Nu doanh nghip ca bn c i ng bn hng

hoc cn gp mt trc tip bn hng, hoc bn

ang bn hng B2B, y l quy trnh thc t nht
bn cht sale.

Bn c bn hng khng?

Bn c ang bn hng cho ai ?

Bn bn bt ng sn? Sn phm B2B?

Bn mun thuyt phc ai ?

Hay bn chnh mnh?

Xin gii thiu...

QUY TRNH TNG BC HIU QU NHT CHO BN

HNG 1VS1 & CHT SALE - Dnh cho Bt ng sn
hoc ai ang cht sale 1 vs 1, doanh nghip bn
hng B2B hoc mun thuyt phc ai .

3
I. THIN CM IU BT BUC PHI C
TRONG BN HNG
Khi tip xc vi mt ai , bn mong mun tr thnh
mt v khch hay mt ngi b xua ui? Tt nhin, ai
trong chng ta cng mong mun l mt v khch
c n tip nng hu mi khi gp g mt ai .
iu mu cht y cn c thin cm.

Mi s phn khng ca ngi khc u l du hiu

ca s thiu thin cm. Mt khi bn khng c thin
cm, bn s khng th bn bt c th g, ngay c li
ni u tin ca bn tht ra.

1. Ti sao cn to thin cm

To thin cm phi c duy tr trong sut qu trnh

bn hng. Nh vo thin cm bn c c, bn s
khm ph ra rng khch hng ca bn ang cn g,
t bn c quyn kim sot bn hng. Hy i
vo th gii ca ngi khc trc, v i x vi h
theo cch m h mong mun c i x. Hy lun
tn trng h, thin cm khng c g khc ngoi s
hiu nhau kt hp vi s tin tng.

Con ngi lun thch ni chuyn vi chnh bn thn

4
h nht, v vy cch n gin nht to thin cm
l hy tng tng chnh bn l ngi bn ni chuyn
cng.

Khi , cch bn x l tnh hung, x l thng tin, cm

nhn s nh th no? V bn s ni nh th no? u
tin bn phi l ngi hng th, bng cch t nhiu
cu hi m. Nu bn cha ngh ra cu hi tip theo,
ch cn ni:

K cho ti nghe nhiu hn c khng?.

Tip , bn phi tm ra mi quan tm chung gia

bn v ngi bn ni chuyn cng.

Cui cng, bn phi xc nhn li nhng g bn nghe

c, hy ni ra vi s chn thnh.

2. Nguyn tc ca to thin cm
Nn nh, iu bn ang c gng xy dng y
l uy tn, s tin tng ca khch hng dnh cho
bn.

Trong 4s u tin, bn phi th hin mnh nh mt

ngi:

Cc k nhit huyt, hng th

Cc k nhy bn

5
 Th hin bn l chuyn gia trong lnh vc ca bn

3. To thin cm nh th no
a. Trc khi gp mt khch hng

m bo bn hiu r v sn phm, hiu r v li ch

v tnh nng m sn phm ca bn c th gii quyt
vn no cho khch hng. Lun ngh v li ch g
m khch hng s nhn c khi dng sn phm ca
bn.

bit li ch ca sn phm rt n gin, hy vit

ra tt c tnh nng v tr li cu hi

Khch hng s c g t tnh nng ny?

n mc hp l cho mi bui gp

o Mu hng l mu tt nht cht sale

o Mu trng l mu tt nht to s hng th

cho khch hng, n cng l mu ca s chuyn
nghip

o Mu xanh l mu tt nht cho vic lm ch cn

phng

6
 NOTE: Hy n mc tng ng, hoc chnh t hn
1 cht so vi khch hng ca bn. Nu khch hng
ca bn mc comple, hy mc comple va vi c
th ca bn bn d dng th hin body
language khi ni chuyn.

m bo bn t mnh vo v tr ca khch
hng v hiu khch hng ca bn ang ngh g?

Dng quy trnh PP (Perceptual Position) trong NLP

i su v hiu suy ngh ca khch hng.

Nu bn cha bit quy trnh PP, y l mt s bc

lm:

Bc 1: Tng tng khch hng ang ng trc

mt bn

Bc 2: Tng tng ra nhng tnh hung khch

hng nh ni n v vn ca h, khi bn hy
hnh ng nh nhng g khch hng nh ni.
Gng mt, iu b, cm xc, suy ngh lc nh
th no, phn ng nh th no vi mi cu bn ni?

