中層管理者挖掘需求的七大法寶

{"type":"doc","content":[{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"工作五步法中所指的需求，均是與企業相關的各種需求，包括上級的需求、客戶的需求、企業的需求等。需求是企業工作的出發點，幾乎所有的企業活動都是以完成某項需求爲起止點。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"1．挖掘需求的七大法寶","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶一：站位轉換","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"有這樣一個小測試：在原始森林裏，你帶着以下這些動物——它們分別是老虎、孔雀、大象、猴子、狗。但食物很快就喫完了，你不得不逐個地拋棄它們。請問：你最先拋棄哪個？最後拋棄哪個？","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"當然這個小測試是沒有標準答案的，每個人都可以有個性化的選擇。但是無數次測試的結果卻呈現出高度的一致：絕大多數人最先拋棄的是孔雀，理由是面對原始森林中變幻莫測的危險，孔雀是最無用的動物。很多人選擇最後拋棄老虎、大象或者狗，理由是在原始森林中，兇猛的老虎對其他危險動物有震懾作用，能夠給人提供保護；強壯的大象可以供人騎行，也可保護人的安全；而選擇狗的理由是因爲狗是人類最忠誠的朋友。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"但是，曾經也有爲數極少的人選擇最後拋棄孔雀。他們的理由是：在這幾種動物中，孔雀最弱小，它最需要人的保護。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"之所以得出兩種截然相反的答案，原因在於結論背後的出發點不同。第一種選擇是站在自我的角度，把自己的安全作爲思考的出發點；第二種選擇則是站在對方的立場，基於對方的需要出發。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"我們在挖掘需求的時候，如果你真想明白對方的意圖，就必須學會站在對方的角度來考慮問題，也就是常說的“換位思考”，否則，就會聽不見、聽不清、聽不懂、無法理解、抱怨、反對……","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶二：背景分析","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"上級或者客戶提出某項需求，肯定有一定的原因，而這個原因就是需求的背景。實際工作中，由於受到種種主觀或客觀的限制，他們可能不會把需求背後的原因講出來、講清楚，這時候就需要中層管理者根據雙方的對話或書面資料，將有限的、模糊的信息放到更長時間或更大空間的背景中去分析，以求儘量把握他們的真正需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶三：讀懂資料","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"很多企業內部的工作都是依靠文件、信函、郵件、通知等進行書面傳達，領導的很多需求也是通過這些文字進行傳遞。優秀的中層管理者不會草草瀏覽、囫圇吞棗，而是字斟句酌，力求“讀懂”這些資料，挖掘字裏行間的關鍵需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶四：問對問題","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"以下是提出問題應該遵循的一些原則：","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"避免問事後責怪性的問題。正確的方式是問事情應該怎麼做，而不是問事情爲何做不好。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"多問激發式問題。比如“你對這個問題應該還有其他的解決辦法吧？”這類問題會促進對方思考，讓對方感受到尊重，並幫助雙方找出問題的答案。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"多問開放式問題。比如“你對這件事情怎麼看？”這類問題有助於拓展對方的思路，有助於瞭解對方的真實想法，並有助於建立彼此的信任關係。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"適度問封閉式問題。比如“如果讓你重新做一次方案，你願意嗎？”這類問題限制了問題的選擇範圍，可以幫助對方釐清邏輯思路，並讓對話簡單、快速、直入主題。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"每次提問後應該有反饋。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶五：找出期望","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"上級或客戶在提出具體需求的時候，實際上他心中往往已經有了一個理想結果的輪廓。中層管理者在挖掘需求的過程中，就是要把這張“理想中的藍圖”複製下來，而這正是工作的難點，也是下一步提供合適方案的關鍵前提。所以，在挖掘對方期望的時候，除了在對話中明確得到的信息之外，還需要仔細去聽“弦外之音”，去挖掘對方潛在的需求。而這既包括組織的需求，也包括個人的需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶六：確認需求","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"確認是挖掘需求過程中的關鍵動作，凡是能夠做到與對方確認需求的，一般都是溝通的高手。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"法寶七：學會傾聽","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"傾聽是溝通中最重要的手段。如果你在溝通中出現以下三種情形，你將無法全面瞭解到對方的真實需求：","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"不用心聽：時而出現一些小動作，這會讓你遺漏掉很多關鍵信息。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"假裝在聽：外表看似在聽，但實際上精神已經“開小差”，對話無法入心，無法與對方進行需求確認。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"有選擇地聽：只注意聽自己感興趣的部分，只獲得碎片式的信息，無法全面把握對方的需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"挖掘需求常見的誤區","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"誤區一：客戶或上級的建議就是需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"誤區二：個人需求與企業需求是分離的。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"誤區三：客戶或上級說“你看着辦吧”就是沒有需求。","attrs":{}}]},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null}},{"type":"paragraph","attrs":{"indent":0,"number":0,"align":null,"origin":null},"content":[{"type":"text","text":"誤區四：需求是一成不變的。","attrs":{}}]}]}