{"id":5597,"date":"2023-11-30T02:57:33","date_gmt":"2023-11-30T02:57:33","guid":{"rendered":"https:\/\/masterskills.org\/blog\/?p=5597"},"modified":"2023-12-21T11:02:11","modified_gmt":"2023-12-21T04:02:11","slug":"4-cach-ke-chuyen-khien-khach-hang-de-bi-thuyet-phuc-nhat-du-la-nguoi-ban-hang-nho-hay-nha-kinh-doanh-lon-deu-nen-biet","status":"publish","type":"post","link":"https:\/\/masterskills.org\/blog\/4-cach-ke-chuyen-khien-khach-hang-de-bi-thuyet-phuc-nhat-du-la-nguoi-ban-hang-nho-hay-nha-kinh-doanh-lon-deu-nen-biet.html","title":{"rendered":"4 c\u00e1ch “k\u1ec3 chuy\u1ec7n” khi\u1ebfn kh\u00e1ch h\u00e0ng d\u1ec5 b\u1ecb thuy\u1ebft ph\u1ee5c nh\u1ea5t: D\u00f9 l\u00e0 ng\u01b0\u1eddi b\u00e1n h\u00e0ng nh\u1ecf hay nh\u00e0 kinh doanh l\u1edbn \u0111\u1ec1u n\u00ean bi\u1ebft!"},"content":{"rendered":"

B\u1ea1n mu\u1ed1n khi\u1ebfn kh\u00e1ch h\u00e0ng tin c\u1eady b\u1ea1n, th\u00ec ph\u1ea3i khi\u1ebfn h\u1ecd quen thu\u1ed9c v\u00e0 hi\u1ec3u v\u1ec1 con ng\u01b0\u1eddi b\u1ea1n tr\u01b0\u1edbc. Mu\u1ed1n nh\u01b0 v\u1eady, c\u00e1ch t\u1ed1t nh\u1ea5t l\u00e0 k\u1ec3 c\u00e2u chuy\u1ec7n tr\u1ea3i nghi\u1ec7m c\u1ee7a ch\u00ednh m\u00ecnh.<\/h2>\n
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C\u00e2u chuy\u1ec7n l\u00e0 n\u1ec1n t\u1ea3ng th\u00e0nh l\u1eadp n\u00ean c\u00e1c m\u1ed1i quan h\u1ec7 c\u1ee7a con ng\u01b0\u1eddi. Trong th\u1eddi \u0111\u1ea1i k\u1ebft n\u1ed1i m\u1ea1nh m\u1ebd b\u1eb1ng internet n\u00e0y, kh\u1ea3 n\u0103ng k\u1ec3 chuy\u1ec7n c\u00e0ng t\u1ed1t c\u00e0ng gi\u00fap b\u1ea1n nh\u1eadn \u0111\u01b0\u1ee3c nhi\u1ec1u s\u1ef1 ch\u00fa \u00fd, \u1ee7ng h\u1ed9, v\u00e0 th\u00e0nh c\u00f4ng.<\/p>\n

C\u00f3 nh\u00e0 khoa h\u1ecdc \u0111\u00e3 ph\u00e1t hi\u1ec7n ra r\u1eb1ng, r\u1ea5t nhi\u1ec1u nh\u00e0 l\u00e3nh \u0111\u1ea1o th\u00edch k\u1ec3 chuy\u1ec7n. H\u1ecd s\u1ebd th\u00f4ng qua nh\u1eefng c\u00e2u chuy\u1ec7n, v\u00ed d\u1ee5 nh\u01b0 tr\u1ea3i nghi\u1ec7m l\u1eadp nghi\u1ec7p, qu\u00e1 kh\u1ee9 th\u00e0nh l\u1eadp v\u00e0 hi\u1ec7n t\u1ea1i ph\u00e1t tri\u1ec3n c\u1ee7a c\u00f4ng ty… \u0111\u1ec3 trau d\u1ed3i v\u00e0 c\u1ee7ng c\u1ed1 th\u00e2n ph\u1eadn l\u00e3nh \u0111\u1ea1o c\u1ee7a m\u00ecnh.<\/p>\n

Doris Kearns Goodwin l\u00e0 m\u1ed9t nh\u00e0 v\u0103n chuy\u00ean vi\u1ebft v\u1ec1 ti\u1ec3u s\u1eed t\u1ed5ng th\u1ed1ng n\u1ed5i ti\u1ebfng \u1edf Hoa K\u1ef3, ngay c\u1ea3 Obama c\u0169ng l\u00e0 \u0111\u1ed9c gi\u1ea3 trung th\u00e0nh c\u1ee7a b\u00e0.<\/p>\n

