宣传销冠实战秘笈的最高境界 I 聊天，提问，问需求，成交顶尖话术
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">全世界</span>华人总裁卓越行销力导师暨中国<span style="color: black;">宣传</span>传媒培训<span style="color: black;">第1</span>人，品牌竞合力暨切割领导力艺术创始人兼总教练，打造中国实战狼性<span style="color: black;">宣传</span>销冠特种兵总教练彭小东导师<span style="color: black;">近期</span>在自己的《引爆户外<span style="color: black;">宣传</span>业绩核动力》课堂上与<span style="color: black;">大众</span>分享：<span style="color: black;">宣传</span><span style="color: black;">营销</span>过程中真正的<span style="color: black;">宣传</span>销冠不可避免的<span style="color: black;">必须</span>说服<span style="color: black;">乃至</span>教育和引导以及引领客户，一流的<span style="color: black;">宣传</span><span style="color: black;">营销</span><span style="color: black;">能手</span>必定<span style="color: black;">亦</span>是顶尖的说服<span style="color: black;">能手</span>。沟通的目的有时是交流感情，但在<span style="color: black;">宣传</span><span style="color: black;">营销</span>过程中，<span style="color: black;">更加多</span>的确是推销自己的观点，是认同、是接纳、是成交，<span style="color: black;">宣传</span><span style="color: black;">营销</span>的过程即是说服行动和<span style="color: black;">宣传</span>主<span style="color: black;">宣传</span>投放购买的过程。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/108aeb91ea274e5c92742feef0fb506c~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=Uxs06k1A0PgOTrqwfEiaHkvGktQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">01、聊天</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>是一个愉快的聊天过程；聊对方的心愿、聊对方的担忧、聊<span style="color: black;">怎样</span>完成对方的心愿、聊<span style="color: black;">怎样</span>拿走对方的担忧。聊同行，聊竞争对手，聊<span style="color: black;">宣传</span>效果，聊个人职业前景，聊<span style="color: black;">将来</span>规划等等！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span><span style="color: black;">无</span>对立的立场，<span style="color: black;">无</span>买方<span style="color: black;">无</span>卖方。<span style="color: black;">仅有</span>需求和认同肯定和<span style="color: black;">包涵</span>！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>是知行合一地为对方<span style="color: black;">处理</span>问题。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>不<span style="color: black;">必须</span>说服对方。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>彼此<span style="color: black;">无</span>压力。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>是<span style="color: black;">咱们</span>说的是对方想听的，<span style="color: black;">咱们</span>卖的是对方想要的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>是充满价值感责任感和<span style="color: black;">道理</span>感。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span>，事成之后对方会说谢谢。<span style="color: black;">咱们</span>是<span style="color: black;">一辈子</span>的<span style="color: black;">伴侣</span>和兄弟！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">非常多</span>人以为，广<span style="color: black;">营销</span>是很艰难的过程。一旦你<span style="color: black;">认识</span><span style="color: black;">宣传</span><span style="color: black;">营销</span>之道，你对<span style="color: black;">宣传</span><span style="color: black;">营销</span>的感受会改变，<span style="color: black;">宣传</span><span style="color: black;">营销</span>充满压力、<span style="color: black;">宣传</span><span style="color: black;">营销</span><span style="color: black;">必须</span>说服对方、<span style="color: black;">宣传</span><span style="color: black;">营销</span>很辛苦。我在改变你对<span style="color: black;">宣传</span><span style="color: black;">营销</span>的看法，你以为你在求别人，原来是你在做一件<span style="color: black;">特别有</span>价值<span style="color: black;">特别有</span><span style="color: black;">道理</span>的事。你在为对方完成心愿拿走担忧。简单地说，你在为对方<span style="color: black;">处理</span>问题。<span style="color: black;">同期</span>更<span style="color: black;">重点</span>的是创造自己的价值！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">真正的<span style="color: black;">宣传</span><span style="color: black;">营销</span><span style="color: black;">仅有</span>2个<span style="color: black;">过程</span>：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第<span style="color: black;">1、</span>用心<span style="color: black;">认识</span>对方的心愿和担忧。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">第<span style="color: black;">2、</span>运用<span style="color: black;">咱们</span>的知识、<span style="color: black;">媒介</span>以及专业和<span style="color: black;">宣传</span>效果和服务完成对方的心愿，拿走对方的担忧。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">宣传</span><span style="color: black;">营销</span>最大的收获：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不是提成多少，不是晋升，不是<span style="color: black;">增多</span>了炫耀的资本，不是完成任务，<span style="color: black;">宣传</span><span style="color: black;">营销</span>最大的收获是：你生活中多了一个信任你的人！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">宣传</span><span style="color: black;">营销</span>最大的敌人：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">不是对手，不是价格太高，不是拒绝你的客户，不是<span style="color: black;">机构</span>制度，不是<span style="color: black;">媒介</span><span style="color: black;">欠好</span>，<span style="color: black;">宣传</span><span style="color: black;">营销</span>最大的敌人是：你的抱怨！