在客戶面前你必須掌握好的七件事（1））

多年的業務經驗，讓我知道多瞭解客戶的個人背景資料，對於業務發展是很重要的。因此，每次拜訪客戶，我總會設法安排與客戶決策相關人一起用個餐，增加對他個人的瞭解。

作為業務員，在客戶面前，有七件事你一定要作對：

1. 年齡。任何你說的和寫的，包含俚語、典故、詞語難度、和話題內容，最好和對方的年齡階段能夠相稱。
2. 性別。儘管在職業場上，女性也愈來愈中性化，男性主管也會表現得很體貼，但是，你最好還是依據他（她）性別上的差異與興趣來進行業務發展。
3.  地域。每個地方的人，都有獨特的價值觀和文化特性，多瞭解當地的歷史與人文，能夠引導你和客戶之間增加認同與親密性。
4. 教育程度。如同年齡，每個客戶的教育程度不同，會讓你決定如何與客戶溝通，並讓他知道如何發覺你的產品或是服務的好處。
5. 收入水準。收入很大的決定了一個人的社交程度與個人需求程度，也讓你知道你該如何滿足他的個人需求。
6. 婚姻狀態。已婚人士與單身人士的價值觀、文化與需求內容是很不相同的。對一個單身人士大談家庭生活的好處，很可能會讓你失去一個重要的訂單。
7. 什麼事情會讓他夜裡輾轉反側？這是最重要的資訊。你必須知道你的客戶害怕什麼、擔心什麼、對什麼事情感到興奮、他期待什麼、會做什麼樣的夢。當你知道你的客戶的腦袋裡的裝著什麼，你就可以打入，和他交談，並與客戶建立起了親密的關係。

Seven things you must master in front of a client（1）

Many years of business experience, let me know more about the customer's personal background information, for business development is very important. Therefore, every time I visit a customer, I always try to arrange a meal with the client's decision maker to increase my understanding of him personally.

As a salesman, there are seven things you must be against in front of customers.

1. Age. Anything you say and write, including slang, allusion, word difficulty, and topic content, is best suited to the other's age.
2. Gender. Even though women are becoming more and more androgynous in the professional world, male supervisors are also very considerate, but you'd better do business on the basis of his or her gender differences and interests.
3. Regions. Each place has its unique values and cultural identity, and a better understanding of local history and humanity can lead to increased recognition and intimacy between you and your customers.
4. Education level. As with age, the education level of each customer is different, which will allow you to decide how to communicate with your customers and let him know how to discover the benefits of your product or service.
5. Income levels. A large amount of income determines one's level of social interaction and personal needs, and also shows you how you can meet his personal needs.
6. Marital status. Married people and single people value, culture and demand content is very different. The benefits of talking about family life to a single person are likely to cause you to lose an important order.
7. What would make him toss and turn in the night? This is the most important information. You have to know what your customers are afraid of, what they worry about, what emotions are excited, what they expect and what dreams they will have. When you know what's in your customer's head, you can break in, talk to him, and build a close relationship with your client.