销售高手的口才训练与说话技巧

 duiyiqieyimingxiaoshourenyuaneryan，jiaoyiliangshifoufeichangdashuipingshangjueceyuyugukezuikaishichupengde30miao。shuohuajiqiaoyounaxie？jiarubukeyizai30miaoneidezhongyaoshijianneiqingchugukeduinideyilv、jingshihejiaolvbuanxinlizhuangtai，jienanidegoutongjiaoliudejianyi，jibiannizaiqinfen，yenanyihuodelixianghuadejieguo。liaotianyoushenmejiqiaoyounaxiekeyi xuexideni？wulunshihesheiliaotiandouxuyaoliaotiandejiqiao，neimexuexishenmeyangdejiqiaocaishibijiaohaode，gaoqingshangdeni？shuohuajiqiaoxunlianzenmelian？

 xinlixuezhuanjiayanjiufaxian，diyiyinxiangyidanchanshengnanyigenggai，naizhinenggouweichiqinianzhijiu。youyuyidanchanshengdiyiyinxianghou，meigerendoudangranquxiangyuzhaodaliangdezhijiezhengjulaimingquetamenyichanshengdejieguo，erburongyiquzhaozhijiezhengjulaibianbota。

 zairichangshenghuozhong，jiaruxiangdiaoshangyu，niyejiudexiangyuneibansisuo，erbushixiangyuminneibansisuo。ruguoniduiyuzhangwodeyueda，niyejiuyulaiyuhuichuidiaole。neiyangdeniantouyongzaishichangxiaoshouzhongyiyangkeyong。yaolejie，shichangxiaoshoudequanguochengshijishangbianshixiaoshourenyuanyugukexinliboyidequanguocheng。congnijiandaogukedeneiyike，niyejiujinrulexinliboyidejingjichang。

 shuohuajiqiaoyounaxie？bingfayun：“zhibizhiji，baizhanbaisheng。”weilegenghaodishunlidishichangxiaoshouchunidechanpin，jiuwubizhangwodirendexinlizhuangtai。erzhangwodirenxinlizhuangtaizuilijidefangfabianshihuanweisikaoyixia，zaipengdaonantishiduolizaigukedejiaoduguanchananti，jiejinsuonengdiweigukekaolv，dajiajiunengcongxinlizhuangtaishanglaizhangwogukedezhenzhenzhengzhengyaoqiu，bianyunenggougenghaodizhangwoshichangxiaoshou。

 yi、xiaoshougaoshoudekoucaipeixun“maimaidequdechenggong，tongchangshiyanjiangkoucaidewuzhi”，tashiyingguo“feichangtuixiaochanpinlaoda”——tangnadebeitegejinsanshiniantuixiaochanpinzhiyeshengyadejingyanjiaoliu。yiner，nenggouneiyangshuo，zhenduiyewuyuan，nayouxiangsheng，naerjiuyongyounengliang；nayouyanjiangkoucai，naeryejiuchuishanglezuozhandehaojiaosheng，congeryejiuyongyouqudechenggongdeqidai。

 yanjiangkoucaishixiaoshouyuanlixiangqudechenggongdegenji。youzheyanjiangkoucai，buchouchanpintuixiaochanpinchubulai；youzheyanjiangkoucai，buhaipashichangkaituobudong。yimingchusedexiaoshouyuanjiuhaoxiangyiweiwurennengdidemofashi，takeyongjuejiadeyuyanbiaodajiqiaojiangxiaofeizhexiyin，yongjingcaifenchengdeshifanbiaoyanhuodexiaofeizhedexinlai，yongjiqingdetuixiaochanpinxintaiquchudongxiaofeizhe。baozhengzheiyidianbingbuhuitainan，zhixujieheshijizhongshitishengkoucaipeixun，bawoqiadangdexunlianfa，jibianniyushengjulaibenzuibenshe、budangyantanjuzhi，yehuibianchengyimingshanyushuodongxiaofeizhe、mingbaizenyangyugukegoutongjiaoliudeyouyidetuixiaochanpindashen。

 zaiguowaizhimingjiaoyujia、zuojiaaimoshengdeshenshang，yiqianchanshengguoneiyangyigeyouqudexiaogushi。yitian，aimoshengyuerzixiangbayitouxiaogongniunongjinliangcangli。aimoshengyongjingtui，erziyonglila，keshineitouxiaogongniuyeqiahaohetamenyiyang，zhixiangqizishensuoxude，yinciliangtuihuijueqianxing，jianchibuxiebuyuanliqumucaodi。youyigexibanyanvxingjianle，jinguantabuhuixienaxiesanwenduhougan，quebiaimoshenggengmingbai“niuxing”。tabazijichongchizhetianxingdeshouzhitoufangruxiaogongniukouzhong，yimianrangtaxishun，yimianhuanhuandebatasongruliangcangli。

