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<section class="" style="margin-right: auto; margin-left: auto; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; width: 0.6em; display: inline-block; vertical-align: middle; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 1; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span></span></span></section><section style="padding-left: 10px; max-width: 100%; display: inline-block; vertical-align: middle; font-weight: 700; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">一、如何不被“价格”问题困扰？<span style="max-width: 100%; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></span></section></section></section><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"></span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">价格谈判是一门大学问，导购人员每天都会遇到，处理好价格谈判问题需要注意以下几个方面：</span></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1、不要被顾客的购买习惯吓倒</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">俗话说“买家没有卖家精”，顾客不知道产品价格中包含的成本和利润等要素，为了不吃亏就会大幅度讲价，无论导购说什么，都以“太贵了”挡回来，这已经成为了消费者的习惯，导购人员不要被顾客的这种习惯吓倒。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2、不要抱怨顾客随便砍价</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">有些导购听到顾客随便砍价就会抱怨，其实消费者并不知道产品的价格底线和成本底线，不知者不怪罪，随便砍价不是消费者的错。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3、提高价格应对能力，增强价格信心</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 微软雅黑; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;">价格应对能力是导购人员应具备的重要能力。导购要清楚产品价格所对应的价值，明白产品的卖点、优势和差异化，对产品价格有信心。价格信心来源于三个比较：</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> 一是和产品成本相比较；<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> 二是与同行的产品相比较；<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> 三是从硬件、软件、服务态度、产品质量上相比较。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p><section class="" style="margin-right: auto; margin-left: auto; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; width: 0.6em; display: inline-block; vertical-align: middle; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 1; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span></span></span></section><section style="padding-left: 10px; max-width: 100%; display: inline-block; vertical-align: middle; font-weight: 700; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">二、如何让顾客觉得“买得值”？</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">耳听为虚，眼见为实，看上去值才是真的值。顾客最相信的是自己的眼睛，因此产品要想卖出好价钱，就要让顾客觉得“值”。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p style="text-align:center"><img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvea5iaWRibKLDObGJr6p7ptjMYTg9mWebTQ0AMibBeyjsu0KQ11s4vMFRZrEZMDT5XsX9FoOaMkD35Ww/0?wx_fmt=jpeg" data-ratio="1" data-w="220" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1、让店铺看上去“值”</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 微软雅黑; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;">让店面看上去“值”表现在以下几个方面：门头形象，店铺的装修要到位；门头干净，店铺和货架要整洁、干净；导购的精神面貌积极向上。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> <br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;">【要点提示】</span></strong><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> </span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">如何让店铺看上去“值”：</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /> ① 门头形象良好；<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> ② 门头干净整洁；<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> ③ 导购精神面貌积极向上。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2、让导购看上去“值”</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;">让导购看上去“值”包括两个方面：</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><ul class=" list-paddingleft-2" style="max-width: 100%; color: rgb(62, 62, 62); white-space: normal; width: 439.588px; font-family: 微软雅黑; line-height: 23.2727px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><li><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">导购的精神面貌良好；<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> </span></p></li><li><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">导购的专业化程度要高。<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p></li></ul><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">对于专业化，形式比内容更重要，顾客判断导购是否专业，会从外表、穿着、道具、话术、微笑等方面考核。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3、让陈列看上去“值”</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">产品陈列是一门大学问，陈列强调“生动化”。陈列技巧还包括灯光的使用、POP海报的使用、堆头的使用、中岛的使用以及道具元素的衬托等。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">4、让道具看上去“值”</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">导购要学会使用道具营销，即使用相应的道具衬托和证明产品的价值。道具包括产品手册、客户的留言和表扬信等。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">5、让话术听上去“值”</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 微软雅黑; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;">话术营销非常重要，“特、优、利、证”是话术营销中常用的一种方法。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-right: auto; margin-left: auto; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; width: 0.6em; display: inline-block; vertical-align: middle; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 1; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span></span></span></section><section style="padding-left: 10px; max-width: 100%; display: inline-block; vertical-align: middle; font-weight: 700; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">三、价格应对实战策略</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1.价格一定让你满意</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">当顾客刚刚接触导购，对产品还不是非常了解，就与导购谈价钱的时候，导购可以使用这句话术。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">当顾客看到产品价格标签后依然询问导购价钱时，说明顾客觉得产品价钱有点贵，想和导购确认一下，如果导购就事论事，回答产品价格，就是不科学的做法。导购应该说“价格一定让你满意”，这样回答的好处是，顾客不会因为价格问题与导购谈崩，谈判还能进行下去。随着顾客对产品的需求越来越强烈，对价格的敏感度就会下降。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2.进行价值塑造</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">价值塑造得越成功，顾客的满意度越高，成交的可能性就越大。进行价值塑造时，导购可以增加产品的卖点、利用信息不对等因素或者其他因素给产品加分，比如先进的工艺、央视上榜品牌等，告诉顾客产品值得这个价格。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3.