重塑客户研发的规律与办法
<img src="https://mmbiz.qpic.cn/mmbiz_jpg/19Vnkib0ZC9nNPzUcXyicHjND4aibDQP8a4XpPHicnJ36XPZsJASCGYxNQxm5UlnxicX1PcbRQicDvJAwTW6QHaS5QJQ/640?wx_fmt=jpeg&from=appmsg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">做为</span>一名<span style="color: black;">营销</span>人员，在市场环境如此低迷的<span style="color: black;">状况</span>下，赢得客户的确不是一件容易的事。这是时代给<span style="color: black;">咱们</span>提出的更高命题，<span style="color: black;">咱们</span>需要从<span style="color: black;">区别</span>的<span style="color: black;">方向</span>与思维上重塑客户<span style="color: black;">研发</span>的<span style="color: black;">规律</span>与<span style="color: black;">办法</span>。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">01</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;">一首诗还是一套房？——充分<span style="color: black;">认识</span>客户</span></strong></strong></p><span style="color: black;">有三个<span style="color: black;">女子</span>，<span style="color: black;">第1</span>个<span style="color: black;">女子</span>甲，家境良好，<span style="color: black;">漂亮</span>迷人，她对<span style="color: black;">将来</span>伴侣的期待是门当户对，让她继续过着衣食无忧的生活；第二个<span style="color: black;">女子</span>乙，学识过人，聪慧独立，她<span style="color: black;">期盼</span>寻找一个灵魂伴侣；第三个<span style="color: black;">女子</span>丙，天真烂漫，对爱情充满幻想。</span><span style="color: black;"><span style="color: black;">此刻</span>有三位男士用了三种<span style="color: black;">区别</span>的<span style="color: black;">办法</span>追求这三个<span style="color: black;">女子</span>：<span style="color: black;">第1</span>种<span style="color: black;">办法</span>，写诗、唱歌、送花和准备<span style="color: black;">各样</span>惊喜；第二种<span style="color: black;">办法</span>，送房子、车子、包包；第三种<span style="color: black;">办法</span>，送她绝版书籍，与她谈文学、谈理想。你认为有<span style="color: black;">无</span>一种<span style="color: black;">办法</span><span style="color: black;">能够</span><span style="color: black;">同期</span>打动三位<span style="color: black;">女子</span>呢？相信你<span style="color: black;">必定</span>会说，当然不会，很<span style="color: black;">显著</span>，三个<span style="color: black;">女子</span>分别需要用<span style="color: black;">区别</span>的方式<span style="color: black;">才可</span>打动她们，<span style="color: black;">由于</span>她们<span style="color: black;">每一个</span>人都对爱情有着<span style="color: black;">区别</span>的价值观。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">那站在<span style="color: black;">营销</span>的<span style="color: black;">方向</span>思考客户，<span style="color: black;">咱们</span><span style="color: black;">是不是</span>在用<span style="color: black;">一样</span>的<span style="color: black;">办法</span>对待<span style="color: black;">每一个</span>客户？<span style="color: black;">咱们</span><span style="color: black;">是不是</span>真正<span style="color: black;">认识</span>对方的真实<span style="color: black;">需要</span>？</span></strong></span><span style="color: black;"><span style="color: black;">你有<span style="color: black;">无</span>把你的客户进行<span style="color: black;">归类</span>，并分别用了<span style="color: black;">区别</span>的方式来赢得<span style="color: black;">她们</span>呢？</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">02</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;">讲<span style="color: black;">制品</span>还是讲感情？——给他讲个故事</span></strong></strong></p><span style="color: black;">人<span style="color: black;">首要</span>是感性的，<span style="color: black;">而后</span>才是理性的。当<span style="color: black;">咱们</span>面对客户的时候，千万不要以为单单用<span style="color: black;">制品</span>就<span style="color: black;">能够</span>俘虏一个人的心。当然，<span style="color: black;">咱们</span>有<span style="color: black;">非常多</span><span style="color: black;">营销</span>，在客情方面都是<span style="color: black;">能手</span>，吃吃喝喝，给客户拿捏的很好，但<span style="color: black;">咱们</span>会<span style="color: black;">发掘</span>，<span style="color: black;">咱们</span><span style="color: black;">此刻</span>还用以前的很奏效的<span style="color: black;">办法</span>，却很难再真正打动客户了，<span style="color: black;">为何</span>？</span><span style="color: black;"><span style="color: black;"><span style="color: black;">由于</span>客户从感性变<span style="color: black;">成为了</span>理性，行业如此低迷，谁的日子<span style="color: black;">亦</span><span style="color: black;">欠好</span>过，这个时候<span style="color: black;">咱们</span>就要用其他方式去打动客户。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">人会很难被人说服，但很容易对号入座。</span></strong></span><span style="color: black;"><span style="color: black;">因此</span><span style="color: black;">咱们</span><span style="color: black;">能够</span>给他讲一个故事，讲一个<span style="color: black;">能够</span>让他对号入座的故事，这个故事不是他，但处处感觉都是与他非常贴切，这个时候他会被自己说服。<span style="color: black;">因此呢</span>，在充分<span style="color: black;">认识</span>客户之后，准备一个更加贴切的故事给他。</span></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">03</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><strong style="color: blue;"><span style="color: black;">让谁做主场？——给他决定权</span></strong></strong></p><span style="color: black;"><span style="color: black;">在赢得客户时，客户的感受很重要，让客户有自由<span style="color: black;">选取</span>和掌控感，更加重要。所有人都不想被别人影响，<span style="color: black;">乃至</span>是说服。当<span style="color: black;">咱们</span>把所有信息都<span style="color: black;">认识</span>清楚，并针对客户的<span style="color: black;">需要</span>给出了两种及以上的<span style="color: black;">方法</span>，这个时候千万不要着急让对方做决定，而是把<span style="color: black;">每一个</span><span style="color: black;">方法</span>的<span style="color: black;">优良</span>讲清楚，让客户自己做决定。要让每次谈话都是在对方的掌控下进行。<span style="color: black;">咱们</span>只是<span style="color: black;">协同</span>，是<span style="color: black;">帮忙</span>。这个时候客户在做出决定后<span style="color: black;">常常</span>会对<span style="color: black;">咱们</span>有好感，<span style="color: black;">乃至</span>是依赖，这<span style="color: black;">亦</span>是<span style="color: black;">咱们</span>经常说的“欲擒故纵”。</span></span><span style="color: black;">真正拿捏好这一点并<span style="color: black;">不易</span>，需要<span style="color: black;">咱们</span>做好充分的心理准备、内心强大。<span style="color: black;">营销</span>人员想要赢得客户，<span style="color: black;">必定</span>是需要费上几番周折的，太容易就合作的客户<span style="color: black;">常常</span><span style="color: black;">亦</span>不会<span style="color: black;">很久</span>，<span style="color: black;">乃至</span>在合作后问题百出。</span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">谈客户是个过程，每一步都<span style="color: black;">不可</span>少。</span></strong></span><span style="color: black;"><span style="color: black;">以上三种<span style="color: black;">办法</span><span style="color: black;">期盼</span>给<span style="color: black;">大众</span><span style="color: black;">必定</span>启发，相信各位<span style="color: black;">必定</span>会<span style="color: black;">经过</span>重塑客户<span style="color: black;">研发</span>的<span style="color: black;">规律</span>，找到<span style="color: black;">更加多</span>有效的<span style="color: black;">办法</span>。</span></span>
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“BS”（鄙视的缩写） 感谢你的精彩评论，带给我新的思考角度。
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