9 B quyt cht sale thnh cng

Cht sale l khu v cng quan trng trong qu trnh bn hng, n quyt nh giao dch bn hng
ca bn c thnh cng hay khng? Nhng trn thc t ngi bn hng thng gp phi nhiu
kh khn trong qu trnh ny, c th t pha khch hng hoc i khi cn tr xut pht t chnh
bn thn ngi bn hng. C th bn cha tinh t hay kho lo c th cht n hng, do vy,
qu trnh cht bn hng cn n nhng k nng v ngh thut cht bn hng hiu qu.

Ti sao bn tht bi trong cht sale?

Cht sale l khu mang tnh quyt nh trong qu trnh bn hng. Nhiu ngi bn hng th hin
rt tt cc khu trc, nhng n lc cht sale th h l r s lng tng v yu km. V sao?

Ngi bn hng lun nm r v thng tin sn phm dch v m mnh cung cp do vy, bn rt t
tin khi gii thiu vi khch hng. Trong cc khu ny, ngi th ch ng l bn nhng n
khi cht sale th chnh l lc khch hng bt u phn cng li vi hng lot nhng thc mc,
trn tr v c vn vo ca h.

Bi khi chun b a ra quyt nh mua hng, bn trong khch hng bt u ny sinh nhiu tm
l an xen chng cht:

1. Cm gic sp mt mt hay tht thot mt iu g c th l v phi chi ra mt s tin, c

th l lo s b mua t
2. Phn vn: liu y c thc s l nhu cu ca mnh khng?
3. Quyt nh mua hng ny c phi l khn ngoan khng?
4. Liu c nn i tham kho mt vi ch khc khng?
5. Ngi bn hng ny c tht s ng tin cy khng?
6. Cc chnh sch hu mi v li ha v cht lng ca doanh nghip ny c nh li h ni
khng?
Hng lot nhng vn v ni bn khon ni khch hng m ngi sale cn gip h gii ta,
ng thi to c lng tin ni h, bng khng, cuc bn hng ny tht bi.

Cng kh cho ngi sale hn na c th cht sale thnh cng l v Khch hng ngy cng
kh tnh, chn lc k lng v thn trng khi ra quyt nh, h a ra hng nghn yu cu cn
chng ta tha mn. Hn th na th trng ngy cng cnh tranh khc lit, khch hng c hng
nghn la chn khc nhau khin h phn vn khng th quyt nh la chn nh cung ng mt
cch d dng.

Tuy nhin, tt c nhng kh khn ch l thch thc ch khng h l mt b tc. Cu hi

quan trng nht m mi ngi lm cng vic bn hng cn tm li p, l: TA PHI LM
G? Tr li c cu hi ny s gip bn tr vng v thng li trong thi k nhiu th thch
ny.

Vy lm th no bn c th i n tha thun cui cng ? Vy iu g l n quyt nh

ca giai on kt thc bn hng.

9 b quyt gip bn cht sale thnh cng-kt thc bn hng hiu qu

Th nht, la chn ng thi im.

Thi im kt thc giao dch v cng quan trng. Mt giao dch c th kt thc sm trong vi
pht nhng cng c nhng giao dch sau nhiu ln m phn thng lng mi c th cht sale.
Bn cn tinh t nhn ra thi im chn mui, c th l khi khch hng c gii p tt c
khc mc. Bn khng nn qu vi vng khi cha ng thi c nh vy c th khch hng s "s"
m b chy; nhng i khi c hi xut hin m bn khng nm ly cng ng ngha vi vic bn
b qua mt n hng.
Th hai K thut tm tt

Lm cho khch hng ng sau mi trong cuc trao i. Nn rng s li cun ca mi

phi bng nhau, bn ch nhn mnh nhng im to nn nhu cu hay mong mun thc s bng
c ch, dng b, li ni & ( ni rng khng k l trn lan, d dn n khng c ch ch). V d
nh bin i tm quan trng nhng tnh nng ni bt ca sn phm theo mc quan tm ca
khch hng bng nhng biu hin khng li ca h trong lc bn ang trnh by.