节奏掌控</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">导购与顾客进行价格谈判时，一定不能先着急。比如，产品的标价是180元，最终可以降到150元，导购可以分为三个梯度降价：175元、160元、155元。刚开始让步可以大一点，后来让步越来越小，掌握好让步的节奏。<br style="max-width: 100%; line-height: 24px; font-family: Simsun; font-size: 12px; box-sizing: border-box !important; word-wrap: break-word !important;" /> </span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">导购每让出一小步，都要提出相应的条件，比如可以要求顾客常来，或者是介绍其他消费者；而且每让出一小步，都要死死地顶住，不能让顾客觉得还有讲价的空间。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">4.让顾客看到努力</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">如果顾客觉得导购在价格让步中很轻松，就会进一步与导购进行价格谈判，因此，在价格谈判时，导购要通过语言、表情、肢体动作等让顾客觉得已经尽力了。</span></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-right: auto; margin-left: auto; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; width: 0.6em; display: inline-block; vertical-align: middle; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span><span style="max-width: 100%; width: 0.6em; height: 0.6em; display: block; opacity: 1; color: rgb(255, 255, 255); box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></span></span></span></section><section style="padding-left: 10px; max-width: 100%; display: inline-block; vertical-align: middle; font-weight: 700; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">四、如何解决五类价格异议</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="text-align:center"><img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvea5iaWRibKLDObGJr6p7ptjMovUUDvYdibfAZ0rWaN7Q3rG5GDK1jHiaH3BcswtibkK78P46yQEjssY3g/0?wx_fmt=jpeg" data-ratio="0.6660682226211849" data-w="" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第一类：认可产品，但觉得价格太高</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">有些顾客认可产品，但坚持认为价钱太高。其实在本质上，产品“贵不贵”就是“值不值”的问题。因此遇见这种异议时，导购就要进行价值塑造，让顾客觉得产品有卖点。如果已经进行了价值塑造，顾客依然觉得产品价钱高，导购就可以考虑给顾客一些小赠品或者其他服务项目。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第二类：挑剔产品，与其他产品比较</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">顾客如果总是挑剔产品，说明他属于分析型，导购此时要摆事实、讲道理、引用数据与顾客进行充分的沟通。当顾客将产品与其他品牌进行比较时，导购不能贬低其他品牌，而应该找出产品的差异化，并且强调、放大该差异。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第三类：讨价还价是纠缠不清</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 微软雅黑; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;">当顾客总是在价格问题上纠缠不清时，导购要让顾客明白产品的价格底线不能再降了，还要照顾顾客的情绪，用小赠品进行贿赂。</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 微软雅黑; line-height: 1.6em; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第四类：以老客户为条件要求降价</span></section></section><section style="max-width: 100%; width: 0px; height: 0px; clear: both; box-sizing: border-box !important; word-wrap: break-word !important;"></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important;">有些顾客以老顾客为条件，要求进一步降低价格。店铺对于老顾客的优惠往往是比较大的，如果老顾客依然要求降价，导购可以在个人能力所及的范围内给顾客一些服务，并且提出其他相应条件，比如介绍其他顾客等，这叫做捆绑销售。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><section class="" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; color: rgb(62, 62, 62); white-space: normal; font-family: 微软雅黑; line-height: 23.2727px; border: 0px none; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="margin-top: 0.7em; max-width: 100%; width: 1em; height: 1em; display: inline-block; vertical-align: top; border-radius: 100%; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(0, 112, 192);"></section><section class="" style="margin-right: 5px; margin-left: 5px; padding: 3px 5px; max-width: 100%; display: inline-block; vertical-align: middle; border: 1px solid rgb(0, 112, 192); border-radius: 0.5em; font-size: 1.2em; font-family: inherit; text-decoration: inherit; color: rgb(0, 112, 192); box-sizing: border-box !important; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第五类：企图放弃赠品来降低价格</span></section></section></section></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 22.2609px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-top: 5px; margin-bottom: 5px; max-width: 100%; min-height: 1em; white-space: normal; color: rgb(62, 62, 62); line-height: 1.6em; font-family: 微软雅黑; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">有些顾客宁愿舍弃赠品也要降低价格，此时导购一定不能妥协，因为一旦降价，就会导致老客户之间没有被公平对待。导购要让顾客明白，选择赠品比降价更有优势，因为赠品只有特定群体才能获得。</span></p><p><br /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: Arial, Verdana, sans-serif; font-size: 14px; line-height: 24px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(249, 249, 249);">广州市设备维修有限公司</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">地址：广州市天河区银利街银利茶叶博览中心E栋4楼E4030室 邮编：510507</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电话：(+86)020-8722 8723 8764 5360 8764 2943 传真：020-8722 8623</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">全国统一免费服务热线：400-020-6788</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">微信公众帐号：</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><img data-ratio="1" data-type="jpeg" data-w="120" width="auto" width="auto" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvfCZvZq5PcthnDKlnnq3AalhbichW77J3B70osicTickklZybNKUZqc44DZ0oaWaHm2p0TaA9478icwPg/640?wx_fmt=jpeg" style="box-sizing: border-box !important; word-wrap: break-word !important; width: auto !important; visibility: visible !important;" /></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">维修咨询：QQ: 712638 404</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">设备咨询: QQ: 712638 405</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">软件咨询：QQ: 712638 406</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">配件咨询：QQ: 712638 407</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">交流Q群：1106 11074</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">网址：http://www.yiliaoshebeiweixiu.com</span></p><p style="max-width: 100%; min-height: 1em; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电子邮箱：service@yiliaoshebeiweixiu.com</span></p><p><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p><br /></p>
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发表于 2020-10-19 23:55:47