XX银行客户经理营销流程指引目录第一步如何寻找目标客户.............................................................................................................1一、用优选法确定目标客户...................................................................................................1二、用资料法查找目标客户...................................................................................................1三、用陌生法寻找目标客户...................................................................................................3四、用缘故法介绍目标客户...................................................................................................7五、用关系法开发目标客户...................................................................................................9第二步搜集情报，接近目标客户...............................................................................................10一、收集客户情报.................................................................................................................10二、制订访问计划.................................................................................................................14三、约见目标客户.................................................................................................................16第三步善于倾听，智慧面议商谈...............................................................................................18一、正式接触客户.................................................................................................................18二、善于沟通.........................................................................................................................23三、认真倾听.........................................................................................................................27四、巧妙回答.........................................................................................................................31五、介绍产品.........................................................................................................................36六、场外公关.........................................................................................................................38第四步巧妙处理异议...................................................................................................................42一、认识异议.........................................................................................................................42二、辨别异议。.....................................................................................................................45三、冰释异议。.....................................................................................................................48第五步达成交易...........................................................................................................................51一、捕捉成交信号。.............................................................................................................51二、讲究成交策略.................................................................................................................54三、走出成交误区.................................................................................................................58第六步重视客户维护..................
