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body_diff: "[{\"diffs\":[[1,\"<html>\\\r\\\n<head>\\\r\\\n  <title>顶尖销售，4点基本素质</title>\\\r\\\n  <basefont face=\\\"微软雅黑\\\" size=\\\"2\\\" />\\\r\\\n  <meta http-equiv=\\\"Content-Type\\\" content=\\\"text/html;charset=utf-8\\\" />\\\r\\\n  <meta name=\\\"exporter-version\\\" content=\\\"YXBJ Windows/608924 (zh-CN, DDL); Windows/10.0.0 (Win64); EDAMVersion=V2;\\\"/>\\\r\\\n  <style>\\\r\\\n\\tbody, td {\\\r\\\n\\t  font-family: 微软雅黑;\\\r\\\n\\t  font-size: 12pt;\\\r\\\n\\t}\\\r\\\n  </style>\\\r\\\n</head>\\\r\\\n<body>\\\r\\\n<a name=\\\"32285\\\"></a>\\\r\\\n<h1>顶尖销售，4点基本素质</h1>\\\r\\\n\\\r\\\n<div><span>\\\n  <div style=\\\"--en-clipped-content:simplified\\\">\\\n<div><br/></div><div style=\\\"font-size: 16px; display:block; min-width: 100%;\\\"> <div style=\\\"background-color:transparent;font:inherit;vertical-align:baseline;\\\"><div style=\\\"background-color:transparent;font:inherit;vertical-align:baseline;font-family:&quot;PT 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style=\\\"font:inherit;position:absolute;left:-4em;top:50%;z-index:10;width:100%;padding-left:4em;padding-right:4em;height:0.1em;margin:0px;opacity:0.5;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"></span></div></div></div>\\\n          <div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">\\\n                                      <span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\">原创</span>\\\n                                                      <span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\">\\\n                                      张坚\\\n                                  </span>\\\n                                      \\\n                        <span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\">\\\n              <a href=\\\"#\\\" style=\\\"color:rgb(6, 85, 136);margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;text-decoration:none;\\\" target=\\\"_blank\\\">\\\n                笔记侠              </a>\\\n              \\\n            </span>\\\n            <em style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-style:italic;\\\">2023-06-24 21:40</em>\\\n            <em style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-style:italic;\\\">发表于<span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\">北京</span></em>\\\n                      </div>\\\n\\\n          \\\n                              \\\n\\\n          \\\n                    \\\n                                        \\\n\\\n          \\\n                    \\\n\\\n          \\\n                              \\\n                                        \\\n                    \\\n                    \\\n          \\\n\\\n          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style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [2]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"324\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><hr style=\\\"border-color:rgb(31, 9, 9);border-top:none;border-right:none;border-bottom:1px solid;border-left:none;\\\"/><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">内容来源：</strong>笔记侠（ID：Notesman）</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">责编 </strong>| 金木研</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第 </strong><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">7508</strong></strong></strong></strong> </strong><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">篇深度好文：6760字 | 16分钟阅读</strong></strong></strong></strong></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">销售</strong></p></div></div></div></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><u style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">笔记君说：</strong></u></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">仔细观察你的身边，会发现人生处处是销售。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">不论是推销产品，还是让别人认同自己的观点、方案，本质上都是一个销售过程。所以，懂得销售思维，可以让我们在工作中更加游刃有余。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">这篇文章，就来讲讲：顶级销售，都具备哪些素质？拜访客户前，要做好哪些准备？如何拿下关键客户？只有学好这些东西，我们才能打出业绩，做大蛋糕。