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如何和客户融通关系

发布时间:2016-12-21

      ZUOTUIXIAOYUANQINGKECHIFANSHIBIMIANBULEDE,DANXIANZAIXIANGJINGZHENGJILIEDEXINGYE,QINGKEHUCHIFANSHISIKONGJIANGUAN,XIANZAIDEKEHUYEDOUBIANCHENGLESUOWEIDE“LAOYOUTIAO”,YOUHAODUOYEWUYUANDUIZIJISHENGCHIJIANYONGDUIKEQILUOLUODAFANG,QINGKESHIBIAOMIANXIAORONGMANMIANWUSUOWEI,QISHIZIJIXINLIZAOZAI“LIUXUE”,JISHIZHEIYANGKEHUHAISHIBUMAIZHANGDEDUO,KEHUJIUZHUOSHANGHAOYANZHUANGYU,CHIBAOHEZULEYIMOZUIQILAIQIREN,YIHOUGAIZENMEHAISHISHENMEYANG;WOJIANDEZHEIYANGDEKEHUBUZAISHAOSHU,ZAIZUOYEWUDECHUQIWOZUIBUJIANYISHIYONGQINGKECHIFANZHEIZHONGFANGFA;YINWEICHANGJIADUOLE,YEWUYUANDUOLE,HEJIUDEJIHUIDUOLE,“GANQING”YEJIUBUNEIMEZHUANLE,SHIJIANCHANGLEJIUMAMULE;NEIMERUHEZAIXINDEXINGSHIXIAJINXINGRONGTONGGUANXINI?

  找准客户的突破点

  ZAIGUOWAIDEXIAOSHOUCELVECHANGYONGDEYOUYIZHONGJIKEHUZENGLIKOUHUOJINIANPIN,WOZIJIZAISHIYONGSHIGANJUEJIUTEBIEDEZOUXIAO,TEBIESHIZAIZHONGGUOZHEIYANGYIGECHUANTONGJIANGGANQINGDEGUOJIAZHONGGENGJIASHIYONG;JIDEWOZAIZUOYEWUYUANSHICENGMIANDUILEYIGEZHEIYANGDEKEHU,YANGZHIXINGYEDADUOSHIJIAZUQIYE,ZHEIYIJIAYEBULIWAI,QULEJICIHEZHEIYIJIARENDOUBIJIAOSHU,ZHUSHIDENANDECHENGNUOKEYISHIYONGYIXIA,DANZONGSHUOSHIJIBUCHENGSHU,HOUJINGWOZIXIGUANCHA,YUANLAIZHEIJIASHIXIFUDANGJIA,ZHEINANDESHENMEDOUTINGTADE,WOJIUXIANGNEIJIUZUOZHEIGENVRENDEGONGZUOBA,KESHIYOUYIXIANG:RUGUOWOHEKEHUDEXIFUZOUDETAIJINLE,ZHEIGENANDEYIDINGBULEYI,NONGBUHAOHAIHUIAIYIDUNZOU,AI!ZHENSHIMEIBANFA;HOULAIFAXIANTAJIAYIGEXIAONANHAIDAYUE5—6SUI,WOLINGJIYIDONGWOXIANGWOZHAODAOLETUPOKOU,SUIHOUJIUMAILEYILIANGYAOKONGDIANDONGCHESONGLEGUOQU,BINGQIEWOHAIJIAOTAERZIZENMEWAN,XIAOHAITEGAOXING,YIJIAZIDOUTEBIEGAOXING,RANHOUWOJIUZOULEREN;

花开棋牌   DIERTIANZHEIGEKEHUJIUDADIANHUAGUOLAILE,SHUO:XIAO*,NILAERDUNLIAOWOSHISHIBA,NISAOZISHUOLENIZHEIGERENBUCUO,YONGSHEIDEHUOBUSHIYONG,JIUYONGNIDEBA,RUGUOSHIYONGDEXIAOGUOHAO,YIHOUWOQUANHUANLE……

花开棋牌   JIUZHEIYANGZHEIBIYEWUJIUZUOCHENGLE,ZAIHOULAIDEYEWUSHENGYAZHONG,WOFAXIANRUGUONADIANDONGXI,BIHONGJIU、XIANNAIDENGQUKEHUJIALIZUOYIZUO,BIFANDIANDACHIDUNGENGYOUXIAOGUO,YUANYINKENENGYINWEIXIANZAIDADUOSHUJIATINGKENENGDOUSHI“QIGUANYAN”LE,TAMENDADUOFANDUIZHANGFUCHUQUHEJIU,RUGUODAIYIXIEDONGXIQUTAMENJIADEHUA,DENGYUYIJIANSHUANGDIAO,BATAHETALAOPODOUJINAXIALE。

