销冠不会轻易告诉你的研发客户技巧
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-axegupay5k/82903a81ae754c8bbedc426ae5686a45~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725346587&x-signature=C5i5x%2BhrCtux%2FdV1cu%2Fo29IDClk%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">文案</span>首发于公众号 翼贸通WINGTRA（ID:chinawingtra）翼贸通，跨境供应链智能<span style="color: black;">处理</span><span style="color: black;">方法</span>专家。</span></strong></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;"><span style="color: black;">针对</span>客户心理的洞察，能够<span style="color: black;">帮忙</span>商家攻破<span style="color: black;">困难</span>，推动签单的成功。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">哪些</span>总是签单No.1的<span style="color: black;">营销</span>冠军到底有什么与众<span style="color: black;">区别</span>的诀窍？</span></strong></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;">其实<span style="color: black;">每一个</span>人都有<span style="color: black;">作为</span>销冠的潜质！<span style="color: black;">一块</span>来学习下吧。</span></span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">6条非常实用的<span style="color: black;">营销</span>心理学</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">1、 与顾客讨论</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">制品</span>价值</span></span></strong><span style="color: black;"><span style="color: black;">而不是价格。</span></span></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;"><span style="color: black;">2、 <span style="color: black;">无</span>不对的客户，</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">仅有</span><span style="color: black;">欠好</span>的服务</span></span></strong><span style="color: black;"><span style="color: black;">。</span></span></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;"><span style="color: black;">3、 <span style="color: black;">无</span>最好的<span style="color: black;">制品</span>，<span style="color: black;">仅有</span></span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">最合适的<span style="color: black;">制品</span></span></span></strong><span style="color: black;"><span style="color: black;">。</span></span></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;"><span style="color: black;">4、 顾客要的不是便宜，是</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">感觉占了便宜</span></span></strong><span style="color: black;"><span style="color: black;">。</span></span></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;"><span style="color: black;">5、 重要的是让客户感受到<span style="color: black;">制品</span>能带来</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">切实<span style="color: black;">帮忙</span></span></span></strong><span style="color: black;"><span style="color: black;">。</span></span></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;"><span style="color: black;">6、 客户很<span style="color: black;">留意</span>你的</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">问候短信</span></span></strong><span style="color: black;"><span style="color: black;">，<span style="color: black;">保持</span>发总会有效果的。</span></span></span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">营销</span>应该卖什么？</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">1、<span style="color: black;">针对</span>不<span style="color: black;">熟练</span>的客户、初次<span style="color: black;">研发</span>的客户，推向客户的不是你的<span style="color: black;">制品</span>，而是你的</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">礼貌态度、专业素养</span></span></strong><span style="color: black;"><span style="color: black;">；</span></span></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;"><span style="color: black;">2、而<span style="color: black;">针对</span>回头客，卖给<span style="color: black;">她们</span>的<span style="color: black;">便是</span>你的</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">热情</span></span></strong><span style="color: black;"><span style="color: black;">；</span></span></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;"><span style="color: black;">3、着急的客户，卖给<span style="color: black;">她们</span></span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">时间</span></span></strong><span style="color: black;"><span style="color: black;">；</span></span></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;"><span style="color: black;">4、慢性子的客户，需要卖你的</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">耐心</span></span></strong><span style="color: black;"><span style="color: black;">；</span></span></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;"><span style="color: black;">5、<span style="color: black;">针对</span>有钱的客户，卖给<span style="color: black;">她们</span>的是</span></span><strong style="color: blue;"><span style="color: black;"><span style="color: black;">尊贵的感受</span></span></strong><span style="color: black;"><span style="color: black;">。</span></span></span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">跟进！跟进！还是跟进！！</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">美国专业营销人员协会报告<span style="color: black;">表示</span>：</span></span></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;"><span style="color: black;">80%的<span style="color: black;">营销</span>是在第4至11次跟进后完成！</span></span></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;"><span style="color: black;"><span style="color: black;">怎样</span>做好客户跟进？重要的是以下3点：</span></span></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;"><span style="color: black;">1、特殊的跟进方式会让人加深印象，要为和客户<span style="color: black;">创立</span>联系找到<span style="color: black;">恰当</span>的介入点。</span></span></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;"><span style="color: black;">2、跟踪时间间隔不宜太短，但<span style="color: black;">亦</span>不要太长。</span></span></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;"><span style="color: black;">3、 每次跟进避免流露出急切愿望，要牢记一个道理，</span></span><span style="color: black;"><span style="color: black;">先卖自己，再卖观念！</span></span></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;"><span style="color: black;">调查<span style="color: black;">发掘</span>：</span></span></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;"><span style="color: black;">新业务中80%的都是和同一个意向客户跟进5次以上<span style="color: black;">才可</span>谈成。