如何有效接待客戶陳靜培訓(xùn)目的根據(jù)成交統(tǒng)計：店面接待占成交客戶來源的21.6%，是所有客戶成交渠道的第一位，目前我們店面接待能力非常有限，接待人員參差不齊，希望通過本次培訓(xùn)提升大家的接待能力，掌握更多的客戶業(yè)主信息，讓我們距離成交更近，要求大家認(rèn)真聽講，應(yīng)用到實際工作當(dāng)中

如何做高質(zhì)量接待？

如何做高質(zhì)量------店面接待？

店面接待的技巧

培訓(xùn)目錄

培訓(xùn)目錄店面接待的目的店面接待的準(zhǔn)備店面接待的流程店面接待的話術(shù)店面接待的目的店面接待是第一次與一個準(zhǔn)客戶面對面互相了解接觸的機(jī)會，必須了解詳細(xì)需求并留下聯(lián)系方式以最快的速度形成帶看！店面接待：目的！目的！1、了解客戶的需求2、推銷公司3、推銷自己4、完成本次或下次看房的目的店鋪接待的工具1小區(qū)規(guī)劃圖，戶型間隔圖2筆記本計算器3卡片店鋪接待的目的？店門口攀談：目的？當(dāng)客戶在店門口看展板或房源貼時，我們需以輕松的口吻問客戶想了解什么，沒有需求也可以隨便看看，不要上來就讓客戶進(jìn)店，他們會有壓力！例如：A小區(qū)業(yè)主接待，在對手公司門口業(yè)主被問及需求是否有房賣時馬上說：不，當(dāng)走到B店是經(jīng)紀(jì)人很禮貌的說隨便看看然后講述了一些近期的成交后，雙方慢慢攀談起來，并成功委托一套獨家房源售出。引客戶進(jìn)門：目的？請入座、倒水（同事配合）解除客戶壓力后，必須把客戶引進(jìn)店門。倒水的目的：讓客戶輕松一些，把客戶留住。坐著喝水和站在門口兩者比較哪個客戶更能把需求說的更詳細(xì)一些。提醒：店面接待客戶時人員不要太多，否則客戶不敢進(jìn)店，當(dāng)一個人介紹時其他人不要一起去銷售否則客戶不知道聽誰的。

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ThemeGalleryisaDesignDigitalContent&ContentsmalldevelopedbyGuildDesignInc.VisionText1Text2Text3YourtextinhereYourtextinhereYourtextinhereThankYou!AddYourCompanySlogan百萬客戶大拜訪35一、課程目的

1、持續(xù)推動主顧300（讓業(yè)務(wù)員有機(jī)會做）

2、每天完成7+3拜訪（讓業(yè)務(wù)員愿意做）

3、熟練掌握拜訪技巧（讓業(yè)務(wù)員會做）二、過程：三、內(nèi)容1、理念篇--知道和不知道？2、拜訪篇--心動不如行動3、話術(shù)篇--完美的拜訪是設(shè)計出來的36

理念篇知道和不知道？37猜中彩38人類最大的恐懼來自于未知世界的無知不知道是一種危機(jī)，一種威脅，一種恐懼。理念之一：

39不知道的兩種表現(xiàn)形式？？40（1）你曾拜訪過的客戶中，是否有各種不同的客戶性格類型？（2）你是否經(jīng)常變換不同的推銷策略？（3）你的推銷模式的成交率是多少？（4）失敗的原因是客戶？你？還是推銷方式？你知道還是不知道？業(yè)務(wù)員的不知道41愛人同志42理念之二：

不知道是客觀存在的，是認(rèn)識事物的開始43

生活中對待不知道的幾種態(tài)度：（1）不知道等于不存在；（沒市場，沒客戶）（2）不知道等于無所謂；（沒問題，沒關(guān)系，沒辦法）（3）不知道等于想知道，好奇并積極的探索！44理念之三：

人的進(jìn)步就在于不斷的減少不知道業(yè)務(wù)員的進(jìn)步就在于將自己和對客戶的不知道變成知道45

理念之四：

傭金的兌現(xiàn)來自于拜訪46理念之五心動不如行動47結(jié)論：除非你去做拜訪，否則永遠(yuǎn)你都處在不知道的狀態(tài)當(dāng)中煩惱、恐懼和壓力皆因此而生。48

拜訪篇心動不如行動49丑媳婦怕見公婆一、沒信心（1）對自己沒信心信心是拜訪出來的恐懼來自動作的陌生，而不是來自動作的難度（2）對新條款沒信心不好的條款在我心里，而不是在客戶眼中（3）對公司沒信心事實勝于雄辯二、懶惰50推銷員必備四大素質(zhì)1、自信充滿魔力2、熱情打動顧客3、堅韌導(dǎo)向成功4、勇氣突破障礙

這是行動的起點51成功拜訪源于計劃明確行為的目的按預(yù)計程序執(zhí)行設(shè)計友善的氣氛52拜訪五要素何時何事何人何種方法何種理由成功的拜訪要以充足的準(zhǔn)備為前提。53

話術(shù)篇完善的拜訪是設(shè)計出來的54

使用電話的好處節(jié)省時間省時省力，提高效率消除拒絕的恐懼容易見到準(zhǔn)主顧使準(zhǔn)主顧有心理準(zhǔn)備55

電話的用