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　　藥店銷售話術(shù)

　　顧客：經(jīng)常來(lái)你這買，給便宜點(diǎn)!

　　老顧客是一個(gè)企業(yè)成功的關(guān)鍵，一個(gè)老顧客為企業(yè)創(chuàng)造的價(jià)值，是新顧客的4倍!所以千萬(wàn)別得罪老顧客，當(dāng)老顧客提出優(yōu)惠的時(shí)候，我們不能直接拒絕，有些銷售會(huì)說(shuō)“我們這是明碼標(biāo)價(jià)!您是老顧客更應(yīng)該知道這里不能優(yōu)惠!”直接干脆回絕老顧客!如果這樣說(shuō)，也許他下次就成了別的門(mén)店的“新顧客”!

　　如何應(yīng)對(duì)?

　　老顧客要的是面子，其實(shí)他并不在乎優(yōu)惠那點(diǎn)錢(qián)，他要的只是與新顧客的“與眾不同”!首先得讓老顧客感覺(jué)到你的誠(chéng)意：“感謝您一直以來(lái)對(duì)我們店的照顧，能和您做買賣我們非常榮幸!由于我沒(méi)這么大的權(quán)利，最近店內(nèi)有些精美的贈(zèng)品，數(shù)量稀少，我給您申請(qǐng)一個(gè)，您看如何?”

　　顧客：我再看看吧!

　　亮點(diǎn)、亮點(diǎn)、亮點(diǎn)，重要的事情說(shuō)三遍!顧客沒(méi)看到產(chǎn)品的亮點(diǎn)，也沒(méi)看到這家店與其他家店的區(qū)別。

　　如何應(yīng)對(duì)?

　　1、人無(wú)我有;

　　2、人不愿做，我愿做;

　　3、我比別人優(yōu)秀;

　　4、高附加值。

　　顧客：能再便宜點(diǎn)嗎?

　　顧客要求降價(jià)，如果直接回絕，那么顧客肯定會(huì)扭頭就走!因?yàn)樗X(jué)得這個(gè)手機(jī)不值這點(diǎn)錢(qián)，我們要做的就是：讓顧客覺(jué)得產(chǎn)品值這些錢(qián)!

　　如何應(yīng)對(duì)?

　　1、分期算法

　　“這款產(chǎn)品2999元，用三年的話，合一天2塊多，性價(jià)比太高了!”

　　2、以少代多

　　顧客要求降價(jià)時(shí)，往往會(huì)聽(tīng)到銷售說(shuō)“請(qǐng)朋友吃頓飯的事兒”!大錯(cuò)特錯(cuò)!一頓飯就會(huì)讓顧客感覺(jué)缺少了什么，可以換一種說(shuō)法““就當(dāng)多請(qǐng)朋友吃頓飯啦”，把顧客的焦點(diǎn)瞬間由少轉(zhuǎn)到多!

　　顧客：質(zhì)量有問(wèn)題嗎?

　　一些銷售面對(duì)這個(gè)問(wèn)題會(huì)直接答“我們質(zhì)量不會(huì)有問(wèn)題的，我們是大品牌，全國(guó)都有門(mén)店……”但是顧客問(wèn)出第二句話的時(shí)候：“萬(wàn)一有問(wèn)題怎么辦?”不少銷售就接不下去了。

　　如何應(yīng)對(duì)?

　　銷售可以先問(wèn)顧客：“您以前是不是有買過(guò)質(zhì)量不是很好的啊?”顧客一般會(huì)說(shuō)：“有。”銷售則可追問(wèn)一句：“是哪款啊?”顧客往往就會(huì)開(kāi)始訴苦了：“我以前買過(guò)XX品牌的，怎么怎么樣。”若說(shuō)“沒(méi)有“，則應(yīng)該先夸顧客，然后說(shuō)自己的事情：“您真是太幸運(yùn)了，我遇到過(guò)這樣的情況，怎么怎么樣。”說(shuō)的時(shí)候一定要帶上感情。

　　最后再說(shuō)：“所以我現(xiàn)在很注重質(zhì)量問(wèn)題，因?yàn)槲易约罕旧硪彩窍M(fèi)者，我也用高質(zhì)量的，在這個(gè)門(mén)店做銷售，不到其它門(mén)店做銷售，就是因?yàn)檫@里的質(zhì)量好。”

　　顧客：你們老板認(rèn)識(shí)我，便宜點(diǎn)!