</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/afa785d5cf434136858822080502da5e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=veNnv%2BAxuD3ANKBkSnlNhMnjoFI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">做为</span>一个<span style="color: black;">宣传</span><span style="color: black;">营销</span>，下面10个顶尖话术，记住3条就够了！</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span>断言、充满自信</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">宣传</span><span style="color: black;">营销</span>人员<span style="color: black;">倘若</span><span style="color: black;">把握</span>了充分的<span style="color: black;">媒介</span><span style="color: black;">宣传</span>策划传播品牌行销力战略信息等等知识及确实的客户情报，在客户面前就<span style="color: black;">能够</span>很自信地说话。不自信的话是缺乏说服力量的。有了自信以后，<span style="color: black;">宣传</span><span style="color: black;">营销</span>人员在讲话的尾语<span style="color: black;">能够</span>作清楚的、强劲的结束，由此给对方确实的信息。如“<span style="color: black;">必定</span><span style="color: black;">能够</span>使您满意的”。此时，此类语言就会使客户对你介绍的<span style="color: black;">媒介</span>产生坚定的信心。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span>重复说过的话，加深在客户脑海中的印象</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">宣传</span><span style="color: black;">营销</span>讲的话，不100%地都留在对方的记忆里。<span style="color: black;">况且</span>，<span style="color: black;">非常多</span>时候就连强调的部分<span style="color: black;">亦</span>只是<span style="color: black;">经过</span>对方的耳朵而不会留下任何记忆的痕迹，很难如人所愿。<span style="color: black;">因此呢</span>，你想强调说明的重要内容最好能反复说出，从<span style="color: black;">区别</span>的<span style="color: black;">方向</span>加以说明。<span style="color: black;">这般</span>，就会使客户相信并加深对所讲内容的印象。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">彭小东导师要你切记：要从<span style="color: black;">区别</span><span style="color: black;">方向</span>，用<span style="color: black;">区别</span>的表达方式向对方表白你重点说明的内容。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/db40d0faa6d44213bb3ad06d2fb5b0de~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=RaY1VGjLIE%2FCtJ4NZUGy4cGJxQ4%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、</span>坦诚相待，感染客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">只依靠<span style="color: black;">宣传</span><span style="color: black;">营销</span>人员流畅的话语及丰富的知识是<span style="color: black;">不可</span>说服所有客户的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“太会讲话了。”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“这个<span style="color: black;">宣传</span><span style="color: black;">营销</span>员能<span style="color: black;">不可</span>信任呢？”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">“这种<span style="color: black;">要求</span>虽然很好，可是会不会<span style="color: black;">仅有</span>最初是<span style="color: black;">这般</span>呢？”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">客户的心中会产生以上种种疑问和不安。要消除不安和疑问，最重要的是将心比心，坦诚相待。<span style="color: black;">因此呢</span>，对<span style="color: black;">机构</span>、<span style="color: black;">媒介</span>、<span style="color: black;">办法</span>及自己本身都<span style="color: black;">必要</span>充满自<span style="color: black;">自信心</span>，态度及语言要表现出内涵，<span style="color: black;">这般</span>自然会感染对方。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">4、</span>学会当一个好听众</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在<span style="color: black;">宣传</span><span style="color: black;">营销</span>过程中，<span style="color: black;">尽可能</span><span style="color: black;">促进</span>客户多讲话，自己转为一名听众，并且<span style="color: black;">必要</span>有<span style="color: black;">这般</span>的心理准备，让客户觉得是自己在<span style="color: black;">选取</span>，按自己的意志在购买，<span style="color: black;">这般</span>的<span style="color: black;">办法</span>才是高明的<span style="color: black;">营销</span><span style="color: black;">办法</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">强迫<span style="color: black;">宣传</span><span style="color: black;">营销</span>和自夸的话只会使客户感到不愉快。<span style="color: black;">必要</span>有认真<span style="color: black;">遵循</span>对方意见的态度，不要<span style="color: black;">半途</span>打断对方的讲话而自己抢着发言。必要时<span style="color: black;">能够</span>巧妙地附和对方的讲话，有时为了让对方顺利讲下去，<span style="color: black;">亦</span><span style="color: black;">能够</span>提出适当的问题。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/63cf785fbd504547859dc4ece9803003~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=GkF8GfCBY%2FZg4h3N5ubCyq7UQjc%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">5、</span>利用提问的技巧引导客户回答</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">高明的商谈技巧应使谈话以客户为中心而进行。为了达到此目的，你应该发问，广告<span style="color: black;">营销</span>人员的优劣决定了发问的<span style="color: black;">办法</span>及发问的效果。好的<span style="color: black;">宣传</span><span style="color: black;">营销</span>人员会采用边听边问的谈话方式。