08如何进行产介绍.docVIP

第八讲如何进行产品介绍 产品介绍过程注意点： 先说动客户喜欢产品，才让其看价目表 例：总价或单价过高，来客不清楚产品时，开始拒绝你的优点介绍 流程介绍中着重分析及观察： 环境、产品优点——分析客户需求——挑起需求——价格谈判——压迫下订。 高总价产品须确定客户需求已被挑起，否则不要操之过急。 例：高价产品,首次客户疑虑较多，一开始就急于逼订会有反效果，应先慢慢制造气氛，并反复确定诚意度，才开始议价、逼订、若研判无诚意，则宁可不谈生意，谈朋友（客户永远先接受‘人’再接受‘房屋’） 只谈优点，不谈缺点（将缺点转化为非缺点） 例：先设想缺点，寻找答客问，以另一角度转为优点，模拟说服客户的攻防战。 对产品永远深具信心—自我催眠（气氛高、信心足 说服力强） 接待及展示阶段，介绍产品优点及特性时，为唤起购房者拥有产品尝购买冲动，可强调： （1）安全性：产品结构、施工品质、保安设施、小孩游戏空间等； （2）舒适性：采光、通风、景观、室内流畅动线，小区公共设施、甚至附近公园、学校。菜场等“居家舒适性”诉求； （3）私密性：销售人员最常忽略、但有钱客户越来越要求的一点，可强调私人居家阴私不外漏的“私密感”； （4）小孩是财富：除学校设施外，优良邻居水准，附近名人居住等都可发挥到“住在这的小孩，长大一定很朋出息”； （5）抗通膨性：“有钱人是靠房产起家的”、“ 销售培训手册 be limited to no more than 2 days of work, material deposited in special insulated containers, material handling to gently and make use of thermal insulation material in windproof, waterproof, moisture-proof measure. 6.2 thermal design optimization for high-temperature special thermal insulation for piping support and hanger design, reduced heat dissipation of the hangers, ensure that the wall does not overheat. Small-diameter piping, thermal instrument layout and positioning of support and hanger design take fully into account the expansion space and insulation thickness. Large-diameter pipes after heat preservation plastering construction of valves, turbine, checking smooth surface, high temperature powder paint fully dry after. Protective coverings for electric equipment insulation boards designed with pressure plate, when ordering according to the installation diagram, model specifications publishing order, ensure when installing corners neat, uniform appearance, reduce the amount of on-site machining. Before valves, flange insulation shell construction, be sure to make a unified model, all valves, flanges, insulation cover unified, tidy and beautiful. When four parts such as pipes, boiler insulation, must do first article inspection, proof of design and construction methods, technology can meet the technological requirements, before extensive construction. Boiler steel beams, door open