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white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">我们从事着各种各样的职业，但有百分之八十的职业在本质上就是销售。你是医生，你需要销售你的医术，只有医术好下次病人才会继续来找你；你是老师，你需要销售你的知识，只有讲的好才会有更多的学生选你的课。<br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">今天跟大家分享的是<b style="box-sizing: border-box; font-weight: 700; -webkit-tap-highlight-color: transparent">“摧龙八式”销售法</b>，希望大家可以举一反三。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">摧龙八式是以客户采购流程、行为和心理为核心的销售方法论，并提供理论模型和管理工具。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p3.pstatp.com/large/4adf0004511dab8916ef" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第一式——建立信任</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">信任、需求、竞争、风险、期望值是销售的核心要素。信任是基石，必须首先满足，否则后边的七式都是纸上谈兵。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">建立信任时，常遇到以下问题:<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <ul style="list-style-type: square; box-sizing: border-box; white-space: normal; word-spacing: 0px; list-style-position: outside; text-transform: none; color: rgb(34,34,34); padding-bottom: 20px; padding-top: 20px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 30px; margin: 0px; widows: 1; letter-spacing: normal; padding-right: 30px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">一、难以界定关系阶段，将销售建立在不牢固的基础上。(相当于你没有回头客，只能守株待兔等着新顾客上门)</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">二、采用“三板斧”的销售方法，吃喝玩乐，不能针对每个客户的独特兴趣点，不能找到推进关系的方法。(这种方法是当今很多销售人惯用的，但惯用不代表是最好的。试想，在你不知情的情况下，带一位回族客户去吃猪肉烧烤……)</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">三、在推进关系的过程中，投入很大精力和销售费用，却需要很长时间。(根据二八定律，百分之二十的客户决定着我们百分之八十的收入。此处的客户相当于BCG矩阵中的“瘦狗”一类，可以适当舍弃。BCG矩阵改天会具体说。)</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">四、信任关系只能覆盖中低层级客户，难以覆盖决策层客户。(记得《虎妈猫爸》里边一个细节:蓝盈莹给客户回馈礼物的时候送烛台，而赵薇则送的加湿器。如果只有烛台这一类的礼物可以回馈给客户，留住高端客户是不可能的。)</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> </ul> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p9.pstatp.com/large/4ae30001293146a259dc" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第二式——发掘需求</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">发现需求是采购的第一个阶段，客户只能发现部分需求。当我们建立信任关系后，便可以帮助客户全面完整清晰地发现需求，为客户创造价值。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">这一点马云就做的很好，通过监控你淘宝浏览数据，而给你相关推送。可能你本来只是看看没打算买条毯子，但淘宝给你推荐了好多毛毯相关。你突然发现，哎？这个挺合适的，于是下单付钱。这就是淘宝在挖掘客户需求。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">此时，我们经常犯的错误有三:<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <ul style="list-style-type: square; box-sizing: border-box; white-space: normal; word-spacing: 0px; list-style-position: outside; text-transform: none; color: rgb(34,34,34); padding-bottom: 20px; padding-top: 20px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 30px; margin: 0px; widows: 1; letter-spacing: normal; padding-right: 30px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">1.不全面。比如只询问手机屏幕尺寸，忽略了品牌、价位、功能等方面的需求。</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">2.不清晰。只了解到客户需要大屏幕手机，而没有询问到底多大才算大。</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> <li style="box-sizing: border-box; padding-bottom: 0px; padding-top: 0px; padding-left: 0px; margin: 0px; padding-right: 0px; -webkit-tap-highlight-color: transparent"><span style="box-sizing: border-box; -webkit-tap-highlight-color: transparent">3.不深入。不了解客户需要大屏幕手机到底是给青春期的儿子买的还是给老花眼的父亲买的。</span><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  </li> </ul> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p1.pstatp.com/large/4ae60000edae1f543b88" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第三式——立项</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">在此阶段，决策者将做出是否采购、采购时间、预算多少这三个决定。决定预算的依据是根据采购的投资回报率，我们必须在很短时间内，将明确的投资回报或者利弊分析呈现出来。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">对于我们个体而言，我们需要权衡的是，是否保留这个客户，保留的成本是多少，保留他可以给我带来多大利润。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p3.pstatp.com/large/4ae60000eea1da7bd84c" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第四式——设计</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">在设计阶段，客户把需求转变成明确和量化的采购指标，用于潜在供应商的评估，这是难得的屏蔽对手的时机。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">以老师为例，学生(客户)需要说话温柔、讲课生动、期末不挂科的老师，他们会评估所有待选老师，最终选出一个符合要求的。这个时候你只要能传达给学生(客户)你符合这个要求，那他们就会毫不犹豫地选你。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p3.pstatp.com/large/4adf00045a31437d4cb3" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第五式——呈现价值</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">这个阶段是向客户发出标书让客户评估的阶段。让客户接受我们的方案，有两种方法:一是介绍自己方案的特点优势和益处，就是常说的FAB(feature,advantage,benefit)；二是让客户意识到对手方案的缺点，以及带来的害处。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">再次以老师为例，可以在向学生说自己优点的同时，顺便提一下另一个老师上课爱提问，而且回答好坏关系到期末成绩。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p1.pstatp.com/large/4ae1000135ed51e0aef3" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第六式——赢取承诺</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">这个时期客户会重新回顾整个购买选择过程，如果意识到风险，便会暂停采购。如果竞争对手打消了客户的顾虑，便有可能抢去生意。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">例如，买房的顾客可能担心，房价会不会下跌，贷款能不能办好，房产证能不能按时拿到，房子买到后能不能租出去。要想缓解客户顾虑，必须先找出客户意识到的风险，并采取对策。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第七式——管理期望</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">签订合同并非销售的结束，而是另一个开始。就像结婚一样，领结婚证不是恋爱结束，而是新生活的开始。因此，签订合同后，我们还需要提供满意的服务，确保回收贷款，巩固满意度，保留客户，并以这个客户为堡垒，进行转介绍销售。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px"><img alt="销售人的葵花宝典——“摧龙八式”销售法" src="http://p3.pstatp.com/large/4ae2000135ba85c1089b" inline="0" img_height="1732" img_width="2309" style="border-top-style: none; box-sizing: border-box; max-width: 100%; border-bottom-style: none; border-right-style: none; margin: 10px auto; border-left-style: none; display: block; -webkit-tap-highlight-color: transparent" /><br style="box-sizing: border-box; -webkit-tap-highlight-color: transparent" />  <span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">满意度并非取决于产品和服务本身，而是取决于客户对产品和服务的期望值。整个销售过程都是提升客户期望的过程，期望值越高，满意度越低，因此刚开始要把握好传达给客户的期望值。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <h1 style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 700 24px/32px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 36px 0px 22px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">第八式——回收账款</h1> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; padding-left: 0px; margin: 16px 0px; widows: 1; letter-spacing: normal; padding-right: 0px; background-color: rgb(255,255,255); text-indent: 0px; -webkit-tap-highlight-color: transparent; -webkit-text-stroke-width: 0px">签合同并非销售的结束，全部回收账款这一次销售才能画句号。如果有一笔应收账款变成烂账，假设毛利率为10％，需要10倍订单才能把损失补回来。<span style="display:none">pRISMT技术网-China表面贴装技术-SMT表面贴装-SMT技术网【官网】</span></p> <p style="box-sizing: border-box; white-space: normal; word-spacing: 0px; text-transform: none; color: rgb(34,34,34); padding-bottom: 0px; padding-top: 0px; font: 16px/28px 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', 'Helvetica Neue', Arial, sans-serif; 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