在成交的(de)(de)關鍵(jian)時(shi)(shi)(shi)(shi)(shi)刻(ke)，當客戶(hu)有顧慮(lv)(lv)，顧慮(lv)(lv)的(de)(de)核心(xin)點是擔(dan)心(xin)產品質(zhi)量，那這個時(shi)(shi)(shi)(shi)(shi)候應該(gai)怎(zen)么(me)辦？話術應該(gai)怎(zen)么(me)說？如果產品有18項核心(xin)功(gong)能優(you)勢，那這個時(shi)(shi)(shi)(shi)(shi)候要(yao)不要(yao)把這18項功(gong)能，從(cong)頭到尾的(de)(de)用半個小時(shi)(shi)(shi)(shi)(shi)的(de)(de)時(shi)(shi)(shi)(shi)(shi)間(jian)，再去給客戶(hu)講一遍，*不能浪(lang)費(fei)這樣的(de)(de)時(shi)(shi)(shi)(shi)(shi)間(jian)。成交的(de)(de)關鍵(jian)時(shi)(shi)(shi)(shi)(shi)刻(ke)，所有的(de)(de)努力都要(yao)往成交上推進(jin)，不能錯過(guo)成交最(zui)好(hao)的(de)(de)時(shi)(shi)(shi)(shi)(shi)機(ji)和火候。
所以可以從你的產品優勢當中(zhong)，選擇出1項到2項，把(ba)產品的賣(mai)(mai)點(dian)(dian)(dian)(dian)，轉(zhuan)化(hua)為客(ke)戶真正所需要的買點(dian)(dian)(dian)(dian)，那什(shen)么是賣(mai)(mai)點(dian)(dian)(dian)(dian)？賣(mai)(mai)點(dian)(dian)(dian)(dian)是產品的功能點(dian)(dian)(dian)(dian)，但是買點(dian)(dian)(dian)(dian)是客(ke)戶所需要的利益點(dian)(dian)(dian)(dian)和(he)(he)好(hao)處，同(tong)(tong)樣是一個問題(ti)，但是說法不同(tong)(tong)，出發點(dian)(dian)(dian)(dian)不同(tong)(tong)，帶給客(ke)戶的印象和(he)(he)結果(guo)，自(zi)然就(jiu)會不同(tong)(tong)，當把(ba)賣(mai)(mai)點(dian)(dian)(dian)(dian)轉(zhuan)變(bian)為買點(dian)(dian)(dian)(dian)的時候，這個買點(dian)(dian)(dian)(dian)能夠讓客(ke)戶的內心有所觸動(dong)，就(jiu)在這個關鍵(jian)時刻產生的成交點(dian)(dian)(dian)(dian)，讓客(ke)戶能夠快速下定決心跟你成交。
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