资源描述：
《如何突破大客户营销（how to break through the key account marketing）》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。
1、如何突破大客户营销（Howtobreakthroughthekeyaccountmarketing）SeekingpivotFindingthefirmsupportersintheimportantpositionofthedecisionmatrixisthekeytobreakthroughtheinterpersonalmatrix.Thispointwillbethefulcrumofourfuturestrength,andwewillworkaroundthispoint.Inordertoprythecustomer
2、intotheearth,thefulcrumisessentialandthemostimportant.Thenextstepfromtoptobottomistoturntheapproverintoafulcrum,anditisbesttomakehimourgoodfriend.Evenwiththesourceoftheapproverortheimportantsponsor,thetrustofthefurtherapprovercannotbeignored,especiallyatanytime,andthep
3、restigeandstatusoftheorganizationintheorganizationcannotbeharmed.Similarly,decisionmakers,evaluators,anduserscanbeourpivot."Expressingsincerity","solemnpromise",and"obtainingtrustandsupport"arethewholeprocessofseekingfulcrum.Sometimes,thisfulcrumisrelativelysmall,butas
4、longasthepatiencetocultivate,continuetodeepen,itwillplayanunexpectedrole.Onceinaproject,wedon'thaveanyresources,wecanonlystartwiththegrassrootsusers.Fortunately,opponentsignoretheirexistence.Wedo,buteachvisitwhentheyhavetofindachat,youprovidesomemakethemconvenientforwo
5、rk,occasionallyintherestaurantandaskthemtoeatameal.Thefinalvictory,toacertainextent,isduetotheuser'shighlyvaluedusereportssubmittedagainandagain.Ofcourse,withtheadvanceoftheworkandtheoccurrenceofsomeunexpectedcircumstances,thefulcrumalsoneedtocontinuetoincreaseandadjus
6、t,soastocontinuetoprovidemoreandmoresupport.ExtendedsupportsurfaceFromthepointofpenetration,theinsideline,thefulcrum,threeaspects,wehaveestablishedthemostbasicsupportsystem,orestablishedthebasicinterpersonalsupportmatrix.Atthispoint,weachievedinitialsuccess-standingint
7、heclientorganizationandexertinginfluenceontheclient.However,theinfluenceisstilllimited,notenoughtoensuretheachievementofsalesgoals.Atthispoint,itisnecessarytofindmoresupportpowerandexpandthesupportingsurface.Expandthesupportsurfaceisinthematrix"throughinterpersonal,coo
8、rdination,expand"forhisfirmfriendsandsupportersatvariouslocationsthroughoutthedecisionmatrix,continuetomakeupthesuppo