<span style="color: black;">经过</span>巧妙地提出问题，<span style="color: black;">能够</span>做到：</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1）<span style="color: black;">按照</span>客户有<span style="color: black;">无</span>搭上话，<span style="color: black;">能够</span>猜到其关心的程度；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2）以客户回答为线索，拟定下次<span style="color: black;">拜访</span>的对策；</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3）客户反对时，从“<span style="color: black;">为何</span>？”“怎么会？”的发问<span style="color: black;">认识</span>其反对的理由，并由此<span style="color: black;">晓得</span>接下去应<span style="color: black;">怎样</span>做。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4）<span style="color: black;">能够</span>制造谈话的气氛，使心情<span style="color: black;">容易</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5）给对方好印象，<span style="color: black;">得到</span>信赖感。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/b72c4b7dea9d4e24a66c991c88aea859~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=XG5WEPbEC8QmxV3J2ky1246zr8U%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">02</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">问需求</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">赢在<span style="color: black;">宣传</span>销冠发问的10大信条：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、<span style="color: black;">咱们</span>为<span style="color: black;">宣传</span>效果负责，帮客户找到他最适合的<span style="color: black;">媒介</span>！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、找到客户的问题并帮他<span style="color: black;">处理</span>问题，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、找他客户真正的需求并满足需求（个人和<span style="color: black;">机构</span>），</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、<span style="color: black;">咱们</span><span style="color: black;">帮忙</span>客户完成他的任务达成他的<span style="color: black;">目的</span>，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、客户<span style="color: black;">必须</span>教育和引导但<span style="color: black;">咱们</span>要足够专业，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、<span style="color: black;">咱们</span>要做好客户的顾问（<span style="color: black;">宣传</span>，传播，策划，品牌，行销力，战略）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、你能<span style="color: black;">处理</span>客户的问题客户就好好好<span style="color: black;">协同</span>你，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、学会正确的问问题你就能完成签单和收款，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">9、<span style="color: black;">咱们</span><span style="color: black;">亦</span>要学会<span style="color: black;">选取</span>正确的客户，挑选客户就要会问，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">十、</span>发问不是一种技巧，而是一种惯性！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">开放式问题的设计：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、问“<span style="color: black;">为何</span>”---目的，<span style="color: black;">原由</span>（您<span style="color: black;">为何</span>会有<span style="color: black;">这般</span>的想法）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、问“什么”---内容</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、问“何地”---地点 （在<span style="color: black;">哪些</span>区域投放<span style="color: black;">宣传</span>？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、问“何时”---时间</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、问“何人”----对象 （请问这件事<span style="color: black;">便是</span>您说了算对吗？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、问“<span style="color: black;">怎样</span>”----<span style="color: black;">办法</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、问“合作”---怎么 （<span style="color: black;">倘若</span><span style="color: black;">咱们</span>有合作机会，那<span style="color: black;">详细</span>怎么合作？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、问“验收”---成交</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/7d50161ff11f481a9a3a80e0a95b99a6~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=O8YZZ58Z3DMkYFfJqYh22DRT7qM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">案例分享：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、您们<span style="color: black;">为何</span>要投放<span style="color: black;">宣传</span>？<span style="color: black;">宣传</span><span style="color: black;">无</span>效果的<span style="color: black;">原由</span>您<span style="color: black;">晓得</span>吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、针对<span style="color: black;">咱们</span>的<span style="color: black;">媒介</span>您最看重的是<span style="color: black;">那些</span>，你的<span style="color: black;">需求</span>是什么？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、<span style="color: black;">咱们</span>给你们预留什么时间的<span style="color: black;">媒介</span>档期？