Bc 3: Thot ra khi trng thi bng cch kch

neo NLP, hy ni YES

7
Dng quy trnh Hnh dung tng tng ca NLP
tng tng ra bn s lm nh th no khi?

Bc 1: Khi bt u gp khch hng, bn s lm th

no? Ni g, ng tc c th nh th no?

Bc 2: Bn to thin cm nh th no vi khch
hng?

Bc 3: Bn x l nhng tnh hung trong c cuc ni

chuyn nh th no, cng chi tit cng tt.

Bc 4: Hy vit ra nhng tnh hung m c th khch

hng s t chi v bn x l ra sao.

Ngi c nng lng hn lun ginh chin thng, v

vy hy gi nng lng ca bn lun cao hn khch
hng bng vic kch neo cm xc.

C 4 loi cm xc bn cn phi thit lp trc mi

cuc bn hng:

S t tin

S chc chn

S tp trung

Cm xc nh l mt chuyn gia trong lnh vc ca

bn

8
 b. Trong khi gp mt khch hng

+ Bt tay

Khng qu cht

Gi thng bng, khng p tay ca khch hng

nghing v mt pha.

Giao tip bng mt vi khch hng

Lc va sao cho ging vi lc ca khch hng

cng tt

Khng qu lu, khong 3-4s l hp l.

+ V tr ngi

Sau khi bt tay v hi chuyn mt vi cu hi, trong

c nhng cu hi v qu kh. Khi hi nhng cu
hi qu kh, nu mt ca khch hng a sang bn
no, chng ta hy mi khch hng ngi v tr sao
cho ta c th ngi hng ngc li vi nh mt ca
khch hng.

VD: Khi hi cu hi v qu kh, mt khch hng

a sang bn tri, ta s mi khch hng ngi bn tri
ta. ta c ngi bn tay phi. y l k thut trong
NLP.

9
+ Matching & Mirroring

Mc ch ca Matching & Mirroring l cho c

th chng ta thc s tr thnh c th ca khch
hng, t bn s t c thin cm.

Lm ging 75% nhng ng tc ca khch hng

(ch bt chc nhng ng tc lch s ca h: Nu
khch hng s mng, ng s mng theo, nu khch
hng cho tay ngoy mi, ng ngoy mi theo... Bn
hiu ch?)

Lun gi giao tip mt

Chm hn khong 4-5s cho mi ng tc

Sau khong mt vi ng tc, th nh gi xem

khch hng bt u c thin cm cha bng
cch lm mt ng tc khc v theo di xem khch
hng c lm theo hay khng? Nu khng, hy quay
li lm tip matching & mirroring.

+ Ngn t khi ni

Trong mi con ngi lun lun c s song hnh ca

4 nhm tnh cch khc nhau.

V Hnh nh: Nhng ngi thch hnh nh, mu sc.

Trong ngn ng h thng xuyn s dng nhng t
ng nh:

10
 Thy, nhn thy, trng thy.

R rng

Hnh dung, trng ging nh, .

A m thanh: Nhng ngi thch m thanh. Trong

ngn ng ca h thng xuyn s dng nhng t ng
nh:

Nghe n y

Nghe c v c

m tai, trm, bng.

K Cm xc: Nhng ngi ny thng nhn nhn vn

bng cm xc. H thng xuyn s dng nhng t
sau khi giao tip:

Chc chn, cm thy, cm nhn, cm gic nh .

Ad Ngi suy ngh: Nhng ngi ny thng nhn

nhn mt vn v sau thng xuyn t thoi vi
chnh mnh. H thng s dng nhng ngn ng sau
khi giao tip:

Ngh, c v

Hp l

Suy ngh .

11
Tuy mi con ngi u c 4 tnh cch nhng mi
ngi mi tnh cch li th hin s ni tri hn. V vy,
hy tm ra tnh cch ni tri ca h v ni chuyn vi
h theo tnh cch . Hy kho lo dng nhng t
ng ca h giao tip vi h. Ni chuyn bng
ngn ng ca i phng ly thin cm ca h.