</p></div></div></div></div></div></div></div></div></div></div></div><br/><br/><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>                                                  <strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">顶尖销售，4点基本素质</strong>                                                                                          进度条                                                                                              21:36                                    00:00             /             21:36                                                                                                </div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">一、优秀的销售，不把甲方当“爸爸”</strong></p></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">很多销售都喜欢把客户称作“甲方爸爸”，从一开始就把自己放在一个较低水平的位置，一味迎合客户的要求。这其实是不利于长期合作的。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">要做好一个销售，必须要跟客户建立信任。而想要在建立客户关系中增加价值、共同发展，我们要扮演好三个角色。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">1.客户的长期朋友</span><br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">要做大客户销售，第一个角色是长期伙伴朋友。不成为伙伴朋友、不建立信任，绝对做不了大客户。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">2.客户的顾问</span><br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户有什么问题，我可以给到建议。你在业务上越专业，客户就越愿意与你合作。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">3.与众不同的协调人</span><br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">作为大客户销售，你要帮助客户协调资源、价格、服务、售后、突发事件等很多事情。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">但要让客户记住你或者跟你建立信任，你只有做一个跟别人不一样的协调人，才能体现出价值。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [3]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">只有与众不同，别人才能记住，思维一定要转换，不要随大流。</p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">二、优秀销售的3大基石</strong></p></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">仅仅认清楚自己的角色还不够，优秀销售还需要具备3大基石ASK——态度、知识和技能。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">1.<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">态度：做正确的事</strong></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 利他之心</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">利他之心是指在处理利益、物质和精神的关系时，不但想现在，还要想将来；不但想自己，还要想他人。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [4]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">有些销售满脸喜悦、像迎着阳光一样去见客户，而有些销售是低着头去见客户，心里总想着把产品卖给客户，所以他都不敢直视客户。但是，如果你是为了帮助客户取得成功，态度会完全不一样。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">利他之心是“装”不出来的</span></strong><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">，客户能够从你的言谈举止中感觉到你是为了“利己”，还是真的“利他”。</span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">除了利他之心</span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">，还要以客户为中心。</span></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 以客户为中心</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">是否做到以客户为中心，我们要回答以下六个问题。</p><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户面临的挑战和机遇是什么？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户的客户和对手是谁？因为这样你可以帮助客户服务好他的客户，帮助客户和他的对手竞争。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户的决策人和决策机制是什么？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户的企业文化、价值观是什么？因为这会影响他们的行为准则和思考问题方式。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">客户的目标、工作重点是什么？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">客户的业务和盈利模式是什么？因为这样你才可以为他提供更好的方案。</p></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">③ 拥有同理心</strong></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>但要真正要做到以客户中心，我们必须要有同理心，会共情。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">同理心有6个原则：</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">a.我怎么对待别人，别人就怎么对待我。所以，只要你热情地对待客户，他也会对你好。只要你尊重客户、尊重合作伙伴、尊重同事，他们也会尊重你。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">b.想要他人理解我，就要首先理解他人，将心比心，才会被人理解。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">c.别人眼中的自己才是真实存在的自己。学会以别人的角度看问题，并据此改进自己在他们眼中的形象。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">d.只能修正自己，不能修正别人。想成功地与人相处，让别人尊重自己的想法，唯有先改变自己。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">e.真诚坦白的人，才是值得信任的人。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">f.真诚流露的人，才能得到真情回报。</p></div></div></div></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">是否有同理心，可以试试心理学中的“E测试”，在自己的脑门上写“E”。如果你是正常写，那么你是写给自己看的；如果你是反着写，那么你已经在考虑对方了。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [5]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">优秀的销售，一定是玩无限游戏。有限游戏，是见单子就要赢。有赢有输，才可能玩无限游戏。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">2.