  善于观察客户的喜好

  CHUCIZHIWAI,KEHUDEXIHAOYEHENZHONGDIAN,YOUYIGEKEHUTAFEICHANGXIHUANHECHA,YIQUTAJIAYIKANSUOSHIYONGDECHAJUJIUHUIZHIDAO,SUOYIWOMEIGEJIGEYUEQUBIJITADAIYIHECHA,JIUERJIUZHI,TAMENJIADECHAQUANBUSHIWOGONGYINGDELE,ZUIZHONGYEWUDANGRANYESHIWOGONGYINGDELE;

  YOUCIZAIZUOYEWUZHONGWOLEYIDIANHEQIYEZHILIANGXIANGTONGDEYIDIAN,QIYEZHILIANGZHUYAOSHIKONGZHICHANPINZHIGUANZHONGYAODEGUANJIANDIAN,ZHUAHAOZHEIJIGEGUANJIANDIAN,CHANPINZHILIANGJIUBUHUIYOUSHENMEDAWENTI;QISHIZAIYEWUDEGONGGUANZHONG,KEHUDEGUANJIANDIANSHIFEICHANGZHONGYAO,ZHIYAOZHAOZHUNLEKEHUDEGUANJIANDIAN,SUOYIDEKUNNANDOUHUIYINGRENERJIE!RUGUOSHUOZUOKEHUNAN,NEIZHUYAOSHINANZAIZHAOZHUNKEHUDETUPODIAN!!

花开棋牌   YAOCHENGGONGDICHULIKEHUTOUSU,XIANYAOZHAODAOZUIHESHIDEFANGSHIYUKEHUJINXINGJIAOLIU

  HENDUOKEFUJINGLIDOUHUIYOUZHEIYANGDEGANSHOU,KEHUZAITOUSUSHIHUIBIAOXIANCHUQINGXUJIDONG、FENNU,SHENZHIDUINIPOKOUDAMA。CISHI,NIYAOMINGBAI,ZHEISHIJISHANGSHIYIZHONGFAXIE,BAZIJIDEYUANQI、BUMANFAXIECHULAI,KEHUYOUYUHUOBUKUAIDEXINQINGBIANDEDAOSHIFANGHEHUANJIE,CONGERWEICHILEXINLIPINGHENG。CISHI,KEHUZUIXIWANGDEDAODESHITONGQING、ZUNZHONGHEZHONGSHI,YINCINIYINGLIJIXIANGQIBIAOSHIDAOQIAN,BINGCAIQUXIANGYINGDECUOSHI。

  从倾听开始

花开棋牌   QINGTINGSHIJIEJUEWENTIDEQIANTI。ZAIQINGTINGKEHUTOUSUDESHIHOU,BUDANYAOTINGTABIAODADENEIRONGHAIYAOZHUYITADEYUDIAOYUYINLIANG,ZHEIYOUZHUYULEJIEKEHUYUYANBEIHOUDENEIZAIQINGXU。TONGSHI,YAOTONGGUOJIESHIYUCHENGQING,QUEBAONIZHENZHENGLEJIEKEHUDEWENTI。

  “WANGXIANSHENG,LAIKANYIXIAWODELIJIESHIFOUZHENGQUE。NINSHISHUO,NINYIGEYUEQIANMAILEWOMENDESHOUJI,DANFAXIANYOUSHIHUIWUGUSIJI。NINYIJINGDAOWOMENDESHOUJIWEIXIUZHONGXINJIANCEGUO,DANCESHIJIEGUOMEIYOURENHEWENTI。JINTIAN,CIXIANXIANGZAICIFASHENG,NINHENBUMANYI,YAOQIUWOMENJININGENGHUANCHANPIN。”NIYAOXIANGKEHUCHENGQING:“WOLIJIELENINDEYISIMA?”

