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专栏天地: 张小虎—终端话术培训


  全文 案例拆解——卖电熨斗的销售高手 (张小虎,中国营销传播网,2012-05-15)
在人气较旺的大商场、大超市,我们偶尔会听到耍把式卖艺的叫卖声,从其巧舌如簧的叫卖中,你不得不佩服这些人对产品卖点提炼的精准、描述的生动、演技的高超,虽然他们叫卖的产品价值不高,如无色鞋油、多用削皮刀、万用火柴、儿童玩具等,但他们的销售演示技巧 ... ... (阅读: 8663,行业: 家电/小家电)

  全文 胡说八道没人买 介绍产品用话术 (张小虎,中国营销传播网,2011-05-10)
介绍产品必须了解产品,掌握产品知识。调查发现,至少90%的导购员不很了解产品知识,至少有80%的导购员没有经过产品知识培训就上岗卖货。特别是在每一款新品上市时没有进行新产品知识的培训。难怪导购员在销售时缺乏精准的专业知识和专业术语,难怪导购员缺乏?... ... (阅读: 10893,评分: 9.50分/2人,行业: 其它)

  全文 顾客进门装哑巴 了解需求引导他 (张小虎,中国营销传播网,2011-05-05)
顾客刚进店时,导购员需要先跟顾客搭讪,以便建立起一个沟通交流的起点,化解顾客的戒心,同时通过了解顾客需求介绍合适的产品形成销售的契机!而在现实生活当中,面对导购员的热情,多数顾客的反应往往是很冷淡的。面对导购员了解需求,顾客说你忙你的,我随?... ... (阅读: 10126,评分: 9.00分/1人,行业: 其它)

  全文 留住顾客的人 留住顾客的心 (张小虎,中国营销传播网,2011-05-04)
【上节回顾 】 你动我动产品动 主动接待留顾客 第一个“动”就是“我动”。导购员自己要动起来,见到顾客的时候要心情激动,进而嘴动手动身体动,让顾客感动——至少不反感; 第二个“动”就是“产品动”。给顾客演示,让货物动起来,让顾客知道货是好货,?... ... (阅读: 9565,评分: 10.00分/1人,行业: 其它)

  全文 你动我动产品动 主动接待留顾客 (张小虎,中国营销传播网,2011-05-03)
很多企业的经理、老板,很多院校的老师常把导购员热情服务主动接待挂在嘴边。那么,什么叫主动接待呢?怎样接待顾客才算主动呢?在行业竞争白热化的今天,怎样主动接待才有效呢? 笔者在制作电动车终端导购技巧的标准化模板时, 把“主动”分解为三动。 第一 ... ... (阅读: 10016,评分: 9.00分/2人,行业: 其它)

  全文 导购员胡说八道 培训她能说会道 (张小虎,中国营销传播网,2011-04-28)
【编者按】 跟小虎学话术 让销售标准化 “跟小虎学话术”是张小虎老师根据自己多年的培训经验总结的一套培训新方式。它是通过市场调研把优秀销售人员的销售语言、销售技巧,提炼加工为格式固定标准化语言和技巧,即,规范的销售话术。然后把销售话术强制复制 ... ... (阅读: 12327,评分: 6.38分/8人,行业: 其它)

  全文 营销人的命运--《魔鬼营销人》序 (张小虎,中国营销传播网,2011-02-18)
认识《魔鬼营销From EMKT.com.cn人》一书的作者沈坤是在2004年。当时我在上海一家营销咨询公司做培训师,忽然听说公司新来了一个“让老虎飞起来的”咨询师。老虎飞起来,那算个什么鸟?估计来者也不是什么好鸟。阴差阳错,我们很快被分配在一个项目组,去山东?... ... (阅读: 12255,评分: 8.95分/17人,行业: 其它)

  全文 叶茂中做高端 张小虎做终端 (张小虎井越,中国营销传播网,2010-12-30)
有人说叶茂中成就了圣象,也有人说圣象成就了叶茂中。孰对孰错?企业的产品要卖得好卖得快卖得贵,仅有空中的广告传播还是不够的,还要有全国统一的标准化销售语言,即终端导购话术。 (阅读: 12640,评分: 4.00分/23人,行业: 其它)

  全文 营销总监在手机培训大会上的讲话 (张小虎,中国营销传播网,2010-12-22)
参加这个手机培训大会有三个目的。第一个给大家讲一讲新品L600推广的一些问题;第二个目的跟大家聊一聊在金融风暴这个环境下,我们怎么做手机......隐形冠军的背后,有着怎样惊涛拍岸的故事,“听完”这段40分钟的录音,相信你对手机的营销会别有一番感悟。 (阅读: 10859,评分: 2.00分/1人,行业: 通讯/手机)

  全文 卖点提炼的九阴真经 (张小虎,中国营销传播网,2010-05-27)
金庸的《射雕英雄传》,刚读到第十六回《九阴真经》,忽闻美的、九阳紫砂煲纷纷落下马来,这一惊却非同小可。 (阅读: 10794,评分: 6.33分/3人,行业: 家电)