+ Nng lng

Nng lng ca bn phi ln hn nng lng ca

khch hng v phi lun l nng lng tch cc. Hy
ng thng, ngi thng lng, m to mt, ci rng r,
t ra ho hng

+ Hi th

y l mt k thut kh nhng nu lm c, bn s
c s thin cm rt ln. l hy th cng hi th vi
khch hng v su, di v nhp th

+ Lng nghe ch ng

Lun lng nghe khch hng v nhc li nhng t

kha m khch hng ni ti di dng cu hi.

ti ly v d nh:

Khch hng: Ti lm vic ny hn 10 nm?

12
Ngi bn hng: Ch lm n hn 10 nm?

Nh hi ln ging mt cht cui cu th hin

n l cu hi. y l cch to thin cm ngm.

+ Ngn ng c th:

Hy tm ra nhng ngn ng c th, nhng c ch th

hin s chc chn, c ch th hin s khan him, c
ch th hin s b n, c ch th hin s chn thnh v
luyn tp n cho thnh tho. Mi khi bn ni n s
chc chn, hy cng mt lc lm c ch chc chn
v tng t vi nhng c ch cn li. L do l v nhng
c ch ny s h tr cho m iu trong li ni ca bn.

+ Ng iu

Lm ch m iu l lm ch ngh thut thi min,

hy s dng nhng m iu cho ng.

Ng iu s tc ng n cm xc ca khch
hng.

Ng iu ca s chc chn, c ch no h tr bn
to ra ng iu ? V d, khi ti ni n s chc
chn, ti thng a tay mt cch dt khot, chc
chn...

Ng iu ca s chn thnh, c ch no h tr bn
to ra ng iu ?
13
 Ng iu ca s hp l cho con ngi, c ch no
h tr ng iu ny?

Ng iu ca khan him, c ch no h tr?

Ng iu ca s khng lin quan n tin, c ch

no h tr ng iu ny?

Ng iu ca cu hi, c ch no h tr?

Ng iu ca s quan tm, I care, I feel your pain,

c ch no h tr ng iu ny?

Ng iu ca s hin nhin, c ch no h tr?

Ng iu ca Ti thc s mun bit?, c ch no

h tr ng iu ny?

Ng iu ca s b him, b mt, c ch no h tr?

NOTE: To thin cm l iu bt buc phi c v phi

duy tr trong sut qu trnh bn hng ca bn. Thin
cm khng c ngha l k chuyn phim, k chuyn
lin quan n nhng g khch hng thch. Thin cm
khng phi l khch hng thch ni chuyn v chi
golf th bn ni chuyn v golf. Thin cm l s hiu
nhau v tin tng.

14
MU CHUNG CHO VIC TO THIN CM

Bc 1: Bn phi l ngi hng th ch khng phi

ngi th v bng cch t cu hi m v lng
nghe, p dng tt c nhng chin lc to thin
cm nu trn

Bc 2: Bn phi tm c mi quan tm chung

bng cch t nhiu cu hi m, nhn bit mi
quan tm chung ca bn v khch hng

Bc 3: Bn phi xc nhn li vi khch hng rng

bn nghe c iu g, hy ni ra theo cch m
ngi y ni vi bn

Bc 4: Bn phi sao chp khch hng, sao chp

ngn ng, ging iu, nng lng, nhc li t kha
chnh

15
II. XC NH VN , PHN TCH NHU CU,
TM RA WHY CA KHCH HNG
1. Ti sao cn tm ra vn ca khch hng?

Khch hng tm n bn khng phi v khch hng

cn bn, khng phi v khch hng cn sn phm
hay cng ty ca bn. Khch hng ch ang tm nhng
ngi c kh nng gip h gii quyt vn . V nu
bn khng tm c vn ca khch hng, khng
gip khch hng gii quyt c vn ca h,
khch hng s i tm ngi khc.

Nu nh bn khng o su tm c vn cho
khch hng th bn s khng bit mang li ch no
sn phm ca bn em n cho khch hng.

16
2. Nguyn l ca vic xc nh nhu cu

t cu hi mang tnh nh hng xc nh ra

vn ca khch hng, nhu cu ca khch hng,
nim tin no ang gi khch hng li, v cm xc
ca khch hng. Mc tiu l phi khot su vo ni
au ca khch hng buc khch hng cm thy
cn thit phi hnh ng ngay.

Lun lun t cu hi v bc tranh tng th trc,

sau mi hi dn n nhng th c th. Mc tiu l
cn tm ra c WHY ca khch hng. Tm ra c
gi tr ct li ca khch hng, t phc v chng ta
trong vic thuyt trnh phn sau.

