1-3月房地产成交数据出炉；房子“卖爆”的答案，其实就在案场

<p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">保利同比下降</span><span style="font-family:微软雅黑;">40.2%，万科同比下降42.8%，华润同比下降40.8%……</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">随着</span><span style="font-family:微软雅黑;">1-3月销售额的出炉，预示着2024对房地产而言，或许更加寒冷。</span></span></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031614" data-ratio="1.3413333333333333" data-s="300,640" data-type="png" data-w="375" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8Uqg446ibGAdRD2NLxz1MTKA82WzUcuMJJhrER1jNmCTAYyHAicEnibvt8xsQ/640?wx_fmt=png&amp;from=appmsg" /></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">遥记得</span><span style="font-family:微软雅黑;">2021年房地产开始下行的时候，就有一派观点：<strong>坐等市场回暖</strong></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">不知道，坐等派是否还安好；或许市场有回暖的那天，<strong>但是我们必须做些什么，让我们可以坚持到那个时候。</strong></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">从</span><span style="font-family:微软雅黑;">2021年初开始，禾略就开始提倡一个观点：“地产的赛道已变，拥有核心竞争力才能活得下去，而这个核心竞争力就是对客户的洞察”，在现在这个“客户比黄金珍贵”的时代，这个观点或许进一步得到了印证。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><span style="color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);font-family: 微软雅黑;">时至今日，我们需要在这个观点之上再加一句</span><span style="font-family: 微软雅黑;letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);color: rgb(122, 79, 214);"><strong>“对客户的洞察要直接作用于销售增长”</strong></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">。</span><o:p></o:p></span></p><p><span style="color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);font-family: 微软雅黑;">与传统客研作用于项目定位或产品线更新不同，促进销售增长的客研，需要具备</span><span style="font-family: 微软雅黑;letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);color: rgb(122, 79, 214);"><strong>“成本低、周期短、目标强”</strong></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">三大核心特征。</span><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">成本低：</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">传统客研动辄数十万乃至上百万，而促进销售型客研的本质目标是促进收入的增长，而不是添加负担，<strong>几万块就需要看到效果</strong>；</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">周期短：</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">传统客研周期在</span><span style="font-family:微软雅黑;">2-3个月，要这么久之后才能促进销售显然是不现实的，并且客户心态始终在发生变化，因此销售型客研需要快速持续产出效果，<strong>以日、周为单位，进行持续结论输出。</strong></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">目标强：</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">传统客研覆盖面极广，包含城市、市场、土地、客户、产品等多个方面，而销售型客研需要聚焦<strong>销售场景及流程</strong>，有针对性地提供结论及解决方案。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="text-align: center;"><span style="background-color: rgb(122, 79, 214);color: rgb(255, 255, 255);"><strong><span style="color: rgb(255, 255, 255);background: rgb(122, 79, 214);letter-spacing: 0.4pt;font-size: 10.5pt;font-family: 微软雅黑;">实践回顾</span></strong></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">基于销售型客研的目标及需求，<strong>案场</strong>成为了绝佳阵地，我们在<strong>北京某中高端项目</strong>进行了尝试，发现了很多案场可能会忽略的对客户的洞察：</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">1、</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">本项目的客户可以分为哪些类型？</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">家庭回归型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户重视家庭生活，倾向于选择能够满足家庭成员需求的产品和服务。他们可能更关注产品的舒适性和实用性，以及能否为家庭创造温馨的氛围。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">商务应酬型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户经常需要与客户或合作伙伴进行商务应酬，他们可能会选择一些高端的餐厅和酒类来招待客户。他们在选择酒类时会考虑客户的喜好和自己的品牌形象。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">健康生活型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户注重健康和生活质量，可能会参与一些户外活动，如打高尔夫球、徒步等。他们可能更倾向于选择健康食品和有机产品。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">时尚潮流型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户追求时尚和潮流，对品牌和设计有较高的要求。他们可能会选择最新款的电子产品，如苹果手机，并关注服装和化妆品的品牌形象。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">工作繁忙型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户工作繁忙，可能没有太多时间进行日常的家务活动，因此他们可能会选择一些能够节省时间的服务，如家政服务。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">享受生活型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户喜欢享受生活，可能会参与各种娱乐活动，如音乐会、看展等。他们可能更注重生活的品质和娱乐体验。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">环保意识型客户：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户对环保有较高的意识，可能会选择电动汽车等环保产品，以减少对环境的影响。</span></span></em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">2、</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">（单一客户深挖）家庭回归型客户具有哪些特征，支付力呈现什么状态？</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">生活重心：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">家庭回归型的客户通常会将家庭放在生活的中心位置。他们可能会在对话中提到家庭的重要性，以及他们如何平衡工作和家庭生活。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">&nbsp;</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">从资料中可以看出，客户表示赞同</span><span style="font-family:微软雅黑;">“工作是为了放松，而不是放松为了工作”的观点，并且在购买房产时考虑的因素也与家庭舒适度和位置有关，这表明他们的生活决策很大程度上受到家庭价值观的影响。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">消费习惯和价值观：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">家庭回归型的客户在消费时可能会更注重产品的实用性和质量，而不是单纯的品牌或外观。