The market of medical and health care products has created one marketing myth after another, and many enterprises have achieved market hegemony with a set of effective models. The following are the sales skills and vocabulary of health care products I have compiled for you, which are for reference only and I hope to help you.

Health care products sales skills and words 1 For every patient, after years of treatment, there will be some complaints and problems. We use long-distance telephone communication, and finally produce sales, which requires a set of health care products sales skills and words. Through the use of these methods and skills, the purpose of communication can be achieved. In the process of communication, some sales skills and words of health care products are summarized. By using these skills and vocabulary, sales can be improved and goals can be achieved.

Sales skills and words of health care products 1. fly a kite

This is a method for patients with slow response, and it is a principle not to give up tracking. Because such patients did not arouse their interest, they were not found in the process of communication. Flying kites is a good way. What is flying a kite? First of all, we should be prepared for long-term follow-up. At the same time, we must master a degree. If we chase it too closely, patients will easily go to extremes and even not accept our treatment, which may lead to losses. If the pursuit is too loose and other manufacturers get involved, it may also be lost. So, this process is like flying a kite. If you pull it too tight, it won't fly high. If the line is put too long, it will slowly be put away. Therefore, patients should be followed up appropriately.

Sales skills and vocabulary of health care products II. exchange

Transposition has two meanings. First, put yourself in the patient's shoes, consider the problem from the other person's standpoint, put yourself in the patient's shoes, then grasp the patient's psychology and seek effective countermeasures. Only by standing in the other person's position can we feel what patients really need? Only by understanding the needs of patients can we be targeted and grasp the main points. The second is personnel communication, that is to say, in the process of communicating with patients, if patients are found unable to make up their minds to buy, they can rely on the power of experts, because experts have certain authority, so that experts can communicate with patients once to promote patients' trust and make up their minds to treat them.

Sales skills and vocabulary of health care products. outside and inside

From the exterior to the interior, we can learn to look at the internal essence from the exterior, learn to analyze problems and find out the internal problems that patients really care about. Ask more why, can't be confused by superficial phenomena, find the real needs of patients and meet their needs, and actually achieve our goal.

Sales skills and vocabulary of health care products. Put your mind on this.

In the process of communication, if patients have resistance and can't go further towards the established goals, they should immediately end those topics that patients are not interested in. But this is not our purpose, to leave some thoughts for patients. For example, you can tell them a small folk prescription. You think of him and give him benefits, and he can't help but accept it! So you can leave a topic for the next communication, so that your contact with patients will not be interrupted.

Sales skills and words of health care products V. Wide range

In this telemarketing process, if you want to achieve higher sales, you must have more target lists. Only when there are more lists will you choose a more effective list. Because of the probability of clinching a deal, you will have more sales opportunities only through a wide range of screening.

Sales skills and language of health care products. compare

Comparison is an effective way of communication in the sales process. There are two main aspects. First, in comparison with competitors, we should be good at discovering our own advantages, not attacking our opponents, but only talking about our own characteristics. What others don't have, we must first gain a competitive advantage. The second is to involve patients and compare themselves with themselves. The difference between his condition five years ago and his condition today (after treatment, many of them have not changed) shows the result of not choosing the right treatment method five years ago.

Sales skills and words of health care products. substitution method

One is to use personal letters from experts instead of telephone communication. This method is mainly aimed at patients who write letters, and the response is dull after communication. A personal letter from an expert can enhance trust. The second is for the sake of patients, because some patients always make up their minds. At this time, the salesperson should seize the opportunity to help him make up his mind and promote the purchase.

Sales skills and words of health care products 2 1, preemptive method.

In the process of sales, if the promoters think that customers may raise some objections, the best way is to point them out first, and then take the way of asking and answering themselves to actively eliminate customers' doubts. In this way, customers' objections can not only be avoided, but also some shortcomings of health care products can be frankly pointed out through the promoters of health care products franchise stores, leaving customers with an honest and reliable impression, thus winning customers' trust. However, the promoters of health products franchise stores must not find stumbling blocks for themselves. Remember: while actively proposing the shortcomings of health care products, we should also give customers a reasonable and satisfactory explanation.

For example, "You may think it's a little expensive, but this health care product is the cheapest of its kind." "You may be considering whether there are side effects now. Don't worry, health products have no side effects. "

2. Eat your own fruit.

This method can be used for customers who drive down prices. For example, a customer: "Why is your system so dead that it is not as flexible as other businesses? Can you sell it? " At this time, the promoters of health care products franchisees should answer in a positive tone: "Because health care products create brands through quality rather than sales, health care products franchisees have always believed that without a rigorous and stable system, they can't make good products and they can't be responsible to customers. What do you say? " .