3. t cu hi tm hiu vn nh th no?

Hy t cu hi vi ging iu t m, chn thnh,

quan tm v theo th t sau. y l th t hi ca NLP
n c gi l SCORE, quy trnh hi ny l quy trnh
hiu qu nht tm ra c vn , nhu cu, nim
tin, cm xc ca khch hng. y, c 10 cu hi
c lit k r rng, da trn nn tng ca m hnh
SCORE. T bn s xc nh c u l nim tin v
gi tr ct li ca khch hng.

17
 Nn nh, lun lun s dng k thut lng nghe ch
ng m ti va chia s phn to thin cm duy
tr thin cm trong sut qu trnh t cu hi.

Th t t cu hi s nh sau, y l nhng dng

cu hi tng quan cn phi t hi chnh mnh ri ngh
ra cu hi hi khch hng, n phi c s dng
c th hn trong tng trng hp:

Khch hng lm g, lm trong lnh vc g?

Khch hng lm iu nh th no, vi ai, khi

no, u?

iu g khin khch hng lm nh vy?

Kh khn hay thch thc h ang gp phi?

iu g xy ra nu khng thay i, vt qua kh

khn?

Mc tiu, nguyn vng ca khch hng l g?

iu g xy ra nu khch hng t c mong

mun?

iu g l quan trng nht khch hng mong

mun t c mc tiu ra?

Thi gian, ngun lc cn c t c mc tiu

ca khch hng?

Khch hng c gii php g cha?

18
III. THUYT TRNH

1. Ti sao cn phi thuyt trnh

Khi bn xc nh c nhu cu, vn , ni au
ca khch hng, by gi n lt bn mang ra gii
php cho h. Khch hng s khng cn sn phm,
khng cn bn, khng cn cng ty bn, iu khch
hng thc s cn l mt gii php h vt qua
vn h ang gp phi. Nhng cch bn thuyt
trnh li l mt kha cnh quan trng khch hng ra
quyt nh mua sn phm t bn hay khng?

19
 Ti sao khch hng li mua sn phm t bn m
khng phi t nhng ngi bn hng khc? V vy,
bi thuyt trnh ca bn cn phi da trn vn
khch hng ang gp phi. Tnh nng no sn
phm ca bn c th gii quyt vn cho khch
hng? Khi gii quyt xong vn , khch hng c li
ch g? Khch hng cm thy nh th no? l
nhng iu bn cn nu bt trong khi thuyt trnh. Bi
nu bn thuyt trnh khng tt, khch hng s ngay
lp tc mua ca ngi khc.

2. Nguyn tc ca bi thuyt trnh sau khi

tm ra vn ?
Bn phi th hin c 3 iu bt buc sau:

Khch hng phi yu sn phm ca bn

Khch hng phi yu v tin tng bn

Khch hng phi yu v tin tng cng ty bn

Nu bn khng th hin c c 3 iu trn, khch

hng s khng mua v s a ra nhiu phn i.

Tt c nhng g bn cn lm l to s uy tn vi
khch hng.

20
 Vic chng ta y cn lm l ch ni n nhng
tnh nng m c th gii quyt c vn ca
khch hng, hoc nhng tnh nng gip khch
hng t c mc tiu. Mt bi thuyt trnh tuyt vi
l bi thuyt trnh t c nhng yu t sau:

C cu chuyn i gia phn hi xc nh vn

sang phn thuyt trnh v sn phm

To c s uy tn ca bn

K c cu chuyn v bn hoc ngi khc thay

i nh th no khi dng sn phm ca bn, y
cng l bc to thm s tin tng khch
hng vo bn

Li ch ca khch hng khi s dng sn phm, n

gii quyt c vn no cho khch hng?

Chi tit, c th v li ch, chm n gi tr ct li,

BIG WHY ca khch hng

To ra cm xc cho khch hng: Cm xc li

nhun, Cm xc t ho, Cm xc ni au, Cm xc
s hi, Cm xc ng - hp l

Lng ghp c x l t chi vo trong phn thuyt

trnh

21
 Dng ngn ng ca khch hng, body language,
ging iu khi thc hin bi thuyt trnh.

3. To ra mt bi thuyt trnh hon ho nh

th no?
a. Dng cu chuyn gia phn hi vn sang
phn thuyt trnh

Bn c th dng mt s mu cu chuyn sau:

Cm n nhng g anh/ch va chia s. Da trn

nhng g anh/ch chia s, sn phm ny chnh l gii
php m anh/ch ang tm kim.

