汽车部件营销策略六连环
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">课程背景：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">随着时代发展，汽车产业红利期已过，而<span style="color: black;">针对</span>汽车而言，其核心部件优劣是整车竞争的核心关键点；<span style="color: black;">做为</span>汽车核心部件生产商，在<span style="color: black;">加强</span><span style="color: black;">自己</span>技术水平的<span style="color: black;">同期</span>，市场营销与策略<span style="color: black;">极重</span>影响着客户对品牌的认知，从而影响企业效益。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">在竞争激烈的大背景下，<span style="color: black;">机构</span>层面的营销推广，一线人员的对接<span style="color: black;">协同</span><span style="color: black;">显出</span>尤为关键，<span style="color: black;">怎样</span>扩大品牌形象到达率？<span style="color: black;">怎样</span><span style="color: black;">加强</span>客户对品牌的正面感知？一线客户经理<span style="color: black;">怎样</span>传递<span style="color: black;">制品</span><span style="color: black;">优良</span>、<span style="color: black;">提高</span>客情关系并实现<span style="color: black;">制品</span><span style="color: black;">营销</span>？是营销层面的重要内容。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">课程聚焦汽车核心部件，从<span style="color: black;">制品</span>包装策略、全员宣传策略、价值传递策略与服务策略等<span style="color: black;">办法</span>，从引流-成交-复购的闭环流程，<span style="color: black;">加强</span>业绩与效益，实现业绩增长的良性循环。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">课程收益：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;"><span style="color: black;">认识</span>篇：</strong><span style="color: black;">认识</span>时代背景下客户采购价值观变化，塑造用户思维与利他<span style="color: black;">认识</span>；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;">品牌篇：</strong><span style="color: black;">认识</span>品牌塑造的营销<span style="color: black;">规律</span>，<span style="color: black;">把握</span>凸显价值的<span style="color: black;">制品</span>塑造方式与全员微营销技巧；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;">关系篇：</strong><span style="color: black;">把握</span>客户沟通破冰策略与探寻摸底<span style="color: black;">办法</span>，递进关系并<span style="color: black;">认识</span><span style="color: black;">需要</span>；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;">价值篇：</strong><span style="color: black;">把握</span><span style="color: black;">制品</span>传递的策略，<span style="color: black;">把握</span>车企决策链分析与对接策略；<span style="color: black;">把握</span>利益传递<span style="color: black;">办法</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;">成交篇：</strong><span style="color: black;">把握</span>采购中价格博弈策略，实现双赢成交；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">u <strong style="color: blue;">维系篇：</strong><span style="color: black;">把握</span>售后客户维系与服务策略，<span style="color: black;">提高</span>客户感知，<span style="color: black;">加强</span>二次采购率。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">课程模型：</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">课程时间：</span></strong><span style="color: black;">2天，6小时/天</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">授课对象：</span></strong><span style="color: black;">汽车配件业务员、服务员等</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">授课方式：</span></strong><span style="color: black;">课程讲授50%，案例分析及研讨 30%，实操练习20%</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">课程大纲</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">第1</span>讲：认知篇-用户思维与利他<span style="color: black;">认识</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">用户思维时代的来临</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. 客户期望攀升<span style="color: black;">背面</span>的根源</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 客户价值观蜕变两大特征</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：海底捞、胖东来、新零售体系的底层<span style="color: black;">规律</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">3. 新时代客户的六大诉求</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">4. 从业人员<span style="color: black;">必须</span>用户思维</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">案例分享：</span></strong><span style="color: black;">汽车4S店的转型之路与汽车后市场连锁快修店的布局</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">服务<span style="color: black;">认识</span>与用户思维</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">1. 汽车行业转型与用户思维</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">2. 售后SA两大<span style="color: black;">认识</span>重要性</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：4S店的反扑：终身免费保养</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、</span> </span><strong style="color: blue;"><span style="color: black;">时代背景下—塑造阳光<span style="color: black;">心理</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">区别</span>心智模式下的<span style="color: black;">行径</span>差异</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 消极<span style="color: black;">心理</span>的两大杀手本色</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">心理</span>模型“A-B-C”法则</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 关于认知的三种病态思维</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. 第四种<span style="color: black;">行径</span>模式：REBT（理性<span style="color: black;">心情</span><span style="color: black;">行径</span>疗法）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6. <span style="color: black;">提高</span>自尊体系的四种<span style="color: black;">办法</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">7. 情景模拟：认知改变</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第二讲：品牌篇：营销认知与<span style="color: black;">制品</span>包装</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例导入：六个铃铛的故事</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">“四流三率”引流<span style="color: black;">规律</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 人流的吸引</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 客流的识别</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">营销</span>流转化</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 价值流<span style="color: black;">提高</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">客户采购的三个底层动机</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">需要</span>-客户采购动机</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 购买力-客户采购能力</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">自信心</span>-客户采购<span style="color: black;">选取</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">3、</span>单<span style="color: black;">制品</span>爆款融合包装“ASDM”四大法</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. Add：做加法—增值大<span style="color: black;">（案例：长安福特的加法营销</span>）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. Sub：做减法—门槛低<span style="color: black;">（案例：东风日产的减法营销）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. Div：做除法—损失小<span style="color: black;">（案例：新能源电池的除法应用）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. Mui：做乘法—受益丰<span style="color: black;">（案例：新能源电池的乘法应用）</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第三讲：品牌篇-全员微营销体系锻造</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">微X</span>营销的三级进阶</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">第1</span><span style="color: black;">周期</span>：微商时代</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 第二<span style="color: black;">周期</span>：吸销时代</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 第三<span style="color: black;">周期</span>：品牌时代</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">思考：你<span style="color: black;">是不是</span>用老<span style="color: black;">办法</span>，面对新时代？