The customer's shortcomings in health care products have become the reason for him to buy health care products, which is the method of reaping the consequences.

3. Inductive merger method.

Summarizing several objections of customers into one and giving a satisfactory answer can not only make customers admire the professional knowledge and ability of promoters in health care products franchise stores, but also weaken the influence of opinions, so as to make sales activities go smoothly.

4. Identification method.

Recognize the prejudice against customers. For customers who refuse to talk, the promoters of health products franchise stores should not discourage them, let alone argue with customers. If customers are forced to accept their views, it will only increase their sense of opposition and cause sales failure. The correct way is to find out the cause of bias by asking, then agree with the method of "Yes, …… but ……", and then euphemistically use facts and data to eliminate the bias of customers and change their views.

5. showdown method.

When the promoters and customers of health products franchise stores can't convince each other (for example, customers are always in a dilemma), the promoters of health products franchise stores should take the initiative to show their sincerity by rhetorical questions to answer customers' objections, so as to gain customers' goodwill, weaken the degree of opposition, and let customers no longer entangle this issue.

For example, customers repeatedly ask, "Is it really so effective for me to use this health care product?" The promoters of health products franchise stores can answer with a smile: "Tell me, how can I convince you?" Or "What do you think?" .

6. metaphor.

Customers who don't know much about health care products, the promoters of health care products franchise stores need to make further explanations. By introducing facts or metaphors, using actual display (such as giving away promotional materials), the problem is easy to understand and the customer's doubts are eliminated.

Metaphor can turn abstract into concrete and profound truth into universal fact, which is especially beneficial to customers' understanding.

7. Consent law.

Agree with customers with reservations. For the customers who express themselves and deliberately object, the promoters of health products franchise stores don't have to discuss their self-righteous views with them, but in order not to ignore the customers, the promoters of health products franchise stores have to echo in words to obtain a stable sales environment, thus avoiding discussions, explanations and unnecessary arguments between the two sides. In the case of ensuring that customers will not raise strong objections, the promoters of health care products franchise stores can actively promote the sales process and eliminate such objections themselves in the introduction of health care products.

For example, "Yes, you are absolutely right. You seem to be very good at this problem. Let's take a look at the raw materials of health care products! " "You're kidding. The difference of this health care product lies in … "or" Yes, you know so well! " (Then use other sales techniques and means appropriately).

Please remember: as long as the vanity of such customers is satisfied, their purchasing psychology can be well grasped.

8. Posterior amputation.

Some customers enthusiastically choose health care products for a while, and then suddenly find an excuse to say no, which is undoubtedly a blow to the promoters of health care products franchise stores. So how to deal with this kind of thing? Is it anger? Or quit early and let nature take its course? Excellent promoters of health products franchise stores always try their best to make customers "change their minds" again.

It is a common phenomenon that customers raise objections to health care products in sales activities. It is not only an obstacle to the transaction, but also a sign that customers have the intention to buy. If customers have no interest and motivation to buy, there is no need to spend more time and breath on health care products. In fact, the customer's opposition made him participate in the sales activities, indicating that he expected to communicate with the promoters of the health care products franchise stores. In order to turn the objections into behaviors that are beneficial to sales, the promoters of health products franchise stores should seize the opportunity to explore the reasons of customers' objections and understand the real motives behind customers. In this way, we can deal with objections in a targeted manner, make a reasonable explanation for health care products, meet the requirements of customers, and achieve the purpose of building trust and promoting transactions.

7. Answer immediately.

Promoters of health products franchise stores should respond immediately to customers' prejudice, price opposition, ignorance of health products and objections arising from information needs. Because customers who hold these objections have a desire to know more about health care products, if their needs are not met in time and their confidence in health care products is strengthened, customers are likely to give up their interest in health care products and stay away from sales activities. Therefore, the promoters of health products franchise stores should seize the opportunity and strive for sales success.

8. Postpone the answer.

For excuses, self-expression and malicious opposition, the promoters of health products franchise stores should not explain immediately, because the customers in these three States are psychologically opposed to the promoters. If we rashly discuss the correctness of the opposition with our customers, it will only aggravate this opposition.

9. Answer in advance.

If customers raise some objections first, the promoters of health products franchise stores often spend a lot of thoughts and words to correct their opinions, which does more harm than good. In order to avoid this kind of problem, the promoters of health products franchise stores should point out some objective questions that they may ask in front of customers, and then take the way of asking themselves and answering them themselves to actively eliminate customers' doubts.

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