[推荐]拜访客户如何了解问题
<span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">拜访客户<span lang="EN-US">“</span>十问歌<span lang="EN-US">” <p></p></span></span><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;"><p> </p></span></p><p> </p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;"><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">笔者根据十多年渠道拓展维护经验，感觉在拜访客户时，当高度互信形成后，将以下<span lang="EN-US">“</span>十问歌<span lang="EN-US">”</span>丰富为调查表，能标准化了解客户的运营状况，使得长期合作效果更有保障。<span lang="EN-US"><p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 32pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">歌诀：一问财务二库房，三问人资四绩效，五问会议六培训，七购八销及<span lang="EN-US"><a href="http://睡眠.100md.com/" target="_blank"><span lang="EN-US" style="COLOR: windowtext; TEXT-DECORATION: none; text-underline: none;"><span lang="EN-US">售后</span></span></a></span>，九问归病十问因，再兼<span lang="EN-US"><a href="http://服药.100md.com/" target="_blank"><span lang="EN-US" style="COLOR: windowtext; TEXT-DECORATION: none; text-underline: none;"><span lang="EN-US">咨询</span></span></a></span>参机变。老板必问价值链，员工当问饥饱寒，家属、顾客常见面，企业状况掌握全。<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt; TEXT-INDENT: 32pt; mso-char-indent-count: 2.0;"><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">分述如下：<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">1.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">一问财务二库房<span lang="EN-US">“</span>。对企业财务的三章主要报表（资产负债表、利润表和现金流量表）了解清晰；库存结构、数量、摆放分析透彻。优弱资源<span lang="EN-US">ABC</span>细分到位，保证我们和企业兵马未动前，定位资源支持能先行；<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">2.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">三问人资四绩效<span lang="EN-US">”</span>。企业的员工数量、组织架构、各层面学历占比、专业素养、团队合作全面了解，各个层面绩效如何考核，被考核者是否认可，问清楚、谈明白，我们和客户依据此信息制定人性化激励方案，团队多会心安理得的去执行；<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">3.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">五问会议六培训，七购八销及<span lang="EN-US"><a href="http://睡眠.100md.com/" target="_blank"><span lang="EN-US" style="COLOR: windowtext; TEXT-DECORATION: none; text-underline: none;"><span lang="EN-US">售<span lang="EN-US">后</span></span></span></a>”</span>。会议是否按头脑风暴方式进行，参会者愿意积极参与，企业是否开明专制。培训是否有准确定位，符合个人利益和企业利益，关系着未来方案是否能顺利实施。订货是否符合终端需求，售后服务顾客满意程度，关系着方案实施最终效果；<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">4.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">九问归病十问因，再兼<span lang="EN-US"><a href="http://服药.100md.com/" target="_blank"><span lang="EN-US" style="COLOR: windowtext; TEXT-DECORATION: none; text-underline: none;"><span lang="EN-US">咨询</span></span></a></span>参机变<span lang="EN-US">”</span>。当前存在问题，企业认为都是因为什么原因产生的，曾经用过哪些方式去解决问题，解决效果如何？了解这些信息可以帮助我们拜访客户时不走回头路；<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">5.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">老板必问价值链，员工当问饥饱寒<span lang="EN-US">”</span>。决策者对企业价值链各个环节的评价，各层面员工领袖对自己的薪资待遇、工作环境满意度是否满意，关系着方案实施的可持续性；<span lang="EN-US">
<p></p></span></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 51pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 51.0pt;"><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体; mso-bidi-font-family: 华文楷体;"><span style="mso-list: Ignore;">6.<span style="FONT: 7pt '';"> </span></span></span><span lang="EN-US" style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">“</span><span style="FONT-SIZE: 16pt; FONT-FAMILY: 华文楷体;">家属、顾客常见面，企业状况掌握全<span lang="EN-US">”</span>。企业对员工的家属的关爱，能评判出企业侧管理是否到位。企业对顾客需求的挖掘，有利于帮助企业发掘出新的商机。<span lang="EN-US">
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