</span></span></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;"><span style="color: black;">48%的<span style="color: black;">营销</span>，初次<span style="color: black;">研发</span>客户后就丢掉了这个顾客源；</span></span></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;"><span style="color: black;">25%在跟进一次后就放弃了；</span></span></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;"><span style="color: black;">12%在跟进超过2次才放弃；</span></span></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;"><span style="color: black;">10%<span style="color: black;">保持</span>不懈地跟进客户，直到客户成功签单。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">这些不放弃的10%的人正是<span style="color: black;">营销</span>行业中收入最多的人士。</span></span></strong></span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">营销</span><span style="color: black;">能手</span><span style="color: black;">第1</span>次见客户都聊什么？</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;"><span style="color: black;">此刻</span>设定场景是，面对的意向客户有<span style="color: black;">制品</span>的大概<span style="color: black;">需要</span>并进行了询盘，将进行初次拜访交流。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">1、准备</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">A、自我介绍</span></span></strong></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;"><span style="color: black;">让客户<span style="color: black;">晓得</span>你是谁？<span style="color: black;">机构</span>名字？你的职位？</span></span></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;"><span style="color: black;">树立一个形象：</span></span><span style="color: black;"><span style="color: black;">业务方面，找我就<span style="color: black;">能够</span>了！</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">B、<span style="color: black;">制品</span>介绍</span></span></strong></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;"><span style="color: black;">要精炼地介绍<span style="color: black;">制品</span>，<span style="color: black;">制品</span>的款式、出货状态：成品出货or定制到何种程度？<span style="color: black;">制品</span>有几大优点？</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">C、客户情报</span></span></strong></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;"><span style="color: black;">收集：其<span style="color: black;">机构</span>规模、主营<span style="color: black;">制品</span>、合作对象、行业<span style="color: black;">新闻</span>（大事件<span style="color: black;">或</span>最新的）、文化背景等</span></span></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;"><span style="color: black;">信息<span style="color: black;">源自</span><span style="color: black;">能够</span>是客户官网、行业网站、公众号、自<span style="color: black;">媒介</span>平台<span style="color: black;">或</span>问<span style="color: black;">关联</span>的<span style="color: black;">伴侣</span>。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">D、带个<span style="color: black;">助手</span></span></span></strong></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;"><span style="color: black;">见重要客户时，<span style="color: black;">能够</span>让技术人员一同前往。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">E、要敢说</span></span></strong></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;"><span style="color: black;"><span style="color: black;">营销</span><span style="color: black;">表率</span>在客户面前<span style="color: black;">表率</span>的是<span style="color: black;">机构</span>的风貌品质。<span style="color: black;">得到</span>客户的认可，<span style="color: black;">营销</span><span style="color: black;">表率</span>务必能够<span style="color: black;">表现</span>出足够的专业性来。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">2、交流</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">目的</span>：</span></span></strong></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;"><span style="color: black;"><span style="color: black;">咱们</span>需要让客户记住：<span style="color: black;">咱们</span>是谁？是干什么的？<span style="color: black;">能够</span>给他<span style="color: black;">供给</span><span style="color: black;">怎么样</span>的服务？</span></span></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;"><span style="color: black;"><span style="color: black;">咱们</span>自己需要确定：客户项目<span style="color: black;">方法</span>确定了没？采购流程<span style="color: black;">怎么样</span>的？谁负责采购？大概什么时候采购？客户<span style="color: black;">机构</span>的付款方式<span style="color: black;">怎样</span>？</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">流程：</span></span></strong></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;"><span style="color: black;">1、以精神抖擞、清爽干练的状态为客户留下良好的<span style="color: black;">第1</span>印象。</span></span></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;"><span style="color: black;">2、进行自我介绍。<span style="color: black;">能够</span><span style="color: black;">按照</span>客户<span style="color: black;">详细</span><span style="color: black;">状况</span>，<span style="color: black;">恰当</span>做出<span style="color: black;">调节</span>。</span></span></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;"><span style="color: black;">3、之后过渡到<span style="color: black;">制品</span>的介绍。向客户进行样品展示、<span style="color: black;">特殊</span>讲解。</span></span></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;"><span style="color: black;">4、为客户疑问解答。客户很可能<span style="color: black;">针对</span>技术方面有所疑问，<span style="color: black;">倘若</span>对<span style="color: black;">制品</span>的技术层面<span style="color: black;">不可</span><span style="color: black;">保证</span>100%面面俱到，最好让技术人员一同拜访客户。</span></span></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;"><span style="color: black;">5、主动提问。<span style="color: black;">亦</span><span style="color: black;">便是</span>需要确定客户<span style="color: black;">详细</span>签单的基本信息，<span style="color: black;">例如</span>客户<span style="color: black;">需要</span>、项目<span style="color: black;">周期</span>、谁负责采购、大概什么时候等等。</span></span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">— END —</span></strong></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;">由翼贸通WINGTRA整理自网络，转载请注明出处。</span></span></p>
这夸赞甜到心里，让我感觉温暖无比。 你的努力一定会被看见，相信自己，加油。 你的话语真是温暖如春，让我心生感激。
页:
[1]