　　說(shuō)這句話的99%不認(rèn)識(shí)老板，最多跟老板有一面之緣。所以對(duì)待不認(rèn)識(shí)或者說(shuō)認(rèn)識(shí)老板的人，不要當(dāng)面揭穿，而是把面子給她，從側(cè)面拒絕降價(jià)。

　　如何應(yīng)對(duì)?

　　“很榮幸能接待我們老板的朋友”， 只是目前生意狀況一般，您來(lái)我們店里這件事，我一定告訴我們老板，讓我們老板對(duì)您表示感謝!”。

　　藥店銷售話術(shù)

　　專業(yè)型

　　員工，要了解最基本的常見(jiàn)病的病因、疾病的顯性與隱性表現(xiàn)、疾病的發(fā)展及預(yù)后;要了解常用藥品的適應(yīng)癥或功能主治、不良反應(yīng)、禁忌、服用方法等。

　　需要強(qiáng)調(diào)的是：要達(dá)到這種效果，需要藥店專業(yè)人士在日常銷售中通過(guò)對(duì)疾病與藥品的了解積累提煉總結(jié)。

　　實(shí)戰(zhàn)一

　　顧客購(gòu)買小兒氨酚黃那敏來(lái)治療孩子感冒，我們知道大多數(shù)的感冒由病毒引起，那么此時(shí)我們就要和顧客講：感冒大多是病毒引起的，給孩子吃感冒藥一定要含有抗病毒成分，效果才最好!

　　簡(jiǎn)評(píng)：此一句話營(yíng)銷里面要求員工對(duì)疾病病因了解、銷售的藥品成分及功能的`掌握。這里面的一句話就可能達(dá)成含抗病毒成分金剛烷胺的復(fù)方氨酚烷胺藥物的銷售，或者可以達(dá)成顧客同時(shí)購(gòu)買抗病毒的中西藥產(chǎn)品銷售。

　　實(shí)戰(zhàn)二

　　一位老年人來(lái)購(gòu)買維U顛茄鋁膠囊，我們知道該藥其中的不良反應(yīng)之一是易引起便秘;而部分老年人是便秘的易發(fā)人群;我們采用的一句話方式是：大媽您大便情況怎么樣?無(wú)非三種情況——干燥、正常、大便不成形;設(shè)若是前兩種，我們即可提示顧客：您不要吃這個(gè)藥啦，它會(huì)……您最好用……

　　簡(jiǎn)評(píng)：此一句話銷售里面要求了解了藥物的不良反應(yīng)與顧客顯性疾病表現(xiàn)外的大便的隱性表現(xiàn)而使用。

　　實(shí)戰(zhàn)三

　　一位患有帶狀皰疹的顧客來(lái)買阿昔洛韋片，具備藥學(xué)常識(shí)的店長(zhǎng)店員都應(yīng)該知道“帶狀皰疹的并發(fā)癥是神經(jīng)痛與皰疹愈后的可能后遺神經(jīng)痛”，因此，不妨跟顧客說(shuō)：“您一定要吃些VB，可以最大程度減輕疼痛和將來(lái)的后遺神經(jīng)痛。”

　　簡(jiǎn)評(píng)：此一句話需要了解顧客并發(fā)癥和可能的愈后情況。

　　親和力型

　　實(shí)戰(zhàn)一

　　熟悉的顧客一進(jìn)門(mén)，店長(zhǎng)店員就最好的打招呼方式就是：“您好張大爺，最近怎么樣……”

　　簡(jiǎn)評(píng)：這種接待顧客的招呼聲，會(huì)制造和諧融洽的銷售溝通氛圍，同時(shí)會(huì)給我們的顧客制造將來(lái)更大的回頭幾率，甚至于轉(zhuǎn)客戶的介紹!當(dāng)然這需要我們的銷售員工平時(shí)下些許功夫來(lái)記住一些?？偷男畔?，諸如姓名、生日、家庭住址等信息。

　　承諾暗示型

　　這個(gè)話術(shù)，是在了解了顧客疾病表現(xiàn)和藥品性能后，為了推薦目標(biāo)商品而針對(duì)猶豫不決型顧客使用。

　　實(shí)戰(zhàn)一

　　“您就用這個(gè)外用洗液吧，用上以后您的瘙癢絕對(duì)會(huì)減輕的!”

