Big order success ten strokes
This year, users want big screens, think big hard drives, big price cuts; manufacturers want big customers, big market; to be honest, how can channels not want to sell big orders? How is a business big? Easy to handle, sell a container container of 1.8GHz Pentium 4. This is of course a big one, and it is a big one. However, such a good thing, even if the PC new king Dell, it is difficult to meet once a year. Nowadays, the oil and water of the hardware are all in mind, and the hardware is going more and more, and the order is not necessarily big. If you want to be bigger in your daily business, you have to rely on system integration and solutions. Here are ten tips to help you grow your business and sell big solution packages. If you can follow everything, your business can be big. 1. Establish and maintain a single relationship with the customer, do not take the lead. Provide customers with clear counterparts and established business contacts. Don't let customers be confused about the organization and its functions, so that customers can easily and smoothly contact the right people when they need it. If you have a lot of things, or if your customers are in trouble, or if you are grabbing orders within the business, you may be able to sever potential sales opportunities. 2. In the sales package you proposed, credit is a part of it. In cash payments, there are not many transactions that are paid in one lump sum. Customers often seek financial support from third parties through banks or other means. Why can't you make it convenient for customers, easy to buy, and incorporate credit into the transaction? The users of the package are definitely commercial customers, with high creditworthiness, easy to investigate credit history, and low loan risk. Of course, you don't necessarily have this wealthy money for the client's pad, but the bank has it. It doesn't matter if you pull a bank to partner with you. 3, credit services should be chosen for customers, which is conducive to breaking the customer's price defense. Before the purchase, the customer is prepared to spend a lot of money, and even the company boss has set the bottom line for the purchase manager. The supply package you are preparing to submit may exceed the price that the customer is prepared to accept. At this time, providing credit services and options to the customer will help the customer accept your offer. For example, you can ask the customer to pay only the portion of the customer's planned expenditure at the time of purchase, and the over-spending portion will be paid as a loan after one year. In this way, your sales are a lot of points, but the customer does not feel the bottom line of the budget falls. 4. Launch a rental plan to overcome the psychological barriers that customers are obsessed with when technology and products are quickly outdated when purchasing high-tech products. IT is developing too fast, and it is indeed unpredictable. This year's purchase is still based on the previous generation level, and will be refurbished to the third generation product next year, or buy this price for five thousand this week. Next week, jump five hundred. It is normal for customers to have such a depreciation mentality, and they are unwilling to touch high-tech and products. In this case, leasing is an effective model. The product is delivered to the customer on a monthly basis, and when the product is upgraded one year later, the customer can hold a new machine. Every year, there are new machines, always high-level, and the psychological barriers of customers are disintegrated. 5. Avoid common sales mistakes. For example: lack of pre-sales preparation, do not listen to customer views, do not customize your sales presentations, etc. These are sales level 286 errors. Another point, sales or promotions must have a preferential period, such as three days this weekend, seven days this week and XX. When the time is over, the price must be closed. 365 days of daily promotion, resulting in 365 days of daily sales. 6. Keep the phone back to the customer, form a system, and stick to the end. Don't be satisfied that the sale is over, everything is fine, wait for customers to call. No matter how much it works (definitely works), regular calls to customers to understand the needs, at least for the customer showed concern (of course not only, but more importantly to help). The customer knows that you care about the use of the products sold and care about the new needs of the customers, so the second and third orders will not run. Even if the customer is still in the inquiry stage, he has to call back, but you can't ask the other party to "buy or not?", but ask the other party what is unclear and what further information and information is needed. 7, no bait, can not fish. In order to get what, first of all, what to give. The "Give equals" tactic can help you win orders. In the transaction, let the customer play the winner. Sometimes, with an accessory for free, a spare part, or even a small gift, this list is easy to talk about. 8, more than expected, give customers more than what is required, so that customers are unexpectedly satisfied. Do IT solutions, you are an expert, you have more knowledge than customers. Customers only see what they need, and you can not only meet this real need through the package, but further, you also know the potential of this package. Therefore, it is entirely possible for you to help the customer and give the customer more functions or applications. This is a higher score, and it may not cost a penny. 9, do not expect customers to clear the problem themselves, automatically become your buyer, you have to do customer sales research, first clear the customer's purchase. You always have to find your own target customers. Once you find the target customer, you also need to know the application status and needs of the other party. Then you grasp the customer information, cultivate customers, and develop customers. 10, people often say that running sales, running, certainly not running in the office. After completing the customer research, you should rush to the customer. I talked about so many credit services, rental plans, and trading tactics. If you don't go out, it will be gone. You don't run that customer and never know the right person. Just be a website, just call, don't go to the customer to sell, where is the good thing for the order? Not to mention the big single.
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