Vi nhng g anh/ch va chia s vi em, mt sn

phm / gii php gip anh/ch nhanh chng t
c mong mun ca mnh chc hn l iu anh/ch
vn ang tm kim

Hy tm ra cu chuyn hay v t nhin nht ca

ring bn v hc thuc lng n.

C mt b mt, khi bn c n y, bn c th hi
rng, liu c th kt hp gia cu chuyn v to uy
tn hay khng?

22
b. To s uy tn ca bn

Cch n gin nht to s uy tn ca bn l nu

ra nhng con s, kt qu, thi gian bn lm vic
trong lnh vc ca bn. V vy hy lun nh trong u
3 bin s ca s uy tn:

Con s

Thi gian

Kt qu

C mt phng php cc k tuyt vi to s uy

tn c s dng trong trng hp gp mt hoc bn
hng trc tip l cho hng kiu thang my. l
s kt hp gia 3 bin s ca s uy tn trong mt n
hai cu ni. Sau y l v d bn c th tham kho.

VD:Trong hn 1 nm qua ti cng cng s ca

mnh gip hng ngn ngi ti H Ni c sc khe
tt hn vi phng php NLP kt hp vi thi min.

Bn c th s dng uy tn ca ngi khc gii

thiu. Hy iu chnh bi gii thiu ca mnh cho ng
vi hin thc.

Trong trng hp bn xc nh c vn ca
khch hng, chng cn g tuyt vi hn bng li gii

23
 thiu thang my c kt hp vi vn ca khch
hng v km theo a im. V d trng hp khch
hng ca bn b au lng, hy lm nh sau:

VD:Trong hn 1 nm qua ti cng cng s ca

mnh gip hng ngn ngi ti H Ni c sc khe
tt hn v c bit trong c nhng ngi mc
chng au lng nh ch thng qua thi min kt hp
vi NLP

NOTE: Kt hp cu chuyn vi to uy tn bng cch

kt thc cu chuyn bng mt cu hi ly s ng
ca khch hng.

V d c th nh sau.

Gi s khch hng ang b mc chng au lng:

Sale: Cm n anh. Da trn nhng g anh chia s

vi em, chc hn rng mt phng php gip anh
nhanh chng loi b nhng cn au lng l iu m
anh vn ang tm kim ng khng?

Khch hng: ng ri!

Sale:[To uy tn y] Trong hn 1 nm qua, ti

cng cng s ca mnh gip hn 500 ngi ti H
Ni c sc khe tt hn v c bit trong c

24
 nhng ngi mc chng au lng nh anh thng
qua thi min kt hp vi NLP.

[K cu chuyn ngn ca bn hoc ca khch

hng s dng sn phm ca bn y]

c. K cu chuyn ca bn hoc khch hng ca

bn thay i nh th no sau khi s dng sn
phm ca bn.

Mu k cu chuyn y n gin ch l: Before

After. Trc y ti th no? Sauk hi ti s dng sn
phm ny ti th no? T ti am m gii thiu sn
phm ny n mi ngi th no? S cng tuyt vi
hn nu bn gn kt c cu chuyn ca bn vi
cu chuyn ca khch hng. Nu khng c cng
khng sao, n hiu qu to s uy tn ri.

Hy tip tc vi v d ngi khch hng mc chng

au lng.

VD:[Cu chuyn ngn]Trc khi n vi NLP, ti ch

tin rng NLP ch l mn khoa hc v t duy. Nhng sau
khi hc xong, chng kin s thay i tch cc v sc
khe ca rt nhiu ngi, ngay lp tc ti quyt
nh cng cng s ca mnh t chc nhng kha hc
ci thin sc khe bng vic ng dng NLP, cho

25
n nay c hn 1 nm. c nhng lc ti xc
ng n mun khc v nhng g ti mang li cho
khch hng c chnh khch hng cng nhn. V
trong trng hp ca anh, [i vo tng vn ]

d. Li ch ca sn phm

Bn bit vn ca khch hng phn tm

hiu vn . Vic ca bn l nu ra li ch ca khch
hng da trn vn bn pht hin t khch
hng.