　　簡(jiǎn)評(píng)：如果給顧客推薦的藥物是對(duì)癥的，完全可以用100%承諾肯定的語(yǔ)氣打消顧客對(duì)商品的效果顧慮。

　　實(shí)戰(zhàn)二

　　當(dāng)一位母親要為自己的孩子買藥品/營(yíng)養(yǎng)補(bǔ)充劑時(shí)，不妨說(shuō)：“大姐，這個(gè)XX劑型的藥物最適合給孩子用，絕對(duì)水果口味，一點(diǎn)都不苦的!”

　　簡(jiǎn)評(píng)：“絕對(duì)”與“一點(diǎn)都不苦”就是承諾與暗示措辭的使用。

　　愛(ài)心型

　　實(shí)戰(zhàn)一

　　“您這潰瘍一定要足療程用藥，否則這病會(huì)穿孔或大出血那就難治療啦。”

　　簡(jiǎn)評(píng)：屬于基于愛(ài)心提示的基礎(chǔ)上談疾病的預(yù)后與發(fā)展提示顧客療程用藥，對(duì)于大多數(shù)慢性病適用該類措辭。

　　實(shí)戰(zhàn)二

　　“您如果一直有服用阿司匹林的習(xí)慣，一定加點(diǎn)胃舒平，要不您的胃受不了的。”

　　簡(jiǎn)評(píng)：在提示中，為降低藥品帶來(lái)的不良反應(yīng)提示顧客，聯(lián)合用藥。

　　藥店銷售話術(shù)

　　會(huì)說(shuō)話的人，在哪里都吃香。

　　藥店中表現(xiàn)地就很明顯，比如會(huì)說(shuō)話的店員，來(lái)找他買藥的顧客多，喜歡他的同事多，人際關(guān)系都很好。藥店人要提升自己的營(yíng)銷能力、服務(wù)水平，在與顧客交流間獲得信任，從而更好地推銷藥品，提高營(yíng)業(yè)額。

　　會(huì)說(shuō)話、受歡迎的店員4種必備銷售話術(shù)

　　(1)、情感式問(wèn)候

　　以情動(dòng)人，最好是以一種自然的情緒感染顧客。藥店店員在導(dǎo)購(gòu)時(shí)，可以多聯(lián)想一下，面前這位顧客與自己哪個(gè)家人比較接近，這樣想來(lái)心生親切，說(shuō)出的話也很自然，拉近了與顧客的距離。

　　(2)、打趣式交流

　　舉個(gè)例子來(lái)看，曾經(jīng)一位熟客進(jìn)店買藥，對(duì)一店員吐槽說(shuō)，你們這里的藥真是貴;該店員并沒(méi)有表現(xiàn)出尷尬，反而靈機(jī)一動(dòng)，打趣說(shuō)了一句，“所以，您是我們店的貴客嘛!”顧客一聽(tīng)，不怒反笑，開(kāi)心地掏錢(qián)買單走了。

　　(3)、關(guān)心式

　　這是店員運(yùn)用得較多的方式，舉一個(gè)例子：顧客不小心刮傷了，到了店里，我們這樣的表達(dá)會(huì)瞬間感動(dòng)顧客：“天哪，刮了這么大一個(gè)口子，疼吧?怎么這么不小心啊?”

　　沒(méi)有一個(gè)關(guān)于賣藥的字，但是，這才是真正的銷售。因?yàn)?，其間融入的“關(guān)心”，讓顧客的心瞬間就化了。可能有人會(huì)問(wèn)，關(guān)心式和情感式有什么不一樣，情感式是將自己與顧客建立一個(gè)“鏈接”關(guān)系，關(guān)心式是以職業(yè)的責(zé)任去理解與幫助顧客。

　　(4)、恭維式

　　話說(shuō)回來(lái)，誰(shuí)不愿意聽(tīng)好話呢?恭維式和贊美式還有區(qū)別，恭維更需要藝術(shù)，聽(tīng)起來(lái)和拍馬屁完全不在一個(gè)檔次。

　　例如，一位媽媽帶著孩子進(jìn)店，我們恭維這位媽媽：“您的孩子笑起來(lái)和您一樣甜!”這句話，一語(yǔ)雙關(guān)，而且會(huì)引導(dǎo)出顧客真的笑出來(lái)，導(dǎo)購(gòu)的氛圍也會(huì)更輕松。最好在說(shuō)好話時(shí)，加上一些描述性的溝通，不要太強(qiáng)調(diào)主觀意識(shí)。

