10 Siu quy lut bn hng Mt cuc iu tra gn y ca hng Gallup v tnh trung thc v o c kinh doanh xp hng nhng

g nhn vin bn hng t v bo him ng cui bng danh sch. Cn hng thng k Bill Brooks c tnh rng hn 85% khch hng c ci nhn tiu cc v tt c i ng nhn vin bn hng. Tuy nhin, mi vic khng n ni qu t nh vy: bn c th chng minh l sai lm ca phn ng mi ngi. Trn thc t, bn hng l mt siu k nng khng d dng thnh thc. V bn s cn n nhng siu qui lut bin hot ng bn hng tr thnh mt trong nhng nhim v n gin v thnh cng nht:

Qui lut 1: Gi cho ming ca bn ng kn trong khi i tai m to. iu ny l rt quan trng trong mt vi pht u tin ca bt c giao dch bn hng no. Bn cn nh rng: 1. ng ni v bn thn. 2. ng ni v cc sn phm/dch v ca bn. 3. V hn tt c, ng rao ging bn hng thi qu! Hin nhin, bn mun gii thiu v bn thn. Bn mun cho khch hng tim nng bit tn mnh v mc ch ca cuc giao tip bn hng (trc tip hay qua in thoi), nhng nhng iu u khng thch hp. Rt cuc, ti im ny, bn c th ni v ci g vi khch hng? Trc tin, hy lng nghe h, lng nghe nhng nhu cu v mong mun ca h. Ri trn c s bn mi bt u cuc hi thoi sao cho thch hp nht vi nhng mong mun . Qui lut 2. Bn hng vi nhng cu hi, khng phi cc cu tr li. Bn hy nh k iu ny: Khng ai quan tm ti vic bn tuyt vi nh th no, nu bn cha cho h thy rng h l nhng ngi tuyt vi. Hy qun i vic bn sn phm/dch v ca bn m thay vo t trng tm vo vic tm hiu l do ti sao khch hng mun mua hng. lm c ny, bn cn ha ng thc s vi cc khch hng, bn cn t ra cc cu hi (nhiu v tht nhiu), nhng khng nn c bt c n hay ng c no. Th hnh dung bn thu mt quy hng bn a CD trong l hi m nhc thng nin a phng. S khng mt qu nhiu thi gian bn nhn ra rng cng vic ca bn khng phi l bn nhng chic a CD m l t tai nghe vo bt c ai gh qua ca hng h thng thc m nhc min ph! Bn cng s nhanh chng thy rng bt c khi no mi ngi nhn ra rng bn ang c gng bn a CD, ngay lp tc h s c phn ng v tm mi cch trnh xa ca hng ca bn. V vy, bn hy bin cng vic bn hng ca mnh thnh vic gii thiu m nhc cho bt c ai c mong mun. Mt khi nghe, h c th thch hay khng thch. Nhng chc chn, bn s kim c nhiu tin hn cc ca hng bn a CD khc trong hi ch. Trong hot ng bn hng, c mt iu bn nn bit v bn cht t nhin ca con ngi l tm l khng c bn hng. C ngha hnh ng bn hng lun to ra mt s khng c nht nh! V iu ny dn chng ta ti qui lut tip theo. Qui lut 3. Hy t ra t m v hiu k v nhng khch hng tim nng. Bn hy hi xem h ang s dng nhng sn phm/dch v no. Nhng g h ang s dng c qu t , hay khng tin cy? Nhim v ca bn l tm hiu xem cc khch hng thc s mong mun g. Hy a ra nhng cu hi s cung cp cho bn nhiu thng tin v nhng nhu cu v mong mun ca khch hng. Khi bn bit r nhng nhu cu ca cc khch hng, tip theo bn ng thuyt phc h mua hng, nh th h s tin tng v coi bn nh mt nh t vn c gi tr v mun giao dch mua sm nhiu hn trong tng lai.

