How to persuade big customers to sign the bill

Jiangsu enterprises are good at organizing business, which is often called BtoB business model. The most typical personal consumer goods and clothing, in the hands of Jiangsu entrepreneurs, have also been made into BtoB business. Ma Jinfang, Chairman of Jardine Matheson Co., Ltd., focuses on the professional wear market and makes Jardine Matheson a well-known trademark in China; Gao Yonghong, the chairman of Bao Mei Garment Co., Ltd., made casual wear a professional outdoor team wear, which surprised the industry. The most important thing is to persuade big customers to sign the bill when operating BtoB business or when the enterprise operating BtoB business is engaged in sales work. According to CUTE theory of key account marketing, buying influencers include four categories: coach buyers, user buyers, technology buyers and final decision makers. The decision-making team of any large project includes the above four types of decision-makers, who have the ability to influence or change the ideas of others, especially the ideas of top managers or bosses. Usually, economic buyers are more concerned about profits, that is, the benefits brought by this project to the company, including economic benefits and other benefits. Such people are generally the top managers of the company; The technical buyer is usually the leader of the project leading group or the technical director of the company. They pay more attention to the characteristics of the products they sell, that is, whether they can meet the real needs and expectations of large customer enterprises from a technical point of view; As the end user, the user buyer mainly pays attention to the function of the product. Therefore, as a salesperson, it is necessary to analyze the buying influencers at different levels in the enterprise and their most concerned issues, so as to "find the right customers and identify the right people". For any big sales project, the most critical issue is "finding the right customers and identifying the right people". As salespeople, we should not only identify this person and find the decision maker, but also learn to deal with him and "fix" him. Therefore, enterprises should strengthen the formulation of key account management plan, strengthen the training of sales staff, strive for new key customers for enterprises, maintain existing key customers and ensure the stable and rapid growth of enterprises. Cui Weidong Chen Sanguang