　　說(shuō)話是一門(mén)藝術(shù)，說(shuō)好銷售的話更是需要天賦加上學(xué)習(xí)。希望藥店員工都能練就一張?zhí)鹛鸬淖?，?shí)現(xiàn)自身價(jià)值的同時(shí)提升藥店業(yè)績(jī)。

　　三點(diǎn)助門(mén)店業(yè)績(jī)大大提升

　　(1)愉快的購(gòu)物體驗(yàn)是關(guān)鍵

　　藥店人作為藥店服務(wù)的展現(xiàn)者。向顧客傳達(dá)服務(wù)的理念，讓顧客感受到消費(fèi)過(guò)程的愉悅。

　　細(xì)心詢問(wèn)顧客的需求，語(yǔ)氣要平緩，耐心聆聽(tīng)，然后合理地向顧客介紹藥品。

　　當(dāng)顧客買不到所需指定藥品時(shí)，應(yīng)及時(shí)向顧客致歉，并給予建議。

　　其話術(shù)為：“對(duì)不起!現(xiàn)在正好缺貨。讓您白跑一趟。您要不要先買別的牌子試一試?”“請(qǐng)您留下您的電話和姓名，等新貨到時(shí)我們馬上通知您。”

　　(3)巧妙聯(lián)合銷售顯專業(yè)

　　在收銀臺(tái)的左手邊布置關(guān)聯(lián)商品，如額溫槍、體溫計(jì)、牙膏、漱口水、Vc泡騰片、小兒喂藥器等，根據(jù)顧客已經(jīng)購(gòu)買的產(chǎn)品可以了解到顧客已有的需求，此時(shí)有針對(duì)性的向顧客推薦關(guān)聯(lián)產(chǎn)品更容易成功。

　　在顧客的右手邊布置便利商品和應(yīng)季商品，先導(dǎo)購(gòu)過(guò)自己左手邊的關(guān)聯(lián)商品之后還要提示顧客看看右手邊的便利品和應(yīng)季品是否有需求。

　　“一句話”話術(shù)(供參考)

　　1.“您好!我們現(xiàn)在有購(gòu)物加1元送潤(rùn)喉糖活動(dòng)，送完即止噢!”

　　2.“您好!今天金銀花露特價(jià)4瓶才10元，您需要嗎?”

　　3.“您好!今天會(huì)員購(gòu)物**折，僅此一天，您還有需要嗎?”

　　在顧客結(jié)賬前和顧客交談，所以能夠起到提醒顧客促銷信息的作用，顧客此時(shí)對(duì)價(jià)格的關(guān)注度最高，有時(shí)稍作提醒，顧客就會(huì)因?yàn)榇黉N活動(dòng)的吸引而加大關(guān)注或向身邊的親友推介。

　　(3)邀請(qǐng)顧客成為會(huì)員，增加顧客粘度

　　在收銀結(jié)賬前詢問(wèn)顧客是否擁有本藥房的會(huì)員卡：

　　如果已經(jīng)辦理過(guò)，則向顧客提示一下會(huì)員權(quán)益，再邀請(qǐng)顧客掃描二維碼加入連鎖或門(mén)店的微信會(huì)員。

　　如果未辦理，則向顧客說(shuō)明會(huì)員權(quán)益，邀請(qǐng)顧客全面填寫(xiě)申請(qǐng)表。完整的收集會(huì)員信息是建立有價(jià)值的會(huì)員數(shù)據(jù)庫(kù)的前提條件，辦完會(huì)員卡之后也一樣再邀請(qǐng)顧客掃描二維碼加入微信會(huì)員。

　　當(dāng)然，顧客付完賬后準(zhǔn)備離開(kāi)后，也要一直保持良好的服務(wù)態(tài)度，讓顧客感覺(jué)滿意。

　　**：四種類型問(wèn)題銷售話術(shù)

　　(1)、現(xiàn)狀型問(wèn)題

　　示例：

　　●姐，您這氣質(zhì)一看就非同一般，您一定是國(guó)家干部(老板)吧!

　　●親愛(ài)的，看您氣色不錯(cuò)，一定非常注重保養(yǎng)吧!

　　●老板，您這幾天都沒(méi)過(guò)來(lái)，最近在忙啥了?

　　●帥哥，您需要哪方面的產(chǎn)品，是給自己看，還是給家人看，我是這邊的專員，什么需要的我可以全力幫助你。

　　●美女(帥哥)，你今天咋個(gè)啦，最近是不是壓力大啊，看上去氣色不理想，咋哪?