花开棋牌   RENZHENQINGTINGKEHU,XIANGKEHUJIESHITASUOBIAODADEYISIBINGQINGJIAOKEHUWOMENDELIJIESHIFOUZHENGQUE,DOUSHIXIANGKEHUBIAOMINGLENIDEZHENCHENGHEDUITADEZUNZHONG。TONGSHI,ZHEIYEJIKEHUYIGEZHONGSHENTAMEIYOUBIAODAQINGXIYITUDEJIHUI。

  认同客户的感受

  KEHUZAITOUSUSHIHUIBIAOXIANCHUFANNAO、SHIWANG、XIEQI、FENNUDENGGEZHONGQINGGAN,NIBUYINGDANGBAZHEIXIEBIAOXIANLIJIECHENGSHIDUINIGERENDEBUMAN。TEBIESHIDANGKEHUFANUSHI,NIKENENGHUIXIANG:“WODETAIDUZHEIMEHAO,PINGSHENMEDUIWOFAHUO?”YAOZHIDAO,FENNUDEQINGGANTONGCHANGDOUHUIQIANYISHIZHONGTONGGUOYIGEZAITILAIFAXIE。NIYIJIAOCAIZAISHITOUSHANG,HUIDUISHITOUFAHUO,FEIQIYIJIAOTIYUANTA,JINGUANZHEIBUSHISHITOUDECUO。YINCI,KEHUJINJINSHIBANIDANGCHENGLEFAXIEDUIXIANGERYI。

  KEHUDEQINGXUSHIWANQUANYOULIYOUDE,LIYINGDEDAOJIDADEZHONGSHIHEZUIXUNSU、HELIDEJIEJUE。SUOYINIYAORANGKEHUZHIDAONIFEICHANGLIJIETADEXINQING,GUANXINTADEWENTI:

  “WANGXIANSHENG,DUIBUQI,RANGNINGANDAOBUYUKUAILE,WOFEICHANGLIJIENINCISHIDEGANSHOU。”

  WULUNKEHUSHIFOUYONGYUANSHIDUIDE,ZHISHAOZAIKEHUDESHIJIELI,TADEQINGXUYUYAOQIUSHIZHENSHIDE,KEFUJINGLIZHIYOUYUKEHUDESHIJIETONGBU,CAIYOUKENENGZHENZHENGLEJIETADEWENTI,ZHAODAOZUIHESHIDEFANGSHIYUTAJIAOLIU,CONGERWEICHENGGONGDEDIANDINGJICHU。

引导客户思绪

  WOMENYOUSHIHOUHUIZAISHUODAOQIANSHIGANDAOBUSHUFU,YINWEIZHEISIHUSHIZAICHENGRENZIJIYOUCUO。QISHI,“DUIBUQI”HUO“HENBAOQIAN”BINGBUYIDINGBIAOMINGNIHUOGONGSIFANLECUO,ZHEIZHUYAOBIAOMINGNIDUIKEHUBUYUKUAIJINGLIDEYIHANYUTONGQING。BUYONGDANXINKEHUYINDEDAONIDERENKEERYUEFAQIANGYING,RENTONGZHIHUIJIANGKEHUDESIXUYINXIANGJIEJUEFANGAN。TONGSHI,WOMENYEKEYIYUNYONGYIXIEFANGFALAIYINDAOKEHUDESIXU,HUAJIEKEHUDEFENNU:

  1.“何时”法提问

花开棋牌   YIGEZAIHUOTOUSHANGDEFANUZHEWUFAJINRU“JIEJUEWENTI”DEZHUANGKUANG,WOMENYAOZUODESHOUXIANSHIZHUJIANSHIDUIFANGDEHUOQIJIANXIALAI。DUIYUNEIXIEFEICHANGNANTINGDEBAOYUAN,YINGDANGYONGYIXIE“HESHI”WENTILAICHONGDANQIZHONGDEFUMIANCHENGFEN。

  KEHU:“NIMENGENBENSHIXIAHUGAO,BUFUZERENCAIDAOZHILEJINTIANDELANTANZI!”

花开棋牌   KEHUJINGLI:“NINSHENMESHIHOUKAISHIGANDAOWOMENDEFUWUMEINENGJISHITININJIEJUEZHEIGEWENTI?”

花开棋牌   ERBUDANGDEFANYING,RUTONGWOMENSIKONGJIANGUANDE:“WOMENZENMEXIAHUGAOLE?ZHEIGELANTANZIGENWOMENYOUSHENMEGUANXI?”

  2.转移话题

  DANGDUIFANGANZHAOTADESILUZAIBUDUANDIFAHUO、ZHIZESHI,KEYIZHUAZHUYIXIEQIZHONGLVEWEIYOUGUANDENEIRONGNIUZHUANFANGXIANG,HUANHEQIFEN。

花开棋牌   KEHU:“NIMENZHEIMEGAOBAWODERIZICHEDIJIAOLE,NIMENDERIZIDANGRANHAOGUO,KEWOHAISHANGYOULAOXIAYOUXIAOA!”

花开棋牌   KEHUJINGLI:“WOLIJIENIN,NINDEHAIZIDUODALA?”

