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K nng bn hng

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 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 quy lut bin hot ng bn hng tr thnh mt trong nhng nhim v n gin v

10 sieu quy luat ban .. thnh cng nht:

Quy 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. 4. 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 . Quy 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
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K nng bn hng
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 quy lut tip theo.

Quy 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. Quy 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. Quy 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 . Quy 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.

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K nng bn hng

Quy 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. Quy 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 quy 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 quy lut trn sa i, cng vi thi gian, chc chn bn s tr thnh mt nhn vin bn hng siu ng. bantinsom.com ( theo Bwportal )

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