　　●乖乖，我有什么可以幫您?

　　啟示：一個(gè)有親和力并且善于發(fā)現(xiàn)對(duì)方有點(diǎn)給予恰當(dāng)贊美的銷售總是業(yè)績(jī)那么好，因?yàn)樗麄兘鉀Q了顧客信賴問(wèn)題，消弭了陌生感，拉近了彼此的距離。

　　(2)、問(wèn)題型問(wèn)題

　　示例：

　　●您是不是覺(jué)得總是覺(jué)得困但又睡不著啊，好不容易睡著了又容易醒，做不做夢(mèng)啊，解不解乏啊，記憶力好不好啊?

　　●您是不是覺(jué)得經(jīng)常眼睛干澀，視力模糊、視力減退啊?

　　●您有沒(méi)有咽干口渴啊，即便喝水仍舊不解渴啊?

　　●您有沒(méi)有夜尿頻多的情況，小便是不是無(wú)力呢，有沒(méi)有尿分叉呢?

　　●月經(jīng)正不正常，是不是準(zhǔn)時(shí)來(lái)了，時(shí)間長(zhǎng)不長(zhǎng)啊，你的量正不正常啊，有沒(méi)有黑塊啊，來(lái)的時(shí)候有沒(méi)有腰酸背痛、小腹墜脹了，來(lái)例假有沒(méi)有感覺(jué)乳房有腫塊啊?

　　●有沒(méi)有腰酸背痛，有沒(méi)有出現(xiàn)幻聽(tīng)，視力、記憶力減退啊，走路腿腳感覺(jué)沒(méi)有以前那么靈活了啊，稍微走久一點(diǎn)就覺(jué)得關(guān)節(jié)疼痛了?

　　●有沒(méi)有腰酸背痛，平時(shí)感到很疲憊啊，是不是經(jīng)常熬夜了，飲食規(guī)不規(guī)律，愛(ài)不愛(ài)喝酒、抽煙啊?

　　●您已是XX病人了，您的XX不好的話，就會(huì)…

　　啟示：挖掘需求的過(guò)程也是撕傷口的過(guò)程，你讓顧客越痛，成交的質(zhì)量就會(huì)越高!

　　(3)、暗示型問(wèn)題

　　示例：

　　●根據(jù)您的情況，我向您推薦的這幾個(gè)XX產(chǎn)品， 2～3天就能解決您的根本問(wèn)題。

　　●我們的回頭客特別多，您看這個(gè)批號(hào)都是新的。

　　●您看我們這個(gè)陳列面多好，如果賣的不好，店里面不會(huì)給我們這么大支持的。

　　●我給您一個(gè)電話，有什么問(wèn)題您可以給我打電話，我這個(gè)電話不是假的，您可以立馬給我撥一下。

　　●您看我們這藥店經(jīng)常幫顧客郵購(gòu)，也有送貨上門(mén)的。

　　●您是XX疾病啊，本身您的XX病對(duì)肝腎心都有損害，這個(gè)是西藥，長(zhǎng)期服用對(duì)肝腎心不好，但是您又丟不掉，所以必須加上護(hù)肝保腎養(yǎng)心的中成藥，家里有VE、VC嗎?

　　●鑒于您這種情況，您必須…

　　啟示：顧客只是有需求還不是最重要的，重要的是將需求鎖定到我們想售賣并且能夠真正解決顧客問(wèn)題的相關(guān)藥品上面。

　　(4)、結(jié)論型問(wèn)題

　　示例：

　　●今天門(mén)店搞活動(dòng)，非常優(yōu)惠，您多拿兩個(gè)療程吧。

　　●您經(jīng)常出差吧，就一次把藥品帶夠。

　　●您看您今天是拿一個(gè)月的量還是兩個(gè)月的量。

　　●您平時(shí)是不是特別忙啊，今天是不是要一次拿夠啊。

　　啟示：“臨門(mén)一腳促大單”是關(guān)鍵，到了成交的環(huán)節(jié)一定要“克服恐懼，敢于要求”這樣才能提高成交效率，促使業(yè)績(jī)節(jié)節(jié)攀升。

　　學(xué)會(huì)了四種類型問(wèn)題的設(shè)計(jì)，這樣就可以通過(guò)問(wèn)問(wèn)題來(lái)引導(dǎo)成交了，必須注意這四種類型的問(wèn)題前后次序不能顛倒，銷售必須一步步來(lái)，否則如果一見(jiàn)到顧客不拉近距離不問(wèn)需求直接要求成交的話只會(huì)把顧客嚇跑。

　　有了銷售話術(shù)的工具箱，聰明智慧的你，知道如何運(yùn)用了嗎?其實(shí)銷售沒(méi)有那么困難，技巧也不是你想象的那么重要，平庸到卓越只是一步之遙，只要你愿意做一個(gè)用心精進(jìn)的銷售，那么成功就會(huì)向你招手。

　　Pharmacy sales speech, you can use it immediately

　　People who talk, eat incense everywhere.

