推销障碍又称顾客异议,是指顾客在接受商品推销过程中针对推销员、推销品和推销活动提出的各种不同看法和反对意见,它是任何推销活动都难以避免的,直接影响顾客购买,对此,推销员必须认真对待和妥善处理。 1.欢迎顾客提出异议。处理顾客异议是推销的一部分,更是推销员责无旁贷的职责。从某种程度上讲,推销的过程就是处理顾客异议的过程。如果顾客没有异议,自动找上门来,就不需要推销员了,推销员也就没有机会发挥所长。事实上,持有异议的顾客才是真正的顾客。嫌货是买主,喝彩是闲人。面对推销,顾客一般不会无缘无故地提出反对意见,如果顾客对某一推销品无动于衷,毫无兴趣,他是不会提出任何异议的,除非无条件地拒绝,顾客每每提出异议,都有的放矢,表明他开始对推销品产生兴趣。 Marketing obstacles, also known as customer objections, refers to customers in the acceptance of goods sales process for salesmen, sales and marketing activities put forward a variety of different views and objections, it is any marketing activities are unavoidable, a direct impact on customer purchases, In this regard, salesmen must be taken seriously and properly handle. 1. Welcome customers objection. Customer objection is to deal with part of the sales, sales responsibility is duty-bound. To some extent, the marketing process is the process of handling customer objections. If the customer has no objection, automatically find the door, you do not need salesman, salesman also have no chance to play director. In fact, the dissenting customer is the real customer. Suspicion of the buyer, applause is idle. In the face of marketing, customers are generally not objectionable for no reason, if a customer indifferent to a particular sales, no interest, he will not raise any objections, unless unconditionally rejected, customers often objection, have targeted, Show that he began to have an interest in selling products.