Hy dng mu sau: Loi b c vn +

anh/ch c th + Li ch

e. i vo tng vn .

i vo tng vn nu khch hng gp phi nhiu

vn hoc bn pht hin ra khch hng gp nhiu
vn bng cch s dng mu sau:

S tht, thc t, vn

Gii php

Li ch (Thi gian, tin bc )

26
f. Chi tit, c th

Khi i vo tng vn , cn phi ni chi tit, c th

v nhng g sn phm ca bn lm c, gip c
khch hng. Nu bn lm tt phn ny, s gim ng
k s t chi ca khch hng.

g. To cm xc cho khch hng.

ng qun, khch hng mua hng bng cm xc,

hy to cm xc cho khch hng trong khi i vo
tng vn . Hy lng ghp tht kho lo 5 cm xc
thc y mua hng sau:

Li nhun

T ho

Ni au

S hi

ng

h. Lng ghp x l t chi

u tin bn phi chun b sn nhng trng hp

khch hng thng t chi, ri sau trong khi trnh
by, thuyt trnh vi khch hng v li ch, chng ta
long lun s t chi vo v tr li s t chi lun.

27
 V d khch hng b au lng, v bn ngh rng c
s t chi l anh ta mun dng sn phm thuc gim
au ch khng mun hc NLP.

Hy x l nh sau:

Sale: [i vo tng vn ]. c bit hn na,

phng php ny s khng cn dng n thuc.
[Lng ghp x l t chi] v hu ht nhng khch
hng sau khi hc xong kha hc NLP v sc khe ca
chng ti, h u ra mt quyt nh rng, s khng
cn dng thuc na, bi v h nhn ra rng thuc
chnh l con dao hai li.

i. Dng ngn ng ca khch hng, body language

h tr ging ni cho bn.

to c cm xc cho khch hng, bn phi

dng chnh ngn ng ca h. Nu h l ngi Visual,
hy dng ngn ng ca Visual m t. Khi m t,
hy dng ging ni kt hp vi nhng c ch h tr
ging ni ca bn mang n cho khch hng
cm xc tt nht.

28
IV. CHT SALE

1. Ti sao cn phi cht sale

Cht sale l cch duy nht gip bn nhn c li

ng mua hng t khch hng. Nu nh khch
hng tin tng bn, tin tng sn phm ca bn
ri, nhng nu khng c ai ch cho khch hng
bit phi lm g tip theo, th khch hng s khng
mua. V vy, chnh bn cn l ngi lm cng vic .
iu bn lun phi lm l hi cu hi cht sale. ng
s, hy t tin ln v bn ang trao gi tr cho khch
hng ca bn y.

29
2. Nguyn l ca cht sale
a ra li ngh mua hng khng th t chi, kt
hp gia m hnh ngn ng, ngn ng c th, cm
xc trong phn thuyt trnh, c bit, khi bn nh gi
c khch hng yu sn phm ca bn, yu
bn, yu cng ty bn.

3. Mu a ra li ngh mua hng khng th t

chi

a. Lm gi tr

Bn lun lun phi lm v to ra thm gi tr cho

sn phm ca bn trc khi bn ngh mua hng.

V d 1: [Lm gi tr cho vic cha au lng khng

dng thuc]

C rt nhiu khch hng ca ti trc y tht

bi khi h c gng tm cch nhanh chng nht
cha chng au lng. V sau khi h c cha khi
chng au lng bng NLP, h quay li cm n ti
v ni rng: Ti sao phng php k diu ny li
khng n vi h sm hn vi nm trc. Nu nh
vy, c l h khng phi tn n hng ngn la
cha tr m vn phi lo lng v tc dng ph ca
thuc.

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V d 2: Anh s hon ton ngc nhin v kt qu anh
c c sau khi p dng phng php ny, v c th
anh s ngh n ng gi hng ngn la.

b. X l s t chi trc khi khch hng hi

Mc d trong phn thuyt trnh, bn x l s t

chi ri, nhng y, nu bn vn thy cn mt kh
nng no khc m khch hng vn t chi th bn
nn x l ngay.