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、<span style="color: black;">咱们</span>的<span style="color: black;">宣传</span>投放是<span style="color: black;">此刻</span>还是过几天，着急吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、<span style="color: black;">宣传</span>验收<span style="color: black;">亦</span>是您亲自负责对吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">封闭式问题的设计：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、对与错（这些内容<span style="color: black;">便是</span>您刚才意思的对吗？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、是与否</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、好与坏（<span style="color: black;">根据</span><span style="color: black;">咱们</span>刚才沟通的<span style="color: black;">媒介</span>投放<span style="color: black;">方法</span>，<span style="color: black;">宣传</span>效果就<span style="color: black;">能够</span>了对吗？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、行与不行（<span style="color: black;">咱们</span>刚才的<span style="color: black;">方法</span>您觉得OK吗？）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、能与<span style="color: black;">不可</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、要与不要 （<span style="color: black;">咱们</span>再<span style="color: black;">按照</span>您刚才的最新指示重新修改<span style="color: black;">方法</span>就<span style="color: black;">能够</span>了对吗？）</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/19c1674df8e54dc6b0a37fe65b7e38da~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=9V7ds9lpMSZShQehxqsjqXMWreQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">03</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">成交</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">成交话术（让客户自己成交自己）</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、让他说出一个不可抗拒的事实你<span style="color: black;">自己</span>和他<span style="color: black;">自己</span>都认同的事实</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">（<span style="color: black;">宣传</span>预算，<span style="color: black;">媒介</span><span style="color: black;">选取</span>，<span style="color: black;">宣传</span>创意策划设计，受众等）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、再把这个问题演变成事实</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、<span style="color: black;">按照</span>这个问题再<span style="color: black;">诱发</span>他对这个问题的思考，把问题扔给对方</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">扩大问题的问话模式二</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、提出问题</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、煽动问题</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、<span style="color: black;">处理</span>问题</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">买的是<span style="color: black;">宣传</span>效果是受众，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">是贵<span style="color: black;">机构</span><span style="color: black;">制品</span>的<span style="color: black;">营销</span>品牌形象的<span style="color: black;">提高</span>客户和消费者的<span style="color: black;">自信心</span><span style="color: black;">源自</span>！</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">问自己？</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1、您<span style="color: black;">晓得</span>你在所在这个行业的趋势创新与<span style="color: black;">将来</span>吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2、您<span style="color: black;">晓得</span>这个行业的短板和<span style="color: black;">坏处</span>端以及<span style="color: black;">暗淡</span>面吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3、你<span style="color: black;">晓得</span>客户的痛点痒点卖点吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">5、您<span style="color: black;">晓得</span>客户行业面临的短处和痛处吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">6、您<span style="color: black;">晓得</span>客户所在行业下一个10年的发展创新趋势吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">7、您真的<span style="color: black;">认识</span>客户的<span style="color: black;">制品</span>以及他的<span style="color: black;">营销</span>和管理吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">8、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">9、您真的以为是您<span style="color: black;">媒介</span>的<span style="color: black;">宣传</span>效果吸引客户吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">十、</span>您真的会做<span style="color: black;">宣传</span>效果你敢向客户要预算敢拒绝客户吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">11、您真的会把您<span style="color: black;">媒介</span>的<span style="color: black;">宣传</span>价值最大化品牌化吗？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">12、</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">13、您真的懂策划懂传播懂品牌懂行销力懂战略懂<span style="color: black;">宣传</span>吗？</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/31bd0c7fa44545c48e40ac4d59760304~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=cKBMNNi6L3zf3x%2BFnmV6WSekRKY%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">6、</span>借客户身边人之口</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">将客户的<span style="color: black;">伴侣</span>、下属、同事<span style="color: black;">经过</span>技巧的<span style="color: black;">办法</span>引向我方的立场或不反对我方的立场，会促进<span style="color: black;">宣传</span><span style="color: black;">营销</span>。