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2010年5～6月,根据某知名手机品牌销售话术培训的需要,张小虎老师组织了一个12人小组,在四川、湖北、湖南、广东四省,对国产手机品牌金立、OPPO、步步高、万利达的导购员进行了深度调研。通过暗访和座谈,他们收集到许多鲜活的导购案例。应本刊之邀,他们将这些案例细分为主动接待、了解需求、介绍产品、处理异议、讨价还价、催单成交6个部分,并予以一一拆解,希望能给一线导购员带来些许启发。
From May to June 2010, according to the needs of sales training for a well-known mobile phone brand, Teacher Zhang Xiaohu organized a group of 12 people in Sichuan, Hubei, Hunan, and Guangdong provinces to domestic mobile phone brands Jin Li, OPPO, Backgammon, Malata’s Purchasing Guide conducted in-depth research. Through unannounced visits and discussions, they collected many fresh shopping guide cases. In response to this publication’s invitation, they subdivided these cases into active reception, understanding of demand, introduction of products, handling of objections, bargaining, and reminder orders. They were dismantled one by one, hoping to bring a little bit to the frontline buyer. Inspiration.