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<section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="padding: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 670px; border: 1px solid rgb(27, 129, 235); box-shadow: rgb(204, 204, 204) 0.2em 0.2em 0.3em; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">现在很多器械销售人员在销售器械时特别担心客户提出质疑的意见，认为如果客户提的问题太多就不能完成这次销售，还有些器械销售人员不能很好的处理客户疑问，导致不能成交，以下五条销售建议，希望能对各位有所帮助。</span></section></section></section></section></section></section></section></section><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; overflow: hidden; word-wrap: break-word !important;"><section class="" style="padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-right-width: 1px; border-right-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;">01</section></section><section class="" style="margin-left: -1px; padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-left-width: 1px; border-left-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 76, 0); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">在不能了解客户的真实问题时，尽量让客户说话</strong></span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">多打听一些问题，带着一种好奇的心态，发挥刨根问底的精神，让客户多发发牢骚，多提提问题，了解客户的真实需求。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; overflow: hidden; word-wrap: break-word !important;"><section class="" style="padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-right-width: 1px; border-right-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;">02</section></section><section class="" style="margin-left: -1px; padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-left-width: 1px; border-left-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 76, 0); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">同意客户的感受</strong></span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">当客户说完后，不要直接回答问题，要感性回避，比如说我感到您、、这样可以降低客户的戒备心理，让客户感觉到你是和他站在同一个起跑线上。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; overflow: hidden; word-wrap: break-word !important;"><section class="" style="padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-right-width: 1px; border-right-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;">03</section></section><section class="" style="margin-left: -1px; padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-left-width: 1px; border-left-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 76, 0); box-sizing: border-box !important; word-wrap: break-word !important;">同意客户的感受</span></strong></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">“复述”一下客户的具体异议，详细了解客户需求，让客户在关键问题处尽量详细的说明原因。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; overflow: hidden; word-wrap: break-word !important;"><section class="" style="padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-right-width: 1px; border-right-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;">04</section></section><section class="" style="margin-left: -1px; padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-left-width: 1px; border-left-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 76, 0); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">确认客户问题，并且重复回答客户疑问</strong></span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">你要做的是重复你所听到的话，这个叫做先跟，了解并且跟从客户和自己相互认同的部分，这个是最终成交的通道，因为这样做可以了解你的客户是否知道你的产品的益处，这为你引导客户走向最后的成功奠定基础。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; overflow: hidden; word-wrap: break-word !important;"><section class="" style="padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-right-width: 1px; border-right-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;">05</section></section><section class="" style="margin-left: -1px; padding-right: 0.3em; padding-left: 0.3em; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; border-top-width: 1px; border-top-style: solid; border-color: rgb(27, 129, 235); border-bottom-width: 1px; border-bottom-style: solid; border-left-width: 1px; border-left-style: solid; text-align: center; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 76, 0); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">让客户了解自己异议背后的真正动机</strong></span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">当客户看到了背后的动机，器械销售就可以从此处入手，想到并且说出客户需要的价值，那么彼此之间的隔阂就会消除，只有这样才能和客户建立起真正的相互信任的关系。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">观察跟踪销售行为，见面问他与马上拜访的客户关系如何，他说关系很不错。我问：“你觉得不错，你敢不敢问客户说我现在项目不知道怎么做了，你给指指路。”他说没问题。与客户谈了两个小时，结果是他见的这个关系最好的人，是最反对他的，如果没有他的那项目，早就做下来了。可以拍肩膀，开玩笑，就叫关系好？