<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">知识：赋予你力量</strong></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">认知是人与人之间唯一的本质区别。因为认知上有区别，做的事就不一样。在这个变化多端、极其复杂的时代，我们更需要提高认知。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">而要提升认知、改变思维方式，必须要学习知识。</p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 过去做销售靠酒量，今天做销售靠知识</strong></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>销售要懂4方面的知识：</div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>专业知识，必须要掌握的知识。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>企业知识，你能说清楚企业是从哪来，要到哪去，以及你的企业是做什么的。<br/><br/></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>行业知识，你要知道这个行业里的知识，比如做To G业务，起码要知道四个意识、四个自信。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>客户知识，这也很重要。</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 如何提升知识量？</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">首先，是学习。杰克威尔奇，杰克·威尔奇说过“你可以拒绝学习，但你的对手不会拒绝。”如果你想跟对手竞争，不学习绝对竞争不过对手。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">读书要读经典的，销售要学专业的。就像学游泳，自学和向专业教练学习，一定是经过专业训练游得快。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">其次，是保持空杯心态。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">学习有4种状态：不知自己不知道；知道自己不知道；知道自己知道；不知道自己知道。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">在这四种状态下，“不知自己不知道”的人占到95%，很多领导和客户都是处于自以为是的认知状态。当你从自以为是的状态，到“知道自己不知道”这个状态，就会开始有敬畏之心。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">但是，我们还可以再进一步达到“知道自己知道”，抓住规律、提高认知。当你抓住规律、掌握套路后，再去跟别人打交道，省时省力。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [6]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">而“不知道自己知道”这个状态，需要永远保持空杯心态。一个人只有拥有“空杯心态”，才能真正放下自己的小成就，这是学习的起点。</p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">③ 学会运用知识</strong></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>现在有很多知识对销售非常有帮助，比如罗伯特·西奥迪尼写的《影响力》，这位作者花了三年时间研究出影响力的7个武器：<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">互惠、喜好、联盟原则、社会认同原则、权威原则、承诺与一致性原则，稀缺原则。</strong></div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>与客户培养关系时，我们可以运用互惠、喜好、联盟原则。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>想要减少客户的不确定性，我们可以运用社会认同原则、权威原则。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>我们要拿下订单，激发客户的行为时，我们可以运用承诺与一致性原则、稀缺原则。</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">3.技能<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">：把事情做正确</strong></strong></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>在技能方面，要特别强调专业知识，以专业致胜。<br/><br/></div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">专业，是一种态度，对自己有要求；</span></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">它是你期待别人看你的方式；</span></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">它是说“你办事，我放心”，是靠谱；</span></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">它是说“你值这个钱”。</span></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">它代表你对自己有要求，是一种追求至真至美的内心境界。</span></div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>这无关于别人，只是你内心的体现。<br/><br/>从另外一个角度看，专业是更加不自由，不是你想怎么着就怎么着。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>因为专业有更高标准，更高要求，有更多维度的限制。而且你做事越专业，限制越多。比如说提问时，要知道什么问题该问，什么问题不该问。</div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [7]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">专业不是教你走捷径，是教你不走弯路，告诉你什么不要做，什么做了以后肯定好。</strong><br/></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">专业不是教你耍小聪明、使心眼和学两招，而是让你避免掉进坑里。</strong><br/><br/>如果你只有一把锤子，你看什么都是钉子，因为你缺乏工具。学了专业以后，你可以掌握更多的工具。</div><br/><br/><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">三、哪有什么顶尖销售，</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">不过都是一步步摔打出来的</strong></p></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">凡事贵在实践，对于销售，实践的第一步就是拜访客户。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">拜访客户之前，要从三方面入手做准备：第一方面是准备好自己的资料；第二方面是准备好客户的东西，就是你对客户有多少了解；第三方面是对手，你对对手有多少了解。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">1.自己</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">首先，我们要让客户相信我的公司是安全可靠、有经济保证、有经验、有荣誉，并且为了获得公司目标而具有合作精神的。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">这可以通过公司的经营时间、注册资本、服务过哪些客户、荣誉证书等传达给客户。这些信息都可以做成checklist（一览表），可以提高之后的拜访效率。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">其次，在拜访过程中，你需要表示出共赢的合作意愿，而不是单纯卖东西给客户。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">第一次走访的时候，我想让客户认为我是个什么人？