如何更好地赢得(签单)客户？业务技巧 3+1 by rivalhw

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cn · @rivalhw · Sep 30 '17

$131.42

如何更好地赢得(签单)客户？业务技巧 3+1

<html>
<p>&nbsp;&nbsp;&nbsp;前天下午时候，来了个某家网络公司的业务市场人员，因为近来我们有些预算，想开拓些更多客户，所以约了这家企业的市场人员来详细了解下。</p>
<p>&nbsp;&nbsp;&nbsp;不巧的是，这个业务人员过来时我刚好有些事情，于是安排另外一同事负责跟对方接洽，就是先了解沟通，我在办公室里在处理别的一些事情，等到过了一会，我出去到会客厅听了下对方的讲解，感觉没多大新意，更重要的是对方有意隐瞒了一些广告相关事实，让我对其产生了一定怀疑，所以这事就暂时没有确定下来。</p>
<p>&nbsp;&nbsp;&nbsp;隔了大约好一会，我出去时看到我同事仍然还在跟对方在沟通，我从边上走过，听到对方业务一个劲在强调是否能现在将合同签订下来，并且将即将月底，自己要冲业绩(这个大概是很多珠三角企业的共同特点吧，我们企业也不例外)，希望能多考虑下云云，我听到后便觉得愕然。</p>
<p>&nbsp;&nbsp;&nbsp;先前时我也是做过业务，开拓过市场，我知道做业务的辛苦，各种艰辛不言而喻，受人冷眼，吃闭门羹，甚至被人鄙视等，这些都是家常便饭，我深知做业务就不要怕辛苦，我也知道做业务要吃得苦中苦方为人上人，但是即便我再想同客户对方签订合同，我也绝对不会说出类似希望对方照顾自己、同情自己类似手段而达到最终成交的目的。</p>
<p>&nbsp;&nbsp;&nbsp;对于如何成交达成合同一致？我自己总结的一些经验，希望会对初入业务市场行业的朋友有所借鉴或帮助，这也就是我常强调的：业务技巧3+1 。</p>
<p>&nbsp;&nbsp;&nbsp;&nbsp;多年来做市场的成功经验和失败教训告诉我们，做业务成交也是有章可循，谈判和沟通技巧固然重要，但若能够把握住客户的前期心理状态，这更是非常的关键，也能帮你尽快入手以及大大提高你的业务成功几率，这就是我过去这段时间总结出来的业务3+1.</p>
<p>&nbsp;&nbsp;&nbsp;<strong>何谓业务3+1？</strong> 3指的是3大满足要素，是指若要跟客户谈成生意，必须要满足这3大要素，而且是缺一不可。</p>
<p>&nbsp;&nbsp;&nbsp;<strong>第1点,客户是否真的有这个需求？</strong></p>
<p>&nbsp;&nbsp;&nbsp;刚开始做业务的时候，我总是按照书上所讲将与我谈论的每个客户看成我的潜在意向客户，后来我发现这纯粹就是浪费时间，书本上说的就是鬼扯，就像单相思一样无聊，也很难有结果。</p>
<p>&nbsp;&nbsp;&nbsp;你真的有这个需求吗？还是现在只是了解下？或者我在同你沟通交流过后发现你当前根本就没有这个需求？或者只是想了解下，那么，对不起，你的时间很宝贵，同样我的时间也很珍贵，同客户培养一定的感情是没错，但是我不会跟你无休止的、也毫无方向的这样浪费时间下去。五个手指分散打出去，永远不可能战胜一个紧握的拳头，在这里我想告诉大家的是:将你的有限精力放在那些你认为有这方面需求的客户身上吧！</p>
<p>&nbsp;&nbsp;&nbsp;<strong>第2点，客户具体什么时间有这个需求？</strong></p>
<p>&nbsp;&nbsp;&nbsp;具体什么时间？是否现在？明天？后天？下周还是下个月？如果是现在或最近，OK，我们言归正传，开始吧！</p>
<p>&nbsp;&nbsp;&nbsp;<strong>第3点，跟你谈判的客户当前是否具有话事权？</strong>他(她)是负责人或相关委托项目负责人吗？或者他(她)有这个项目的话事权吗？</p>
<p>&nbsp;&nbsp;&nbsp;多年前我曾经有次路途花了很长时间到一家企业去拜访客户，结果名片递上来我看到所谓的项目负责人只是他们的一个技术员，我甚至连他们的主管都没看到！谈判的结果自然可想而知，在我报上方案后第2天，打电话询问进展时他们告诉我他们已经同另外一家公司签约了！</p>
<p>&nbsp;&nbsp;&nbsp;这是我碰到过的一个很失败的例子，我后来总结经验时，把这条列为关键的第3条，如果跟你谈判的对方根本不具体话事权，那么OK，请不要浪费时间了，现在社会节奏这么快，大家都还有很多事情做的！</p>
<p>&nbsp;&nbsp;&nbsp;最后一点，+1是什么意思呢？</p>
<p>&nbsp;&nbsp;&nbsp;+1，就是说<strong>任何时候，任何场合，我们都要尊重以客户的需求为最重要的意见</strong>。</p>
<p>&nbsp;&nbsp;&nbsp;刚开始同客户谈判时，这点很难把握，或者我总是忽略点，甚至有时候客户讨论时，我竟然一时气盛会因某方面意见不同同客户争辩起来，这样的后果也是显而易见的，结果就是我赢的了一时口快，但是彻底丢了那单生意！</p>
<p>&nbsp;&nbsp;&nbsp;我们在同客户交流时，客户会同我们谈下他们目前的一些情况，甚至一些困惑或问题，大多数客户都是比较理性的站在他们的角度讲出他们的问题或感受，这个时候就要求我们在期间，时刻保持一个比较积极的心态，随时记录下客户所讲的要点和需求，因为你随后就会发现，这些会是你后期做方案的重点，就像老师评价一片文章，总是以关键知识点为重要评判依据，而这些，都是决定是否采纳你方案的一个个关键点！</p>
<p>&nbsp;&nbsp;&nbsp;相信我们每一个做业务的，尤其是刚开始踏入这个行业的，若真正想做好业务，这几点都是我们必须要做到的，而且每一点都是不可缺少的。&nbsp;</p>
<p>&nbsp;&nbsp;&nbsp;简而言之，业务3+1就是衡量你能不能谈成这笔业务的前提关键！</p>
<p><img src="https://steemitimages.com/DQmVrSXVAFieT994EzWVowWxaetTXE7s6pMcW27j5unTWJ3/%E4%B8%9A%E5%8A%A1%E5%90%88%E4%BD%9C.jpg" width="960" height="640"/></p>
<p>图片来源于 pixabay.com</p>
<p><br></p>
</html>