</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p style="text-align:center"><img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvd4HeldIV9WDnNNtsqqG2llXSR4ibp7iakwZ69pjweLTxjhgeDZpz99eeGGNricFMiceD0avppPCWGfIw/0?wx_fmt=jpeg" data-ratio="0.6" data-w="300" /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 670px; height: 1.2em; display: inline-block; vertical-align: middle; line-height: 1em; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"><section class="" style="padding-top: 2px; padding-right: 8px; padding-left: 8px; max-width: 100%; box-sizing: border-box; height: 19.1875px; display: inline-block; vertical-align: middle; font-size: 18.4px; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;"> 销售关系包含三层关系 </span></strong></section></section></section></section></section></section><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 0.6em; display: inline-block; vertical-align: middle; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 1; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span></section><section class="" style="padding-left: 5px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 18px; box-sizing: border-box !important; word-wrap: break-word !important;">第一层，迎合力</span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; text-indent: 0em; color: rgb(122, 79, 214); box-sizing: border-box !important; word-wrap: break-word !important;">人见人爱，花见花开，有缘人，并非天生，可以操作。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /><span style="max-width: 100%; font-family: 宋体; text-indent: 32px; box-sizing: border-box !important; word-wrap: break-word !important;"></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 0.6em; display: inline-block; vertical-align: middle; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 1; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span></section><section class="" style="padding-left: 5px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 18px; box-sizing: border-box !important; word-wrap: break-word !important;">第二层，信任力</span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; color: rgb(122, 79, 214); box-sizing: border-box !important; word-wrap: break-word !important;">信任你，但是不代表要买你东西。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 0.6em; display: inline-block; vertical-align: middle; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.2; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="margin-top: 2px; margin-bottom: 2px; max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 0.6; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span><span style="max-width: 100%; box-sizing: border-box; width: 0.6em; height: 0.6em; display: block; opacity: 1; word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></span></section><section class="" style="padding-left: 5px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 18px; box-sizing: border-box !important; word-wrap: break-word !important;">第三层，利益</span></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; color: rgb(122, 79, 214); box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; text-indent: 0em; box-sizing: border-box !important; word-wrap: break-word !important;">不是指回扣，但是最重要的东西。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; color: rgb(122, 79, 214); box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 0em; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; color: rgb(0, 0, 0); box-sizing: border-box !important; word-wrap: break-word !important;">器械销售信任建立的四个核心要素：<strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;">专业形象、专业知识、共通点和利益</span></strong>。结合客户拜访，今天详细谈一谈建立信任的手段。</span></p><p style="text-align:center"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 670px; height: 1.2em; display: inline-block; vertical-align: middle; line-height: 1em; word-wrap: break-word !important; background-color: rgb(148, 113, 233);"><section class="" style="padding-top: 2px; padding-right: 8px; padding-left: 8px; max-width: 100%; box-sizing: border-box; height: 19.1875px; display: inline-block; vertical-align: middle; font-size: 18.4px; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em; white-space: pre-wrap; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 18.4px; line-height: 1em; box-sizing: border-box !important; word-wrap: break-word !important;"> <span style="max-width: 100%; line-height: 1em; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">拜访前准备</strong></span> </span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p></section></section></section></section></section><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">拜访前的准备是建立信任的最有效手段之一，不过很多器械销售人员对此的重视程度不够。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">拜访客户不是走亲戚串门，无论你和客户的关系有多好，一次正式的拜访都不能视同于漫无目的的聊天。