花开棋牌   KEHU:“NG……6SUIBAN。”

  3.间隙转折

  ZANSHITINGZHIDUIHUA,TEBIESHINIYEXUYAOZHAOYOUJUEDINGQUANDERENZUOYIXIEJUEDINGHUOBIANTONG:

  “SHAOHOU,RANGWOLAIHEGAOCENGLINGDAOQINGSHIYIXIA,WOMENHAIKEYIZENYANGLAIJIEJUEZHEIGEWENTI。”

  4.给定限制

花开棋牌   YOUSHINISUIRANZUOLEHENDUOCHANGSHI,DUIFANGYIRANCHUYANBUXUN,SHENZHIBUZUNZHONGNIDERENGE,NIKEYIZHUANERCAIYONGJIAOWEIJIANDINGDETAIDUJIDUIFANGYIDINGXIANZHI:

花开棋牌   “WANGXIANSHENG,WOFEICHANGXIANGBANGZHUNIN。DANNINRUGUOYIZHIZHEIYANGQINGXUJIDONG,WOZHINENGHENINLINGWAIYUESHIJIANLE。NINKANNI?”

  表示愿意提供帮助

花开棋牌   “RANGWOKANYIXIAGAIRUHEBANGZHUNIN,WOHENYUANYIWEININJIEJUEWENTI。”

花开棋牌   ZHENGRUQIANMIANSUOSHUO,DANGKEHUZHENGZAIGUANZHUWENTIDEJIEJUESHI,KEFUJINGLIYINGTITIEDIBIAOSHILEYUTIGONGBANGZHU,ZIRANHUIRANGKEHUGANDAO、YOUBAOZHANG,CONGERJINYIBUXIAOCHUDUILIQINGXU,XINGCHENGYILAIGAN。

  解决问题

  ZHENDUIKEHUTOUSU,MEIGEGONGSIDOUYINGYOUGEZHONGYUANHUOJIEJUEFANGAN。KEFUJINGLIZAITIGONGJIEJUEFANGANSHIYAOZHUYIYIXIAJIDIAN:

  WEIKEHUTIGONGXUANZE。TONGCHANGYIGEWENTIDEJIEJUEFANGANDOUBUSHIWEIYIDE,JIKEHUTIGONGXUANZEHUIRANGKEHUGANDAOSHOUZUNZHONG,TONGSHI,KEHUXUANZEDEJIEJUEFANGANZAISHISHIDESHIHOUYEHUIDEDAOLAIZIKEHUFANGGENGDUODERENKEHEPEIHE。

  CHENGSHIDEXIANGKEHUCHENGNUO。YINWEIYOUXIEWENTIBIJIAOFUZAHUOTESHU,KEFUJINGLIBUQUEXINGAIRUHEWEIKEHUJIEJUE。RUGUONIBUQUEXIN,BUYAOXIANGKEHUZUORENHECHENGNUO,CHENGSHIDEGAOSUKEHU,NIHUIJINLIXUNZHAOJIEJUEDEFANGFA,DANXUYAOYIDIANSHIJIAN,RANHOUYUEDINGJIKEHUHUIHUADESHIJIAN。NIYIDINGYAOQUEBAOZHUNSHIJIKEHUHUIHUA,JISHIDAOSHINIRENGBUNENGJIEJUEWENTI,YEYAOXIANGKEHUJIESHIWENTIJINZHAN,BINGZAICIYUEDINGDAFUSHIJIAN。NIDECHENGSHIHUIGENGRONGYIDEDAOKEHUDEZUNZHONG。

  SHIDANGDIJIKEHUYIXIEBUCHANG。WEIMIBUGONGSICAOZUOZHONGDEYIXIESHIWU,KEYIZAIJIEJUEWENTIZHIWAI,JIKEHUYIXIEEWAIBUCHANG。HENDUOQIYEDOUHUIJIKEFUJINGLIYIDINGSHOUQUAN,YILINGHUOCHULICILEIWENTI。DANYAOZHUYIDESHI:JIANGWENTIJIEJUEHOU,YIDINGYAOGAIJINGONGZUO,YIBIMIANJINHOUFASHENGLEISIDEWENTI。YOUXIECHULITOUSUDEBUMEN,YIYOUTOUSUSHOUXIANXIANGDAOYONGXIAOENXIAOHUIXISHININGREN,HUOYIDINGYAOKAOTOUSUCAIJIKEHUYINGDEDELIYI,ZHEIYANGBUNENGCONGGENBENSHANGJIANSHAOCILEIWENTIDEFASHENG。