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    美容師專區 首頁 > 美業職場 > 美容師專區 > 列表

    為什么美容師銷售經常被拒絕?

    2019.08.21 出處:138大美業人才網 作者:陳皮 責任編輯:小丹

    店鋪產品賣不出去,推銷產品經常遭到客戶拒絕,店長都有著當仁不讓的責任。很多時候這種情況都是店長對美容顧問培訓不得當導致的。下面我們來具體談談美容師銷售被拒這個問題。

    店鋪產品賣不出去,推銷產品經常遭到客戶拒絕,店長都有著當仁不讓的責任。

    很多時候這種情況都是店長對美容顧問培訓不得當導致的。

    17030287188176570.png

    諸如:沒時間,下次再說;

    沒帶錢;

    我懂產品;我考慮考慮。

    .......

    為什么會出現這些拒絕?

    銷售之所以被拒絕,第一是因為美容顧問提的問題不是客戶的需要,所以極易遭到客戶的拒絕。

    第二由于顧客說出了自己的需要,顧問聽不見,或聽而不聞,一味表白自己的想法,也容易讓客戶反感。

    讓我們看一下,美容顧問什么時候經常出現被拒絕的情形呢?

    不知道客戶要什么,就開始了推銷:

     顧問:“小姐,我們的美白產品效果很好,出自法國,來我們店里的很多人都使用。想不想試一下?”

    顧客:“多少錢?”

    顧問:“385元一次。”

    顧客:“太貴了。”

    拒絕之理由“太貴了”。 

    上述這個例子就是明顯的銷售步驟不夠明晰,推銷話術過于隨意,所以才直接導致客戶拒絕。

    顧問一張口就推價格,這就給了顧客講價格貴的機會。

    但是顧客要做美容,并不是為了貪圖便宜,而是尋求真正令她滿意的護理產品或護理環境。

    假如客戶不需要,再便宜的商品顧客也會嫌貴,假如真正符合顧客的需要,顧客會給你談價的空間。

    要把產品推銷出去,首先是先建立人際認同,后建立生意關系。

    銷售心理都是有跡可循,銷售套路也是可以被整理歸納,而店長作為美容院的主骨干,做好歸納總結的心思也是一定要花的。

    這里為大家介紹銷售的七個步驟,如果店長能夠很好地洞察顧客心理,再結合好這七個銷售步驟,美容院的銷售業績能大幅提升也不再是難事。

    評論: 文明上網理性發言,網友評論僅供其表達個人看法,并不表明138同意其觀點或證實其描述。
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    138job歷來重視版權等知識產權保護,如本網轉載之部分資訊、稿件涉及版權等問題,請作者在本網發布該文兩周內速來電或來函與我們聯系,138job會及時作出刪除處理。

    凡本網原創稿件,版權歸138job所有。其他媒體(包括網絡媒體和傳統媒體)轉載138job原創稿件時須在明顯位置注明信息來源:138job中國美容人才網。

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