👍 abit, linuslee0216, sweetsssj, nicolemoker, trafalgar, htliao, rivalhw, livingfree, tumutanzi, ace108, cornerstone, coldhair, stacee, justyy, btsabc, joythewanderer, lemooljiang, helene, forexbrokr, jackhircus, gifmaster, arcange, nanosesame, mrpointp, bestmz, shenchensucc, jiva34, daystar, susanli3769, sylvia1997, idx, victory622, renzhichu, revelim, cornelia, bigyellow, mrspointm, raphaelle, cryptotrade007, tiffchiuhk123, feng1925, tensaix2j, eduter, chessmasterhex, drunkevil, marxrab, feelapi, followbtcnews, hannahwu, kona, metten, blazing, kangnajiang, profitgenerator, chenhs, wangwenjing, kimzwarch, incrediblesnow, shin-hana, klen.civil, lancy, jmehta, shengui, yuxi, and 56 others

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@acactus1013 · Oct 1 '17 (edited)

虽然我不是搞这行的，但是感觉这个3+1放之四海皆准！

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@adi.pisces · Sep 30 '17

$0.04

Good job..

👍 rivalhw, humaidi

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@rivalhw · Sep 30 '17

thank you @adi.pisces

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@adi.pisces · Sep 30 '17

:)

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@amat · Oct 1 '17

Best job...

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@bigyellow · Oct 2 '17

$0.07

大伟哥到底是前辈啊，经验十足。我也做过短期的业务深知做业务的不易。

👍 rivalhw

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@rivalhw · Oct 3 '17

一点经验之谈而已

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@blazing · Oct 1 '17

it was good to read and know some experiences really helpful thanks for sharing

properties (22)

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@cornelia · Oct 2 '17

$0.08

到底是前辈，都是宝贵的经验之谈啊。

👍 rivalhw, cornelia

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properties (23)vote details (2)

voter	weight	wgt%	rshares	pct	time
rivalhw	0 B		23,666,437,159	1%
cornelia	0 B		7,136,769,789	100%

@rivalhw · Oct 3 '17

个人的一些总结

properties (22)

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@feng1925 · Oct 1 '17

$0.07

有些客户只是想骗一下报价

👍 rivalhw

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properties (23)vote details (1)

voter	weight	wgt%	rshares	pct	time
rivalhw	0 B		23,666,437,159	1%

@rivalhw · Oct 3 '17

这种确实很常见，所以要靠自己的经验来快速分析判断了

properties (22)

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@hannahwu · Sep 30 '17

$0.03

大伟哥是谈判高高手！

👍 rivalhw

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properties (23)vote details (1)

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@rivalhw · Sep 30 '17

囧

properties (22)

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@humaidi · Sep 30 '17 (edited)

good post friends, vote and resteem.
do not forget to visit my blog also I have a new post

properties (22)