B\u00e0 \u0111\u00e3 t\u00ecm th\u1ea5y nhi\u1ec1u ph\u1ea9m ch\u1ea5t tuy\u1ec7t v\u1eddi \u1edf c\u00e1c v\u1ecb t\u1ed5ng th\u1ed1ng b\u00e0 t\u1eebng vi\u1ebft. M\u1ed9t trong nh\u1eefng \u0111\u1eb7c \u0111i\u1ec3m quan tr\u1ecdng nh\u1ea5t \u0111\u00f3 ch\u00ednh l\u00e0 h\u1ecd \u0111\u1ec1u c\u00f3 n\u0103ng l\u1ef1c k\u1ec3 chuy\u1ec7n m\u1ea1nh m\u1ebd. Ch\u1eb3ng h\u1ea1n, Lincoln k\u1ec3 chuy\u1ec7n nguy\u00ean l\u00fd h\u00ecnh h\u1ecdc \u0111\u1ec3 c\u00f3 th\u1ec3 th\u00f4ng qua D\u1ef1 lu\u1eadt Nh\u00e2n quy\u1ec1n trong Qu\u1ed1c h\u1ed9i.<\/p>\n

Tr\u00ean th\u1ef1c t\u1ebf, m\u1ed7i ng\u01b0\u1eddi ch\u00fang ta \u0111\u1ec1u \u0111ang k\u1ec3 c\u00e2u chuy\u1ec7n theo c\u00e1c ph\u01b0\u01a1ng th\u1ee9c kh\u00e1c nhau. Ngh\u1ec7 s\u0129, nh\u00e0 v\u0103n, gi\u00e1o vi\u00ean, n\u01a1i l\u00e0m vi\u1ec7c, gia \u0111\u00ecnh… \u0111\u1ec1u \u0111ang k\u1ec3 chuy\u1ec7n. \u0110\u00e2y \u0111\u01b0\u1ee3c coi l\u00e0 m\u1ed9t lo\u1ea1i s\u1ee9c m\u1ea1nh b\u1eaft ngu\u1ed3n t\u1eeb b\u1ea3n n\u0103ng c\u1ee7a con ng\u01b0\u1eddi.<\/p>\n

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\u0110\u1ebfn \u0111\u00e2y, nhi\u1ec1u ng\u01b0\u1eddi s\u1ebd th\u1eafc m\u1eafc t\u1ea1i sao \u0111a s\u1ed1 m\u1ecdi ng\u01b0\u1eddi th\u01b0\u1eddng xem tr\u1ecdng n\u0103ng l\u1ef1c k\u1ec3 chuy\u1ec7n?<\/i><\/p>\n

L\u1ea5y m\u1ed9t v\u00ed d\u1ee5 cho b\u1ea1n d\u1ec5 hi\u1ec3u, s\u1ee3 \u0111\u1ed9 cao l\u00e0 b\u1ea3n n\u0103ng c\u1ee7a m\u1ed9t s\u1ed1 ng\u01b0\u1eddi. V\u00e0o th\u1eddi c\u1ed5 \u0111\u1ea1i, con ng\u01b0\u1eddi \u0111\u01b0\u1ee3c ph\u00e2n chia l\u00e0m hai nh\u00f3m. M\u1ed9t nh\u00f3m kh\u00f4ng s\u1ee3 \u0111\u1ed9 cao, cho d\u00f9 \u0111\u00f3 l\u00e0 n\u00fai cao hay v\u00e1ch \u0111\u00e1. Nh\u00f3m kia s\u1ee3 \u0111\u1ed9 cao b\u1ea9m sinh, lu\u00f4n tr\u00e1nh xu\u1ea5t hi\u1ec7n \u1edf nh\u1eefng n\u01a1i cao, nguy hi\u1ec3m, d\u00f9 c\u00f3 \u0111i qua c\u0169ng run r\u1ea9y kh\u00f4ng d\u00e1m nh\u00ecn.<\/p>\n

Theo th\u1eddi gian, nh\u00f3m th\u1ee9 nh\u1ea5t g\u1ea7n nh\u01b0 tuy\u1ec7t ch\u1ee7ng, c\u00f2n nh\u00f3m th\u1ee9 hai l\u1ea1i s\u1ed1ng s\u00f3t v\u00e0 d\u1ea7n ti\u1ebfn h\u00f3a. Khi ti\u1ebfn h\u00f3a, h\u1ecd b\u1edbt s\u1ee3 \u0111\u1ed9 cao h\u01a1n, n\u00ean h\u1ecd \u0111\u00e3 ghi ch\u00e9p, truy\u1ec1n mi\u1ec7ng l\u1ea1i c\u00e1i c\u1ea3m gi\u00e1c s\u1ee3 h\u00e3i khi \u0111\u1ee9ng \u1edf n\u01a1i cao c\u1ee7a h\u1ecd tr\u01b0\u1edbc \u0111\u00f3.<\/p>\n