 neima，zheiyixibanyanvxingweihechenggongleni？dadaolifeichangjiandan，tahenqingxineitouxiaogongniuneixinmianzuiyaoxiangdeshisha。huanjuhuashuo，zhixukeyidadaoqiyaoqiu，yaonulizuodaozheiyidian，xiaoshourenyuanjiuxuyaoyijugukedexinlizhuangtaizhuanbianlaitichuwenti，xuehaowen“helidenanti”。zaizhanxiancailiaoshi，mingbaixinxineirongde“helizhanxian”；gukexinlizhuangtaichanshengbianhuale，yaojianjuediaojiexiangxijieshaodeguanjian，jinmijiehegukedexinlixuqiu，neiyangcaikeyishimeiyicishichangxiaoshoubaihuidoushihuiyouyidingdehuode。keyishuo，sheimingbaidongxigukedexinlizhuangtai，sheicaikeyizhenzhenzhengzhengzhangwogukedexinli，jinerhuodegukedeqinlai。

 er、xiaoshougaoshoudeyuyanjiqiao：xiaoshouzhuanyezhongzuizhongyaodezibianshi“wen”。zuicongmingdezuofashixiaoshouyuanranggukeduojiang，zishenduoshuo，neiyang，gukebianhuiganjuezishenshibeigaoduzhongshide，tajiuyuenengduinidakaixionghuai。kehushuodeyueda，niyejiunengcongzheidangzhongbuhuodaliangduiniyouyidexinxineirong。

 1、jianghuawubiyanjianyigai。zaiwomenhegukepengmianshi，bulunshijiandanziwojieshaohuoshixiangxijieshaoshangpin，douxuyaojianyao，zuihaoshizaijijuhuaneijinxing。shengyinsuduyidingyaochihuanbutuola.jianghuashiyidingyaokanjianlingyifangdeshuangyan，miandaixiaorong。

 2、lingyifangzaijianghuashi，bubisuiyiqieduanlingyifangdehua。dajiayebubisuiyijiubianbolingyifangdejianjie，yidingyaogaoqingchulingyifangdeyongyihouzaijianghua。youhenduoxiaoshouyuan，changchangbuyilingyifangjiangwanhuahuoshimeiyougaoqingchulingyifangdejianjie，jiuzhujianchazuibianbo，jieguonongbianchengyichangdianshibianlunhui，zaochenggukedejudadichu，dingdandangranmeiyoutancheng。zuoweixiaoshouyuanyidingyaoshikemingjizishendemeirirenwu，shiweilegenghaodituiguangchanpin。youshihougukeduinideshangpindedihuishiyizhongxiayishidexuanxie，nizhixuyongxindetingtaxuanxie，shichangdebiaominglejie，zuihouhuihuodegukedehaogandu，zaitanshangpindedingdanshijiufeichangrongyiduole。

 3、yingduiguketichuwentishi，huiyingyidingyaoquanfangwei。huiyingdequanfangweibingbingbushishinikankanertan,yebushihuiyingdeyuduoyuhao,zhishiyaoduiyugukedenantilaiquanfangweidehuiying.bubiyouyidingdehulveyouqishizhiguanzhongyaodewenti.haiyaoxuehaowenyidashi,zheihejingquebingbumaodun,gukezaizhangwoshangpinshi,haowuyiwenyaowenqidenanti,zuihaoshiyicixinghuiying.liru:xunwennishangpindeguigexinghaoshi,nijiuxuyaojinkenengdebashangpindeguigexinghaohuiyingqingxi,geguigexinghaodejiaqian,shangpindebaozhuang,yunsong,kaishuipiaozheixienantidouhuiyingle,gukeyicijiunenggaoqingchuxuduonanti.jiuwuxuzaiwenle.

 4、yongxinhuiyinglingyifangdetichuwenti，zishenshifenqingxideyaozuohaowuyiwenhuiying，butaiqingxide，nenggouzhiyanbuhuidegaozhiguke，wonengbazheigewentijiluxialai，nongqingchuhouhuiyingni。qianwanbieziyiweishi，yebubimolengliangkedehuiying。gengbuyaoshuoxiekonghuaraokaigukedenanti，huiyinggukedenantishihaiyaoliuyi，bubizuokendinghuiying，ru：dajiadepinzhikendingmeishenmewenti，dajiadefuwuxiangmukendingyiliudeng，dajiadoulejieyouyigejibenchangshi：tiandimeiyoukendingdeshier。bubibazijideyuyanbiaodajuedui。

举例说明：

 1、jiarukehushuo：“womeishijian！”neimayewuyuanyingdangshuo：“wolejie。yinweiwolaoshishijianbuzuyong。danshizhixu3fenzhong，niyejiuhuijianxin，tashigeduinikendingguanjiandehuati”

