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橱柜顶级导购员销售技巧
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你可能喜欢||橱柜导购好做吗
橱柜导购好做吗
建材产品好多种，我觉得铝单板幕墙都比较好做的，正如上家说得对，如果你是个好销售，做什么产品
男性导购也有优势。在你推荐衣服的时候，也许一句由衷的赞美和肯定，能够让顾客更加自信，从而提
这怎么说呢? 要看你个人的情况. 橱柜导购相对要求高, 需要懂得专业知识多. 男装导购相对
应该都差不多吧，地板导购是基本工资+销量提成，每个平方的提成单价和业务销量，直接关系到你的
地板和橱柜都不错，但是橱柜更为综合，更加光鲜，环境也不错，工资方面做得好两个都是很ok
当然是金牌好了
欧派知名度高，档次高！但是价格也比较高。 荣事达橱柜价格相对便宜些。要结合当地的市场消费情
利澳克鲁尼的价格比较适中比较适合创业者，科宝博洛尼价格比较贵,比较适合省会城市投资，利澳克
利澳克鲁尼价格比较适比较适合创业者科宝博洛尼价格比较贵,比较适合省城市投资利澳克鲁尼适合级
欧派知名度高，档次高！但是价格也比较高。 荣事达橱柜价格相对便宜些。要结合当地的市场消费情
每个橱柜企业的加盟政策都有所偏向，不一定可以说哪个品牌的加盟政策就一定由于其他，不要一味盲
随手拍一个，油漆效果看的出来，中间的门缝去哪了，知道什么叫门是弯的了吧
当然可以!! 首先做男装导购不会遇到很多13点的女人，(他们基本都很挑剔)，男生很爽气，觉
家具商场里做床垫导购这个工作不难，也不累，客户来了就给介绍下，你刚去做熟悉下床垫的品牌、相
难易程度组要看你卖的家具品牌如何了，地方的话，其实家具都是连锁的。一个品牌很多地方都有。润
试用期三天主要考察的是你的工作态度，个人学习能力与领悟能力、反应能力、语言表达能力 导购员
1. 不要再主动制造新的问题：亲切自然的微笑，速战速决. 尝试多次促成，认同语型是. 低级
导购一般是底薪加提成，底薪不高，一般是一千多到两千多，主要靠提成了
我印象里ZARA的导购都很没眼力劲儿，跟大爷似的戳一边儿对顾客不闻不问除非你追着他问。你一
应该说在邯郸做什么导购也不容易！！！我在邯郸的多个卖场做过兼职促销。从中得出不少的经验！
无本生意 若是你还在学校，那很好，增加个人收入，若是以此为生活来源，当做个人的职业，那就没
看你个人，对该品牌是否热爱，对这个工作是否热爱，表达能力如何，会不会适时倾听等等。
河南电动车市场现在正是高速发展阶段，正是入行的时机。雅迪，苏杰，这两个牌子在河南都是销量前
艾格es工资下调了才一千四百多 你的靠提成 es是艾格的牌子 估计都是一样的
现在北京收藏品公司多如牛毛，估计不是太好做埃好像在朝阳区地铁四惠站附近吧。
看我们的瓷砖锤子的锤不破
当碰到顾客拿竞品来和我们做比较的时候，我把在卓道咨询学到的销售小技巧分享给你，首先要先做足
资历虽老，但志在千里。此前，万家乐总部制定出了“百亿工程”的战略规划，明确到2020年销
如果是大型商场里面那种导购就要开早会，而且商场里面经常装修会有刺鼻的油漆味道。一天下来会有
首先要清楚了解你们的产品定位是什么？风格是什么。做到心里有数。其次，在客户经过你们专柜的时
1234567891011121314151617181920橱柜导购员销售技巧和说话方式
核心提示：如果不是家里装修或搬家缺橱柜的话,我想没有人愿意来逛建材城.所以导购人员一定先要有这样的心态,我是帮助顾客解决痛苦的，导购员可以结合产品情况,通过刺激顾客的触觉、听觉、视觉、嗅觉、味觉来进行示范.一个设计巧妙的示范方法,能够创造出销售奇迹.& &如果不是家里装修或搬家缺橱柜的话,我想没有人愿意来逛建材城.所以导购人员一定先要有这样的心态,我是帮助顾客解决痛苦的，导购员可以结合产品情况,通过刺激顾客的触觉、听觉、视觉、嗅觉、味觉来进行示范.一个设计巧妙的示范方法,能够创造出销售奇迹.
