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针对台钻客户,挖掘需求的方法也不同

源自:滕州市高地机床有限公司   时间:2020/8/19 16:11:33

  在市场经济条件下,针对台钻客户,挖掘需求的方法也不同。有的客户可能一句话就可以直接进入到产品介绍环节,有的客户可能需要进行非常深入沟通,才能挖掘出客户真正的需求。客户之所以台钻,是因为有这种需求;没有选择竞争对手产品的原因,是因为这个产品能够更好的满足其需求;立即购买是因为具有急迫动机的需求。销售人员要想引导客户购买,可以从引导差异化的急迫动机的需求方面入手。如果公司和产品都没有差异化,核心的差异就是销售人员。公司、产品和销售人员呈现在客户面前就是一个差异化整体,所以在销售过程中,关键问题就是能都创造出差异化。要想创造出差异化,就有必要遵循以下五原则:

 1.QUANMIANXINGYUANZE:DUIYURENHEYIBEILIERUKEHUFANCHOUDEKEHU,WOMENYAOQUANMIANDEWAJUEQIJIHUSUOYOUDEXUQIU,

 2.TUCHUXINGYUANZE:SHIKEBUYAOWANGJISHANGWUDAIBIAODEDIYIYAOWUSHIWEIGONGSIXIAOSHOUCHANPIN,BANGZHUKEHUMANZUXUQIU。  

 3.SHENRUXINGYUANZE :GOUTONGBUNENGFUQIAN,FOUZEZHINENGSHIKONGTAN。DUIKEHUXUQIUDEWAJUETONGYANGRUCI,YEJIUSHISHUO,YAODUIKEHUDEXUQIUZUOCHUQINGXIDEWAJUE,SHIQIANGONGZUODESHENRUXINGSHIBIBUKESHAODE。   

 4.GUANGFANXINGYUANZE :GUANGFANXINGYUANZEBUSHIDUIMOUYIGETEDINGKEHUXUQIUWAJUESHIDEYAOQIU,ERSHIYAOQIUSHANGWUDAIBIAOZAIYUKEHUGOUTONGZHONGYAOLEJIESUOYOUJIECHUKEHUDEXUQIUZHUANGKUANG,XUEHUIDUIBIFENXI,CHAYIHUADEZHUNBEIZIJIDEXIANGGUANGONGJUHESHUOFUFANGFA。    

 5.JIANYIXINGYUANZE :KEHUBUSHIWOMENDEXIASHU,SUOYIMINGLINGTAMENSHIBUHUIJIESHOUDE,DANGRANWOMENYEBUKENENGZHEIMEZUO。ZAIKEHUXUQIUDEWAJUEGUOCHENGZHONGTONGYANGRUCI,KEHUSUORENTONGDEGUANNIANGENWOMENHUODUOHUOSHAODECUNZAIYIXIECHAYI,SUOYIDUIKEHUDEXUQIUYAODUOTIYIXIEHELIHUADEJIANYI。