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">客户提到在有孩子之后消费观有所转变，更加注重实用性和性价比，这可能意味着他们在消费时会更加考虑家庭的需求和预算。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">支付能力：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">从客户的描述中可以看出，他们有一定的经济基础和支付能力，比如计划购买第二套房，以及愿意为专业培训投入一定的费用。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">客户在购买酒类时会根据不同的场合和客户选择不同价位的酒，这表明他们有能力根据需要进行高端消费。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">客户提到愿意为舒适的生活支付，例如</span><span style="font-family:微软雅黑;">“花钱买舒服怎么舒服怎么来，怎么健康怎么来”，这可能意味着他们愿意为提高生活质量支付较高的价格。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">产品选择：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">家庭回归型的客户在选择产品和服务时，可能会更倾向于那些能够提升家庭生活质量的选项。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">客户在考虑新房时，对房间的朝向和空间大小有明确的要求，这表明他们在追求更高品质的居住环境。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">综合以上分析，我们可以认为这位客户属于家庭回归型，他们的支付能力偏向高端，愿意为家庭和个人舒适投资较高的金额。在为他们提供服务或产品时，应考虑他们对家庭生活质量的重视，以及他们对产品实用性和质量的要求。同时，也可以根据他们的支付能力和对高端消费的接受程度，推荐相应的高端产品和服务。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">3、</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">（单一客户深挖）我应该如何向家庭回归客户介绍房子，才能提升成交？</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></strong></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">强调家庭友好的设计：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">介绍房屋时，强调那些能够促进家庭成员间互动和增强家庭凝聚力的设计元素，比如宽敞的客厅、开放式厨房、适合家庭聚会的户外空间等。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">安全性和适老化设计：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">对于三代同堂的家庭，安全性和适老化设计非常重要。介绍房屋时，可以提到防滑地面、无障碍设施、紧急呼叫系统等安全措施，以及如何适应老年人和儿童的生活需求。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">教育资源和社区环境</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">家庭回归型的客户通常会对孩子的教育非常关注，因此，介绍附近的优质学校和教育资源，以及社区内的儿童娱乐设施和亲子活动，将是非常吸引人的卖点。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">多功能空间：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">介绍房屋的多功能空间，如可变书房、娱乐室或客房，这些空间可以根据家庭需求灵活使用，增加居住的实用性。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">社区配套和服务：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">介绍社区内的配套服务，如社区医疗、健身中心、便利店等，这些服务能够为家庭日常生活提供便利，增加居住的舒适度。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">私密性和独立性：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">虽然家庭回归型客户重视家庭生活，但他们也需要个人空间。介绍房屋设计中如何平衡公共空间和私人空间，比如独立的卧室区域、私人阳台或花园等。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">长期投资价值：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">这类客户往往会考虑房屋的长期居住价值和投资回报，因此，提供关于房屋增值潜力、社区发展规划和市场趋势的信息也很重要。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">个性化服务：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">提供一些个性化的服务，如室内设计咨询、家具配套建议等，帮助客户想象未来在这个家中的生活场景。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="margin-left: 21pt;"><strong><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">情感连接：</span></span></em></strong><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;"></span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">在介绍时，不仅仅强调房屋的物理特性，还要尝试建立情感上的联系。分享一些关于家的故事，让客户感受到这个房子不仅仅是一个居住的地方，更是一个充满爱和回忆的家庭空间。</span></span></em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">4、</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">（客户甄别）哪些客户更符合已成交客户的特征，值得重点挖掘？</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="margin-left: 21pt;"><em><span style="font-family: Wingdings;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);">l</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">（脱敏示例）客户编号</span><span style="font-family:微软雅黑;">0429更符合成交客户特征：</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">她</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">拥有一套</span>130多平米的房子，已经有8-9年的时间，对房产有一定的了解和经验。</span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">她在金融领域工作，对于投资有一定的认识，提到手上需要有优质资产，认为房产比股票更可靠。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">她对于小区的公共区域体验有一定的要求，特别关注车道入口的电子化和科技化。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">她参加了绿城</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">XXX</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">风里的摇号，虽然没有买到，但这显示了她对购房有明确的意愿和行动。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p><em><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">她对房子的投资价值和流通性非常看重，认为这是选择房子的首要标准。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></em></p><p style="text-align: center;"><span style="background-color: rgb(122, 79, 214);color: rgb(255, 255, 255);"><strong><span style="color: rgb(255, 255, 255);background: rgb(122, 79, 214);letter-spacing: 0.4pt;font-size: 10.5pt;font-family: 微软雅黑;">效果验证</span></strong></span></p><p><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">上述分析内容，只是整体分析的冰山一角，通过本次客研，我们在客户分类、客户洞察、成交技巧、客户甄别等多个维度，发现了很多案场平时没有挖掘到的宝藏，而这些宝藏，也直接促进了案场销售。