拜访前，除了我们上文谈到的行动承诺必须设计好以外，以下几个方面也要提前准备：</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section><section class="" style="padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em; white-space: pre-wrap; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(120, 172, 254); box-sizing: border-box !important; word-wrap: break-word !important;">客户基本情况</span></strong></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em; white-space: pre-wrap; word-wrap: break-word !important;"><br /></p></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">如果你第一次见客户，还可以简单询问一下他的背景，如果你第二次去还问</span><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">他就觉得你对他不尊重了。对于能提前找到的信息，不要没完没了的去问客户，他没义务回答对他没有好处的问题。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: right; line-height: 1; word-wrap: break-word !important;"><section class="" style="padding-right: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(120, 172, 254); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">你至少要了解</strong></span></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">客户的主要业务范围、产品和市场情况，他的客户和他的主要对手使用你的或者你对手的产品的情况（这一点客户大多会关心），以及客户内部的采购习惯和流程等等。如果是复杂产品，最需要提前了解的就是客户的行业状况，任何人都不愿意和一个外行瞎掰。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">获得这些信息的途径也很多，除了网站外，另一个比较好的方法就是，找到和客户做过生意的人了解情况。我做软件的时候，经常向做硬件的朋友了解相关客户的情况，往往有意想不到的收获。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p style="text-align:center"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvd4HeldIV9WDnNNtsqqG2llhy7HJ5x1eQhJdpj4Mqsy5AQiaz7ibic8wf6iaMmeCVE21wNAgK5IotJmSg/0?wx_fmt=jpeg" data-ratio="0.864406779661017" data-w="354" /><br /></span></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 670px; height: 1.2em; display: inline-block; vertical-align: middle; line-height: 1em; word-wrap: break-word !important; background-color: rgb(15, 199, 138);"><section class="" style="padding-top: 2px; padding-right: 8px; padding-left: 8px; max-width: 100%; box-sizing: border-box; height: 19.1875px; display: inline-block; vertical-align: middle; font-size: 18.4px; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;"> <strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">做好专业准备</strong> </span></section></section></section></section></section></section><p><br /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important;">器械销售永远不要忘记一件事情：客户见你，是需要时间成本的。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">所以你要为这种成本付出一点代价，让客户在和你的会面中有所收获，而最好的补偿方式就是你的专业。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">这里的专业知识是了解客户的业务问题、解决客户问题的能力。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 3px !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 3px !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span> <section class="" style="padding-left: 2px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; color: rgb(120, 172, 254); box-sizing: border-box !important; word-wrap: break-word !important;">如果你不够专业怎么办？</span></strong></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">有两个办法：一是前一天晚上不睡觉，准备相关专业知识；二是带个专业的家伙去。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">专业知识是建立信任的有效手段，学习起来也没有想象得难。可是很奇怪，很多销售人员做了一辈子销售，依然不了解这些知识。他们宁肯十几年如一日的让客户瞧不起，也不愿花几个晚上做些准备，这有点匪夷所思。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 3px !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 3px !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span> <section class="" style="padding-left: 2px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(120, 172, 254); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;">有效的商业理由</span></strong></span></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">这是很多器械销售容易忽略的一点，他们与客户预订会面的时候，经常会提一些自以为是的理由，比如：想去看看你了、请你了解一下我们产品了、给你送份资料了等等，不一而足。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">可是如果我们站在客户的角度想呢？他们接到你的预约电话，第一个想法肯定是：这哥们来干嘛？如果他回答不了这个问题，他最可能的做法就是找个理由把你拒了。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 24px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">商业理由不是聊天的理由，它是和业务相关的，他告诉客户两件事：一是去干什么，二是干这事对他有什么好处。比如去做关于财务管理问题的讨论，以便更好地将客户的想法纳入到解决方案中来。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">一个有效的商业理由可谓好处多多。首先，让你明白自己到底是去干什么，大部分器械销售的拜访其实都不知道自己去干什么，这严重影响了工作效率。其次让客户做了一次确认。我们即将要做的事是不是他关心的问题，也是给自己的销售目标做一次校验。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">另外，有效的商业理由还可以让客户觉得你专业、让客户觉得受尊重、让客户提前做好准备、甚至让客户产生期待。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">但即使有这么多好处，依然有很多人不去做。最经常的听到理由有以下三个：</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">1<span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">、这次拜访纯粹是礼节性。如果真是礼节性的拜访，和器械销售又有什么关系呢？那是你自己的私事。如果即和器械销售有关，又不谈正事，客户会怎么想？他毕竟付出时间了。</span></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">2<span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">、那样做，客户会觉得你是为了生意去找他的，不符合国情。别自欺欺人了，你不说客户也知道你是干嘛的。</span></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">3<span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">、太正式的理由客户会很不舒服。