T\u00e2m l\u00fd th\u00edch nghe k\u1ec3 chuy\u1ec7n c\u1ee7a ch\u00fang ta c\u0169ng \u0111\u01b0\u1ee3c h\u00ecnh th\u00e0nh t\u1eeb c\u01a1 ch\u1ebf nh\u01b0 v\u1eady. B\u1edfi v\u00ec b\u1ea3n th\u00e2n ch\u01b0a t\u1eebng tr\u1ea3i nghi\u1ec7m, ch\u01b0a t\u1eebng nh\u00ecn th\u1ea5y t\u1eadn m\u1eaft, n\u00ean mu\u1ed1n th\u00f4ng qua nh\u1eefng c\u00e2u chuy\u1ec7n \u0111\u01b0\u1ee3c k\u1ec3 \u0111\u1ec3 r\u00fat ra kinh nghi\u1ec7m cho b\u1ea3n th\u00e2n, \u0111\u1ec3 xem b\u1ea3n th\u00e2n c\u00f3 ph\u00f9 h\u1ee3p m\u00e0 h\u1ecdc theo con \u0111\u01b0\u1eddng \u0111\u00f3 hay kh\u00f4ng, ho\u1eb7c \u0111\u1ec3 t\u1eeb \u0111\u00f3 m\u00e0 t\u00ecm ph\u01b0\u01a1ng ph\u00e1p tr\u00e1nh tho\u00e1t.<\/p>\n

M\u00e0 vi\u1ec7c kinh doanh bu\u00f4n b\u00e1n c\u0169ng nh\u01b0 th\u1ebf, b\u1ea1n mu\u1ed1n khi\u1ebfn kh\u00e1ch h\u00e0ng tin c\u1eady b\u1ea1n, th\u00ec ph\u1ea3i khi\u1ebfn h\u1ecd quen thu\u1ed9c v\u00e0 hi\u1ec3u v\u1ec1 con ng\u01b0\u1eddi b\u1ea1n tr\u01b0\u1edbc. Mu\u1ed1n nh\u01b0 v\u1eady, c\u00e1ch t\u1ed1t nh\u1ea5t l\u00e0 k\u1ec3 c\u00e2u chuy\u1ec7n tr\u1ea3i nghi\u1ec7m c\u1ee7a ch\u00ednh m\u00ecnh. \u0110\u1ed3ng th\u1eddi, khi \u0111\u1ed1i m\u1eb7t v\u1edbi nh\u1eefng t\u00ecnh hu\u1ed1ng kh\u00e1c nhau, b\u1ea1n c\u0169ng c\u00f3 th\u1ec3 l\u1ef1a ch\u1ecdn k\u1ec3 nh\u1eefng c\u00e2u chuy\u1ec7n kh\u00e1c nhau, kh\u00f4ng k\u1ec3 c\u00e2u chuy\u1ec7n c\u1ee7a m\u00ecnh, nh\u01b0ng k\u1ec3 c\u00e2u chuy\u1ec7n c\u1ee7a ng\u01b0\u1eddi kh\u00e1c ho\u1eb7c ti\u1ec1n th\u00e2n c\u00f4ng ty v\u00e0 s\u1ea3n ph\u1ea9m \u0111\u00f3 c\u0169ng \u0111\u01b0\u1ee3c. \u0110\u00e2y c\u0169ng l\u00e0 m\u1ed9t lo\u1ea1i linh ho\u1ea1t x\u1eed l\u00fd v\u1ea5n \u0111\u1ec1 t\u00f9y t\u00ecnh hu\u1ed1ng m\u00e0 ng\u01b0\u1eddi kinh doanh n\u00ean c\u00f3.<\/p>\n

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Sau \u0111\u00e2y, t\u00f4i xin gi\u1edbi thi\u1ec7u v\u1edbi m\u1ecdi ng\u01b0\u1eddi m\u1ed9t c\u00f4ng c\u1ee5, g\u1ecdi l\u00e0 ph\u01b0\u01a1ng ph\u00e1p SCQA, d\u00f9 l\u00e0 ng\u01b0\u1eddi b\u00e1n h\u00e0ng nh\u1ecf hay nh\u00e0 kinh doanh l\u1edbn c\u0169ng \u0111\u1ec1u n\u00ean h\u1ecdc. \u0110\u00e2y l\u00e0 m\u1ed9t c\u00f4ng c\u1ee5 nh\u1ecf trong nguy\u00ean t\u1eafc kim t\u1ef1 th\u00e1p c\u1ed5 \u0111i\u1ec3n c\u1ee7a McKinsey.<\/p>\n

