Mi b quyt gip bn hng thnh cng Jun 17,2008 00:00 by nhuy3007

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 bn-iu 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.