</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031616" data-ratio="0.4919499105545617" data-s="300,640" data-type="png" data-w="559" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgXE0nYcTbOjSG9ibH9czzXbAz5NCmkecKicl0N7bYkPV6sSKWK7o6eiaMA/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031617" data-ratio="0.4776386404293381" data-s="300,640" data-type="png" data-w="559" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgYVHFqricAjIQiaibpHkamsaia7vkcNYqNcJ3RdEI7KibtaOvuas1NM25z8w/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031618" data-ratio="0.4891304347826087" data-s="300,640" data-type="png" data-w="552" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgZYd63J4tCkY9S70vmff3026som9vVoz47KhfphTr13DwmN8ibkp9QFg/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><span style="background-color: rgb(122, 79, 214);color: rgb(255, 255, 255);"><strong><span style="color: rgb(255, 255, 255);background: rgb(122, 79, 214);letter-spacing: 0.4pt;font-size: 10.5pt;font-family: 微软雅黑;">禾略在售项目提升服务</span></strong></span></p><p style="text-align: center;"><span style="background-color: rgb(122, 79, 214);color: rgb(255, 255, 255);"><strong><span style="color: rgb(255, 255, 255);background: rgb(122, 79, 214);letter-spacing: 0.4pt;font-size: 10.5pt;font-family: 微软雅黑;">只用几万块，深入洞察您的客户</span></strong></span><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></strong></p><p><strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">服务目标：</span></span></strong><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><span style="font-family:微软雅黑;">综合案场、成交、需求服务，形成客户一体化交互模式，促进在售项目全线发展</span></span><span style="font-family: 微软雅黑;color: rgb(6, 6, 7);letter-spacing: 0.4pt;font-size: 10.5pt;background: rgb(255, 255, 255);"><o:p></o:p></span></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031619" data-ratio="0.3953068592057762" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgCCFJhUEEOomBF4xew09SyX2wDp0cxQKJcVqCwUrOnUHgOoN3LMho2A/640?wx_fmt=png&amp;from=appmsg" /></p><p><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;"><span style="font-family:微软雅黑;">核心成果一：用</span><span style="font-family:微软雅黑;">AI，为项目所有人配备客户助手</span></span></strong><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;"><o:p></o:p></span></strong></p><p><span style="mso-spacerun:&#39;yes&#39;;font-family:微软雅黑;font-size:10.5000pt;mso-font-kerning:1.0000pt;"><span style="font-family:微软雅黑;">禾略基于十余年地产深耕经验，为项目独立开发客户智能助手，让</span><span style="font-family:微软雅黑;">AI直接助力销售工作。</span></span></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031620" data-ratio="1.0722021660649819" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgclabQ8XA29zibpgBMiaB99odqDnicWvUaqGbv3Hl8PueG48WIsdia9I8Sw/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: right;"><span style="mso-spacerun:&#39;yes&#39;;font-family:微软雅黑;font-size:10.5000pt;mso-font-kerning:1.0000pt;">示例：某项目已上线智能助手效果</span><span style="mso-spacerun:&#39;yes&#39;;font-family:微软雅黑;font-size:10.5000pt;mso-font-kerning:1.0000pt;"><o:p></o:p></span></p><p><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;">核心成果二：让销售更懂客户</span></strong><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;"><o:p></o:p></span></strong></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031621" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8Uqg0iaslaics5enpSTgYqZMWoTwKoWYActOCaFK3AHnbKMHibU3qsbVodKiaA/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031622" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgfaGtNXyHb0N50LicoGW2Eohl53jDma64yicyzXLrpNubheiaVtNeM3SEg/640?wx_fmt=png&amp;from=appmsg" /></p><p><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;">核心成果三：帮助销售更好把控客户情绪价值</span></strong><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;"><o:p></o:p></span></strong></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031623" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqglzYJWavbEn7l6KI4RFluNGgaemtGv4fRVNsBojIvaDgZyWVfI0RDdg/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031624" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgFtHRLEPAwbKGhwV6WCiaic21GLB6A2lfP5ERgRFvOWRvcgzjHOoXJp2w/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031625" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8Uqg05EvPXNic3chkETdWIG7V6HWBlrxaiaSUmI0PIbRSw3wEN3ZprcicDXrw/640?wx_fmt=png&amp;from=appmsg" /></p><p><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;">核心成果四：找到项目客户增长方向</span></strong><strong><span style="font-family: 微软雅黑;font-size: 10.5pt;"><o:p></o:p></span></strong></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031626" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgabANhwmjWgMDsXOmRhD0hGC8oBlpGtlHv3hFibfljAZwibguwN8Sl4ibQ/640?wx_fmt=png&amp;from=appmsg" /></p><p style="text-align: center;"><img class="rich_pages wxw-img" data-galleryid="" data-imgfileid="100031627" data-ratio="0.5631768953068592" data-s="300,640" data-type="png" data-w="554" style="height: auto !important;" data-src="https://mmbiz.qpic.cn/sz_mmbiz_png/VXjHib6YROwlBXHHFKmom1yoobCmY8UqgTu742xLiczJBCzFnMCdKeiaECbLzgLypyHGiceDxQ45rHFuUFTRcpC4Xg/640?wx_fmt=png&amp;from=appmsg" /></p><p style="display: none;"><mp-style-type data-value="3"></mp-style-type></p>