 2、jiarukehushuo：“womeixingqucanyu！”neimayewuyuanjiuyingdangshuo：“woshifenlejie，laoxiansheng，xiangyaoniduibuxiaodeyounaxiehaochunidewupinyouxingququeshishizitaomeiqu。zhengyouyuzheiban，.woxiangxiangniqinzihuibaohuobiaoming。xingqiyihuoshixingqierhuilaikanzheni，keyima？”

 3、guokehushuo：“henbaoqian，womeiqian！”neimayewuyuanjiuyingdangshuo：“laoxiansheng，womingbaiweiyounicaizuirenshizijidejingyingqingkuang。danshi，rujinchijinbanggezhengpanzhengtiguihua，duiweilaicaihuizuiyouyi！wonengzaixingqiyihuoshixingqierhuilaibaihuima？”huoshishishuo：“wozhangwo。yaoshenmeyoushenmederenzhongjiuhenshao，zhengshiruci，dajiacongxianzaiqixuanyizhongfangshidi，yongzhishaodezichanzaojiuzuidadelirun，zheibushiduijianglaidezuihaoshiquebaoma？zaizheixiefangmian，woyuanfengxianyijizhili，nengbunengxiaxingqisan，huoshilibaitianlaibaifangninni？”

 jubeizheileixinlizhuangtaideren，pubianxianxiangyushehuifazhandeshehuijieceng，youqishizaixiandaishehuizhong，yinweizhimingpinpaixiaoyongdeweihai，yi、shi、zhu、xingcaiyongzhimingpinpai，budantishengleshenghuopinzhi，yeshiyigerendiweidefanying。

顾客的消费观念剖析

 yougongzuojingyandexiaoshourenyuanyidinghuiyouzheileiganshou，quanbudegukezaijiaoyiliangquanguochengshangdouhuilijingyixiliefanza、xiweidexinlihuodongmiaoxie，baohanduichanpinjiaoyiliangdezongshu、jiaqiandengnantideyixieniantoujizenyangyunijiaoyiliang、zenyangzhifu、qiandingnaxiedefukuanbiaozhundeng；bingqiebuyiyangdegukexinlifanyingyebujinxiangtong。zaizheili，dajiajianggukedexiaofeiguannianzuoyicixiangxideshuli，qidainengjizhongduoxiaoshourenyuanyixiecanzhao。

congshehuixinlixuedejiaoduguancha，zaimaimaizhonggukedexinlizhuangtaiguanjianyouxialiejilei。

1．求实创新心理状态

 tashigukepubianxianxiangdexinlizhuangtaidongyin。zaijiaoyiliangquanguochengzhong，gukedezhuyaoyaoqiujiushichanpinwubijuyoujutideshiyongjiazhi，zhuzhonghaoyong。youzheileidongyindegukezaigoumaichanpinshi，youqigaoduzhongshichanpindepinzhixiaoying，zhuiqiuwanmeizhipodaqi、jiangunaiyong，erdanshifenzhuzhongwaiguanshejidexinqi、meiguandafang、secai、xiankuangjichanpinde“gexinghua”texing。

2．求美心理状态

 aimeizhixin，renrenjieyou。youqiumeixinlizhuangtaideren，xiaizhuiqiuwanmeichanpindeshangxishiyongjiazhiheyishujiazhi，yiqingniannvxingjiwenhuarenyuanzhanduoshu，zaijingjifazhanzibenzhuyiguojiadexiaofeizhezhongyebijiaoguangfan。

 jubeigaileixinlizhuangtaiderendaoxuanzechanpinshi，youqizhongshichanpinzishendezaoxingshejimei、yansemei，zhongshichanpinduishentideqingligongxiao，duiziranhuanjingdezhuangshishejigongxiao，bianyuzuodaoyishujianshanghejingshenshizhixiangyoudemudi。

3．求进心理状态

 youdegukexuangouwujianzhongshi“shishang”he“dute”，haogan“shishangchaoliu”。zheileizhongleidexinlizhuangtai，zaijingjifazhanbiaozhunbucuodedachengshizhongdenianqingnanhaihenvhaizhongbijiaoduojian。

4．求利心理状态

 tashiyizhong“shaotaoqianduozuoshi”dexinlizhuangtaidongyin，qiguanjianshi“bianyi”。yeyoulixinlizhuangtaideguke，zaigoumaichanpinshi，tongchangyaoduileisichanpinzhongjiandejiaqianchabiekaizhanxixindejiaowei，haixiaigoumaizhekouhuojiejuechanpin，jubeizheileixinlizhuangtaidongyinderenyijingjifazhanshouyijiaodizheweiduo。ziran，yeshiyoujingjifazhanshouyijiaogaoerjiejianderen，shengchijianyong，jinliangbimiantaoqian。youyixieqidaiconggoumaishangpinzhonghuodejiaoduoquanyideguke，duichanpindehuaxing、pinzhidouhenlingrenmanyi，yubabuneng，danyinweijiaqianjiaogui，yishixiabushangxuangoudexinxin，bianyijia。