这纯碎是器械销售自己的感觉，客户只</span><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">有在他不知道你来干嘛的时候才会不舒服，因为他觉得你是在浪费时间。</span></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">由此可见，有效的商业理由是一定要说的，不用担心什么，大声说出来吧。</span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important;"><section class="" style="padding-left: 2px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; font-size: 19.2px; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; color: rgb(120, 172, 254); box-sizing: border-box !important; word-wrap: break-word !important;">必须准备问题</span></strong></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">无论你做了多少年器械销售，都别指望着到客户那里临时想问题，你必须提前做好准备。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">这里的准备分为两个部分：一是提问什么问题，二是怎样提问。关于怎样提问，我们后文再说。而提问的方向一般不外乎以下几点：</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="margin-left: 7px; max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">客户业务目标与需求；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">采购决策流程和进展；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">项目预算；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">客户处情况变动；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">采购角色；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">竞争对手；</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; color: rgb(136, 136, 136); font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">客户方意见和评价等。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 12px; color: rgb(136, 136, 136); box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 27px; text-indent: 2em; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">有了这四样东西，再加上行动承诺，基本就算齐了。有效的准备是建立信任的第一步，接下来让我们敲响客户的大门吧！</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="text-align:center"><img data-s="300,640" data-type="png" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvd4HeldIV9WDnNNtsqqG2llPy5RWn0ZL2L9LdrCR4GYzGPQibcMKlSfibjEiaiaFMf99K76CRGpHAFXIQ/0?wx_fmt=png" data-ratio="1.0920096852300243" data-w="413" /></p><p style="text-align:center"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span> </section><section class="" style="padding-right: 3px; padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">拜访中积累信任 </strong></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">建立信任并不是哪一次拜访要做的事情，而是每次拜访都要做的事情。这是个持续积累的过程，而且这个过程积累起来很费力，时刻都要保持警惕。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">如何积累信任，除了我们曾经谈到的核心要素以外，以下招数也是被普遍采用的器械销售技巧。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span> </section><section class="" style="padding-right: 3px; padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">要有迎合力 </strong></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">所谓迎合力，就是客户一见面就喜欢你的能力，它是建立信任的基础，不喜欢你很难信任你。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;"> </span><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">如果你是第一次见客户，刚开始见面的时候肯定会面临这样一个问题：是先和客户闲聊以增强会谈的温度呢，还是直接谈正事？</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">大部分人对这个问题的回答都是根据自己的喜好，而不是客户的好恶。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">不同社交风格的客户对这个问题的理解是不同的，对于此问题的把握，会直接影响到客户对你的第一印象。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">这个问题有个简单的解决方法，你和客户一见面，必然会有一个握手的动作，握手期间还要夹杂一些寒暄，比如自我介绍什么的。自我介绍后，你不要急着说话，憋</span>4<span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">秒钟。短暂的停顿或沉默能让客户先说话。此时，从顾客口中说出的话，可供你判断什么样的方式才适当。</span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">如果客户热情的问寒问暖或者沏茶倒水，你就先闲聊一会；如果客户默不作声或者直奔主题，你也就别绕弯子了。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section><section class="" style="padding-right: 3px; padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"> <strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">学会倾听和提问</strong> </section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">客户认为你能够解决问题的前提，是你了解了他的问题；客户认为你了解他问题的前提，是他说明白了问题；客户觉得他说明白了问题的前提，是你认真倾听和有针对性的提问了。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">因此，哪怕你非常清楚客户的问题，也要假装听。因为倾听能建立起你和客户之间的信任关系。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">反过来讲，如果你没有倾听，见到客户直接开讲。那客户的第一反应就是：这厮是来骗我钱的，他只关心怎样把东西卖给我，而不关心如何解决我的问题，所以他是个骗子。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">有时信任就是这么简单。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section><section class="" style="padding-right: 3px; padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> 学会问精确的问题 </strong></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">我们说专业性是建立信任的重要手段，可是你也不能见面就对客户说我很专业啊！这里也有一个招数：问精确的问题。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">举个例子，如果正在向客户调研采购和仓储的问题，有下面两种问法：</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第一种：</span></strong></span><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">预算为什么不能有效执行呢？