　　The performance in the pharmacy is very obvious. For example, the talking clerk, the number of customers who come to buy medicine, the number of colleagues who like him, the interpersonal relationship is very good. Pharmacies need to improve their marketing capabilities, service levels, and gain trust in communicating with customers to better market drugs and increase turnover.

　　4 kinds of must-sell words for talking, popular clerk

　　(1), emotional greetings

　　It is best to infect people with a natural emotion. When the pharmacy clerk is in the shopping guide, he can think more about it. The customer in front of him is close to his family. It is natural to think about it, and it is natural to say it, which is closer to the customer.

　　(2), fun-filled communication

　　For example, once a regular customer went to the store to buy medicine, he said to a shop assistant that the medicine here is really expensive; the clerk did not show any embarrassment, but instead he took the opportunity to say something, "So, you are The customers of our store!" The customer listened, didn't anger and laughed, and happily paid for the bill and left.

　　(3), care

　　This is a way for the clerk to use more. For example, the customer accidentally scratched it. When I arrived at the store, our expression would instantly touch the customer: "God, shaved such a big mouth, hurt? Why? Not careful?"

　　There is no word about selling medicine, but this is the real sale. Because the "care" that is involved in it, the heart of the customer is instantly changed. Some people may ask, what is the difference between caring and emotional, emotional is to establish a "link" relationship with customers, care is to understand and help customers with professional responsibility.

　　(4), compliment

　　Having said that, who is not willing to listen to good words? There is a difference between compliment and praise. Compliment requires art more. It sounds like a flattering.

　　For example, a mother brought a child into the store, and we compliment the mother: “Your child smiles as sweet as you!” This sentence is a pun, and will lead the customer to really laugh out, the atmosphere of the shopping guide. It will be easier. It is best to add some descriptive communication when you are good, and don't put too much emphasis on subjective consciousness.

　　Speaking is an art. If you say good sales, you need talent and learning. I hope that pharmacy staff can practice a sweet mouth and realize their own value while improving the performance of pharmacies.

　　Three points to help the store's performance greatly improved

　　(1) Happy shopping experience is the key

　　Pharmacy people as a showcase for pharmacy services. Communicate the concept of service to customers, and let customers feel the joy of the consumption process.

　　Carefully ask the customer's needs, tone gently, listen patiently, and then introduce the drug to the customer reasonably.

　　When customers can't buy the required drugs, they should apologize to the customer and give advice.

　　The words are: "I'm sorry! It's just out of stock. Let you run in vain. Would you like to buy another brand first?" "Please leave your phone number and name, and wait for new arrivals." Notify you soon."

　　(3) Ingenious joint sales display professional

　　Arrange related products on the left hand side of the checkout counter, such as a temperature gun, a thermometer, a toothpaste, a mouthwash, a Vc effervescent tablet, a pediatric drug feeder, etc., according to the products that the customer has already purchased, the customer's existing needs can be understood. It is easier to succeed in recommending related products to customers.

　　Convenient goods and seasonal goods are arranged on the right hand side of the customer. After purchasing the related products on the left hand side, the customer is also prompted to see if there is demand for the convenience products and seasonal products on the right hand side.

　　"One sentence" speech (for reference)

　　1. "Hello! We have a shopping plus 1 yuan to send throat lozenges now, while stocks last!"

　　2. "Hello! Today, the special price of 4 bottles of honeysuckle is only 10 yuan. Do you need it?"

　　3. "Hello! Today's member shopping ** fold, only one day, do you still need it?"

　　The customer can talk to the customer before the checkout, so it can play a role in reminding the customer to promote the information. The customer has the highest attention to the price at this time, sometimes a little reminder, the customer will pay more attention or to the side because of the attraction of the promotion. Recommended by relatives and friends.

