一、假定准顾客已经同意购卖。当准顾客一再出现购买信号,却又犹豫不决拿不定主意时,可采用“二选其一”的技巧。譬如,推销员可对准顾客说:“请问您要那部浅灰色的电脑还是银灰色的呢?”或是说:“请问是星期二还是星期三送到您府上?”此种二选一的问话技巧,只要准顾客选中一个,其实就是你帮他拿主意,下决心购买了。 First, assume that prospective customers have agreed to buy. When prospective customers repeatedly buy signals, but undecided undecided idea, you can use “one of the two options ” skills. For example, a salesman may target a customer and say, “Would you like that gray-gray computer or silver-gray?” Or say: “Will you be sent to your house on Tuesday or Wednesday?” Choose one of the second questioning skills, as long as prospective customers choose one, in fact, you help him get the idea, determined to buy.