& & & &一、向顾客推销自己
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　在销售活动中，人和产品同等重要。据美国纽约销售联谊会的统计，<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">71%的人之所以从你那里购买，是因为他们喜欢你、信任你。所以导购员要赢得顾客的信任和好感。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员需要做到以下几点：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.微笑。微笑能传达真诚，迷人的微笑是长期苦练出来的。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.赞美顾客。一句赞美的话可能留住一位顾客，可能会促成一笔销售，也可能改变顾客的坏心情。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.注重礼仪。礼仪是对顾客的尊重，顾客选择那些能令他们喜欢的导购员。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">4.注重形象。导购员以专业的形象出现在顾客面前，不但可以改进工作气氛，更可以获得顾客信赖。所谓专业形象是指导购员的服饰、举止姿态、精神状态、个人卫生等外观表现，能给顾客带来良好的感觉。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">5.倾听顾客说话。缺乏经验的导购员常犯的一个毛病就是，一接触顾客就滔滔不绝地做商品介绍，直到顾客厌倦。认真倾听顾客意见，是导购员同顾客建立信任关系的最重要方法之一。顾客尊重那些能够认真听取自己意见的导购员。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　二、向顾客推销利益<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员常犯的错误是特征推销<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&&他们向顾客介绍产品的材料、质量、特性等等，而恰恰没有告诉顾客，这些特征能带来什么利益和好处。导购员一定要记住：我们卖的不是产品，而是产品带给顾客的利益<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&&产品能够满足顾客什么样的需要，为顾客带来什么好处。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员可分为三个层次：低级的导购员讲产品特点，中级的导购员讲产品优点，高级的导购员讲产品利益点。那么，导购员如何向顾客推销利益<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?<o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.利益分类：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(1)产品利益，即产品带给顾客的利益。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(2)企业利益，由企业的技术、实力、信誉、服务等带给顾客的利益。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(3)差别利益，即竞争对手所不能提供的利益，也就是产品的独特卖点。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.强调推销要点<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　一个产品所包含的利益是多方面的，导购员在介绍利益时不能面面俱到，而应抓住顾客最感兴趣、最关心之处重点介绍。推销的一个基本原则是，<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&与其对一个产品的全部特点进行冗长的讨论，不如把介绍的目标集中到顾客最关心的问题上<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　推销要点，就是把产品的用法，以及在设计、性能、质量、价格中最能激发顾客购买欲望的部分，用简短的话直截了当地表达出来。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员推销的产品尽管形形色色，但推销的要点不外乎以下几个方面：适合性、兼容性、耐久性、安全性、舒适性、简便性、流行性、效用性、美观性、经济性。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.FABE推销法：将产品特征转化为顾客利益。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">F代表特征，<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">A代表由这一特征所产生的优点<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">B代表这一优点能带给顾客的利益<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">E代表证据<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(技术报告、顾客来信、报刊文章、照片、示范等<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">FABE法简单地说，就是导购员在找出顾客最感兴趣的各种特征后，分析这一特征所产生的优点，找出这一优点能够带给顾客的利益，最后提出证据，证实该产品确能给顾客带来这些利益。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　三、向顾客推销产品<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员向顾客推销产品有三大关键：一是如何介绍产品<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;二是如何有效化解顾客异议<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;三是诱导顾客成交。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(一<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)产品介绍的方法<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.语言介绍。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(1)讲故事。通过故事来介绍商品，是说服顾客的最好方法之一<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">,一个精彩的故事能给顾客留下深刻的印象。故事可以是产品研发的细节、生产过程对产品质量关注的一件事，也可以是产品带给顾客的满意度。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(2)引用例证。用事实证实一个道理比用道理去论述一件事情更能吸引人，生动的例证更易说服顾客。可引为证据的有荣誉证书、质量认证证书、数据统计资料、专家评论、广告宣传情况、报刊报道、顾客来信等。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(3)用数字说话。应具体地计算出产品带给顾客的利益是多大、有多少。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(4)比喻。用顾客熟悉的东西与你销售的产品进行类比，来说明产品的优点。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(5)富兰克林说服法。