Customer Value Sales Training Perception
Release time:
Jul 10,2024
Through a day of customer value sales training, I have the following insights:
1. what is customer value:I subjectively believe that customer value is its value in the eyes of salespeople and companies, that is, how much benefit customers can bring to employees and enterprises. Including tangible and intangible, present and future. To put it bluntly, it is the position of the customer in the eyes of the business personnel and the company. Sometimes it is difficult to grasp whether the customer's evaluation is correct or not. It is necessary to comprehensively consider the customer's personality, preferences, needs, financial strength, existing social resource network, etc. Excessive expectations of customers often lead to disappointment among business people. For a chicken farm with 100000 chickens, its value can be simply converted into about 16 tons of 5% premix per month, which can bring 3000-4000 yuan of income to business personnel, and the company also has 3000 yuan/month of profit, thus calculating the long-term benefits in the next six months, one year, ten years or even more. So how to judge customer value depends on what kind of angle you stand on. A chicken farm with 10 chickens, the value of its direct or potential customers depends on how to dig deep, whether the evaluation of customers is comprehensive, and whether the vision is long-term.
How to reflect the value of 2. customers：Customer value is reflected through product value. Only by making customers feel that the price of the product is lower than the value of the product, and that they can make a profit in the process of using the product, can customers use the company's products for a long time, thus reflecting the value of the product and the value of the customer.
3. customer value can only be increased by increasing the value of the product:The value of excellent products is reflected in the long-term use of customers, sometimes it takes one year, two years or even longer to precipitate. When the value of the product has been widely recognized by most customers for a long time, a brand is formed, and the value created by the brand effect will bring greater benefits to the company and business personnel.
4. how to tap customer value:Customer value needs to dig deep, excellent product quality control, good sales service, reasonable profit space. Let the dealer make money at the same time, let the customer feel that the value of the product is higher than its price, feel that the purchase and use of the product value for money. Let enterprises, distributors, salesmen and customers make money and achieve win-win cooperation. When customer value and employee value are well reflected, enterprise value can be fully reflected.
5. not so much about customer valueProductsValue：Enhancing product value can better reflect customer value. The value of a good product needs long-term use to be reflected. Therefore, in the process of exploring potential customers, higher requirements are put forward for the expression ability of business personnel, that is, to improve their communication skills, to use language art reasonably, to fully reflect the value of the product, to express the advantages of the company's products in terms of quality, price, sales service, etc., to obtain the trust of customers, and to buy the company's products.
The above is my feeling of this study.
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ANCHEE GROUP
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