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<title>客戶拜訪腳本 Closure Gate Console</title> |
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<header> |
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<h1>客戶拜訪腳本 Closure Gate Console</h1> |
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<p>把「產出第一版客戶拜訪腳本」從 overdue 任務收斂成可驗收、可採用、可同步 PLS 的 production pack。這一版的重點不是再寫一份話術，而是讓產品、客成、CEO 能判斷：腳本是否足以進客戶拜訪、哪些證據仍缺、下一輪要派給誰。</p> |
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</header> |
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<main> |
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<section class="grid"> |
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<div class="card span-3"> |
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<h3>Closure 狀態</h3> |
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<div class="metric amber">Gate B</div> |
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<p class="muted">可進 mock visit；尚需客戶痛點清單與案例公開邊界才能關閉 overdue。</p> |
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</div> |
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<div class="card span-3"> |
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<h3>Owner / Due</h3> |
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<div class="metric">產品</div> |
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<p class="muted">墨宇產品負責人，2026-05-25 18:00 前確認採用或退修。</p> |
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</div> |
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<div class="card span-3"> |
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<h3>採用訊號</h3> |
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<div class="metric green">3/4</div> |
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<p class="muted">腳本、追問、異議處理可用；證據庫連結待補。</p> |
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</div> |
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<div class="card span-3"> |
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<h3>E2E 證據</h3> |
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<div class="metric blue">可測</div> |
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<p class="muted">拜訪紀錄、CRM next step、提案素材轉換率可回寫。</p> |
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</div> |
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</section> |
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<section class="grid"> |
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<div class="card span-8"> |
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<h2>D1 / D7 / D14 / D30 發展路徑</h2> |
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<table> |
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<thead><tr><th>節點</th><th>成果</th><th>驗收訊號</th></tr></thead> |
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<tbody> |
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<tr><td>D1</td><td>用本 console 跑一次內部 mock visit，產出三個客戶質疑場景與腳本修正。</td><td>產品負責人在 PLS 留下 accept / revise，客成補 3 筆痛點。</td></tr> |
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<tr><td>D7</td><td>完成 2 次真實或模擬拜訪紀錄，將問題、異議、下一步寫回 CRM/PLS。</td><td>每次拜訪都有 stakeholder、pain、evidence、next_step、owner、due。</td></tr> |
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<tr><td>D14</td><td>把高頻異議轉成提案模組與案例證據庫，分內部版/外部版權限。</td><td>至少 5 個提案片段可重用，案例授權狀態清楚。</td></tr> |
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<tr><td>D30</td><td>形成客戶策略簡報與提案產線：腳本、證據、提案、追蹤 dashboard 串成工具箱。</td><td>拜訪到提案的 lead time 降低 30%，採用率每週可追。</td></tr> |
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</tbody> |
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</table> |
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</div> |
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<div class="card span-4"> |
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<h2>Purpose-to-Purpose E2E</h2> |
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<ol> |
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<li>原始目的：讓客戶感受到墨宇差異化優勢。</li> |
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<li>產出物：拜訪腳本、異議處理、證據映射、追蹤資料模型。</li> |
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<li>人採用：產品定稿，客成帶入拜訪，CEO 看採用與轉換。</li> |
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<li>指標改善：提案速度、客戶回覆率、重複素材率、風險可視化。</li> |
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</ol> |
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</div> |
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</section> |
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<section class="grid"> |
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<div class="card span-12"> |
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<h2>第一版客戶拜訪腳本 v4：Closure 可驗收版</h2> |
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<div class="script-step"> |
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<strong>0-5 分鐘<br><span class="muted">定位</span></strong> |
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<div>「今天不是展示所有功能，而是釐清你們在哪些決策點感受不到差異，最後只留下 1-2 個可驗證下一步。」</div> |
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<div><span class="tag blue">捕捉欄位</span> <span class="code">visit.goal</span>、<span class="code">stakeholders[]</span></div> |
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</div> |
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<div class="script-step"> |
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<strong>5-18 分鐘<br><span class="muted">痛點還原</span></strong> |
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<div>「上次你們覺得優勢不夠明顯，是在哪個環節開始的？是成果證據、導入風險、價格、還是內部說服？」</div> |
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<div><span class="tag teal">能力提升</span> 讓客成用同一組問題分類，不靠直覺猜測。</div> |
