[China Glass Network] Customer Positioning
Since the products sold are diverse, it is necessary to determine the basic customer group type for different products and then position the sales. For example, if the customer is a small business in an office building, or even a leather bag company, then the sales skills can be very flexible, and sometimes you can lie to lie, you can be blind. Don't regard such an approach as very immoral. In fact, for such a company, it is generally a one-time business. Let's make a calculation. The main thing is to win the boss, and others can ignore it.
But if your customer base is a relatively large company, or if the company is small but still fairly formal, then it must be done in a formal way. That is to say, the person who meets must see it, the information must be handed over, and must be done in every aspect. Maybe such a customer can help you introduce the sales of many potential products of the same city. A kind of customer will come across. When your customer is very small, it will take a short time for him to buy your equipment, but for big customers, you need to do the pre-sale and after-sales. Although it is problematic to consider this approach ethically, it is necessary to consider this from a commercial perspective. Because if you spend too much time on small customers, you will delay getting to know more customers. If you have the energy, you can use two notebooks to do the analysis and sales log of the two customers. After a long time, you will find the mystery.
Point-to-line all-round sales model
This set of sales methods is summed up by myself. It is divided into three steps A. The face-to-point represents the relevant leaders, and the points represent the people in charge. When you are faced with a market that you have no relationship with, you can first find the upper level leader. The first time you meet, the leader will not talk to you deeply. He will only introduce you to the specific responsible person below. You can first let go of the leadership and get through the specific people.
B. From the point to the face, when the work of the specific personnel is done well, then go back and do the relevant leadership work, which is from the point to the face. After the lower level is laid, the leader has a certain understanding of you. When you introduce the leader to the leader again through the mouth of the lower level, your position in the leadership has also been greatly improved.
C. Point-to-point connection After the relevant leadership relationship is completed, you can ask him to introduce other leaders in charge to get to know you. Since the launch of a project is not just a decision that a leader can decide, it is necessary to spread the net in the leadership. Then list the management of all the leaders and subordinates to find out the key leaders and specific responsible personnel who can decide the success or failure of the project. The rest is to spend money.
Technical sales are correct
As a salesperson, basic technical literacy is necessary. Reflecting your technical skills in the process of talking to customers, not only can enhance the company's image but also enable customers to accept you better. Of course, if you can solve the actual difficulties of the customer, it is better. For example, when customers use your equipment or software, they have problems in the actual application, you can solve the problem on the spot, and the customer's trust in you will be greatly deepened. Therefore, the sales personnel should know the common configuration or use method of the company's products in practice when the conditions permit.
It is necessary to use emotions to communicate rather than use money to edit this paragraph in the sales process, but it is impossible to establish friendship entirely in money. Money only allows you to approach the customer without any relationship, and let the customer fully trust you to develop emotional and ideological exchanges. If you use money to pile up, it will make customers have bad habits. Their appetite will become bigger and bigger. Secondly, they will not trust you and think that your product has problems at a certain point.
Don't ignore competitors
When you are recommending a series of products to customers, you will definitely encounter many competitors. You should take the initiative to deal with them and learn as much as possible about their products and networks. At this time, the customer's bidding will appear by It is important. The gathering of manufacturers at the tender meeting gave us a lot of opportunities to understand the opponents. After the tender meeting, there will usually be a dinner with the manufacturer and the customer. This opportunity is rare, you can learn during the meal. Whether the leadership of the opponent's manufacturer is reasonable or not, and who is in the customer's leadership is better. In short, if you look carefully, you can find a lot of useful things.
Competitor
When we meet a stronger opponent than ourselves, the first thing we have to do is not to challenge him, but to make up for and service, sometimes even embedding a customer with a normal heart.
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