Qui lut 4. Ni chuyn vi khch hng nh th bn ni chuyn vi gia nh hay bn b ca bn. Trong cc giao tip vi khch hng, bn khng nn ni vi ging kiu mu bn hng. l nhng li thuyt phc so rng v mang tnh khu hiu. Mt li pht m khch so, ging iu phng i v nhng li gii thiu rp khun s khng c chp nhn trong mi trng bn hng chuyn nghip ngy nay. Thay vo , hy ni chuyn mt cch bnh thng nh th xung quanh bn l bn b v ngi thn. Qui lut 5. Ch ti tm trng ca khch hng. Liu khch hng ang c iu g bc bi? H ang xc ng hay bi ri? Nu ng nh vy, bn hy hi: C l chng ta nn gp g vo mt dp khc chng?. Phn ln cc nhn vin bn hng thng qu quan tm ti nhng iu mnh nh ni, n ni h qun mt rng ngi i thoi vi h l mt ngi bnh thng vi nhng tm t ring . Qui lut 6. Nu khch hng t cu hi, hy tr li ngn gn v sau tip tc cu chuyn ang b d. Hy nh rng: nhng cu hi khng phi l v bn, m h xc nh xem bn c ng l ngi h cn hay khng. Qui lut 7. Ch sau khi bn xc nh mt cch chnh xc nhng nhu cu ca cc khch hng, bn mi bt u cp n nhng g bn cung cp. Phi bit r v ngi bn ang ni chuyn, sau mi xc nh xem mnh phi ni g vi h. Qui lut 8. ng bin cuc ni chuyn thnh mt seminar gii thiu v sn phm/dch v. Bn ng qu lan man v nhng g m cc khch hng khng cp ti cng nh khng mun lng nghe. Thay vo , ch ni nhng iu m bn cm thy s hu ch vi khch hng trong hon cnh c th ca h. V nu c th, hy gii thiu nhng li ch theo ng ngn t ca khch hng, ch khng phi ca bn. Quy lut 9. Tr thnh cu ni gia khch hng v sn phm/dch v. Sau khi thc hin tt c 8 qui lut trn, bn bit c nhu cu v i hi ca khch hng i vi loi hnh sn phm/dch v ca bn. Cng vi vic xy dng mt tnh cm tin cy, gip i bn, tc l bn thnh cng trong vic bc cu ni gia nhu cu ca khch hng vi sn phm/dch v m bn cung cp. Quy lut 10. Bn khng phi l mt nhn vin bn hng. ng kt thc bng mt li ngh bn hng thng thng trnh nhc nh cc khch hng tim nng rng h ang giao dch vi mt nhn vin bn hng. Bn khng phi l mt nhn vin bn hng, m l mt ngi bn ang cung cp v gii thiu mt sn phm/dch v c th no . V nu bn lm cho cc khch hng cm nhn c iu ny, tc l bn tr thnh mt nhn vin bn hng xut sc. Cho d trn cng v mt ch doanh nghip hay mt nhn vin bn hng, chc hn bn u mong mun doanh s bn hng ca cng ty c nhng bc tin nhy vt, nhng lm c iu ny i hi bn k nng gy dng thin cm cng nh nm vng ngh thut bn hng. Hy tm ra nhng thiu st trong hot ng bn hng ca mnh t 10 siu qui lut trn sa i, cng vi thi gian, chc chn bn s tr thnh mt nhn vin bn hng siu ng.

Mi b quyt gip bn hng thnh cng C th bn cha tng bit iu ny: ngi ta thng khng thch nhng ngi bn hng. Tuy nhin ng mi c cm ny lm bn gc ng. Bn c th th hin mnh di mt gc nhn khc, mt hnh nh tt hn vi t cch l ngi bn hng bng vic bt tay vo pht trin nhng k nng c th. 10 kinh nghim sau s gip bn tr thnh ngi bn hng hon ho hn.

