Teach You To Meet Difficult Customers.
小A最近很有點(diǎn)頭疼,為了攻下這個(gè)大客戶,他至少已經(jīng)跑過9次該公司,每次那位笑咪咪的采購經(jīng)理總是很客氣的說聲"不好意思有點(diǎn)事先走一步."而不給他任何接近的機(jī)會(huì),更甭提什么介紹產(chǎn)品介紹自己了.想了很多折,比如邀請(qǐng)吃飯拉,比如想撥根煙套套近乎拉,比如發(fā)發(fā)短信慰問拉,可是都不見效.吃飯?直接拒絕;撥煙?不給你時(shí)間;發(fā)短信?永遠(yuǎn)不回,讓你嚴(yán)重懷疑自己是否記錯(cuò)了號(hào)碼...... 哎呀呀~一般人遇到這么個(gè)主,早沒了耐心.這不,老總也放下話來,再給一個(gè)月時(shí)間,要是再?zèng)]個(gè)譜---------撤! 小A這個(gè)頭疼呀~回家蒙著被子翻了所有叫得上名的銷售類營銷類心理學(xué)類書籍,硬是想不出個(gè)辦法來.這可怎么辦?難道就這樣放棄了?這可不是咱小A的風(fēng)格!咬一咬牙,還是決定要深入虎穴. 周一下午4點(diǎn)半,給采購經(jīng)理發(fā)個(gè)短信.短信內(nèi)容為":**經(jīng)理,你好!首先為以往多次的打攪說聲抱歉!
向您保證這個(gè)短信是本人和你交上朋友之前的最后一個(gè)短信!最后想申明本人只是想和您交個(gè)朋友~下班后請(qǐng)你吃飯!還望賞臉!如果不接受,本人會(huì)天天來等你,直到你同意為止.小A" 發(fā)完短信,跑公司門口等著....... 經(jīng)理出來,迎上前去.伸出手,只說一句話":**經(jīng)理,你好!現(xiàn)在是下班時(shí)間,我保證不談公事.我只想和你交個(gè)朋友,一起喝點(diǎn)小酒.我想你不會(huì)拒絕結(jié)交朋友的機(jī)會(huì)吧?" [結(jié)局一]經(jīng)理還是不理小A,于是小A天天去,一直到某一天,突然經(jīng)理同意了.... ... [結(jié)局二]經(jīng)理當(dāng)即答應(yīng),但強(qiáng)調(diào)說不談公事... ... [結(jié)局三]經(jīng)理對(duì)小A說"你別浪費(fèi)時(shí)間了,我是不會(huì)采購你的東西的"然后揚(yáng)長(zhǎng)而去,小A還是天天去等經(jīng)理下班.終于有一天,經(jīng)理受不了了答應(yīng)了... ... 以上的案例只是很小的一個(gè)事件.從中我們可以發(fā)現(xiàn): 曾經(jīng)的拜訪是失敗的,小A曾使用過諸多手段,但都沒效
果.為什么?人家不給你機(jī)會(huì)不等于人家不知道你來意.屢次的碰壁其實(shí)是在告戒小A,你這套我采購經(jīng)理不吃.也在告訴你小A,我采購經(jīng)理這有的是供應(yīng)商,你個(gè)小小業(yè)務(wù)員就知難而退吧;更在告訴你小A,拿不出象樣點(diǎn)的新穎點(diǎn)的創(chuàng)意,咱堂堂經(jīng)理是不屑和你交流的... ... 那么為何后面的動(dòng)作一定會(huì)導(dǎo)致成功約見呢?要素有幾點(diǎn):1.短信鋪墊,給采購經(jīng)理一個(gè)信號(hào),為以往的失敗畫個(gè)句號(hào).然后公布自己的策略,博得對(duì)方的好感或者說是征服欲望也可以說面子關(guān).2.眾目睽睽下的等待,再次滿足采購經(jīng)理的好勝心.3.強(qiáng)調(diào)只為交友,放松采購經(jīng)理的警惕心,也為其在公司眾人面前有個(gè)好的后路和交代.博得好感.4.最后一句話的重量,帶點(diǎn)挑戰(zhàn)帶點(diǎn)激將,專門針對(duì)這些傲慢而自大的采購經(jīng)理.5.最重要的是,帶上自己的誠意和耐心,真誠的和經(jīng)理交朋友.生意不在友誼在.沒有一個(gè)人會(huì)拒絕
Friend.
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