"Focus on customer value" after-school feeling.
Release time:
Jul 12,2024
Through training, I have a new understanding of customer value. Before, I only thought that customer value was the customer's payment. In fact, it is not. What is important is that the customer is willing and willing to cooperate.
Sales is to meet customer needs with solutions. Demand is the customer's desire for the gap between the current situation and the ideal. One of the most important skills in sales work is to identify and develop customer needs.
At this stage, the customer structure changes, the number of large-scale customers increases, the number of free-range households decreases, the customers are becoming more and more difficult to do, the meeting is difficult, the sales channel is weak, the lack of power, the product service can meet the rapid growth of customer demand, which requires service upgrading and innovation of new sales methods and models. Instead of blindly starting from the emotional needs of customers, breaking through communication barriers, gaining customer trust, seizing the weakness in the customer's heart, achieving the purpose of sales, and moving people with emotion; or starting from the needs of the customer's business, establishing a harmonious atmosphere of communication at the same frequency, and responding to the customer's business needs with professionalism, so as to achieve the sales purpose. Should be combined with customer service, so that customers can long-term cooperation with us.
Customer partnerships, to provide products that meet specifications, deliver good products and services, provide quality service and support, and contribute to business and organizational issues.
regular customer sales focus on trading behavior, analyze customer response to demand, and pull local resources to achieve the purpose of developing the market. Strategic account management is the first to build a joint enterprise, according to the need to match the resources, lead the customer business team, create opportunities and work with the customer to plan decisions to jointly improve the business.
The customer value sales process is from planning to attracting to identifying needs to providing solutions, and finally closing and evaluating.
How can we make customers leave a deep impression on the product? FABE law is a kind of sales method. The FABE model was summarized by Guo Kunmo, Ph.D. in Business Management from the University of Oclaho in the United States and Dean of the Business School of Chung Hsing University in Taiwan.
FABE is a combination of the first letters of four words: features (characteristics), advantages (advantages), benefits (benefits), and evidence (evidence).
Features (characteristics): refers to the objective characteristics of your own products, you have, but not others. Refers to the characteristics of this product, characteristics and other aspects of the function. Deeply explore the inherent attributes of this product and find the points of difference.
Advantages (advantages): is some or all of the above features to bring the advantages of the product.
Benefits (benefits): It is what direct benefits these advantages can bring to customers and what customers can feel. This is actually emphasized by the right brain sales law. Many image words are used to help consumers experience the product virtually.
Evidence (evidence): The last point is evidence, that is, how to prove that your product has the above characteristics and advantages and can bring such benefits. Through the on-site demonstration, relevant supporting documents, brand effect to confirm just a series of introduction. All materials should have sufficient objectivity, authority, reliability and verifiability.
Back to my present job, as a salesperson, I should change myself and take time to learn professional knowledge every day. Focus on layer premix, use a month to establish customer files, analyze customer needs, and seize key customer development. Do a good job in a down-to-earth manner, get good relations with customers and dealers, continuously improve and surpass yourself.
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ANCHEE GROUP
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