国外 加盟 门店 销售 方法 技巧 管理3 橱柜 厨房.ppt

Conclusion of the sale销售总结 Validation of the price 确认价格 2. The bargain to conclude the sale 通过最终的商品成交来总结销售情况 Conclusion of the sale销售总结 The communication of the Price如何告知客户具体价格 To reformulate the whole package and get the agreement from the customer 回顾所有产品和服务，与顾客达成共识 To communicate the price, the validity, the promotion… 商量价格，有效性，促销… To remind to the customer the advantages of the offer 提醒顾客报价的优势 Validation of the Price确认价格 Don’t be afraid of the price 不要害怕价钱 Write the price in large character on a dedicated Document 用大的字体在专用的文件夹写出价格 Validation of the Price确认价格 Close the computer and write a T 关掉电脑然后写一个大写的T Validation of the Price确认价格 Write the dateof the day 写下日期 And the date required about delivery and fitting (and the purpose) 以及要求的送货和安装时间 （还有目的） Validation of the Price确认价格 Explain the first part payment (100%) And the modes of payment Ask their opinion… 询问他们的意见… Validation of the Price确认价格 Depending on the customer 取决于顾客 Adjust the first part payment… 调整第一部分的支付款额… Practice : need analyze + Recommendation + Communication of the price实践：需求分析+推荐+沟通价格 Your personal action plan你的个人行动计划 To estimate the content of the exchange估计交换的内容 The “exchange” “交换” Would you really agree to find some customers for me … 您真的同意为我找一些客户吗… Perhaps do you already know people who could be interested… 或者您已经知道一些感兴趣的人… And you would consent to give me the address… 您也会给我这些地址… Ah! … You know it could be very interesting for us …. 啊！…您知道这对我们来说是非常感兴趣的… And you would agree to show your kitchen to some customers who would like to see our achievement… 您愿意给一些客户展示您的厨房如果有人想看一下我们的成绩… It could be a good solution… since the model you have chosen do not benefit of the promotion 这会是一个好的解决方案…您所选择的款式没有享受促销优惠 To estimate the content of the exchange估计交换的内容 Example of “exchange money”“换钱“举例 Example of “exchange money”“换钱”举例Ask the customer to promote 让顾客去XXX Example of “exchange money”“换钱”举例Propose to take a photo after the installation of the kitchen提议在橱柜安装