对区别的顾客用区别的话术，超级实用的营销技巧！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">点击</span><strong style="color: blue;">蓝字</strong><span style="color: black;">关注<span style="color: black;">咱们</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">犹豫不决型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一般</span>这种客户不会<span style="color: black;">马上</span>下决心；常常表现为顾虑、不安，害怕自己<span style="color: black;">思虑</span>不周而<span style="color: black;">显现</span>差错，并<span style="color: black;">期盼</span>有人当参谋。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：接待这种类型的客户时，<span style="color: black;">营销</span>人员不可马上直白地推销客户所需的<span style="color: black;">制品</span>，而应先实事求是地介绍<span style="color: black;">相关</span><span style="color: black;">制品</span>或服务的<span style="color: black;">状况</span>，让客户自己从中作比较后，再<span style="color: black;">选取</span><span style="color: black;">制品</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2</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;">爱好</span>挑剔型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类客户购物向来<span style="color: black;">小心</span>小心，担心上当受骗，<span style="color: black;">因此</span>会提出<span style="color: black;">有些</span>超出别人正常思维的问题和细节，以消除内心的顾虑，<span style="color: black;">同期</span>满足自己心虚的心理。并对<span style="color: black;">营销</span>采取苛刻、强硬的态度。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">首要</span>接受客户不良的<span style="color: black;">心情</span>，<span style="color: black;">准许</span>客户发泄心中的不满，仔细地倾听客户的“挑剔”，让客户感到你在尊重他。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">换位思考，从客户的<span style="color: black;">方向</span>来理解客户挑剔的<span style="color: black;">原由</span>，让客户感觉你<span style="color: black;">已然</span>与他在“同一频道”。避免责备客户，学会在适当的时候进行道歉。最后，提出<span style="color: black;">处理</span><span style="color: black;">方法</span>，<span style="color: black;">处理</span>客户问题，满足客户的需求。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">傲慢<span style="color: black;">没</span>礼型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类客户<span style="color: black;">常常</span>目空一切，看似“<span style="color: black;">高挑</span>上”，<span style="color: black;">并不</span><span style="color: black;">必定</span>。他只是很<span style="color: black;">爱好</span>别人<span style="color: black;">阿谀</span>他、夸赞他和恭维他。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：暂且把你自己忘记，此时别把自己太当回事。切忌<span style="color: black;">不可</span>和顾客在沟通中<span style="color: black;">出现</span>冲突，要<span style="color: black;">晓得</span>，你赢了，沟通就终止了；你却输了，可能客户会给你“惊喜”！<span style="color: black;"><span style="color: black;">因此</span>，让他觉得你是真心推捧他，他的自尊心<span style="color: black;">才可</span>得到满足，此时成交才有可能性。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">牢骚抱怨型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这种类型的客户遇到一点不满就牢骚满腹，抱怨不已，非常固执。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">针对</span>这类客户，千万<span style="color: black;">不可</span>回避，<span style="color: black;">由于</span><span style="color: black;">此时</span>客户享受的<span style="color: black;">便是</span>“发泄过程”所起到的快感。倘若你试图阻止客户表达他的感情，你反而会使他恼羞成怒，<span style="color: black;">状况</span>会更糟。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此呢</span>，聪明的<span style="color: black;">营销</span><span style="color: black;">一般</span>会<span style="color: black;">选取</span>沉默，让客户<span style="color: black;">晓得</span>你正在听他说。当他发泄时，你要<span style="color: black;">持续</span>地点头，不时恰当地“附和”客户，并保持眼神交流。不要觉得说受委屈，<span style="color: black;">倘若</span>每次都要去置气，真的不划算。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">5</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">斤斤计较型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户不管他“差不差钱”，他总想“占便宜”，<span style="color: black;">或</span>说<span style="color: black;">爱好</span>“贪图便宜”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">咱们</span><span style="color: black;">营销</span>在推销<span style="color: black;">制品</span>时，</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">一要<span style="color: black;">明显</span><span style="color: black;">制品</span>的价值，<span style="color: black;">知道</span><span style="color: black;">通知</span>客户购买该<span style="color: black;">制品</span><span style="color: black;">或</span>服务能给其带来什么效用，让客户对<span style="color: black;">制品</span>和服务的价值有深刻的认识，赢得<span style="color: black;">她们</span>对企业<span style="color: black;">制品</span>和服务的认可。