管理咨询销售的是服务,与销售实物商品有很大的不同。事实上,每一个咨询项目都是以客户给咨询公司的一笔商誉资金开始启动的,并且调查表明,咨询公司的业务超过2/3来自老客户,所以,如何赢得新客户,并能维系老客户,对咨询公司的生存至关重要。一、如何赢得新客户 首先,必须清楚客户的需求,如果咨询专家不能提供客户想要的,那 Management consulting sales service, and sales of physical goods are very different. In fact, every consulting project started with a goodwill fund from a client to a consulting firm, and the survey showed that more than two-thirds of consulting firm’s business came from regular customers, so how to win new customers and maintain Old customers, the survival of consulting firms is essential. First, how to win new customers First of all, we must be clear customer needs, if the consulting experts can not provide the customer wants, then