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客户最关心的利益点在哪里?说服客户不必口若悬河JEB 商品说明三段论真谛一、找准客户的利益点“喝牛奶何必养奶牛”是施乐(XEROX)说服客户租用机器的利益:“租用的机器您可以换机,也随时可以解约”是说明客户不用担心机器性能不好或服务不好,能安心地使用:“您每日只要花少许的租费,不需投入大笔固定资金”是说明客户只要花少许金钱就能使用一台复印机,客户最关心的利益就
Customer interests are most concerned about where? Convince customers do not have to eloquent JEB Description Symphony Truth One, identify the interests of customers Dim “Why drink milk milk cow” Xerox (XEROX) to convince customers to rent the machine benefits: “ Of the machine you can change the machine, but also ready to cancel the contract ”is that customers do not have to worry about the performance of the machine is not good or service is not good, you can use peace of mind: “ You only spend a little rent per day, Funds ”is to show that customers can use a copier for a small amount of money, and customers are most concerned about the benefits