购买决定8个阶段（8 stages of purcha decision）
First, eight psychological stages that customers must decide to purcha products:
natoThe first stage: meet the stage (satisfied with everything, not found their own problems)
The cond stage: the cognitive pha (find yourlf having problems, but don't want to solve them. Man solves only big problems, not small ones
The third stage: the decision pha (decision to buy). The big problem, the catastrophic problem, the accumulation of small problems, determines that the customer develops from the cognitive stage to the decision pha, and the wound is expanded
The fourth stage: measuring the demand pha. What's the most important thing for you to buy a cell phone, buy a hou, find a girlfriend?
The fifth stage: the definition pha (how to measure the definition)
期盼英文The sixth stage: evaluation pha (looking for different places, different companies to e, compare everywhere)高考英语答题技巧
The venth stage: customer lection stage. (choo to buy)
The eighth stage: regret stage. (think other is better.)
Customer satisfaction stage
Think of your life everywhere is perfect, is satisfied, without any defects, from customers who do not e him any need to ll products customer solutions is the sales problem there he wanted to find a solution to a problem
But the customer satisfaction in the stage, you can not find his needs, for example, in the sale of health care products, you need to find his health problems, the recruitment of staff, asked him how the work he said was very satisfied with the work now, you ask him to buy a computer, he said that the computer is now very good, also take veral years don't want to buy.
In the stage of meet people, you can't ll anything to her, he must be made aware of the problem, and the problem is very rious, he may be determined, so at this stage you don't ll him anything, but to continue to explore the various existing problems in his heart, e he is not really in the meet the stage, at this stage, the customer is one of the few!
圣诞音乐
You think your customers are in the stage of satisfaction, and they cheat you! They cheated you may feel ashamed, no face, he admitted to buy things from you, he worried that he would meet you will ll him anything, he instinctively guard sales heart, he will tell you he no problem, but few actually really feel OK people are really, you will say I the customer is really good, really no problem, not necessarily, maybe he has a problem that he himlf did not know that he is in a stage of ignorance of the so-called happiness
2. customer's cognitive stage
Know that you have a problem, but you don't want to change your dissatisfaction, but it's not that bad, you're not going to change, becau change is painful,
Remember: "people do not solve small problems, people only solve big problems" to their teeth satisfaction? But how many of you go to e a doctor? How much are you satisfied with your car?
四级作文模版Most people are in the cognitive pha and need to take the person in the cognitive pha to the next step
3. customer decision pha
The car knows that the brakes are not working, just to repair, after a period of time is not working, almost after a car accident, take a break, decided to change
What makes one move from the cognitive pha to the decision pha? The disaster is a big problem, make a person from the cognitive stage to the decision stage, there is a small problem of accumulation, is becau the car brakes, he could not bear to change, the last straw to be drained, finally broke out
Good salesman, he does not know the cognitive stage of customers purcha, so he decided to bring a customer to the stage, let the customer know the riousness of the problem a bit every little bit, without changing the conquences of not changing to bear the cost, in the worst ca no change will happen, not in change may be met to do what would be, can let the customer
舌蝇know in advance, let the customer feel the pain, if not the pain will not change, will not change the customer uncomfortable, you have to let the customer uncomfortable, you should let the customer pain, enlarge a small problem, the process of expanding wound is called sales
The most important part of this lesson is the process of expanding the wound of the customer,,
bearing是什么意思
Your job is to determine where the customer is at this stage, and then decide what to do at this stage, and move him to the next stage
If your customer said yes I is not in good health, sleep is not good, do you want to eat health products, we think, I don't need to, you should let him know how long sleep, what will happen in this way, will not affect the work, work will lo much money, how long will this will happen neurasthenia, in this way, the quality of life, one day your doctor tells you when a message can not be saved. What do you feel to the hospital, you should continue to ask the customer's mind as stab sometimes like to make him mirable, he foresaw the conquences, then finally to change and you are qualified to say you want to find a solution or not, do you want to listen to our solutions, would you like to try our health food and sleep At this time, it is possible to ll, understand the psychological process of the customer, take him to the next stage, salesman has eight sales stage, now learning is not easy, in advanced class has!! Touch and touch the customer's problem, stab in a knife, let him bleed, and then give him the antidote, this is the salesman's sales process
4. customer demand measurement pha
What are your most important requirements when buying a cell phone? When you buy a hou, wha
t are your most important conditions? What is your most important condition when looking for a partner?
5. customer defined stage
Some customers will do, some will not do, but suggest you must take the customer to do, do not do, may regret:
He said that when I was looking for a job, I was going to be clo to home, with a high salary, in line with interest experti
You have to ask him how clo he is when he is near home? You need to ask how much you think you're satisfied with each month, whether you want to know the distance, drive time, walk time, bus time or train time, and pay a high salary
quoiaHe said that when buying a hou to be the pattern of good, good environment, good floors, you don't immediately say: Oh, I have a hou here is very good, you e how good the fifteen floor building, the pattern of good, Sanshiliangting, environment is good at:show
In fact, you're wrong, maybe people say that the environment is good, there are nearby subway and
广州华章supermarket shopping, and you say is the suburbs? What is the pattern of people say good