即把顾客购买产品后所能得到的好处和不购买产品的不利之处一一列出，用列举事实的方法增强说服力。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(6)形象描绘产品利益。要把产品带来给顾客的利益，通过有声有色的描述，使顾客在脑海中想象自己享用产品的情景。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(7)ABCD介绍法。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">A(Authority，权威性<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)，利用权威机构对企业和产品的评价<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;B(Better，更好的质量<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)，展示更好的质量<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;C(Convenience，便利性<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)，使消费者认识到购买、使用和服务的便利性<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;D(Difference，差异性<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)，大力宣传自身的特色优势。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.演示示范<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员只用语言的方法介绍产品，面临两个问题：一是产品的许多特点无法用语言介绍清楚<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;二是顾客对导购员的介绍半信半疑。这时，导购员进行演示示范和使用推销工具就很重要。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　所谓示范，就是通过某种方式将产品的性能、优点、特色展示出来，使顾客对产品有一个直观了解和切身感受。导购员可以结合产品情况，通过刺激顾客的触觉、听觉、视觉、嗅觉、味觉来进行示范。一个设计巧妙的示范方法，能够创造出销售奇迹。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　导购员要经常检查：演示道具是否清洁、爽心悦目<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?有没有一些有特色的演示方法<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?一些好的演示方法落实了吗，是不是仍停留在想法上<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?是否熟练演示的方法<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?<o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.销售工具<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　销售工具是指各种有助于介绍产品的资料、用具、器具，如顾客来信、图片、像册、产品宣传资料、说明书、<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">POP、数据统计资料、市场调查报告、专家内行证词、权威机构评价、生产许可证、获奖证书、经营部门的专营证书、鉴定书、报纸剪贴等。导购员可以根据自己的情况来设计和制作销售工具。一个准备好了销售工具的导购员，一定能对顾客提出的各种问题给予满意的回答，顾客也会因此而信任并放心购买。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　方太公司的促销员用台历或产品手册上的效果图展示，体现出产品与橱柜完美的结合，让顾客产生购买欲望<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;以打击虚假广告为背景，利用产品和宣传单页上标注的二星级标志，说明公司产品是真正的二星级产品。在介绍产品时，促销员都手持宣传单页，边介绍边指明所介绍内容在宣传单页上的位置，最后很郑重地把宣传单页作为礼物送给顾客。这样促销员在讲解时有理有据，有条不紊，可以让顾客很清晰地知道公司产品的几大优点。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(二<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)消除顾客的异议<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　异议并不表明顾客不会购买，导购员如果能正确处理顾客异议，消除顾客疑虑，就会促其下定购买决心。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.事前认真准备。企业要对导购员所遇到的顾客异议进行收集整理，制定统一的应对答案<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;导购员要熟练掌握，在遇到顾客拒绝时可以按标准答案回答。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.&对，但是<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&处理法。如果顾客的意见是错误的，导购员要首先承认顾客的意见是有道理的，在给顾客留面子后，再提出与顾客不同的意见。这种方法是间接地否定顾客的意见，有利于保持良好的推销气氛，导购员的意见也容易为顾客接受。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.同意和补偿处理法。如果顾客意见是正确的，导购员首先要承认顾客意见，肯定产品的缺点，然后利用产品的优点来补偿和抵消这些缺点。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">4.利用处理法。将顾客的异议变成顾客购买的理由，如一位暖风机导购员面对顾客提出的<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&产品太小，使用效果不好<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&的问题，可以回答：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&小巧玲珑是我们产品的一大优点，非常适合您孩子做作业时取暖用<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">5.询问处理法。用对顾客的异议进行反问或质问的方法答复顾客异议。如顾客说：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&你的东西很好，不过我现在不想买<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&，导购员可以追问：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&既然东西很好，为什么您现在不买呢<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">?&这样找出了顾客不买的真正原因，有助于说服顾客。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　在处理顾客异议时，导购员一定要记住<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&顾客永远是对的<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&。