Th ba: Gi s hay lm nh giao dch hon tt

Cch dt im ny t ra hiu qu nht cho nhn vin bn hng c c tnh mnh. Lun lun xy
dng lng tin v quan h thn mt gia ngi mua v ngi bn hng trc khi c gng kt thc
qu trnh giao dch. n khi bn nhn c s phn hi tch cc ca khch hng th c n v
ni OK, George, chng ta c th bt u d n vo th Hai.

Th t: Mua ngay ko ht

Cch ny lm cho khch hng ca bn s b mt. Nu nh anh ta hay ch ta khng thc hin
theo xut ca bn th thi gian ca bn s c dng lm chuyn khc, bn s c cho h
tm n i th cnh tranh ca bn, hay bn s nng gi ln. Chiu ny t ra hiu qu i vi
nhng khch hng mun tr hon. Hy chc chn rng l do hnh ng ca bn l ng tin v
thc s c cn c, mt khc cch x l ny cng c th dn n chuyn gy ng p lng ng.

Th nm: t nhng cu hi m bn tin rng khch hng thch nghe n.

y l mt trong nhng phng php d thnh cng nht v c thc hnh rng ri nht. Bng
cch a ra nhiu cu hi c ch ch c chun b trc nhm a khch hng ca bn vo
th phi tr li Yes, t cu tr li Yes chung cuc s n mt cch d dng hn. Bn c
th hi Ch thch cch chn mu ny khng? sau hi Liu c thi gian lm ri giao
hng theo deadline ca ch khng?, ri cui cng l Ti c th tho hp ng ta c th tin
hnh ngay ch?

Th su, Ca ngi thnh tch ca mnh

Ngi ta thng lm theo ngi mnh ngng m. Khi bn c hi Mt vi khch hng tiu
biu ca anh l ai?, hy trng bc th ng c cp n nng lc ca cng ty mnh ln bn v
bnh tnh m ni rng y l mt vi khch hng ca chng ti. Bn phi chc rng nhng ci
tn bn dn ra phi ni ting. V sau bn c th hi khch ca mnh rng ng ta c cn gi
in xc minh khi bn cn hay khng.

Th by, cung cp thm gi tr gia tng cho khch hng

Khi bi cnh ang i gn n kh nng k kt, nhng h (khch hng) vn yu cu gim gi, hy
li ra mt phn thng hoc mt dch v tng i km theo. Chng hn nh tng mt phn
mm no khi khch hng mua my vi tnh, hoc tng thm thi gian bo hnh, hay tng thm
iu khon u i trong hp ng s lm tng thm gi tr cho dch v ca bn.

Th 8 ngh khch hng

Khi m mi tnh hung cho thy khch hng sn sng mua hng ng c vng vo cho hng
na m hy tip cn trc tip. Cu hi quyt nh c nhiu hnh thc. V d, bn c th ni
Chng ti c th tin hnh nghin cu c ch, tha B Brown?, hay Chng ti c th bt
tay vo sng th Hai; n c ph hp vi lch cng tc ca anh khng ?, hoc Ti s gi bn
cam kt cho anh vo tra nay. Bn c th thng thn ngh ch khng xin x c mt n
hng.

Th chn Lun lun mm ci.

y khng ch l v thi ca bn, nhng cng l biu hin bn ngoi ca bn, c th ni l

ngh thut kt thc bn hng. Hy mm ci vi tt c mi ngi trong mi tnh hung bn gp
phi. Thc hin iu ny cho n khi bn c th tranh lun vi mt n ci, khng ng vi
mt n ci, thng lng, vt qua s phn i v kt thc giao dch vi mt n ci. Bn
bao gi nhn thy rng nhng ngi rt thnh cng u mm ci sut? H khng ci v h
thnh cng, h thnh cng v h mm ci.