　　(3) Invite customers to become members and increase customer viscosity

　　Ask the customer whether they have a membership card for this pharmacy before the checkout:

　　If you have already done so, please tell the customer about the member's rights, and then invite the customer to scan the QR code to join the WeChat member of the chain or store.

　　If not, the customer's rights and interests will be explained to the customer, and the customer will be invited to fully fill out the application form. The complete collection of member information is a prerequisite for the establishment of a valuable membership database. After completing the membership card, the customer is also invited to scan the QR code to join the WeChat member.

　　Of course, after the customer has finished paying the bill and is ready to leave, he must always maintain a good service attitude and make the customer feel satisfied.

　　Crack: four types of problem sales speech

　　(1), the status quo problem

　　Example:

　　● Sister, your temperament is extraordinary at first glance, you must be a national cadre (boss)!

　　● Dear, look good, you must pay attention to maintenance!

　　● Boss, you haven’t come over these days, have you been busy lately?

　　● Handsome guy, what kind of product do you need, for yourself, or for your family, I am a commissioner here, I can help you with what you need.

　　●Beauty (handsome guy), you are squatting today, is it a big pressure recently, it looks unsatisfactory, what?

　　● Hey, what can I do for you?

　　Revelation: A sales that has affinity and is good at discovering each other to give a proper praise is always so good, because they solve the problem of customer trust, eliminate the strangeness and narrow the distance between each other.

　　(2) problematic problem

　　Example:

　　● Do you feel that you are always sleepy but can't sleep? It's hard to fall asleep and wake up easily. If you don't dream, you can't solve it. Is your memory good?

　　● Do you think that your eyes are often dry, your vision is blurred, and your vision is diminished?

　　● Do you have any thirst, even if you drink water, do you still quench your thirst?

　　● Do you have any frequent nocturia, is it urinating, is there a urine fork?

　　●The menstruation is not normal, is it coming on time, the time is not long, your quantity is not normal, there is no black block, when there is no back pain, the lower abdomen is bulging, is there any fake? Feeling a lump in the breast?

　　●Is there any back pain, there is no auditory hallucination, vision loss, memory loss, walking legs and feet feel not as flexible as before, feel a little pain when you walk a little longer?

　　●Is there any backache and backache, I feel very tired. Is it often staying up late, eating irregularities, love not drinking, smoking?

　　● You are already a XX patient. If your XX is not good, it will...

　　Revelation: The process of excavating demand is also the process of tearing the wound. The more painful you make the customer, the higher the quality of the transaction!

　　(3), suggestive questions

　　Example:

　　● According to your situation, I recommend these XX products to you, you can solve your fundamental problems in 2-3 days.

　　● Our repeat customers are particularly numerous. You can see that this batch number is new.

　　● You see how good our display is. If it is not sold well, the store will not give us such support.

　　● I will give you a call. If you have any questions, you can call me. My phone number is not fake. You can call me immediately.

　　● You see that our pharmacy often helps customers mail order, but also door-to-door.

　　●You are a XX disease. Your own XX disease is harmful to the liver and kidney. This is a western medicine. It is not good for long-term use of liver and kidney, but you can't lose it, so you must add liver and kidney to nourish your heart. Chinese medicine, do you have VE, VC at home?

　　● In view of your situation, you must...

　　Revelation: It is not the most important thing for customers to have demand. It is important to lock the demand to the relevant drugs that we want to sell and can really solve the customer's problems.

　　(4), conclusion type problem

　　Example:

　　● Today, the store is engaged in activities, very favorable, you can take two more courses.

　　● If you travel a lot, take the medicines at once.

　　● You see whether you are taking one month or two months today.

　　● Are you usually very busy, do you want to get enough at one time?

　　Enlightenment: "The door to promote the big single" is the key. When the transaction is completed, it must "overcome the fear and dare to ask" to improve the transaction efficiency and promote the performance to climb.

　　I learned the design of the four types of questions, so that I can guide the transaction by asking questions. I must pay attention to the fact that the order of the four types of problems cannot be reversed. Sales must be step by step, otherwise if the customer does not get close, Asking for a demand directly requires a deal to scare away the customer.

　　With the toolbox for selling words, smart and intelligent, do you know how to use it? In fact, sales are not so difficult, skills are not as important as you think, mediocrity to excellence is just a step away, as long as you are willing to do a careful sales, then success will wave to you.

本文來(lái)源：http://63xf.com/content/143815.html