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">二要<span style="color: black;">明显</span><span style="color: black;">制品</span>的优点，与同类<span style="color: black;">制品</span><span style="color: black;">或</span><span style="color: black;">关联</span>的替代品在价格、性能和质量上做对比，让客户<span style="color: black;">经过</span>自己的比较判断得出结论。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">三要<span style="color: black;">明显</span>价格的<span style="color: black;">恰当</span>性，<span style="color: black;">经过</span><span style="color: black;">各样</span>方式让客户<span style="color: black;">晓得</span><span style="color: black;">日前</span><span style="color: black;">制品</span>的价格在市场上是很<span style="color: black;">恰当</span>的。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">6</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">不直接拒绝型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这种客户的表现，<span style="color: black;">针对</span><span style="color: black;">营销</span>人员提出的任何事情都不反对，不论<span style="color: black;">营销</span>人员说什么，客户都点头“附和”，<span style="color: black;">然则</span><span style="color: black;">便是</span>不买。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：换言之，他只是为了<span style="color: black;">认识</span><span style="color: black;">制品</span>的信息，想提早结束你对商品的讲解，<span style="color: black;">因此</span>随便点头，随声附和，想让你不再推销，但内心却害怕<span style="color: black;">倘若</span>自己松懈则营销人员乘虚而入，令其尴尬。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">若想扭转局面，让这类客户说“是”，应该干脆问“美女（帅哥），您<span style="color: black;">为何</span>今天不买?”利用截开式质问，趁客户疏忽大意的机会攻下，突如其来的质问会使客户失去辩解的余地，大多会说出真话，<span style="color: black;">这般</span>就<span style="color: black;">能够</span>因地制宜的围攻。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">7</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">自我炫耀型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类客户<span style="color: black;">通常</span>肚子里都有一点货，知识面可能<span style="color: black;">亦</span>广一点，但总是<span style="color: black;">爱好</span>炫耀自己、表现自己、彰显自信，比较虚荣，常用<span style="color: black;">自己</span>知识来加深别人的印象。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">营销</span>人员要赞美这类客户，让<span style="color: black;">她们</span>相信<span style="color: black;">她们</span>自己是专家。让<span style="color: black;">她们</span>做所有的决定，并恭维他，设法满足<span style="color: black;">她们</span>的自尊心。<span style="color: black;">可<span style="color: black;">经过</span><span style="color: black;">制品</span>时尚外观或某些特殊的功能卖点，可给其带来某方面虚荣心的满足。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">8</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">老实巴交型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户<span style="color: black;">通常</span>不会“没事找事”，<span style="color: black;">亦</span>不会“耍小聪明”，多半表现为木讷老实。他<span style="color: black;">常常</span>一心想买到他所<span style="color: black;">必须</span>的<span style="color: black;">制品</span>，<span style="color: black;">针对</span>“其它”的事情不太关心，<span style="color: black;">通常</span>眼睛直看人，不会游离不定。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：在客户<span style="color: black;">无</span>主动<span style="color: black;">需求</span>你<span style="color: black;">帮忙</span>的<span style="color: black;">状况</span>下，千万不要“热粘皮”硬推销，否则，之前的“<span style="color: black;">隐藏</span>”就会白费。让他感觉你在“帮他”，而不是生硬的“推销”，<span style="color: black;">同期</span><span style="color: black;">重视</span><span style="color: black;">运用</span>“情感营销”策略。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">9</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">沉着老练型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类客户表现比较老练沉稳，<span style="color: black;">通常</span>不随便轻易开口说话，<span style="color: black;">一般</span>会以平和的心理和你沟通，并不急不躁的和你回旋。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">由于</span>这类客户很细心、安稳、发言不会出错，属于非常理智型购买。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对此客户<span style="color: black;">营销</span>过程中应该有礼貌，保守一点，别太兴奋，<span style="color: black;">不该</span>有自卑感，相信自己对<span style="color: black;">制品</span>的<span style="color: black;">认识</span>程度，此时说话<span style="color: black;">必定</span>要有力度、有自信，要让他“刮目相看”，觉得你确实在行，你<span style="color: black;">便是</span>专业。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">10</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">随便<span style="color: black;">瞧瞧</span>型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户经常遇见，一看到有<span style="color: black;">营销</span>询问，他便如“惊弓之鸟”，<span style="color: black;">从而</span>随即应付一句：“我只是随便<span style="color: black;">瞧瞧</span>”，便把<span style="color: black;">营销</span>给拒绝于“千里之外”，等你走远了，又溜之大吉。