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@jasonmunapasee · Sep 30 '17 (edited)

very good post friends, friends please help enter in my post.

properties (22)

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@jawad09 · Sep 30 '17

*Hi @rivalhw, I hope you're doing good. Today I have to take 30 mins to read this blog by translating at Google. But I must say that this post have some genius tips for the people who are doing business or want to start. Your way of explanation is in very simplest way and awesome. Even a a common man can understand what do you want to tell. Once again **GREAT JOB MY FRIEND!**. Keep rocking!*

properties (22)

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@kimzwarch · Sep 30 '17

$0.03

深有同感，了解客户需求是刚需。讲到天花乱坠，到最后，如果他/她没兴趣，也不过是浪费时间。尊重对方也是应该的，因为这次没机会，不代表下次也是如此。保持来往，还是个明智的做法。最后，找对人是至关重要。不是我现实，但说服有话语权的人比起说服其余全部没有话语权的人来得更经济。

👍 rivalhw

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properties (23)vote details (1)

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rivalhw	0 B		11,796,228,249	1%

@rivalhw · Sep 30 '17

对的，这些也是以前我做业务时总结的。

👍 kimzwarch

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@kimzwarch · Oct 1 '17

我还有时撞墙，有待进步😄

properties (22)

@klen.civil · Sep 30 '17

very interisting

https://steemit.com/cryptocurrency/@klen.civil/shop-for-groceries-using-sbd-in-aceh-indonesia-or-or-berbelanja-sembako-menggunakan-sbd-di-aceh-indonesia-eng-ina-2017101t013175z

properties (22)

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@metten · Oct 1 '17

不得不承认，做业务的情商高很多。

properties (22)

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@nanosesame · Sep 30 '17

$0.03

雖然不是營業員，自由業好像都有用到這些技巧，學起來～

👍 rivalhw

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properties (23)vote details (1)

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@rivalhw · Sep 30 '17

对你有用就好

properties (22)

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@peterehab · Sep 30 '17

Good post! I'm going to follow you to see more post like this and for support us!

properties (22)

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@rabeel · Sep 30 '17

$0.03

Hello @rivalhw, you shared your office story about the dealling and conmunication  with customer, there is also a strong message in your article about business skills and dealing. thanks a lot for sharing.
UPVOTED.

👍 rivalhw

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properties (23)vote details (1)

voter	weight	wgt%	rshares	pct	time
rivalhw	0 B		11,796,228,249	1%

@rivalhw · Sep 30 '17

thank you @rabeel

properties (22)

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@renzhichu · Oct 1 '17

靠博取客户的同情签单或死缠烂打我觉得都是初级的营销人员。完全站在自己的立场考虑问题效果肯定差，还遭人厌。

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@safrijals · Sep 30 '17

$0.03

在经济学中，企业是向消费者或其他企业出售商品或服务，以赚取利润的组织。从一个意义上说，从个人，社区或社会的背景下，从基本词繁忙的意义上说，“繁忙”这个词从商业生涯的历史上来说是一样的。忙碌的活动和有利可图的工作。

👍 rivalhw

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@rivalhw · Sep 30 '17

谢谢

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@safrijals · Oct 1 '17

和我的朋友一样
请访问我朋友的博客和评论，如果它是错误的

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@samuelpoh · Sep 30 '17

说的不错，站在客户角度了解需求

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@shenchensucc · Sep 30 '17

做业务确实不容易，要有强大的心理素质。

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@suchi · Sep 30 '17

I like your post  and upvoted. you are great       @ rivalhw.

👍 suchi

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@susanli3769 · Sep 30 '17

$0.13

3+1 的心得真不错。你说得非常对，没找对人，哪怕再努力都没有。时间也至关重要。还有就是永远不要自己放弃，自己先退出把路给堵死了。我们最近刚经历过一件事，一个上门推销太阳能装置的。我们其实是有需求。可是因为那段时间比较忙，有其它的事要先处理。结果那人居然生气。自己发短信给我们说决定不再跟我们了。他要把自己的时间精力放在其它客户身上。对于我们，可以再找别家，但对他来说，就永远失去我们的生意。虽然从他的立场上可能是对的。但我们也不是一直故意拖着，而且在这过程中也告诉他我们有其它事需要先处理。总觉得作为销售代表他是很不成功的。

👍 rivalhw

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@rivalhw · Oct 3 '17

确实遗憾，这个业务员被自己的坏情绪左右了，同样丢失了自己的生意

properties (22)

@susanli3769 · Oct 3 '17

是的呀，他是失败的例子。他还很年轻，会学到更多的。应该让他看看你的文章！

properties (22)

@video-master · Sep 30 '17

Excellent post, very well articulated.  thank you so much.

properties (22)

@wangwenjing · Sep 30 '17

说的真好，这就是做人做事的白金法则：从对方角度考虑问题。

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