How does the salesperson judge customer preferences?


[China Glass Network] Description: Customer preference is the core issue of industrial product sales. Many of the energy in the early stage of sales are also spent on the analysis of customer preferences. Customer preferences play a decisive role if competitors with similar technology, brand and strength compete. How to judge customer preferences?

1, the purchase angle, single-step straight into the first question
Large-scale industrial products sales, used to long-term fishing big fish, the competition is patience and careful. Everything can also be reversed. If you are a newcomer to the sales, you can really straighten out from the customer's point of purchase and directly perceive their purchasing intentions, attitudes and inclinations. Although they are a bit reckless, they have a quick and arrogant momentum. With the brilliance of the newborn calf, it is a trick to break through the sales of the veterans.

Customer preference is actually a multiple choice question. Then, in terms of price, quality, one-stop service, and so on, what customers are biased on, it has become a pathfinder for industrial sales personnel. A relatively straightforward approach is to first contact the customer's purchasing staff to obtain the purchasing preference information of the customer organization. Purchasing personnel may be just the supporting role of the procurement center, but they are familiar with the decision-making methods of their own organizations, and they know how purchasing preferences integrate personal preferences and organizational preferences. Ye Dunming thinks that the procurement department is a window to see what is going on inside, and the sales public relations will be targeted.

If you have the opportunity, you will take the initiative to visit the production site of important customers, and from the equipment, materials and tools they use, they can quickly clarify the past procurement situation and procurement results. It’s better to see it in one hundred, but it’s better than a special one. The sales force of the sales staff is higher. Sometimes, it is necessary to use distant water to solve the thirst. Knowing their buying habits through the circle of friends or customers in the customer decision-making layer will be much more open than the wisdom of oneself.

2, the competition perspective, the comparison analysis to find the gap

Without competition, there is no sales, and sales itself is a product of competition. In addition to the custom-made business of accompanying the Prince, most of the sales are multi-party warfare, and knowing each other can be a battle. First of all, the sales of industrial products should listen to the characteristics of the selected brands, find out the clues of customer preferences, and then revise their own product plans, and vote for their best to stand out.

If you are not as calm as you are, and patiently observe your customers' attitudes toward competitors, you can figure out how satisfied they are with different programs. How do customers treat your opponents, how can you do it for you, or do more preparations. In addition, Ye Dunming suggested that industrial product sales personnel should consult more technical personnel or product managers to gain a deeper understanding of the main products and core advantages of threatening competing products. If you know the strength of others, you should know whether to take a positive or flanking attack, or Spend two flowers on each table.

3, multi-dimensional perspective, jumping out of sales to do sales, is a realm, but also a trend

In some industries, the central government or local governments have policy and financial support. Then take advantage of these rare support, let customers reduce procurement costs and risks, the taste of "official business" is still very attractive.

From a long-term perspective, it is fundamental to help customers find new value-added points. From manufacturing to entrepreneurship, technological breakthroughs are designed to bring greater productivity. Like Sandvik Coromant, it is a brilliant move to study the manufacturing economics of customers and develop solutions based on their own products and technologies to improve the competitiveness of their products.

In addition, we will look at the industrial clusters, internal labor and competition conditions of the customers' enterprises, and use a typical customer as an intervention point to solve the common problems of the industry. Then you are not doing simple product sales, you are promoting the local industry. Social resources and policy resources will follow. If you don't do business, you can become a close partner of the industry. If you open it, you can naturally grow bigger.

Of course, customer preference is only a tendency to buy, a high probability, and can not be automatically placed on every customer. The sales of industrial products are like this. The research and transaction of individual customers are continuously collected in the group sample. The grasp of customer preferences is behind the visible statistics and more experience and wisdom.