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 真诚、善于倾听</strong><br/><br/>销售不要滔滔不绝一直说，会听的销售才是好销售。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 正直可靠</strong><br/><br/>你在跟客户打交道的时候，包括站姿都能体会到你是不是正直可靠。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">③ 技术胜任</strong><br/><br/>现在很多销售主要是公关，不如专家的专业能力深，但必须要了解业务的基本技术。<br/><br/><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">④ 有礼貌、整洁</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">你的形象价值百万，往往你留给别人的形象是否专业，比你是否能干更重要。人是视觉动物，视觉占大概84%左右，其次是听觉，嗅觉、味觉。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">见面时有个“73855”，“7%”是内容，“38%”是语气、语调，“55%”视觉效应，着装、肢体语言。因此，一定要注意自己的形象。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">⑤ 令人愉快</strong><br/><br/>你做事是令人愉快的，在交往过程中车轱辘话不停地说，其实是招人烦的，越简洁越明快，别人越喜欢。除此之外，你得有主见、有判断力、有耐心。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [8]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"316\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">2.客户</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">在拜访客户前，要先通过这些问题评估你的机会：</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 真有销售机会吗？</strong></p><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>见客户之前，先问问自己，客户真的存在这个需求吗？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>假如现在没有，那将来会有吗？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>假如现在有，那客户遇到了什么挑战，他们决定解决这个挑战吗？</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">我们说，销售是为了满足客户需求而存在的。没有需求，这次拜访就没必要了。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">有了需求，就要确定方案。你的方案是什么？方案是可以被衡量的吗？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">想要说服客户，就要给出衡量方案的指标。不能衡量的方案，客户的信任度会大打折扣。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 客户的经济财务有保证吗？</strong></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>客户的经济状况也需要考虑。</div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>尤其是大客户，他们的资金到位了吗？如果客户的资金链断了，忙再多也是白忙活。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>客户的采购记录良好吗？之前跟他们有没有业务往来？付款情况怎么样？</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>我们不仅要让客户考察自己，同时也要考察客户。</div><br/><br/><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">③ 客户的决策流程是什么？</strong></div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>客户购买产品的理由是什么？购买决策是谁做出的？你了解他们的决策结构图吗？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>决策人你都见过吗？如果没见过，怎么样可以见到他们呢？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>如果客户要进行决策，决策时间表是怎么样的？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>尤其是大客户，什么时候提需求？什么时候招标？什么时候公布结果？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>根据时间表，你也要问问自己，你能按时做到吗？如果不能，你有能力更改时间表吗？</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>决策时间表对To B销售尤为重要，它决定了销售的工作节奏。</div><br/><br/><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>成熟的销售，遇到客户的决策时间表突然改动时，第一反应往往是竞争对手介入了。</div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [9]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"317\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">3.对手</strong></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>《孙子兵法》说：“知己知彼，百战不殆。”</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>拜访客户前，了解竞争对手也很重要。</div><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>明面上的对手是谁？潜在对手是谁？</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>被淘汰的对手是谁？被淘汰肯定是犯过错误，知道为什么被淘汰，你就能避免犯同样的错误。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>对手领先了吗？如果竞争对手领先，怎么样击败对手？</div></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>另外，我们在做客户调查时发现，客户喜欢客观的销售。<br/></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>通常情况下，一个客观的销售能够做到正确评价对手。</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">四、专业销售四部曲</strong></p></div></div></div></div></div></div></div></div></div></div></div></div></div></div></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">当你做好拜访前的准备后，就可以与客户约见拜访了。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">1.开场——专业销售第一步<br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">开场白的目的是双方要对要谈的事达成一致，大家在开场的时候达成协议，对于后续的交谈可以提升效率。如果你的议程跟他想象议程不一致，大家不在一个频段上，收效不大而且可能还会出现问题。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">当你跟客户准备好谈生意了，就可以开场了。很多时候，大家都习惯性的营造一下气氛，谈谈最近发生的事，拉近一下距离，就可以开场了。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">如果受过专业训练，你就会知道开场三步曲。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第一步，提出议程。</strong>清晰谈话方向，比如我想跟您谈xx事情，大约需要20分钟。