5．求名心理状态

 tashiyiyizhongbiaomingzishendeyingxiangliheshengwangweiguanjianmudidexuangouxinlizhuangtai。tamenduogoumaizhimingpinpai，weicilaixianbaizishen。

6．效仿心理状态

 tashiyizhongcongzhongxinlishidexuangoudongyin，qiguanjianshi“buluowu”huo“shengyubieren”，tamenduishehuifengshanghezhoubianhuanjingshifenbijiaomingan，laoxianggensuishishangchaoliuzou。youzheileixinlizhuangtaideguke，xuangoumouleichanpin，tongchangbingbushiyinweipobujidaidebixu，zhishiweilegenghaodizhuishangbieren、chaochubieren，jinerqiuquxinlizhuangtaishangdedadao。

7．喜好心理状态

 tashiyizhongyidadaobenrenteshuaihaohelequweimudidexuangouxinlizhuangtai。youxihaoxinlizhuangtaidongyinderen，xiaixuangoumouyizhongleidechanpin。biru，youxierenaizhonghua，youxierenaijiyoupiao，youxierenaisheying，youxierenaishuhuadeng。zheileixihaotongchangtongmouleijishuzhuanye、zhuanyezhishi、shenghuolequdengxiangguan。yincixihaoxingxuangouxinlizhuangtaidongyinyetongchangjiaoweilixing，daoxiangxingyejiaoweiqueli，jubeixiguanxingheyanxuxingdetexing。

8．自尊心心理状态

 youzheileixinlizhuangtaideguke，zaimaidongxishijizhuiqiuwanmeichanpindeshiyongjiazhi，youzhuiqiuwanmeijingshenshizhicengmiandeyouya。tamenzaixuangouyiqian，jiuqidaiqixuangougerenxingweizaoshouyewuyuandereliehuanyinghejiqingyoushandezhaodai。

 changchangyouneiyangdezhuangkuang：youdegukechongmanxiwangdizourudianpumaidongxi，yijianyewuyuandelianlenglengbingbing，jiuzhuanguoshenerqu，daoqitadianpuqumai。

9．顾虑心理状态

 tashiyizhongjuqibudingdemaidongxixinlizhuangtaidongyin，qiguanjianshipa“shangdangshoupianchidakui”。zheizhongrenzaimaidongxidequanguochengzhong，duichanpindepinzhi、texing、zuoyongchicaiyixintai，pabutaihaoyingyong，pashoupianshangdang。yiner，tamenhuibuduanxiangyewuyuanlejie，zixidichayanchanpin，bingshifenguanzhushouhouweixiufuwugongzuozhong，zhizhixinlidegulvxiaochuhou，caikenchuqianxuangou。

10．安全性心理状态

 youzheileixinlizhuangtaiderenduiyugoudewujian，guidingwubinengbaozhenganquan。tebieshizaixiangshipinlei、yaowu、rihuayongpin、riyongpin、jiayongdianqihedaibugongjudeng，bukeyichuyiqienanti。yiner，tamenshifenzhongshishipinleidexinxianqi，duiyaowuyoushenmebuliangfanying、rihuayongpinyoumeiyouqianjiahuaxuebianhua、jiayongdianqiyoumeiyouzoudianzhuangkuangdeng，jinyouzaiyewuyuanjiangjie、quebaohou，caikeyianxindixuangou。liaotianyoushenmejiqiaoyounaxiekeyi xuexideni？wulunshihesheiliaotiandouxuyaoliaotiandejiqiao，neimexuexishenmeyangdejiqiaocaishibijiaohaode，gaoqingshangdeni？shuohuajiqiaoxunlianzenmelian？

11．秘密心理状态

 shuohuajiqiaoyounaxie？youzheileixinlizhuangtaideren，maidongxishibukenweibierenshuzhi，jingchangcaiyong“touchi”。tamenyidanxuandingmoujianchanpin，erzhoubianwubierenshoukanshi，biankuaisujiaoyiliang。nianqingrenxuangouyuxingxiangguandechanpinchangchangyouzheileizhuangkuang，yixiemingqihengaodezhimingrenshizaixuangougaodangfuzhuangshi，yeshiyouxiangjinzhuangkuang。keyishuo，gukedexinlizhuangtaiduijiaoyiliangdezongshunaizhimaimaidechenggongyushibai，doushiyouyouweizhongyaodeweihai。yiner，chusedeyewuyuandoumingbaiduixiaofeizhedexinlizhuangtaijiyushifenzhongshi。nenggouneimeshuo，bawolegukexinlizhuangtai，jiurutongbawoleshichangxiaoshoujiaoyiliangdesuochi。