China Marketing Communication Network, 2004-10-15, Author: Wang Penghui,
In the training class, a student made such a question: he is working with another manufacturer at the same time as a big customer work, hoping to sell its own products. The products, prices, quality and sales policies of both parties are roughly almost, and he is better than the competitors, in terms of interpersonal relationships, customers, customers, have also expressed their willingness to distribute their products many times. But things are willing to violate, but the final customer signed the contract with the competitors. I then made him carefully, there was anything about it in the process of communicating with the customer, but he didn't seem to be. Later, this student did not contact me, and the specific situation was not known. In fact, such things often encounter in our sales work, the kind of "Halfway Killing Jinjin" makes many sales staff to abandon, and they are also angry and helpless. This is the ruthless of the mall. In fact, we don't have to be shocked, and the trendy avoidance is the nature of business people. If you have problems, don't hurry to accuse customer's non-credit, you should find reasons from itself. Dafan customers have changed their strings in the halfway, such as such factors: 1. The other party provides customers with more favorable conditions, customers can get greater benefits at smaller costs; 2. The other party gives customers a tempting偌, make customers moved by this temptation; 3, customers have been influenced by others, such as those trust of customers recommended their opponents; 4, the opponent's personal charm conquered customers; 5, the opponent did it What is going on. Among the above factors, some of the salesperson cannot control, such as the company's policy, the impact of others, etc., we will not discuss it. We start from the personal behavior of research and sales staff to find answers. I don't know if our sales staff have to think about a problem: What is the value we exist? If the product relies on brand influence, advertising, product quality, low price, etc., it can be unimpeded, and it does not need to exist in sales staff. Here, I propose a point of view: the value of sales staff is to create value for customers. It can be said that the reason why the customer chooses you because you have created value for him. Some people will think, I sell the product to him, let him make money or have benefited, is it worthy of value? The answer is yes, but it is not enough. Because this is what any sales person can do. What we talk about creation is more important to create additional value outside the product value itself. In fact, this added value is that you exist. This is an inevitable in competitive buyer market conditions. Tell a little story. There is a master of cherry, the business is very hot, and many people around us have almost no business. Not only that, many people are willing to run from far away from the place to make him repair. Is his technology? In fact, it is similar to others. It turned out that this master has a habit. Every time I finished the car, I have to help customers wipe the bicycle to dry, just like a new car. At this point, the customer does not require, nor is it within the scope of his repair. But he has been doing this. Needless, we can imagine a surprise when the customer gets the car! This is why customers choose his reason, because he created value for customers, while other repairs do not do. Talk about a case I personally experienced. A few years ago, when I did a health product, I would like to explore the X-provincial market and found the largest health care products distributors. The dealer is not only strong, but also has a good business, generally its distribution and agents are well sold.
When I was first visited, I was waiting for several manufacturers' sales managers waiting, and some have been coming several times but I haven't seen it. See this scene, I know this is a difficult bone. At this time, I "know the difficulties", if you wait like other manufacturers, the results can be imagined. Go back to take yourself in the hotel for a day, think of a complete set of strategies. In the next few days, I want to meet the salesman's salesman on the terminal. After eating a meal, the company has basically understood; running a number of terminals, asking for many salespersons, master The company's large number first-hand information in sales; through relationships, a manufacturer's manager is known, and the company is their dealer, and the relationship is not bad. After completing these work, I have considered the problems of the company and the future development, I have made a lot of suggestions, and spent two nights to write into a report. Next, the manager of the manufacturer took the line and quickly saw the dealer. That time, we talked about three hours. Later, the product was not only done, and I also found a difference, I was secretly secretly hired by the dealer as their company. Tall back, if I don't spend a week, I can't do anything in my work. Can there be a good result? This is to create additional value for customers: Help him grow in the career! And all, very few people will do it. From the above two examples, we can see that during the sales process, we must not only do the work of the manufacturers, but also do things that exceed the expectations of customers. When you do this for our customers, your competitors have not been done, customers will choose who can choose. So, we must keep in mind in sales: our value and mission is to create value for customers. The more value you created for our customers, the greater the chance you succeed. Wang Penghui, corporate training and marketing consultants, is committed to research, consulting and training in marketing strategies, sales skills, success incentives, effectively enhance the competitiveness of enterprises and individuals. Welcome to "Dapeng Marketing Training Network" http://wph228.com to get more information. Mailbox: wph228@vip.sina.com#floater {position: absolute; left: 5; Top: 220; width: 170; Visibility: visible; z-index: 10;
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