 100%; letter-spacing: 0.5px; font-size: 14px; word-wrap: break-word !important;"><strong style="max-width: 100%; color: rgb(255, 0, 0); line-height: 2em; text-indent: 0em; font-size: 15px; word-wrap: break-word !important;">欢迎留言说出自己的想法</strong></span></h3>