13种顾客，13种话术，超级实用的营销技巧！
<div style="color: black; text-align: left; margin-bottom: 10px;">
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><strong style="color: blue;">阅读前请点击右上角“关注”，<span style="color: black;">每日</span>免费获取职场文化及管理知识。职场千里马文化，只做职场干货，完全免费分享！</strong></h1>搞定这13种顾客，签单如此简单！！<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“我随便<span style="color: black;">瞧瞧</span>”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“我下次再买”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“别人家更便宜”</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">……</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 你是不是经常遇到顾客<span style="color: black;">这般</span>？还有或冷淡或热情<span style="color: black;">各样</span>性格<span style="color: black;">区别</span>的顾客，到底该<span style="color: black;">怎么样</span>应对？今天<span style="color: black;">咱们</span>就来聊聊<span style="color: black;">怎样</span>破解这个<span style="color: black;">困难</span>。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">1、犹豫不决型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一般</span>这种顾客不会<span style="color: black;">马上</span>下决心购买；常常表现为顾虑、不安，害怕自己<span style="color: black;">思虑</span>不周而<span style="color: black;">显现</span>差错，并<span style="color: black;">期盼</span>有人当参谋。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/43d9e6fd6ec14019a36e323e7d7fe628~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=d%2F%2F9ZSTQy%2BhwIRHZ%2FvFnCzlwHhw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>接待这种类型的顾客时，<span style="color: black;">营销</span>人员不可马上直白地推销顾客所需的<span style="color: black;">制品</span>，而应是“暗渡陈仓”，先实事求是地介绍<span style="color: black;">相关</span><span style="color: black;">制品</span>或服务的<span style="color: black;">状况</span>，让客户自己从中作比较后，再<span style="color: black;">选取</span><span style="color: black;">制品</span>。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">2、<span style="color: black;">爱好</span>挑剔型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类购物向来<span style="color: black;">小心</span>小心，担心上当受骗，<span style="color: black;">因此</span>会提出<span style="color: black;">有些</span>超出别人正常思维的问题和细节，以消除内心的顾虑，<span style="color: black;">同期</span>满足自己心虚的心理。并对导购采取苛刻、强硬的态度。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/c73d28cc002744a9b1ff894590a470a8~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=EWU4pCYRSkT6e1Retdd4rlnDav0%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">首要</span>接受客户不良的<span style="color: black;">心情</span>，<span style="color: black;">准许</span>客户发泄心中的不满，仔细地倾听客户的“挑剔”，让客户感到你在尊重他。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">换位思考，从客户的<span style="color: black;">方向</span>来理解客户挑剔的<span style="color: black;">原由</span>，让顾客感觉你<span style="color: black;">已然</span>与他在“同一频道”。避免责备客户，学会在适当的时候进行道歉。最后，提出<span style="color: black;">处理</span><span style="color: black;">方法</span>，<span style="color: black;">处理</span>客户问题，满足客户的需求。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">3、傲慢<span style="color: black;">没</span>礼型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类客户<span style="color: black;">常常</span>目空一切，看似“<span style="color: black;">高挑</span>上”，<span style="color: black;">并不</span><span style="color: black;">必定</span>。他只是很<span style="color: black;">爱好</span>别人<span style="color: black;">阿谀</span>他、夸赞他和恭维他。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p6-sign.toutiaoimg.com/pgc-image/936a4aa3fded44e191cfbf00445745c8~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=Fq6NxINMvZo73lI7D3n5ZjZukC8%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>暂且把你自己忘记，此时别把自己太当回事。切忌<span style="color: black;">不可</span>和顾客在沟通中发生冲突，要<span style="color: black;">晓得</span>，你赢了，沟通就终止了；你却输了，可能客户会给你“惊喜”！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此</span>，让他觉的你是真心推捧他，他的自尊心<span style="color: black;">才可</span>得到满足，此时成交才有可能性。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">4、牢骚抱怨型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这种类型的客户遇到一点不满就牢骚满腹，抱怨不已，非常固执。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">针对</span>这类客户，千万<span style="color: black;">不可</span>回避，<span style="color: black;">由于</span><span style="color: black;">此时</span>客户享受的<span style="color: black;">便是</span>“发泄过程”所起到的快感。倘若你试图阻止客户表达他的感情，你反而会使他恼羞成怒，<span style="color: black;">状况</span>会更糟。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/59c1ed782ee84eab9513a26752c8ddff~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=rA%2FetOasq9aN%2B9EU5lu%2FPEvGhj8%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">因此呢</span>，聪明的导购<span style="color: black;">一般</span>会<span style="color: black;">选取</span>沉默，让客户<span style="color: black;">晓得</span>你正在听他说。当他发泄时，你要<span style="color: black;">持续</span>地点头，不时恰当地“附和”客户，并保持眼神交流。不要觉得说受委屈，<span style="color: black;">倘若</span>每次都要去置气，真的不划算。