For the modern Chinese market, the competition for any product can be described as boring, and it may be more appropriate to have more wolves. Among the many wolves, you can only win with the wisdom and strength to defeat the opponent, dominate the gimmick and win the favor of the customer, because sales is a very cruel game, either lose or win. Of course, everyone wants to win, but not everyone has the ability to win, including the mentality of winning, skills, methods and resources.
Once served an electrical company, its main product is the AC contactor. The contactor can be said to be an industry that has completely broken through, and the price is transparent and severely homogenized. However, the permanent magnet contactors produced by our customers have been differentiated, and the sales difficulties have also been encountered. Why? Habits, the power of habit is very powerful. Do we have no way out? Of course not, what we have to do is to strengthen sales, improve sales efficiency, and use powerful sales to attack the power of habit. You should start with the following aspects:
First, adjust the mentality: change the heart of the person to help others, change the heart of single win is a win-win heart.
We sell our products to our customers because our products can solve the problems of our customers and bring better benefits to our customers, rather than adding trouble to them. We sell our products to our customers not only by ourselves but also by our customers. Lee. The key is whether you can pass this information to your customers in a proper way, rather than pleading for the other party to buy, which will only make the customer think that you are more incompetent and look down on you. Only if we have this kind of peace of mind that you are not humble, can you overcome the psychological obstacles such as timidity and inferiority and spur the sale of benefits to customers. If you justifiably tell the customer that "our products can solve the problem of temperature rise and short life, it is more cost-effective than other products" than you say "our products are so good, you buy it" effect is hundreds of times better.
The win-win situation is to make the company profitable, personal profit, and customer profit. When you find the profit points of various stakeholders in the sale, you should clearly tell your customers and further understand their attitudes and reactions. If the reaction is positive, your chances of success will be great, otherwise you will have to re-examine your interest analysis and distribution ratio until the other party is satisfied.
Remember: You are helping the customer and bringing benefits to him. This is your success mentality.
Second, correct attitude: change passive to active, change negative to positive.
It is often said that the success of a person depends on his attitude and ability. However, any person who does not have a successful attitude and ability in life means that the attitude and ability of the successful person can be cultivated.
At work, do you often wait for the superior arrangement or arrange it yourself? If the superior does not arrange work for you, do you have nothing to do? When you visit the customer, do you feel that you are only completing a task assigned by the company? And not to realize your own ideas? In the process of sales difficulties, are you just passively waiting for leadership to solve and you are not actively looking for ways to break through? If your answer is "YES", then I advise you Don't make a sale. Because of this, no matter how long you will not achieve anything, you will always be a migrant worker.
Sales is an “aggressive†job, and you must be offensive to make a difference. If your answer to the above question is no, you actively arrange your work and visit plan and try to convince the client that you are the boss no matter what position you are in, because you are your own boss. Only when you regard yourself as an independent business individual, will you feel the meaning and fun of your work and will achieve yourself in your work.
Third, sales three steps
Step forward: discover demand and create demand.
When a customer purchases, the customer needs the core functions and additional functions of the product rather than the product itself. When we explore customer needs, we must understand the order of the products in the depths of the customer's heart, so that we can explain the product in a targeted manner and hit the key, which is our selling point.
In product sales, are we blindly explaining the advantages of our products to customers? Are we simply considering these advantages as the selling point of our products? If so, you are wrong, because the advantages you speak are in the eyes of customers. It may not be worth it. Only the product features that customers care about can become the selling point of our products. Therefore, in product sales, we must first understand the customer's concerns and order, and then explain it in a targeted manner, so that the possibility of success will be great.
Of course, the customer will not actively tell us his true needs, and the customer does not have this obligation. Only when the salesperson is in contact with the customer, actively ask questions (spin type) and carefully analyze the answers to judge the real needs and concerns of the customers. This process is a critical stage of sales. Only by successfully completing this step can we find the direction of sales. Otherwise, it will be a waste of effort.
Finding the demand to satisfy it is the general level of sales, and creating demand is the higher level of sales. Creating demand is about re-establishing a demand that customers have never seen before. The needs you create must be of interest to the customer and valued, and only if your product meets this need will it succeed, otherwise it will be bitter.
The second step: directly hit the target and meet the demand. This step is the implementation phase of the sales process and the execution phase of the sales plan. When we come to the real needs of our customers, we must act immediately and use products as a bridge to meet their needs in many ways to reflect our value.
This stage is fast, accurate, and embarrassing. Once you find the real needs of your customers, you should act directly and have a certain amount of strength. In the process of directly hitting the target, it is hard to grasp the strength. If the strength is too large or insufficient, it will affect the input and output. The strength is based on the degree of customer demand for the product and the level of understanding of the customer in your communication with the customer.
Step 3: Request a commitment and follow-up service. While satisfying the needs of our customers, we should also take our interests for granted. This is to ask for the promises and fulfill them within a certain period of time.
What often happens is that meeting the needs and interacting with the promises occurs. Because the customer will not promise when the customer's needs are not met, and it is difficult for us to grasp when the customer's needs are fully met. Therefore, we only need to correct our own shortcomings in order to further meet their needs when appropriate. This may be a non-repeating process. At the beginning, due to the incomplete or inaccurate customer demand, we will not be able to obtain the desired promise. At this time, we will adjust the strategy to further satisfy it, and then continue to request the commitment until success.
The tracking service is the end of the previous sales process and the beginning of the next sales process. It determines whether the customer is still your customer in the future, so the tracking service can not be ignored and slack, but to find new sales opportunities.
The above three steps are interlocked, and in the implementation process, we must find the focus and appropriate timing of each stage.