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第二步，陈述议程对客户的价值。</strong>让客户明白会议对他的好处，借此把重点放在客户身上。否则客户一定认为你是来推销东西的。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第三步，询问是否接受。</strong>更有效的使用时间，确保可以继续谈下去。比如我说那您看可以开始吗？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">这简单的三个议程包含了很多心理学的东西。人是需要尊重的，你问她可以不可以开始，他告诉你可以开始，你开始了他基本不会打断你。但如果没有这句话你就开始了，很可能被打断。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">开场三部曲还可以用在很多地方，比如企业内部沟通、家庭沟通。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">如何准备开场白呢？想清楚2点：</p><ul style=\\\"padding:0px;border:0px;font:inherit;vertical-align:baseline;margin:0px 0px 1.5em 1.5em;list-style:none;margin-top:-1em;list-style-type:disc;\\\"><li style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;list-style-type:inherit;list-style-position:outside;\\\"><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">客户和我会面，他想达到什么目的？</p></li><li style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;list-style-type:inherit;list-style-position:outside;\\\"><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">我和客户会面，我想达成什么目的？</p></li></ul><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [10]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"323\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">2.询问——探寻客户的情形、环境和需要<br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">询问的目的是对客户的需要有一个清楚、完整、有共识的了解。</p><ul style=\\\"padding:0px;border:0px;font:inherit;vertical-align:baseline;margin:0px 0px 1.5em 1.5em;list-style:none;margin-top:-1em;list-style-type:disc;\\\"><li style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;list-style-type:inherit;list-style-position:outside;\\\"><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">清楚。清楚的了解就是客户的需要要具体化，这个需要为很么对客户重要？不能模糊。</p></li><li style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;list-style-type:inherit;list-style-position:outside;\\\"><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">完整。一次交流最好把所有事情都问出来，了解客户的所有需要，还要对这些需要排优先次序。</p></li><li style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;list-style-type:inherit;list-style-position:outside;\\\"><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">有共识。你要表述出你与客户对事物有相同的认知。</p></li></ul><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 询问的两种方式</strong><br/><br/>知道了询问的目的，如何询问呢？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">a.开放式</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">鼓励客户多说他的情形环境，明白客户为什么有需要。然后设身处地地站在客户立场，通过对客户提问，让客户进一步整理思路，发现自己的深层需要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">需要背后的需要往往比需要更重要，因为需要是要达到更大的目标，有可能是要实现的财务目标、要做政绩、上级的要求、工作绩效、整体形象，可能也有个人需要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [11]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"320\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">这些背后的需要你不问他肯定不说，问了才有可能透露出来。当然，还有一个条件就是取决于客户对你的信任程度。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">开放式询问特别便于收集客户资料，我们可以鼓励客户做详细说明。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">b.限制式</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">限制式提问往往是要让客户在你提供的答案中选择，比如当你对客户谈话内容有所了解后，就要通过“您说的是这个意思吗？”来提问，从而帮助你量化事实。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">在询问的时候，两种提问形式一定要结合，并且在过程中观察客户的神情穿着。<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">如果客户穿着特别正规，你也要问比较严肃的问题；如果客户穿得休闲，你可以问一些更开放的问题。</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">除此之外，还要注意倾听，比如坐的时候要前倾，眼神要看着对方，记笔记，还有抛砖引玉的回应。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 准备询问</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">准备询问时，要把你已知的资料和未知的问题写出来，比如关于他的工作、部门、机构、行业等哪些你知道，哪些不知道呢？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">对于工作，可以问他的责任，他面临的问题，他面对的挑战。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">对于部门，可以问他部门的目标是什么样的？他的组织情况什么样的？他工作的程序和流程什么样的？他面对的问题和挑战什么样的？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">对于机构，可以询问他们机构的任务、策略、组织、他们的采购流程如何，他们的政策步骤问题和面对什么挑战。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">对于行业，他的客户供应商如何、竞争对手、产品趋势、外来影响等等。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">所以，我们在拜访之前要考虑可以用什么方法得到相应的资料。除了这些资料之外，就要去问客户，当你了解了以后，交往的时候可以省事，所以用合理的程序去组织你的询问很重要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [12]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"325\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">3.