S: Situation (T\u00ecnh h\u00ecnh, b\u1ed1i c\u1ea3nh)<\/span><\/b><\/p>\n

Th\u1eddi gian, \u0111\u1ecba \u0111i\u1ec3m v\u00e0 ho\u00e0n c\u1ea3nh c\u1ee5 th\u1ec3 c\u1ee7a s\u1ef1 vi\u1ec7c ph\u1ea3i \u0111\u01b0\u1ee3c m\u00f4 t\u1ea3 theo s\u1ef1 th\u1eadt, kh\u00f4ng c\u1ea7n tranh lu\u1eadn, c\u0169ng kh\u00f4ng c\u1ea7n gi\u1ea3i th\u00edch v\u1edbi kh\u00e1ch h\u00e0ng.<\/p>\n

Th\u00f4ng qua ph\u1ea7n n\u00e0y, ch\u00fang ta s\u1ebd “\u0111\u1ee9ng c\u00f9ng v\u1ecb tr\u00ed” v\u1edbi kh\u00e1ch h\u00e0ng. \u0110\u00e2y c\u0169ng l\u00e0 b\u01b0\u1edbc \u0111\u1ea7u ti\u00ean \u0111\u1ec3 thi\u1ebft l\u1eadp “t\u00ecnh h\u1eefu ngh\u1ecb” \u0111\u00f4i b\u00ean th\u00f4ng qua vi\u1ec7c c\u00f9ng l\u1eadp tr\u01b0\u1eddng.<\/p>\n

L\u00fac n\u00e0y, ch\u00fang ta c\u00f3 th\u1ec3 n\u00f3i:\u00a0Hai n\u0103m tr\u01b0\u1edbc, t\u00f4i \u0111\u00e3 t\u1eebng g\u1eb7p m\u1ed9t kh\u00e1ch h\u00e0ng, h\u1ecd mu\u1ed1n c\u00f3 m\u1ed9t s\u1ea3n ph\u1ea9m v\u1edbi s\u1ef1 ph\u00f2ng h\u1ed9 cao m\u00e0 c\u00f4ng su\u1ea5t ph\u1ea3i \u0111\u1ee7 l\u1edbn.<\/i><\/p>\n

C: Complication (M\u00e2u thu\u1eabn)<\/span><\/b><\/p>\n

M\u1ed9t \u0111i\u1ec1u g\u00ec \u0111\u00f3 c\u00f3 th\u1ec3 x\u1ea3y ra, \u0111\u1ec3 h\u01b0\u1edbng \u0111\u1ebfn \u00fd t\u01b0\u1edfng b\u1ed1i c\u1ea3nh \u0111\u00e3 k\u1ec3 c\u00f3 th\u1ec3 b\u1ecb thay \u0111\u1ed5i, v\u00e0 nh\u1eefng thay \u0111\u1ed5i n\u00e0y c\u00f3 ch\u1ee9a c\u00e1c v\u1ea5n \u0111\u1ec1 ho\u1eb7c nguy hi\u1ec3m ti\u1ec1m \u1ea9n.<\/p>\n

V\u00ed d\u1ee5, b\u1ea1n c\u00f3 th\u1ec3 n\u00f3i:\u00a0Tuy nhi\u00ean, v\u1edbi m\u1ee9c ph\u00f2ng h\u1ed9 cao, hi\u1ec7u \u1ee9ng t\u1ea3n nhi\u1ec7t c\u1ee7a s\u1ea3n ph\u1ea9m s\u1ebd b\u1ecb \u1ea3nh h\u01b0\u1edfng, do \u0111\u00f3 c\u00f4ng su\u1ea5t kh\u00f4ng n\u00ean qu\u00e1 l\u1edbn. \u0110\u00e2y l\u00e0 m\u1ed9t v\u1ea5n \u0111\u1ec1 kh\u00f3 v\u1ec1 k\u0129 thu\u1eadt.<\/i><\/p>\n

Q: Question (C\u00e2u h\u1ecfi)<\/span><\/b><\/p>\n

H\u00e3y d\u00f9ng m\u1ed9t c\u00e2u n\u00f3i n\u00e0o \u0111\u00f3 \u0111\u1ec3 xoa d\u1ecbu t\u00ecnh h\u00ecnh, sau \u0111\u00f3, d\u1eabn v\u1ea5n \u0111\u1ec1 \u0111\u1ebfn:\u00a0L\u00e0m th\u1ebf n\u00e0o \u0111\u1ec3 gi\u1ea3i quy\u1ebft m\u00e2u thu\u1eabn n\u00e0y?<\/i><\/p>\n

