Customer Value Sales Training Perception
Release time:
Jul 13,2024
The main contents of the course include: customer value persistence competition; from "button" to "zipper" to see customer relationship; sales process is the "magnifying glass" of customer value"
The only thing that remains unchanged is change, and more challenges are the norm. At present, there are more and more customers in the market scale, fewer and fewer retail investors, and the industry is slowly transforming into scale. As a result, it is becoming more and more difficult for customers to do, meet with customers, and sell. The era of how much alcohol you can drink in the early days has passed.
Two typical sales relationships in the industry are also escalating. The first is relationship-based sales, starting from the emotional needs of customers, breaking through communication barriers, gaining customer trust, seizing customer weaknesses, achieving sales goals, and moving people with affection. The second type belongs to technical sales, starting from the customer's business needs, establishing a harmonious atmosphere of communication with the same frequency, responding to the customer's business needs with professionalism, achieving sales goals, and making people move.
Relational sales and technical sales have something in common, both need to build trust relationships, and both need to continuously upgrade the speed at which customers iterate on such relationships or feelings. The difference between them is that relationship sales are done on the "surface" and technical sales are done on the "point". When we are doing customers, we are not only on the point or the surface, but also bring value to our customers through the combination of the two. Through cooperation, we are business partners and friends in life!
After so many years of sales, we can understand what sales is. Sales is to meet customer needs with solutions. What is the customer's demand is the customer's desire for the gap between the current situation and the ideal. One of the most important skills in a sales job is identifying and developing customer needs.
The cooperation relationship with customers is also divided into "button-type cooperation" and "zipper-type cooperation". The button-type cooperation page is regarded as regular customer sales, focusing on transaction behavior, responding to customer needs and stimulating local resources. Zipper cooperation is defined as strategic customer management, establishing a joint enterprise, matching resources according to customer needs, creating opportunities and planning together with customers, making decisions together with customers, and improving business together. Zipper cooperation is more long-term and reliable.
The process of customer value sales is divided into planning, attracting, identifying needs, providing solutions, closing, and evaluating. Among these links, the more important ones are planning and identifying requirements. A visit without a plan is equal to zero. Before visiting a customer, the purpose of the visit must be planned. Only after the plan is completed can we understand the customer's needs and find ways to meet the customer's needs. Before visiting customers, be sure to prepare a northern plan to achieve the visit objectives: review the visit notes and reports, identify where the customer is on the purchase curve, determine where you want the customer to move to the purchase curve, develop visit objectives and plans, and develop alternative visit plans to increase the success rate of the visit.
In the future sales work, we should not talk about the plan without demand, the value without plan, the price without value, and the transaction without price. Change the previous single sales model, continue to improve yourself in the future sales work, hone yourself, and strive for a qualitative improvement in the new year.
We still need to be hard to make iron, optimize professional knowledge and master technical skills, so that our road will go further and further in the future.
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ANCHEE GROUP
TelPhone: 86-531-88771588
Fax: 86-531-88771898
E-mail: ac@anchee.com
Office address: Floor 25, Building 5, Lushang Guoao City, Lixia District, Jinan City, Shandong Province
