First, the principle of
Customers ask the price on the phone, which is we do most of the sales will encounter problems, reported or not reported? Reported low or reported high, the corresponding results, I think I do not have to say, sales friends know. That, in the end how to say, will pass the passive situation to become active guide it?
I have been saying, to always grasp the sales initiative, because the price is too sensitive, or that sentence: the relationship is not, the price is not reported! If you really want to quote, it will and order quantity, payment cycle, after-sales and other bundles to talk about.
Even to the mouth of the mouth level, but also to keep hand in hand distance
We talked before, looking for a formula for accurate customers:
Meet the customer's major needs = brand + quality + future expectations (customer interests) + price + payment method + after-sales service + supply cycle + supply stability + other factors.
Principle: not to find our customers offer, and ultimately will become our customers, both sides have a choice of the process, so I think that sales must have a certain attitude, not only Connaught Connaught, there must be a certain principle, 'No', dare to talk with customers on the conditions, dare to ask questions to customers, do not be afraid of customers running, if the customer really want to run, even if you are free, the customer will still leave.
According to the above formula to set, you want to quote the customer to understand how much? If you do not understand anything, you directly quote, then, after the offer did not reply, after the offer to ignore the customer, also in reason ...
So, before the offer, we should be brave to ask questions to customers:
"What is your company's general payment method?"
"How much do you expect the first order to be?
"What time do you expect goods?"
...
These questions, we have to ask customers to know more customers information, we are more confident about the grasp of the sales situation, do not think of the offer, and will certainly be able to clinch a deal, then, since the offer, and will not be traded, so we did not Necessary to damage their own and the interests of the company under the premise of blindly to meet customers.
Second, sales of words surgery
Actual situation
Sales of several key words: order quantity, delivery date, sale, company location.
Usually there is such a situation: the customer if you want to worry, factory workers need to work overtime, will produce overtime, the factory need to pay more money, if the delivery is not urgent, may not have these hours.
Order quantity: orders much more, the purchase cost has room for optimization, if the order quantity is small, on the one hand factory production frequency is high, a waste of time, on the other hand, the procurement cost is not compressed space.
After-sales problems: some products, after-sales problems are more, not only the factory reasons, as well as the customer's own reasons, then return to the factory, they also need to arrange for workers to repair, after the completion, but also sent, there are freight This point of freight, accumulated, but also big expenses ah)
So, generally talk about the price, be sure to bundle the order quantity, delivery date, or post-processing principle. If you do not find a few key points, then sorry, kicked your ball, or to find ways to kick back to the customer!
Words reference
So, we talk about surgery can be so:
"** total, Oh Oh, wow! I am a quote, if you say your, and so do not give me the opportunity to explain, in fact, our prices are very competitive in the peer, the customer has a service A company, B company, C company, their evaluation of our service is: the company quite human, the company's product quality is very good ... ... hey! Yes, Wang total, your purchase is how much?"
It is necessary to say that they are wronged, to shape their own tall, but also to allow customers to think: Yes ah, but also the reason ... then, you have to prepare in advance to prepare.
Words surgery is constantly temper the process, but not dust, but the idea has, and the rest to the implementation! Towards this idea to do so, one does not work, and then change, the second can not, and then change, not three times, continue to change ... to do a certain depth, do you think you will be worse?
Customers ask the price on the phone, which is we do most of the sales will encounter problems, reported or not reported? Reported low or reported high, the corresponding results, I think I do not have to say, sales friends know. That, in the end how to say, will pass the passive situation to become active guide it?
I have been saying, to always grasp the sales initiative, because the price is too sensitive, or that sentence: the relationship is not, the price is not reported! If you really want to quote, it will and order quantity, payment cycle, after-sales and other bundles to talk about.
Even to the mouth of the mouth level, but also to keep hand in hand distance
We talked before, looking for a formula for accurate customers:
Meet the customer's major needs = brand + quality + future expectations (customer interests) + price + payment method + after-sales service + supply cycle + supply stability + other factors.
Principle: not to find our customers offer, and ultimately will become our customers, both sides have a choice of the process, so I think that sales must have a certain attitude, not only Connaught Connaught, there must be a certain principle, 'No', dare to talk with customers on the conditions, dare to ask questions to customers, do not be afraid of customers running, if the customer really want to run, even if you are free, the customer will still leave.
According to the above formula to set, you want to quote the customer to understand how much? If you do not understand anything, you directly quote, then, after the offer did not reply, after the offer to ignore the customer, also in reason ...
So, before the offer, we should be brave to ask questions to customers:
"What is your company's general payment method?"
"How much do you expect the first order to be?
"What time do you expect goods?"
...
These questions, we have to ask customers to know more customers information, we are more confident about the grasp of the sales situation, do not think of the offer, and will certainly be able to clinch a deal, then, since the offer, and will not be traded, so we did not Necessary to damage their own and the interests of the company under the premise of blindly to meet customers.
Second, sales of words surgery
Actual situation
Sales of several key words: order quantity, delivery date, sale, company location.
Usually there is such a situation: the customer if you want to worry, factory workers need to work overtime, will produce overtime, the factory need to pay more money, if the delivery is not urgent, may not have these hours.
Order quantity: orders much more, the purchase cost has room for optimization, if the order quantity is small, on the one hand factory production frequency is high, a waste of time, on the other hand, the procurement cost is not compressed space.
After-sales problems: some products, after-sales problems are more, not only the factory reasons, as well as the customer's own reasons, then return to the factory, they also need to arrange for workers to repair, after the completion, but also sent, there are freight This point of freight, accumulated, but also big expenses ah)
So, generally talk about the price, be sure to bundle the order quantity, delivery date, or post-processing principle. If you do not find a few key points, then sorry, kicked your ball, or to find ways to kick back to the customer!
Words reference
So, we talk about surgery can be so:
"** total, Oh Oh, wow! I am a quote, if you say your, and so do not give me the opportunity to explain, in fact, our prices are very competitive in the peer, the customer has a service A company, B company, C company, their evaluation of our service is: the company quite human, the company's product quality is very good ... ... hey! Yes, Wang total, your purchase is how much?"
It is necessary to say that they are wronged, to shape their own tall, but also to allow customers to think: Yes ah, but also the reason ... then, you have to prepare in advance to prepare.
Words surgery is constantly temper the process, but not dust, but the idea has, and the rest to the implementation! Towards this idea to do so, one does not work, and then change, the second can not, and then change, not three times, continue to change ... to do a certain depth, do you think you will be worse?
评论
发表评论