最近,销售员小陈觉得越来越吃力,几个单子相继在招标中落败。在经典的“顾问式销售”技巧--锁定关键人物、掐痛点、目标分解等的攻势下,精明的客户已渐渐有了免疫力。小陈向销售总监洋泾浜抱怨:“我们该做的都做了,效果却见不到。”老洋问:“顾问式销售的核心是为客户提供价值,你是如何做的?” Recently, the salesman Chen feel more and more difficult, several list one after another in the tender lost. In the classic “consultant sales” skills - lock key figures, pinch points, target decomposition and other offensive, shrewd customers have gradually become immune. Xiao Chen complained to the sales director Pidgin: “We have done, the effect is not seen. ” Lao Yang asked: “The core of consultative sales is to provide customers with value, how do you do ? ”