1.Im lng lng nghe iu ny c bit c ngha vo nhng pht u tin ca cuc tip xc vi khch hng tim nng. Bn khng nn ni v chnh bn, v sn phm ca bn, v dch v ca bn v ng ni g lin quan ti vic bn hng. ng l bn cn vo , t gii thiu, nhc li cho khch hng v mc tiu chuyn ving thm ca bniu m bn ni ti khi a ra cuc hn vi khch hng. Tuy nhin sau hy quan tm tn hiu nguyn vng, s thch ca h ch khng phi l ni v sn phm v dch v ca cng ty khi bn cha hiu h r hn. 2. Bn hng nh vo cc cu hi ch khng phi l cc cu tr li Nu bn t ra khng c bt c mt li ch no vi nhng ngi khc s khng ai c th t ra nhit tnh vi bn c. Mi ngi ch bt u nhn ra bn tm quan trng no khi bn thy h quan trng. c bit ng ngh bn hng c bm rit ly bn. Tt hn ht hy tm cch bit c ti sao khch hng tim nng c th hoc nn mua hng ca bn. y khng c b mt no c, hy bit lng nghe, t ra cho h nhng cu hi, thm ch nhng cu hi bun ci mt cht qua nhng g h ni, bn xc nh c nguyn nhn, ng c thc y h mua hng. Tuy nhin khng nn a ra bt c cu hi no thp thong nh dn khch n vic mua hng. Hy t ra thoi mi khi thc hnh bc tip cn ny v ngay khi khch hng bit c bn mun hng h ti vic mua hng hoc c gng bn hng cho h, h s tr nn i u vi bn. S khng c vi vic bn hng nh mt php nghch d: hot ng bn hng s lun to ra s chng i. 3. Hy hnh ng chnh xc nh nhng g bn phn ng khi gp mt ai ln u Hy t ra t m. Hy thng tin v sn phm ca bn, v sn phm m khch hng dng. H c hi lng khng? Sn phm m h dng liu c t khng? C vn hnh tt khng? Hy c gng lm ni bt iu m khch hng thc s mun qua nhng cu hi ca bn: c th l mt sn phm tt hn, gi r hn, d vn hnh hn, dch v hu mi tt hn. Nu bn c th khi ra c nhng iu ny, bn s d thnh cng hn trong vc a ra nhng u th ca sn phm cng ty bn. R rng bn khng th t nhng cu hi ging nh ngi iu tra hay thm d, tt hn hy a ra cu hi m cu tr li ca n cho php bn nh v c nhu cu thc ca khch hng tim nng. Qu thc, khi bn tm hiu nhu cu khch hng thay v c gng thuyt phc h lm iu h khng mun, bn tr thnh mt nh c vn tuyt vi theo hng h t hon ton nim tin vo bn. H s d dng chp nhn mua hng v tr thnh khch hng lu di. 4. ng rt r, hy tr chuyn vi khch hng nh vi ngi thn Nhng ngi mua hng bit r li so rng ca ngi bn; khi h thy ngi bn hng xut hin, h bit cch phn ng rt nhanh. V vy hy tht thoi mi, th gin v thn mt nh vi bn b hoc ngi thn xo i s phng khch hng. 5. Ch ti nhng iu n ca khch hng Khch hng ca bn phn ng nhanh? V c v khng yn tm, tin tng? Anh ta c gng tng kh bn? Nu gp phi hon cnh ny bn hy t hi thi im gp g thch hp cha? Nu cha, hy ngh vi khch hng hn gp vo mt dp khc, khi m h cm thy thoi mi. Bn thy y, phn ln ngi bn hng u lo lng v iu m bn s ni vi h vo ln ti. Hy c gng thng qua c ch, li ni thi ca khch hng on bit c nh mua hng ca h. 6. Nu c hi, hy tr li nhanh chng v nhit tnh iu quan trng i vi khch hng tim nng khng phi l kh nng t bo v ca bn m l kh nng ni nhng iu g h cho l ng v hp l.

7. Hy cho khch hng bit bn quan tm ti vic tho mn nhu cu ca h Nu bn khng c mt tng d nh no v ci lm cho khch hng hi lng, tt c nhng g bn a ra c th s khng c h dung np, hy th tng tng bn c mi mua loi hng m bn vn rt ght. Hy hiu r khch hng trc khi bn mun ngh h mua sn phm ca mnh. 8. ng ngh iu g m khch hng khng quan tm Ch a ra nhng g c th p ng c nhu cu hin ti ca khch hng. Bn c th lm c g vi chic xe hi sang trng gii thiu cho nhn vin ca mnh trong khi h mun u t sinh li hn? ng lm g c nu nh bn khng bit cch chng minh rng chic xe hi mi cho nhn vin s ci thin c kh nng sinh li ca doanh nghip. Khi bn a ra cho h nhng thun li, hy dng t ring ca h truyn ti ch khng phi dng t ca bn. Bn s d thuyt phc thnh cng hn nu c c hi dng ba cng h. 9. Sau tt c, ti sao bn li ? Hy ngh khch hng chuyn sang giai on tip theo Cc bc trc cho php bn xc nh c mi lin h gia nhu cu khch hng vi sn phm ca cng ty bn. Bn thit lp c s tin tng ngm gia khch hng vi mnh, v th by gi bn c th a ra chic cu ni gia nhu cu khch hng vi kh nng p ng ca bn. Bn sn sng cho bc tip theo. 10. Mi khch hng dng th, ti sao khng? Bn hy t bng vo chn khch hng, iu ny khng c ngha l h t khi xng nu nh khng c bn mi. V by gi n lc bn khng cn phi che giu rng bn l ngi bn hng, mt ngi bn hng chuyn nghip, c k nng v y lng nhit tnh.