A: Answer (Tr\u1ea3 l\u1eddi)<\/span><\/b><\/p>\n

\u0110\u00e2y ch\u00ednh l\u00e0 v\u1ea5n \u0111\u1ec1 b\u1ea1n mu\u1ed1n nh\u1eafc \u0111\u1ebfn, ho\u1eb7c l\u00e0 gi\u1ea3i ph\u00e1p b\u1ea1n mu\u1ed1n \u0111\u1ec1 xu\u1ea5t. V\u00ed d\u1ee5, b\u1ea1n c\u00f3 th\u1ec3 n\u00f3i:\u00a0M\u1ed9t s\u1ed1 kh\u00e1ch h\u00e0ng c\u1ee7a c\u00f4ng ty ch\u00fang t\u00f4i \u0111\u00e3 g\u1eb7p ph\u1ea3i v\u1ea5n \u0111\u1ec1 t\u01b0\u01a1ng t\u01b0. V\u00e0o l\u00fac \u0111\u00f3, ch\u00fang t\u00f4i \u0111\u00e3 \u0111\u1eb7c bi\u1ec7t gi\u00fap h\u1ecd ph\u00e1t tri\u1ec3n m\u1ed9t s\u1ea3n ph\u1ea9m chuy\u00ean m\u00f4n, gi\u1ea3i quy\u1ebft \u0111\u01b0\u1ee3c v\u1ea5n \u0111\u1ec1 n\u00e0y.<\/i><\/p>\n

Li\u00ean k\u1ebft l\u1ea1i t\u1ea5t c\u1ea3 nh\u1eefng c\u00e2u trong ph\u1ea7n v\u00ed d\u1ee5, b\u1ea1n s\u1ebd c\u00f3 ngay m\u1ed9t c\u00e2u chuy\u1ec7n \u0111\u01a1n gi\u1ea3n nh\u01b0ng kh\u00f4ng k\u00e9m ph\u1ea7n h\u1ea5p d\u1eabn c\u0169ng nh\u01b0 d\u1ec5 d\u00e0ng thuy\u1ebft ph\u1ee5c kh\u00e1ch h\u00e0ng.<\/p>\n

SCQA l\u00e0 m\u1ed9t ph\u01b0\u01a1ng ph\u00e1p k\u1ec3 chuy\u1ec7n d\u1ec5 hi\u1ec3u, d\u1ec5 h\u1ecdc h\u1ecfi, c\u00f3 th\u1ec3 gi\u00fap b\u1ea1n \u0111\u1ea1t \u0111\u01b0\u1ee3c c\u01a1 h\u1ed9i d\u1eabn d\u1eaft h\u1ed9i tho\u1ea1i v\u00e0 h\u01b0\u1edbng kh\u00e1ch h\u00e0ng \u0111\u1ebfn b\u01b0\u1edbc ti\u1ebfp theo c\u1ee7a m\u1ee5c ti\u00eau m\u00e0 b\u1ea1n mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

B\u1ea1n mu\u1ed1n khi\u1ebfn kh\u00e1ch h\u00e0ng tin c\u1eady b\u1ea1n, th\u00ec ph\u1ea3i khi\u1ebfn h\u1ecd quen thu\u1ed9c v\u00e0 hi\u1ec3u v\u1ec1 con ng\u01b0\u1eddi b\u1ea1n tr\u01b0\u1edbc. Mu\u1ed1n nh\u01b0 v\u1eady, c\u00e1ch t\u1ed1t nh\u1ea5t l\u00e0 k\u1ec3 c\u00e2u chuy\u1ec7n tr\u1ea3i nghi\u1ec7m c\u1ee7a ch\u00ednh m\u00ecnh. C\u00e2u chuy\u1ec7n l\u00e0 n\u1ec1n t\u1ea3ng th\u00e0nh l\u1eadp n\u00ean c\u00e1c m\u1ed1i quan h\u1ec7 c\u1ee7a con ng\u01b0\u1eddi. Trong th\u1eddi \u0111\u1ea1i k\u1ebft […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[196,232],"tags":[],"_links":{"self":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5597"}],"collection":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/comments?post=5597"}],"version-history":[{"count":0,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/posts\/5597\/revisions"}],"wp:attachment":[{"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/media?parent=5597"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/categories?post=5597"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/masterskills.org\/blog\/wp-json\/wp\/v2\/tags?post=5597"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}