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：面对这类客户，一<span style="color: black;">起始</span>请<span style="color: black;">尽可能</span>不要打扰他，<span style="color: black;">亦</span>不要太“热情”，更不要“先入为主”让你的热情过度。三是对待这类客户，要抱着“<span style="color: black;">没</span>声处听雷,<span style="color: black;">没</span>念处悟道。”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">11</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">善于比较型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户购买其实<span style="color: black;">无</span>任何<span style="color: black;">阻碍</span>，只是<span style="color: black;">爱好</span>习惯性的“进行比较”，经过反复比较以后，觉得“购买合适”才会产生购买。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：针对这类型客户，应多给<span style="color: black;">她们</span>进行<span style="color: black;">有些</span>“比较性”介绍，让客户自己“多比较”，一旦顾客觉得你店铺的<span style="color: black;">制品</span>，在质量、价格、款式、花色及服务等某方面好于同行时，客户会直接买单。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">12</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">“等下次”型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有一类客户，跟你聊了很久，面对<span style="color: black;">爱好</span>的东西“爱又释手”，当你问他：“看你这么<span style="color: black;">爱好</span>，今天<span style="color: black;">是不是</span>决定买呢?”，他说：“等下次再过来买吧。”这<span style="color: black;">便是</span><span style="color: black;">所说</span>的“等下次”型。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：对这种客户，其实<span style="color: black;">非常多</span><span style="color: black;">营销</span>心理是不爽的，但<span style="color: black;">不可</span>表现出来，还是要保持亲切的态度，<span style="color: black;">而后</span>运用<span style="color: black;">有些</span>“这款卖得非常好，下次来就<span style="color: black;">不可</span>有了”“今天活动最后一天”等等策略话术来引导客户购买，真不买，那就先加个<span style="color: black;">微X</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">13</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;">没</span>故防范型</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户表现为，不管你怎么给他推销，<span style="color: black;">亦</span>不管推销什么东西，他总是会说：“我<span style="color: black;">无</span>这个需求”或“我暂时不<span style="color: black;">必须</span>”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">应对技巧：<span style="color: black;">一般</span><span style="color: black;">她们</span>对<span style="color: black;">营销</span>员似乎天生就很反感，<span style="color: black;">她们</span>态度强硬，不管<span style="color: black;">咱们</span><span style="color: black;">怎样</span>费尽心思<span style="color: black;">营销</span>，<span style="color: black;">她们</span><span style="color: black;">便是</span>不松口。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对此类客户，通俗的<span style="color: black;">制品</span>介绍<span style="color: black;">办法</span>并<span style="color: black;">不可</span>奏效，低调介入，<span style="color: black;">经过</span><span style="color: black;">制品</span>最独有的特点来煽起客户的好奇心，使他<span style="color: black;">忽然</span>对<span style="color: black;">制品</span>感兴趣，客户就自然愿意倾听你对<span style="color: black;">制品</span>的介绍了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">附成交七原则，这些“潜规则”你都<span style="color: black;">晓得</span>吗？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">MAJOR WINTER</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、顾客要的不是便宜，是感到占了便宜！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、不与顾客争论价格，要与顾客讨论价值！3、<span style="color: black;">无</span>不对的客户，<span style="color: black;">仅有</span><span style="color: black;">欠好</span>的服务！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、卖什么不重要，重要的是怎么卖！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5、<span style="color: black;">无</span>最好的<span style="color: black;">制品</span>，<span style="color: black;">仅有</span>最合适的<span style="color: black;">制品</span>！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6、<span style="color: black;">无</span>卖不出的货，<span style="color: black;">仅有</span>卖不出货的人！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">7、成功不是运气，而是<span style="color: black;">由于</span>有<span style="color: black;">办法</span>！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">俗话说，知己知彼百战不殆，要做好<span style="color: black;">营销</span>，就要先<span style="color: black;">认识</span>典型客户的表现。<span style="color: black;">看清</span>了客户，对症下药，<span style="color: black;">才可</span>赢得信赖<span style="color: black;">从而</span>转化<span style="color: black;">营销</span>！</p>
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