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">5、斤斤计较型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类顾客不管他“差不差钱”，他总想“占便宜”，<span style="color: black;">或</span>说<span style="color: black;">爱好</span>“贪图便宜”。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">咱们</span><span style="color: black;">营销</span>在推销<span style="color: black;">制品</span>时，</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">一要</strong><span style="color: black;">明显</span><span style="color: black;">制品</span>的价值，<span style="color: black;">知道</span><span style="color: black;">通知</span>客户购买该<span style="color: black;">制品</span><span style="color: black;">或</span>服务能给其带来什么效用，让客户对<span style="color: black;">制品</span>和服务的价值有深刻的认识，赢得<span style="color: black;">她们</span>对企业<span style="color: black;">制品</span>和服务的认可。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/630ed22e7e8d497da70f98d95f9f138e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=9y5YDA8RiToQdSzuwTjDgzWbQhM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">二要</strong><span style="color: black;">明显</span><span style="color: black;">制品</span>的优点，与同类<span style="color: black;">制品</span><span style="color: black;">或</span><span style="color: black;">关联</span>的替代品在价格、性能和质量上做对比，让客户<span style="color: black;">经过</span>自己的比较判断得出结论。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">三要</strong><span style="color: black;">明显</span>价格的<span style="color: black;">恰当</span>性，<span style="color: black;">经过</span><span style="color: black;">各样</span>方式让客户<span style="color: black;">晓得</span><span style="color: black;">日前</span><span style="color: black;">制品</span>的价格在市场上是很<span style="color: black;">恰当</span>的。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">6、不直接拒绝型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这种顾客的表现，<span style="color: black;">针对</span><span style="color: black;">营销</span>人员提出的任何事情都不反对，不论<span style="color: black;">营销</span>人员说什么，顾客都点头“附和”，<span style="color: black;">然则</span><span style="color: black;">便是</span>不买。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>换言之，他只是为了<span style="color: black;">认识</span><span style="color: black;">制品</span>的信息，想提早结束你对商品的讲解，<span style="color: black;">因此</span>随便点头，随声附和，想让你<span style="color: black;">再也不</span>推销，但内心却害怕<span style="color: black;">倘若</span>自己松懈则营销人员乘虚而入，令其尴尬。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/08005943c3744e5481abb80fb3b19ded~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=uV2c85WS1u3%2BxP6kbUL4%2BmM2Zig%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"> 若想扭转局面，让这类顾客说“是”，应该干脆问“美女（帅哥），您<span style="color: black;">为何</span>今天不买?”利用截开式质问，趁客户疏忽大意的机会攻下，突如其来的质问会使客户失去辩解的余地，大多会说出真话，<span style="color: black;">这般</span>就<span style="color: black;">能够</span>因地制宜的围攻。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">7、自我炫耀型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类顾客<span style="color: black;">通常</span>肚子里都有一点货，知识面可能<span style="color: black;">亦</span>广一点，但总是<span style="color: black;">爱好</span>炫耀自己、表现自己、彰显自信，比较虚荣，常用<span style="color: black;">自己</span>知识来加深别人的印象。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">营销</span>人员要赞美这类顾客，让<span style="color: black;">她们</span>相信<span style="color: black;">她们</span>自己是专家。让<span style="color: black;">她们</span>做所有的决定，并恭维他，设法满足<span style="color: black;">她们</span>的自尊心。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/244e058ba4684eddabc9ad61341dffee~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=ZC6EKQHGMLq%2Bha%2BRrEtqjsj%2F4Qc%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">可<span style="color: black;">经过</span><span style="color: black;">制品</span>时尚外观或某些特殊的功能卖点，可给其带来某方面虚荣心的满足。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">8、老实巴交型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户<span style="color: black;">通常</span>不会“没事找事”，<span style="color: black;">亦</span>不会“耍小聪明”，多半表现为木讷老实。他<span style="color: black;">常常</span>一心想买到他所<span style="color: black;">必须</span>的<span style="color: black;">制品</span>，<span style="color: black;">针对</span>“其它”的事情不太关心，<span style="color: black;">通常</span>眼睛直看人，不会游离不定。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/32b7c334314549739fd0279b002bcb60~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=sdcpzaCRN%2FvSXfS%2FHtWjEnwCWpk%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>在顾客<span style="color: black;">无</span>主动<span style="color: black;">需求</span>你<span style="color: black;">帮忙</span>的<span style="color: black;">状况</span>下，千万不要“热粘皮”硬推销，否则，之前的“<span style="color: black;">隐藏</span>”就会白费。让他感觉你在“帮他”，而不是生硬的“推销”，<span style="color: black;">同期</span><span style="color: black;">重视</span><span style="color: black;">运用</span>“情感营销”策略。