事实<span style="color: black;">亦</span><span style="color: black;">显示</span>，让<span style="color: black;">她们</span><span style="color: black;">认识</span>你的意图，<span style="color: black;">作为</span>你的<span style="color: black;">伴侣</span>，对<span style="color: black;">宣传</span><span style="color: black;">营销</span>成功有很大<span style="color: black;">帮忙</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">优秀的<span style="color: black;">宣传</span><span style="color: black;">营销</span>员会把心思多<span style="color: black;">有些</span>用在<span style="color: black;">怎么样</span>笼络刚好在场的客户的友人身上，<span style="color: black;">倘若</span><span style="color: black;">周边</span>的人替你说：“这家<span style="color: black;">机构</span>不错，<span style="color: black;">她们</span>的<span style="color: black;">媒介</span>非常有<span style="color: black;">宣传</span>效果，挺值的”的时候，那就不会有问题了。相反地，<span style="color: black;">倘若</span>有人说：“<span style="color: black;">这般</span>的<span style="color: black;">媒介</span>还是算了吧。”这么一来，就必定完了。<span style="color: black;">因此呢</span>，<span style="color: black;">没</span>视在场的人是不会成功的。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/1534ed93018d4e5497387090236bb8b6~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=wd6v1GO8AmQVrXYjUnjQk4POzpE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">7、</span>引用其他客户的<span style="color: black;">评估</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">引用其他客户的话来证明<span style="color: black;">媒介</span>的<span style="color: black;">宣传</span>效果是极为有效的<span style="color: black;">办法</span>。如“您很<span style="color: black;">熟练</span>的xx上个月就投放了<span style="color: black;">咱们</span><span style="color: black;">媒介</span>的<span style="color: black;">宣传</span>，<span style="color: black;">宣传</span>效果反映就非常不错。尤其是他的同行和竞争对手”只靠推销自己的想法，<span style="color: black;">不易</span>使对方相信，在客户心目中有影响的<span style="color: black;">公司</span>或有<span style="color: black;">必定</span>地位的人的评论和态度是<span style="color: black;">特别有</span>说服力的。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">8、</span>借助对自己有利的资料</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">熟悉</span>准确运用能证明自己立场的资料。<span style="color: black;">通常</span>地讲，客户看了这些<span style="color: black;">关联</span>资料会对你<span style="color: black;">宣传</span><span style="color: black;">营销</span>的<span style="color: black;">媒介</span>更加<span style="color: black;">认识</span>。<span style="color: black;">宣传</span><span style="color: black;">营销</span>员要收集的资料不限于平常<span style="color: black;">机构</span>所<span style="color: black;">供给</span>的内容，还有<span style="color: black;">经过</span>拜访记录，对客户、同行、竞争对手、<span style="color: black;">关联</span><span style="color: black;">报告</span>的内容<span style="color: black;">亦</span>相应加以收集、整理，在介绍时，拿出来利用，或复印给对方看。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">9、</span>用清晰、明朗的语调讲话</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">明朗的语调是使对方对自己有好感的重要<span style="color: black;">基本</span>。忠厚的人，文静的人在做<span style="color: black;">宣传</span><span style="color: black;">营销</span>工作时<span style="color: black;">尽可能</span>表现得开朗些。许多著名喜剧演员在<span style="color: black;">扮演</span>时是有趣的人，而在<span style="color: black;">实质</span>生活中却并非如舞台上的形象。<span style="color: black;">因此</span>，<span style="color: black;">宣传</span><span style="color: black;">营销</span>员<span style="color: black;">亦</span>是<span style="color: black;">同样</span>，在客户面前要保持专业态度，以明朗以及风趣幽默的语调<span style="color: black;">交流</span>。</span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/fe102074c3bd426db002cbc3c70fdbb2~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721402228&x-signature=G%2F2tL1GRKANv4L0yWcNSL3Lis0c%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">十、不给客户说“不”的机会</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">✘“您对这种<span style="color: black;">媒介</span>有兴趣？”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">✘“您<span style="color: black;">是不是</span>现在就<span style="color: black;">能够</span>做出决定了？”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这般</span>的问话会产生对<span style="color: black;">宣传</span><span style="color: black;">营销</span>人员<span style="color: black;">有害</span>的回答，<span style="color: black;">亦</span>会<span style="color: black;">由于</span>谈话<span style="color: black;">不可</span>往下继续进行而<span style="color: black;">显现</span>沉默。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">✔“您对这种<span style="color: black;">媒介</span>有何感受？”</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">✔“<span style="color: black;">倘若</span><span style="color: black;">此刻</span>购买的话，还<span style="color: black;">能够</span><span style="color: black;">得到</span>一个<span style="color: black;">尤其</span>的礼品以及免费的增值服务呢？”</span></p>
认真阅读了楼主的帖子，非常有益。 论坛的成果是显著的，但我们不能因为成绩而沾沾自喜。 回顾过去一年，是艰难的一年；展望未来，是辉煌的一年。
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