4种客户类型分析及谈判策略0

《4种客户类型分析及谈判策略0》由会员上传分享，免费在线阅读，更多相关内容在工程资料-天天文库。

1、1.Fourtypescustomersdividedfromthecharacterpartition鸽子dove猫头鹰owl2.thecharacteranalysis2.1Theeagletypecharactertraits性格特征Talkquickly,thevolumeislarger,whenspeakingtone・changelittle行为特征BehavioralcharacteristicsMayspite刁难you,Maythrowsyoutoshowauthority权威.Likestosa

2、ynottolisten.Theyhatetowastetime.C、他们的需求TheirneedHopetohaveacompetitiveedge竞争优势,lookingforwardtothewinner'sfeeling・Power,status地位,prestige威信andreputation声望hasgreatinfluencetothem.2.2Thepeacock孔雀typeofcharactertraits综述：沟通能力特别强，很健谈。平易近人，容易交往。凭感觉做决策。Review:particu

3、larly特另Ustrongcommunicationskills,verytalkative.Approachable,easytocontact.Byfeelingmakedecisions.A、VoicefeaturesTalkquickly,thevolumeisbig,tonecadence抑扬顿挫节奏；Youcanoftenhearthelaughteroftheyoung爽朗的笑声.B、BehavioralcharacteristicsWarm,friendly,oftenputforward提出th

4、eirviews;Oftenresponsewhatyoutalkquickly,sometimesinconjunctionwithyouajoke同你开开玩笑.C>TheirneedTheypursuittoberecognizedbypeople・Eagertobecometheobjectofattention关注白勺对象.2.3鸽子型的人性格特征Pigeonstypeofcharacter综述：友好、镇静、不急不燥，做决策一般会较慢。Review:friendly,calm,notworrynotdry,m

5、akedecisionsusuallyslowe匚A、VoicefeaturesTheytalknotquickly,Theirvolumeisnotbig,Theirtonewillhavechange,buttheydon'tlikethepeacocktypesoobvious・B、BehavioralcharacteristicsTheirreactionisnotquick,theyareverygoodlisteners・Aslongasyoucanguidehim,theywillcooperate.C

6、、TheirneedPersonalrelationships,feelings,trustandcooperationareveryimportanttothem.Toreformandseekimprovementinstability稳中求进，sometimeswillresist抵制change.2.4猫头鹰型的人性格特征TheowltypeofcharacterA、VoicefeaturesTalknotfast,volumeissmall,Tonechangeslittle・B、Behavioralcha

7、racteristicsDon'tfit酉己合，don'tliketotalk,donrttaketheinitiative主动toexpresstheirviews,letapersonfeeldifficulttounderstand・C>TheirneedAccurate准确，organized有条理andhaveasatisfactoryresult.Throughalotoffacts,data,todojudgment.3•应对策略Copingstrategies：typeHowtograsp把握What

8、doyouneeddoWhatdon'tyouneeddo老鹰型rheeagletype直入主题StraightintothethemeFocusedontheirgoals,concise简洁,specific具体，beprepared,organizedandresultoriented导向wasteoftime,nopurpose,exc