[求助]挖掘客户本质需求
<p>不同的区域,市场环境不一样,造就了不同的企业老板.再一次回到东北,来到大连.却发现员工对客户的需求无法正确的判断,不能真正的挖掘出客户的需求,甚者,一直当作宝的客户,最后却是一场玩玩而已.在这里请路过的朋友,能在培养销售人员识别、挖掘客户潜在需求方面给予帮助？ </p><p>谢谢！</p> <div class="O" vshape="_x0000_s1026"><div style="mso-line-spacing: "100 20 0"; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1;"><span style="FONT-SIZE: 156%;"><span style="FONT-SIZE: 80%; LEFT: -4.32%; COLOR: yellow; FONT-FAMILY: Wingdings; POSITION: absolute; TOP: 0.22em; mso-special-format: bullet;">®</span></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>朋友的口碑</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>+</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>服务承诺</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>+</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客需求</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>=</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客期望 </b></span></div><div style="mso-line-spacing: "100 20 0"; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1;"><span style="FONT-SIZE: 156%;"><span style="FONT-SIZE: 80%; LEFT: -3.9%; COLOR: yellow; FONT-FAMILY: Wingdings; POSITION: absolute; TOP: 0.22em; mso-special-format: bullet;">®</span></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>高品质的商品</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>+</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>服务承诺</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>+</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>规范化作业</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>=</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>实际服务 </b></span></div><div style="mso-line-spacing: "100 20 0"; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1;"><span style="FONT-SIZE: 156%;"><span style="FONT-SIZE: 80%; LEFT: -4.28%; COLOR: yellow; FONT-FAMILY: Wingdings; POSITION: absolute; TOP: 0.22em; mso-special-format: bullet;">®</span></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>实际提供的服务</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>></b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客的希望</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>----</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客很满意 </b></span></div><div style="mso-line-spacing: "100 20 0"; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1;"><span style="FONT-SIZE: 156%;"><span style="FONT-SIZE: 80%; LEFT: -4.06%; COLOR: yellow; FONT-FAMILY: Wingdings; POSITION: absolute; TOP: 0.22em; mso-special-format: bullet;">®</span></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>实际提供的服务</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>=</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客的期望</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>----</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客基本满意 </b></span></div><div style="mso-line-spacing: "100 20 0"; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1;"><span style="FONT-SIZE: 156%;"><span style="FONT-SIZE: 80%; LEFT: -4.06%; COLOR: yellow; FONT-FAMILY: Wingdings; POSITION: absolute; TOP: 0.22em; mso-special-format: bullet;">®</span></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>实际提供的服务</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b><</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客的期望</b></span><span lang="EN-US" style="FONT-SIZE: 28pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: ""; mso-fareast-language: ZH-CN;"><b>----</b></span><span style="FONT-SIZE: 28pt; FONT-FAMILY: 宋体; mso-fareast-font-family: 宋体; mso-hansi-font-family: "";"><b>顾客会不满意</b></span></div></div> 细心观察，用心体会，相信你会找到答案。
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