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</div> |
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<div class="script-step"> |
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<strong>18-32 分鐘<br><span class="muted">證據映射</span></strong> |
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<div>「如果我們用相同產業/相同流程的前後對照來證明，你們最想先看到哪一種證據？」</div> |
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<div><span class="tag amber">Gate</span> 未授權案例只能用匿名模式；外部版需有 publish_scope。</div> |
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</div> |
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<div class="script-step"> |
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<strong>32-45 分鐘<br><span class="muted">提案收斂</span></strong> |
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<div>「下一版提案我只放三塊：你們的決策問題、對應證據、14 天試行驗收。這樣能不能進內部討論？」</div> |
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<div><span class="tag green">完成訊號</span> 客戶同意一個 owner、一個 due date、一個驗收指標。</div> |
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</div> |
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</div> |
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</section> |
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<section class="grid"> |
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<div class="card span-6"> |
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<h2>Solution Stack</h2> |
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<ul> |
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<li>脈絡框架：客戶質疑場景、差異化證據、提案模組、採用訊號。</li> |
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<li>作業流程：mock visit → 真實拜訪 → CRM/PLS 回寫 → 提案模組生成 → 採用 review。</li> |
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<li>資料/DB 模型：<span class="code">visit_script_versions</span>、<span class="code">visit_evidence_events</span>、<span class="code">proposal_modules</span>、<span class="code">adoption_reviews</span>。</li> |
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<li>工具/應用：本 console、拜訪紀錄表、案例權限表、提案片段庫。</li> |
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<li>驗收指標：mock pass、拜訪紀錄完整率、提案轉換率、案例授權覆蓋率。</li> |
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<li>下一輪升級：接 PLS worker，遇到客戶沉默或證據缺口自動派新任務。</li> |
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</ul> |
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</div> |
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<div class="card span-6"> |
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<h2>資料與權限邊界</h2> |
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<table> |
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<thead><tr><th>資料</th><th>權限</th><th>稽核</th></tr></thead> |
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<tbody> |
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<tr><td>客戶痛點原文</td><td>內部：產品/客成/CEO</td><td>保留來源拜訪、記錄人、時間</td></tr> |
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<tr><td>案例證據</td><td>外部需 publish_scope=external</td><td>案例授權人與到期日必填</td></tr> |
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<tr><td>拜訪腳本版本</td><td>產品 owner 可發布</td><td>每版 decision record</td></tr> |
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<tr><td>提案模組</td><td>Sales Kit 內外版分流</td><td>引用來源與客戶回覆率</td></tr> |
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</tbody> |
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</table> |
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</div> |
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</section> |
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<div class="card span-6"> |
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<h2>People Sync</h2> |
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<div class="line-draft">LINE 草稿： |
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墨宇產品負責人、客成窗口，PLS 已把「產出第一版客戶拜訪腳本」升級成 closure gate pack。請在 2026-05-25 18:00 前回覆： |
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1. accept：本腳本可進 mock visit； |
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2. revise：指出哪個段落不能用； |
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3. evidence_gap：補 3 個客戶感受不到優勢的場景。 |
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驗收口徑：mock visit 可跑完、每次拜訪可寫回 pain/evidence/next_step、案例權限不越界。</div> |
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</div> |
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<div class="card span-6"> |
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<h2>Closure Gate</h2> |
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<table> |
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<thead><tr><th>條件</th><th>目前</th><th>下一步</th></tr></thead> |
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<tbody> |
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<tr><td>可打開主成果</td><td><span class="tag green">PASS</span></td><td>本 HTML console</td></tr> |
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<tr><td>owner/due/驗收</td><td><span class="tag green">PASS</span></td><td>產品 2026-05-25</td></tr> |
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<tr><td>E2E 證據</td><td><span class="tag amber">PARTIAL</span></td><td>需 2 筆拜訪紀錄回寫</td></tr> |
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<tr><td>資料/工具箱升級</td><td><span class="tag green">PASS</span></td><td>data-model.md</td></tr> |
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<tr><td>decision record</td><td><span class="tag green">PASS</span></td><td>decision-record.md</td></tr> |
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</tbody> |
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</table> |
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</div> |
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