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推销是说服的艺术。如何说服顾客?一些推销员认为,只要有好口才就能说服顾客,因此在推销过程中,只练“嘴功”。大量的推销案例表明,取得推销的成功,仅仅有好口才还不行,还需要用眼——认真观察,用耳——仔细倾听,用手——进行示范,用工具——提供证明。“一开口就谈生意的人,是二流推销员。”一位日本推销专家认为,推销是从融洽双方感情、密切双方关系、创造一个有助于说服顾客的良好气氛开始的,而要创造出这种气氛,推销员就必须仔细观察。推销员在走进顾客办公室后,首
Marketing is the art of persuasion. How to persuade customers? Some salespeople believe that as long as there is a good eloquence, they can persuade customers. Therefore, during the promotion process, they only practice “mouthwork”. A large number of sales cases have shown that it is not enough to have good eloquence, but also to use the eye - to observe carefully, to use the ear - to listen carefully, to use hands - to demonstrate, and to use tools to provide proof. “A person who talks about business is a second-rate salesman.” A Japanese marketing expert believes that marketing starts with rapturing the feelings of the two sides, closes the relationship between them, and creates a favorable atmosphere that helps persuade customers. To create this atmosphere, the salesman must observe carefully. After the salesman walks into the customer’s office,