  全文 豪华游轮培训 创造培训神话 (张小虎,中国营销传播网,2010-04-20)
2010年3月27日,张小虎销售技巧培训,在世界顶级豪华游轮----海洋神话上举行。来自新日电动车公司的1000多位优秀经销商,参加了这一培训盛会。 (阅读: 16032,评分: 6.20分/25人,行业: 营销服务/咨询顾问)

  全文 《顾客争夺战》系列之③ 请问导购员 有没有会爬树的鱼 (张小虎,中国营销传播网,2010-02-09)
导购员常犯的三个错误:对产品一无所知,对产品一知半解,夸产品天花乱坠。产品有三点,介绍有三招儿。 (阅读: 9804,评分: 9.00分/1人,行业: 其它)

  全文 《顾客争夺战》系列之②了解顾客需求的实战高招 (张小虎,中国营销传播网,2010-02-01)
在导购员培训的过程中,导购员反映较多的是顾客不配合,问他需要什么,他们不肯说,要么免开尊口,要么说“随便看看”,“看看再说”,要了解他们的具体需求,很难。 (阅读: 9882,评分: 8.00分/1人,行业: 其它)

  全文 《顾客争夺战》系列之① 告别最差劲的开场白 (张小虎,中国营销传播网,2009-09-29)
销售话术,销售说话的技术。观察发现,销售一线的导购员最缺乏的就是这项技术,犹其是开场白话术。 “随便看看”就是最差劲的销售话术。 (阅读: 10760,行业: 营销服务/咨询顾问)

  全文 完成销售目标必做的23道练习题 (张小虎,中国营销传播网,2009-07-15)
培训之前,下发习题,让每个学员先动笔做一遍,以便学员于课堂上带着问题去思考去学习。培训效果大为改观。习题公之于众,同行不妨一试。 (阅读: 10438,行业: 其它)

  全文 金立手机促销 再度夺冠华南 (张小虎,中国营销传播网,2009-01-16)
促销最直接的目的就是迅速提高销售量。促销的过程是一个“拉猪”与“杀猪”的过程。销量翻三倍的秘密就是,要么通过终端“拉猪”,使柜台前的消费者增加三倍;要么通过导购员“杀猪”,使成交量提高三倍。 (阅读: 11257,评分: 5.50分/4人,行业: 通讯/手机)

  全文 销售经理如何利用“工作日志”管理业务员 (张小虎胡逢春,中国营销传播网,2009-01-04)
许多公司经理都经常会碰到一群松散自由的业务员队伍,看到一些光怪陆离的销售现象,所谓不看则已,看后定会心惊肉跳。有十多年销售工作经验的我,在此奉上自己的一管之见,帮助销售经理装上“千里眼”,利用工作日志制度跟踪管理业务员,虽不是“宝典”,但也?... ... (阅读: 13149,评分: 10.00分/1人,行业: 其它)

  全文 一个终端高手的五一促销日记(下集) (张小虎,中国营销传播网,2008-05-08)
去年在贵阳,五一做促销,销量翻三倍;今年在东莞,五一做促销,销量500万。促销是科学或是艺术?促销是脑力劳动或是体力劳动?促销适合于家电,同样适合于手机、地板、瓷砖?敬请关注,张小虎节日促销系列文章《一个终端高手的五一促销日记》。 (阅读: 10667,评分: 9.00分/1人,行业: 家电)

  全文 一个终端高手的五一促销日记(上集) (张小虎,中国营销传播网,2008-05-06)
去年在贵阳,五一做促销,销量翻三倍;今年在东莞,五一做促销,销量500万。促销是科学或是艺术?促销是脑力劳动或是体力劳动?促销适合于家电,同样适合于手机、地板、瓷砖?敬请关注,张小虎节日促销系列文章《一个终端高手的五一促销日记》。 (阅读: 12585,评分: 2.80分/5人,行业: 通讯/手机)

  全文 买手机 送飞机--金立手机促销案 (张小虎,中国营销传播网,2008-04-17)
背景 五一将至,又到促销发力时。回顾去年的这个时候,《张小虎携金力手机西南大捷》,勇创《五一做促销 销量翻三倍》之奇迹。金立手机贵州总代理再次邀请笔者策划十·一促销,目标是迅速拉开与国产手机的距离,争取超越诺基亚。十·一促销国产手机金立能够超 ... ... (阅读: 12030,评分: 3.43分/7人,行业: 通讯/手机)



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  张小虎 中国杰出区域经理,获首届营销“金鼎奖”。中国十大创意人。曾于科龙、康佳、小霸王、科王等国内知名家电企业,任分公司经理、市场科长、培训科长、营销总监等职。十七年如一日,他以学术研究的心态做家电,积累了十分丰富的家电营销实战经验,并著有20多万字的《家用电器终端导购与推广》一书。欢迎网上咨询。联系电话:020-34521716、13570701658,E-mail: 8323@vip.163.com

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