说服——用利益说服客户<br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">说服是一种提供有关你的产品或公司资料的技巧，你说服客户的目的：帮助他了解，你的产品和公司可以用哪些具体的方式，来满足他所表达的需要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">在介绍产品特征时，我们必须要把产品特征与客户的需要相联系。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">我们要说特征对客户的价值，也就该特征是如何满足客户需要的，以及客户的情形、环境。单纯介绍公司和产品会使客户产生反感。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">那怎么介绍呢？给大家一个方法：<strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">FABE法则</strong></p><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">F（feature）：产品本身所具有的物理特性及与产品有关的方面；</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">A（advantage）：产品或服务与竞争对手相比，优势所在；</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">B（benefit）：说明产品的功效能给具体客户带来什么好处；</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\">E（evidence）：用以证明满足客户深处利益的证据。</p></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [13]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"303\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">我们在说服的时候一定要注意，听比说重要，所以聆听和表示理解很重要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">从询问转到说服的三部曲：</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第一步，表示了解该需要；</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第二步，介绍相关的特征；</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">第三步，询问是否接受。</strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">要对客户的需要表示了解和尊重，表示了解需要的时机，是由询问转到说服的转折。表示了解的技巧可以让客户愿意听你的产品，也愿意向你透露其他的需要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">如何向客户表示你了解了？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">很多不专业的销售，在进行这一步时，只会说：“嗯嗯”、“我知道”。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">专业的销售通常会用多种回答：</p><blockquote style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;quotes:none;margin-bottom:1.5em;font-style:italic;border-left:5px solid;margin-left:2em;padding-left:1em;\\\"><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:0px;padding-top:0px;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:none !important;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">同意该需求是应该加以处理的。</strong>比如，“确实，您说的太对了，这事一定要处理。”</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">提出该需求对其他人的重要性。</strong>比如，“大家都觉得这事很重要。”</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">表明你认识到该需求未被满足的后果。</strong>比如，“这事不处理，可能会严重影响业绩。”</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">表明你能体会到该需要引发的感受。</strong>比如，“这事太容易让人焦虑了。”</p></div></div><span style=\\\"font:inherit;quotes:none;font-style:italic;\\\"></span></blockquote><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">顺畅地表达理解后，我们再针对客户的需要说服。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">第一，彻底了解所销售产品的特征和利益；</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">第二，在拜访前要思考客户可能会有的需要和处理这些需要的方法；</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">第三，说服前先问自己3个when：客户有没有表示某个需要；客户和我都清楚地知道这个需要的详情和原因；我的产品和服务是否可以满足该需要。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [14]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"324\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">4.达成协议——收获承诺以促进成交<br/><br/></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">达成协议的目的是跟客户要为下一步取得共识，向着一个达成互利决定的目标迈进。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">在达成协议的时候，客户可能会发出很多信号，必须留意这些信号，切勿转换话题，错过邀请客户做出承诺的关键时刻。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">达成协议三部曲：</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">① 重提先前已接受的几项利益。</strong>可以提醒客户，如果他购买，就会得到自己的期望。而且你可以表现出自己具有跟客户向前迈进的信心。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">② 提议你和客户的下一步骤。</strong>可以保证客户清楚的知道，你要求他去做出什么承诺。说明你自己做什么，显示出你和客户合作的诚意。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">③ 询问客户是否接受。</strong>你和客户所做出的承诺应该是相对的。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">当客户说一些客套话故意拖延的时候，怎么办？</span></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">① 询问，找出原因。</span></strong><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">“领导是因为特别忙吗？是因为最近有重大活动吗？……”</span></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">② 建议一个小的承诺。</span></strong><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">“领导，我们是不是可以……？”</span></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><span style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;background-color:rgb(234, 226, 96);transition:background-color 0.4s ease 0s;color:black;font-weight:inherit;font-style:unset;-evernote-highlight:true;\\\" title=\\\"点击以取消高亮显示\\\">③ 尽量在当天让客户愿意做出、也可能做出的最佳承诺。