</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">第二种：</span></strong></span><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">从我的经验来看，预算不能有效执行往往有很多原因，比如制定预算的时候没有充分的酝酿，执行层面缺乏绩效考核机制，不过最常见的就是执行中缺乏过程监督和落地工具。当然这是我的理解，你觉得是什么原因造成的？</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">同样是问问题，你觉得谁更专业？当然如果想问出这种问题，你得真专业，装是装不出来的。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; line-height: 1; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-right-width: 0.6em; border-right-style: solid; border-right-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section><section class="" style="padding-right: 3px; padding-left: 3px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; line-height: 1.2; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"> <strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">学会讲故事</strong> </section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; word-wrap: break-word !important;"><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; opacity: 0.6; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span><span style="max-width: 100%; box-sizing: border-box; width: 0px; display: inline-block; border-left-width: 0.6em; border-left-style: solid; border-left-color: rgb(27, 129, 235); word-wrap: break-word !important; border-top-width: 0.5em !important; border-top-style: solid !important; border-top-color: transparent !important; border-bottom-width: 0.5em !important; border-bottom-style: solid !important; border-bottom-color: transparent !important;"></span></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">你可以说你经历过多少客户、实施过多少项目、解决过多少问题，但是这样直接的自我表扬未免过于露骨。有一个含而不露的方法很容易让客户信任你，那就是讲第三方故事。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">所谓第三方故事就是指另外一家客户成功或失败的故事。作为销售，你可以多搜集一下这方面的资料，不管谁做的，你都可以借为己用。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">要想讲好这样的故事不是件容易的事情。有几个要素必须具备：</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">第三方客户单位名称，你接触的人员的姓名、职务和背景；具体人的具体问题，这些问题最好是你现在的客户也有可能撞上的；你怎么解决他们问题的；解决之后带来什么利益；你的第三方客户是如何看待这件事情的，他们的个人感受是什么样的。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">具备了这些细节，一个完整的故事就有了可信度。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">客户也可以从这些故事中了解你的专业性，从而建立信任关系。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br /></span></p><p style="text-align:center"><img data-s="300,640" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvd4HeldIV9WDnNNtsqqG2lluhAtzALX6gc4b0Qsy17FrWhNT5icJjhoYwhUgWTUqQwjF4ssnxyzziaQ/0?wx_fmt=jpeg" data-ratio="0.8301886792452831" data-w="265" /></p><p style="text-align:center"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; width: 670px; height: 1.2em; display: inline-block; vertical-align: middle; line-height: 1em; word-wrap: break-word !important; background-color: rgb(249, 110, 87);"><section class="" style="padding-top: 2px; padding-right: 8px; padding-left: 8px; max-width: 100%; box-sizing: border-box; height: 19.1875px; display: inline-block; vertical-align: middle; font-size: 18.4px; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"> <strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important; word-wrap: break-word !important;">三个小技巧 </span></strong></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; transform: translate3d(0px, 0px, 0px); text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: right; font-size: 12.8px; line-height: 1; transform: translate3d(5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="margin-left: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 201px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 5px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">第三方转介绍</strong></span></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; font-size: 12.8px; line-height: 1; transform: translate3d(-5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="margin-right: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">这一招我想很多人都用过了，这里不做过的介绍了，只提醒一点：你要真正让你的第三方人证明你的品质和能力，你需要提前和他做好沟通。因为很多时候他即使想表扬你，也不知道怎么说好。</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; transform: translate3d(0px, 0px, 0px); text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: right; font-size: 12.8px; line-height: 1; transform: translate3d(5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="margin-left: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 201px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 5px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">领导出马</strong></span></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; font-size: 12.8px; line-height: 1; transform: translate3d(-5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="margin-right: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">客户观察一个销售人时候有能力，往往会从他能调动多少资源这个角度去考察。另外，在中国文化里，大家更倾向于认为官职大的人说的是实话（其实事实往往相反），所以，该叫领导出马的时候，千万别客气。这是领导们应该干的。