通过基层了解问题、面对高层刺激痛苦、针对中层关注关系,打通接天气和地气的通道。大客户销售的思路、流程与方法与小额产品本质有区别,客户采购的时间、参与决策人员、客户需求等都与小额产品采购不一样。很多销售员拜访客户半年,甚至很久,但却始终没有业务,尽管他的产品也有优势,也能符合客户的需求。很多销售员总是不停地拜访客户某个人,却不知客户的采购决策者和流程是什么。很多销售员拜访客户时总是那老三套:某经理最近如何、介绍公司产品如何如何好、要求客户下单。如此做大客户销售,有用吗?没有。那如何来解决这 Through grass-roots understanding of the problem, the face of high-level stimulation of pain, for the middle concerns, get through the weather and the gas passage. Large customer sales ideas, processes and methods and the nature of the small difference between the product, customer purchasing time, participation decision-makers, customer needs, and small purchases are not the same. Many sales staff visit customers for six months or even a long time, but never business, although his products also have advantages, but also to meet customer needs. Many salespeople always visit a certain customer, but do not know what the customer’s purchasing decision-makers and processes. Many salespeople visit the customer is always the case: the manager recently how to introduce how the company’s products, requiring customers to place orders. So big customer sales, useful? No. How to solve this