</span></strong></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">还有一种情况就是客户不跟你达成协议，提了下一步建议也不做，小小承诺他还是不理你怎么办？</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">这时的客户不是你的客户，跟你也没建立信任。你要感谢客户跟你见面了，并要求客户给予回应，同时可以请求和客户保持联络。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">跟客户交流的时候，千万别把保持联系用在前头，在业务能够往前推进时，一定要有下一步。当业务不会推进了，在结束的时候一定说保持联系。</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [15]\\\" type=\\\"image/png\\\" data-filename=\\\"640\\\" height=\\\"319\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">老子说：“天下大事，必作于细。”虽然这四步看起来很简单，但往往顶级的销售就是在苦练这些基本功。</p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>参考资料：</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>1.《<a href=\\\"http://mp.weixin.qq.com/s?__biz=MzIxNTAzNzU0Ng==&amp;mid=2654755557&amp;idx=1&amp;sn=e294ecfcde9aa3f99dbfef791a6332a5&amp;chksm=8c5699e0bb2110f6618ca4db5210d2401de43d426e14141a286e017816590ef3f330d751c072&amp;scene=21#wechat_redirect\\\" style=\\\"color:rgb(6, 85, 136);margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;text-decoration:none;\\\" target=\\\"_blank\\\">顶级销售，都在苦练这4点基本功</a>》，笔记侠；</div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">2.《<a href=\\\"http://mp.weixin.qq.com/s?__biz=MzIxNTAzNzU0Ng==&amp;mid=2654717093&amp;idx=1&amp;sn=0088364a0bb42294e0aa404b4acba0bd&amp;chksm=8c5107a0bb268eb6ab4aad79471a8e94cc1200b39883fbd7b458b524d7d1460125325a1e42e2&amp;scene=21#wechat_redirect\\\" style=\\\"color:rgb(6, 85, 136);margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;text-decoration:none;\\\" target=\\\"_blank\\\">顶级销售，3个基本素质</a>》，笔记侠；</p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;position:relative;margin-top:1.5em;padding-top:1.5em;\\\"><span style=\\\"font:inherit;position:absolute;left:25%;top:0px;z-index:10;width:50%;padding-left:0px;padding-right:0px;height:0.1em;margin:0px;opacity:0.25;display:block;background:-webkit-linear-gradient(0deg, rgb(243, 242, 238) 1%, rgb(31, 9, 9) 50%, rgb(243, 242, 238) 99%);\\\"> </span>*文章为作者独立观点，不代表笔记侠立场。</div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [16]\\\" type=\\\"image/gif\\\" data-filename=\\\"640\\\" height=\\\"20\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\" width=\\\"640\\\"/></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">拥抱Al，帮助企业降本增效，</p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\">扫下方二维码领取精选干货合集<img src=\\\":/abdfca8217854703b7e3ad593cf11a49\\\" type=\\\"image/png\\\" data-filename=\\\"Social.png\\\" height=\\\"128\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\" width=\\\"128\\\"/></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;text-align:center;margin-bottom:1em;margin-top:1em;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [17]\\\" type=\\\"image/jpeg\\\" data-filename=\\\"640\\\" height=\\\"324\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;display:block;max-width:100%;\\\" width=\\\"576\\\"/></div><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;\\\"></p><p style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:0px;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\">分享、点赞、在看，3连3连</strong></strong><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><strong style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;font-weight:bold;\\\"><img src=\\\"顶尖销售，4点基本素质_files/640 [18]\\\" type=\\\"image/gif\\\" data-filename=\\\"640\\\" height=\\\"215\\\" style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;\\\" width=\\\"135\\\"/></strong></strong></p></div></div></div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;margin-bottom:1.5em;position:absolute;top:-1000px;left:-1000px;\\\">Measure</div><div style=\\\"margin:0px;padding:0px;border:0px;font:inherit;vertical-align:baseline;position:absolute;top:-1000px;left:-1000px;line-height:1;margin-bottom:0px;\\\">Measure</div></div></div></div></div></div></div></div>\\\n</div>\\\n</span>\\\n</div></body></html>\\u0000\"]],\"start1\":0,\"start2\":0,\"length1\":0,\"length2\":125685}]"
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updated_time: 2025-11-28T16:20:28.424Z
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