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br /></p><p><br /></p><section style="max-width: 100%; box-sizing: border-box; color: rgb(62, 62, 62); line-height: 25.6px; white-space: normal; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; transform: translate3d(0px, 0px, 0px); text-align: center; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: right; font-size: 12.8px; line-height: 1; transform: translate3d(5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="margin-left: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 201px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 5px; max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(255, 41, 65); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">发展内线</strong></span></section></section></section></section></section><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 160.797px; word-wrap: break-word !important;"><section class="Powered-by-gulangu V5" style="max-width: 100%; box-sizing: border-box; word-wrap: break-word !important;"><section class="" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; font-size: 12.8px; line-height: 1; transform: translate3d(-5px, 0px, 0px); word-wrap: break-word !important;"><section class="" style="max-width: 100%; box-sizing: border-box; display: inline-block; word-wrap: break-word !important;"><section style="margin-right: 0.2em; max-width: 100%; box-sizing: border-box; width: 0.4em; height: 0.4em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section><section style="max-width: 100%; box-sizing: border-box; width: 0.7em; height: 0.7em; display: inline-block; vertical-align: middle; transform: rotate(45deg); word-wrap: break-word !important; background-color: rgb(27, 129, 235);"></section></section></section></section></section></section></section></section><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; font-family: 宋体; box-sizing: border-box !important; word-wrap: break-word !important;">这是建立信任的关键手段。<br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">你如何讨人欢心？</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">靠自己的努力是不够的，如果有人帮你指点一下，就会事半功倍。他不但能告诉你采购者的偏好、习惯，而且能告诉你客户中每个角色对你的看法。谁喜欢你，你就冲着谁工作。</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); text-indent: 32px; line-height: 27px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: 宋体; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">说了很多关于信任的技巧，如果非要总结一条建立信任的核心，那就是你脑子里要始终想着你的客户到底希望从本次采购中获得什么。看透了这一点，信任的建立就会变得轻而易举，因为你和他已经蹲在了同一条战壕里。</span></p><p><br /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); line-height: 25.6px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-family: Arial, Verdana, sans-serif; font-size: 14px; line-height: 24px; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(249, 249, 249);">广州市设备维修有限公司</span><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">地址：广州市天河区银利街银利茶叶博览中心E栋4楼E4030室 邮编：510507</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电话：(+86)020-8722 8723 8764 5360 8764 2943 传真：020-8722 8623</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">全国统一免费服务热线：400-020-6788</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">微信公众帐号：</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><img data-ratio="1" data-w="120" width="auto" xhe_src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvfCZvZq5PcthnDKlnnq3AalhbichW77J3B70osicTickklZybNKUZqc44DZ0oaWaHm2p0TaA9478icwPg/0?tp=webp&wxfrom=5" data-type="jpeg" src="http://mmbiz.qpic.cn/mmbiz/dx3KibwtDhvfCZvZq5PcthnDKlnnq3AalhbichW77J3B70osicTickklZybNKUZqc44DZ0oaWaHm2p0TaA9478icwPg/640?wx_fmt=jpeg" style="box-sizing: border-box !important; word-wrap: break-word !important; width: auto !important; visibility: visible !important;" /></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">维修咨询：QQ: 712638 404</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">设备咨询: QQ: 712638 405</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">软件咨询：QQ: 712638 406</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">配件咨询：QQ: 712638 407</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">交流Q群：1106 11074</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">网址：http://www.yiliaoshebeiweixiu.com</span></p><p style="max-width: 100%; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-size: 12px; line-height: 24px; font-family: Arial, Verdana, sans-serif; box-sizing: border-box !important; word-wrap: break-word !important; background-color: rgb(255, 255, 255);"><span style="max-width: 100%; font-size: 14px; box-sizing: border-box !important; word-wrap: break-word !important;">电子邮箱：service@yiliaoshebeiweixiu.com</span></p><p><br /></p>
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发表于 2020-10-20 00:01:36