导购员是要把产品卖给顾客，而不是与顾客进行辩论，与顾客争论之时，就是推销失败的开始。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(三<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)诱导顾客成交<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.成交三原则。导购员要能达成更多的交易，就要遵守以下三个原则：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(1)主动。导购员发现顾客有购买欲望后，就要主动向顾客提出成交要求。许多销售机会是因为导购员没有要求顾客成交而溜走的。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(2)自信。导购员在向顾客提出成交要求时一定要充满自信，因为自信具有感染力。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(3)坚持。成交要求遭到顾客拒绝后不要放弃，要有技巧地再次引导顾客成交。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.识别顾客的购买信号。顾客购买信号是指通过动作、语言、表情传达出来的顾客想购买产品的意图。在销售过程中有三个最佳的成交机会，一是向顾客介绍了产品的一个重大利益时<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;二是圆满回答了顾客的一个异议时<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">;三是顾客出现购买信号时。顾客的购买信号可分为三类：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(1)语言信号，如热心询问商品的销售情形、提出价格及购买条件的问题、询问售后服务等购买后的问题、与同伴商量。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(2)行为信号，如仔细了解<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(观察<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)商品说明及商品本身、拿起商品认真地玩味或操作、重新回来观看同一种商品。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(3)表情信号，如高兴的神态及对商品表示好感、盯着商品思考等。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.成交方法。在成交的最后时刻，顾客常常下不了决心，导购员就必须巧妙地给顾客以恰当的建议，帮助顾客早下决心。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(1)直接要求成交法。导购员发现顾客的购买欲望很强烈时，可以直截了当地向顾客提出成交要求。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(2)假设成交法。聪明的导购员总是假设顾客肯定会买，然后向顾客询问一些如何包装、付款、保修及保管产品等方面的问题，或是着手开票来结束销售。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(3)选择成交法。导购员向顾客提出两个或两个以上的购买方案让顾客选择。不管顾客做出何种选择，都意味着销售成功。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(4)推荐法。导购员仔细观察顾客喜好的商品，如顾客多次触摸、特别注意或多次提到，就向顾客大力推荐这种商品。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(5)消去法。导购员从候选的商品中排除不符合顾客爱好的商品，间接促使顾客下决心。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(6)动作诉求法。用某种动作对犹豫不决的顾客做工作，让其下定决心，如<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&您再看一下<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&&&、<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&请多试一试<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&(把产品递过去<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">)。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(7)感性诉求法。用感人的语言使顾客下定购买决心，如<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&您女儿看见这件衣服一定会很高兴的。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">&<o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">(8)最后机会成交法。导购员告诉顾客存货不多，或是即将取消优惠条件。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　四、向顾客推销服务<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　产品卖给顾客并不是推销活动的结束，而是下一次推销活动的开始。产品卖给顾客之后，导购员还要做好为顾客服务的工作，以培养顾客的忠诚度。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　处理顾客投诉是导购员向顾客推销服务的重要内容，妥善处理顾客的不满，会比以前更加被顾客所信赖。导购员处理顾客抱怨要做到三点：<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">1.倾听。导购员要用<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">80%的时间听，用<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">20%的时间说，待顾客冷静下来后再进行处理。急于辩解是火上浇油的做法。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">2.及时。在确认事实真相后立即处理。<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im"><o:p style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">
<p style="margin: 0 padding: 0 max-width: 100%; clear: min-height: 1 white-space: pre- color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans- font-size: 16 line-height: 25.6 text-indent: 0 box-sizing: border-box !im word-wrap: break-word !im">　　<span lang="EN-US" style="margin: 0 padding: 0 max-width: 100%; box-sizing: border-box !im word-wrap: break-word !im">3.感谢。