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[案例分析指导[案例分析指导[案例分析指导
贩卖技巧
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一、推销条件——3H1F
1
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二、购房者分析
2
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不同的购房行为
3
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首次购买
冲动型购买行为
4
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二次购买者
5
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6
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类型及应对要点
自我主张型
---承认对方的存在,尊重其面子
唯我独尊型
---让他自由选择
---遇有问题时才回答
---边让他观看边做询问,以便打听他的喜好
---你替他做个选择,然后推荐给他,别忘了讲理由
---亲切地照顾他
任你决定型
7
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