[China Glass Network] Due to the nature of the work, I am usually engaged in sales contract for a single contract order of 30,000 yuan or 50,000 yuan, but with the ability to integrate resources, I often charge for large orders, and the single transaction is larger. At 1.2 million yuan, some small orders are also between 200,000 and 300,000 yuan. And in the sales process, do not use gray means, do not eat to customers, or even have a classic case, originally agreed with the customer, the initial offer is 300,000 yuan, after talking to 280,000 yuan, the end customer opened The check is 300,000 yuan, which is a classic case in personal sales career. Summer Scarf,Cheap Pink Chiffon Scarf,Arabic Scarf Style Wool Scarf Cashmere Scarf Co., Ltd. , http://www.nscashmerescarf.com
Blacksmith need its own hardware
It is also necessary to fight the iron itself. Without the gold steel drill, it is impossible to take the porcelain. The same reason, if we don’t have the “golden steel drill†sold by the big customers, we should not go to the porcelain for the time being. Otherwise, we can only go out to fight. It’s a pity to be a gunman and see a customer killing a customer. This is not easy to do. I have been selling for many years. I know that I am self-sufficient in sales work, but now I am relishing myself and sometimes laughing.
What are the requirements for large customer sales staff?
1. Natural traits
Large customer sales need to have some natural characteristics, and these natural characteristics can not be completed by training in a short time. As a sales manager, they must have a clear understanding. As a big customer, they must first have the logical ability and the key elements of analytical ability. The basic qualities that match the identity of a large client match the mindset and mind that communicate with the big customer.
Therefore, we need to understand the language of big customers, the way of thinking of big customers, the behavior habits of big customers, etc. If we can't do this, we will find out when selling, no matter how enthusiastic, how much I put into the end. The customer still didn't respond. The reason for this situation is that the big customer can't understand what you are talking about. He can't read your language. If we don't understand it, it's very tempting.
2, professional knowledge
Professional knowledge is a basic skill, but professional knowledge is easier to master, but it is less easy to do. In addition, the professional knowledge that should be mastered as a major customer sales actually includes three levels, one is product knowledge, the other is industry knowledge, and the third is the market environment. Product knowledge is the knowledge that should be possessed as a general sales, and industry knowledge is easily understood as the same industry knowledge. This is wrong. It is only a little knowledge of the same industry, and sometimes it is not enough to deal with some professional big customers. Industry knowledge should be considered from the perspective of the same industry, alternatives and the dynamics of industry development. Third, the market environment is also essential. Only when all three have been reached can it become a charming person in the professional field.
3, professional skills
The professional skills of large customer sales are also essential, and everyone knows this very well and attaches great importance to this work.
4, a good attitude
Here I emphasize the mentality, because in the sales process, we often judge customers according to their own preferences, and deal with customers in their own preferred way, this is not appropriate.
In the sales process, we can't talk about customers with personal preferences. We must have the ability to deal with various customers. For example, we often feel how some customers are so difficult in the sales process. In fact, it is not the customer's martyrdom, but we can't adopt a way that suits the customer, causing unnecessary sales obstacles.
Of course, big customers also have some common characteristics, which is worthy of a good study, but here I only analyze some personal experience in the sales of large customers to share with you.
Consolidate resources and win customers
As a big customer, sales are only a passion, and it is very difficult to mess up customers with a little skill. In terms of integrating resources, I have a personal case. In the previous sales of large customers, there was once a list of 280,000, but when the contract was signed later, the customer opened an invoice of 300,000. Why is this? Everyone can think about it. When we are doing big customer sales, is it possible to mention the price that has already been suppressed?