</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">自我定位与流量获取</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 线上人性七大特征</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 线上运营三大认知</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 线上流量<span style="color: black;">源自</span><span style="color: black;">规律</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、</span> </span><strong style="color: blue;"><span style="color: black;">个人<span style="color: black;">微X</span>营销策略</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 线上定位设置规范</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. <span style="color: black;">伴侣</span>圈运营四策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 单点击破宣传策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：汽车配件：东北轴承企业的微营销</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：机械设备的微营销体系</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">4、</span> </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">微X</span>群运营与价值转化</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">微X</span>群的生死四循环</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. <span style="color: black;">微X</span>群运营<span style="color: black;">基本</span>规则</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">微X</span>群七大价值输出</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. <span style="color: black;">微X</span>群引客四大手段</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. <span style="color: black;">微X</span>群运营三个核心</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：机械设备企业的微营销体系</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">趋势分享：后微商时代-社群风口与圈层营销</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第三讲：关系篇—信任递进与探寻摸底</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">感性破冰—构建<span style="color: black;">伴侣</span>关系</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 聊天—开启<span style="color: black;">营销</span>的<span style="color: black;">奥密</span>武器</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 开启聊天两大<span style="color: black;">原因</span>：科学与艺术</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">营销</span>闲聊两种模式：冷读+热捧</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 开启<span style="color: black;">专题</span>三个维度：道具、闪光点、状态</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. 构建愉悦沟通氛围：二答一问模式</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">消费认知：满足性消费、迎合性消费与创造性消费</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">模式切换：从聊天到探寻的三个<span style="color: black;">有效</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">有效</span>提问两大<span style="color: black;">办法</span>：开放封闭相结合</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 聊天式提问策略：问-答-赞</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. <span style="color: black;">有效</span>倾听：”R-I-S”对话模板</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 深度倾听：“A-D-I”三层倾听</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. <span style="color: black;">有效</span>观察：“身-手-脸”信号<span style="color: black;">捉捕</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第四讲：价值篇—架构分析与价值传递</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">价值传递的三种策略</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 价值锁定-购买设定法应用</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 价值替换-改变标准两<span style="color: black;">办法</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 局部认同-命悬一线三<span style="color: black;">过程</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：变速箱厂家的价值锁定</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：比亚迪4S店的价值替换</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分享：吉利汽车大宗采购的局部认同</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">车企采购决策链分析</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 决策者识别与维系策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 技术把关者维系策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 关键<span style="color: black;">运用</span>者维系策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 内线支持者维系策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. 辅助决策者维系策略</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分析：车企梅花分配与组织角色</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">工具介绍：客户感知随堂温度计</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">视频鉴赏-<span style="color: black;">悄悄地</span>拿订单</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、</span> </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">制品</span>冲击：三种利益介绍法的应用</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. FABI介绍及适应性分析</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 技巧延伸：放大“I”的 “三化”介绍</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 分解介绍法适应性分析</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 对比介绍法适用性分析</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">工具介绍：波特五力分析</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">工具介绍：麦凯66客户资料答案</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第五讲：成交篇-价格价值商谈</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">价格价值商谈认知</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. “双赢”概念认知</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 价值与价格认知</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 守价策略<span style="color: black;">道理</span>认知</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">谈判路径：巧问心理价四秘匙</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">情景讨论：心理价博弈与客户<span style="color: black;">行径</span>分析</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 直接询问法</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 解释询问法</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 暗示询问法</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 退让询问法</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">3、</span> </span><strong style="color: blue;"><span style="color: black;">缩小价差—双赢成交路径</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 降低期望：<span style="color: black;">营销</span>必做三动作</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 有效缩短价格差三<span style="color: black;">过程</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">4、</span> </span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">平常</span>情景“Q&A”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. <span style="color: black;">显现</span>“影子谈判”，怎么办？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 成交之前，客户反悔，怎么办？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 领导帮谈，与<span style="color: black;">营销</span>员<span style="color: black;">怎样</span><span style="color: black;">协同</span>？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第六讲：维系篇-客情维系与服务策略</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">——数据分析：客户流失五大表象与一大根源</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">1、</span> </span><strong style="color: blue;"><span style="color: black;">服务蓝图构建与优化</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 服务蓝图<span style="color: black;">道理</span>：构架资源结构与角色框架的平衡</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. 服务蓝图设计三个要素：峰值、终值、忍耐底线</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分析：汽车4S店的服务蓝图</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">案例分析：宜家家居的服务蓝图</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">2、</span> </span><strong style="color: blue;"><span style="color: black;">客情维系的关键策略</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1. 影响满意度的两大<span style="color: black;">原因</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2. <span style="color: black;">提高</span>满意度的三大维度</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3. 表达认同的一核心两技巧</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4. 表达赞美的二级反馈“C-F-R”模式</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5. 表达同理心 “A-S-P”三步法</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">6. 树立专家形象三<span style="color: black;">过程</span></p>
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