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">9、沉着老练型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">此类顾客表现比较老练沉稳，<span style="color: black;">通常</span>不随便轻易开口说话，<span style="color: black;">一般</span>会以平和的心理和你沟通，并不急不躁的和你回旋。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/db67e1e723024a57853694c3d8008511~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=6CkZwdtfJ0jLTWXU4affNnho4m8%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">由于</span>这类顾客很细心、安稳、发言不会出错，属于非常理智型购买。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对此客户<span style="color: black;">营销</span>过程中应该有礼貌，保守一点，别太兴奋，<span style="color: black;">不该</span>有自卑感，相信自己对<span style="color: black;">制品</span>的<span style="color: black;">认识</span>程度，此时说话<span style="color: black;">必定</span>要有力度、有自信，要让他“刮目相看”，觉得你确实在行，你<span style="color: black;">便是</span>专业。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">十、</span>随便<span style="color: black;">瞧瞧</span>型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类顾客经常遇见，一看到有导购询问：“请问，你想购买什么?”，他便如“惊弓之鸟”，<span style="color: black;">从而</span>随即应付一句：“我只是随便<span style="color: black;">瞧瞧</span>”，便把导购给拒绝于“千里之外”，等你走远了，又溜之大吉。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/184c8b4aeb2f4c3bb6bd158b5060e7ec~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=n8Zbw4WuUaFGshD6DPNGmBj3ogs%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>面对这类客户，一<span style="color: black;">起始</span>请<span style="color: black;">尽可能</span>不要打扰他，<span style="color: black;">亦</span>不要太“热情”，更不要“先入为主”让你的热情过度。三是对待这类客户，要抱着“<span style="color: black;">没</span>声处听雷,<span style="color: black;">没</span>念处悟道。”</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">11、善于比较型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">顾客表现：这类客户购买其实<span style="color: black;">无</span>任何<span style="color: black;">阻碍</span>，只是<span style="color: black;">爱好</span>习惯性的“进行比较”，经过反复比较以后，觉得“购买合适”才会产生购买。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/624656e7681c4b7ba4843e7da69c85fb~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=utCnp1HO8c0MHpNHqcRkHWOQvCQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>针对这类型顾客，应多给顾客进行<span style="color: black;">有些</span>“比较性”介绍，让客户自己“多比较”，一旦顾客觉得你店铺的<span style="color: black;">制品</span>，在质量、价格、款式、花色及服务等某方面好于同行时，顾客会直接买单。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">12、“等下次”型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">顾客表现：有一类客户，跟你聊了很久，面对<span style="color: black;">爱好</span>的东西“爱又释手”，当你问他：“看你这么<span style="color: black;">爱好</span>，今天<span style="color: black;">是不是</span>决定买呢?”，他说：“等下次再过来买吧。”这<span style="color: black;">便是</span><span style="color: black;">所说</span>的“等下次”型。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/fc26e4a9eaee479eaae6c2ce13512b71~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=w8TjZ0V8UEr8YG74DkdaeWln%2BPA%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong>对这种顾客，其实<span style="color: black;">非常多</span>导购心理是不爽的，但<span style="color: black;">不可</span>表现出来，还是要保持亲切的态度，<span style="color: black;">而后</span>运用<span style="color: black;">有些</span>“这款卖得非常好，下次来就<span style="color: black;">不可</span>有了”“今天活动最后一天”等等策略话术来引导顾客购买，真不买，那就先加个<span style="color: black;">微X</span>。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">13、<span style="color: black;">没</span>故防范型</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户表现为，不管你怎么给他推销，<span style="color: black;">亦</span>不管推销什么东西，他总是会说：“我<span style="color: black;">无</span>这个需求”或“我暂时不<span style="color: black;">必须</span>”。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/95afff6836a84514ac567e6204ffeee7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721401690&x-signature=CQ14uA22fx3aMYoqO7t%2FA9zkJ%2BY%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">应对技巧：</strong><span style="color: black;">一般</span><span style="color: black;">她们</span>对<span style="color: black;">营销</span>员似乎天生就很反感，<span style="color: black;">她们</span>态度强硬，不管<span style="color: black;">咱们</span><span style="color: black;">怎样</span>费尽心思<span style="color: black;">营销</span>，<span style="color: black;">她们</span><span style="color: black;">便是</span>不松口。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对此类客户，通俗的<span style="color: black;">制品</span>介绍<span style="color: black;">办法</span>并<span style="color: black;">不可</span>奏效，低调介入，<span style="color: black;">经过</span><span style="color: black;">制品</span>最独有的特点来煽起客户的好奇心，使他<span style="color: black;">忽然</span>对<span style="color: black;">制品</span>感兴趣，客户就自然愿意倾听你对产品的介绍了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">声明</strong>：素材与<span style="color: black;">照片</span>源自网络，版权归原作者所有，如有侵权请联系处理。</p>
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