论文部分内容阅读
一、面对强硬对手,必须坚定信心,敢于迎战新来的业务员小钱在与客户开展业务时碰到一位同行的竞争对手。对方很老练,既向客户证明了自己产品如何过硬,又亮出了较低的价位,很快,客户被吸引了过去。小钱在这方面是个新手,渐渐地失去了信心,就向公司打电话求救。主管听过情况后鼓励他:“你谈到这一步已经很有成就了,这说明顾客对你的介绍还是感兴趣的。现在你的关键是必须树立信心,把对手的成功视作挑战,敢于迎上去战而胜之。当然,有信心不是蛮干,而要抓住对手特点,从几方面去突破,如强
First, the face of tough opponents, we must strengthen their confidence, dare to meet the new salesman small money in the business with customers encountered a peer competitor. The other is very sophisticated, both to prove to customers how strong their products, but also showed a lower price, and soon, customers have been attracted in the past. Little money in this area is a novice, gradually losing confidence, the company called for help. The supervisor encouraged him after listening to the situation: ”You talked about this step has been very successful, indicating that the customer is still interested in your introduction.Now your key is to establish confidence, the opponent's success as a challenge, Of course, confidence is not foolhardy, but to seize the opponent's features, to break from several aspects, such as strong