VD:[X l t chi vic khch hng c th ni thi

gian hc qu di] V y, hu ht nhng ngi
cha tham d u cho rng 8 ngy l qu di vi h,
v h khng th sp xp c thi gian, v sau khi h
tham d chng trnh, n ngy th 8, h nhn ra
rng, 8 ngy cha khi bnh au lng qu thc l
qu ngn.

c. So snh gi

Vi ngi khc

Vi chnh mnh

Khch hng s cn mt im tham chiu v mc

gi, v vy, hy a cho h 1 im h tham chiu
bng cch so snh gi. C hai cch so snh gi:

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d. Gi bnh thng

a ra gi bn bnh thng ca sn phm, gii

php bn ang cung cp. Gi bn ny l gi bn
chnh thc ngoi th trng.

e. Gii thiu mt sn phm khc, mt qu tng

khc

Hy gii thiu thm 1 sn phm khc cho khch

hng. N c th l sn phm i km, cng c th l
qu tng. Nhng nn nh, k c l qu tng, bn
cng phi thc hin ng tc lm gi tr cho qu
tng .

f. L do bn bn

y, bn to ra mt li ngh khng th t chi.

Di con mt ca khch hng, c th xem nh
mt mn hi i vi h. iu s thc y h mua
ngay.

g. S gii hn

S gii hn l cha kha nh vo cm xc s hi

mt i mt th g nu khng lm. y chnh l cha
kha thc y khch hng mua hng.

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g. S gii hn

S gii hn l cha kha nh vo cm xc s hi

mt i mt th g nu khng lm. y chnh l cha
kha thc y khch hng mua hng.

h. ng gi, gim gi, gi c bit

ng gi qu tng vi sn phm, gii php ri sau

a ra mt mc gi c bit.

i. Call to Action

Hng dn h cch thc hin h mua hng,

phi r rng, c th, ging nh mt mnh lnh.

j. X l t chi sau ln ngh mua hng

n y, nu khch hng vn t chi, y, chc

chn rng chng ta cha thc s lm khch hng
yu sn phm, tin tng chng ta, tin tng cng ty
chng ta. Chng ta u tin s cm n h, t cu
hi m cho h xc nh thc s nguyn nhn
khch hng t chi l do u, sau khi bit nguyn
nhn thc s khch hng t chi hoc iu khch
hng cn l lc chng ta hi cu hi bin NO -
> YES. Sau khi hi xong cu hi bin NO -> YES, chng
ta quay li bi thuyt trnh, iu chnh bi thuyt trnh

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cho ph hp vi thng tin m chng ta va khai thc
c. Cui cng, trong bi thuyt trnh, chng cn g
tuyt vi hn nu chng ta c nhng li m bo.

V x l bng cch lp li theo mu sau:

Bc 1: Cm n h

Bc 2: Hi cu hi m xc nh nguyn nhn
thc s khin khch hng t chi.

Bc 3: Sau khi bit nguyn nhn, hi cu hi bin

NO -> YES

Bc 4: Thuyt trnh li, a ra li ch ln nht m

ph hp vi h

Bc 5: m bo

Bc 6: a ra cu hi cht sale ngm

OK. Khi c n y, bn i qua ton b quy

trnh bn hng vi nhng yu t k thut, tm l bn
hng hiu qu nht. V ti tin rng bn s d dng
thc hin thnh cng nhng cuc bn hng 1 vs 1
hoc B2B.

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 Trc khi kt thc, hy lun nh rng, bn hng l
cch chng ta mang gi tr n cho khch hng. V
nu bn mun c nhiu khch hng tim nng hn
bn hng, bn cn s dng Internet Marketing.
Tham gia vo Success Oceans Uni bt u xy
dng cho mnh mt danh sch di nhng khch hng
tim nng sn sng mua hng t bn.

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 PS: Hy share cho ai cn nh.

PPS: Nu bn c c nhng t ny cun sch

hoc n phm no ang by bn, vui lng lu rng
l ca Hong B Tu vit ra cch y hn 2 nm
trc nh (mnh khng bn, nhng c th ai ly
n v mang bn...)

Hong B Tu

Hong B Tu l Gim c Marketing ca Success

Oceans, ng thi l Co-Founder Success Oceans Uni.
Vi rt nhiu kinh nghim Internet Marketing, nm 2015
anh cng i nhm a nhng kha hc NLP ca
Life University ni ting vi hng ngn ngi tham d.
Hin ti, anh ang cng i nhm xy dng nn
nhng h thng Internet Marketing hiu qu nht,
m bo yu t t ng, ti u chi ph. Tm hiu thm
ti http://hoangbatau.com

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