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当列车遇岔路时,事先总会有扳道工把铁轨扳好,使列车顺利转轨,在预定轨道上运行,否则列车将无法到达目的地。在推销中,顾客好比列车,推销员好比扳道工,要想使顾客始终在购买的轨道上运行下去,推销员必须学会“扳道岔”。在推销过程中,断然不买或毅然买下的情况是极其少见的,大多数顾客往往是徘徊于两者之间,对商品的需要及礼貌的教养使他们在拒绝购买建议时很困难,同时又因某些条件不成熟(如财力上)而不想接受购买建议。在这种情况下,出色的推销员往往能够成功地"扳道
When the train encounters a stumbling block, there will always be a switcher who will pull the rails in order to allow the train to switch smoothly and operate on a predetermined track, otherwise the train will not be able to reach its destination. In sales promotion, customers are like trains, salesmen are like switch workers, and in order for customers to keep running on the purchased track, salespeople must learn to “switch”. In the sales process, the situation of categorically not buying or resolutely buying is extremely rare. Most customers are often between the two. The need for goods and the culture of politeness make it difficult for them to refuse to buy a proposal. And because some conditions are not mature (such as financial) do not want to accept the purchase proposal. In this situation, excellent salespeople are often able to successfully switch