1, in the factory, when customers complain that the price is too high, I always say, you get what you pay for, and you get a good reply. After entering the trading company, I realized that the price is the last word, especially for big guests, the consideration of price is definitely higher than others. ...
Customers can go to the furniture market, building materials market and some real estate agents to find your channel positioning. After that, they can collect information through targeted information collection.
1, in the factory, when customers complain that the price is too high, I always say, you get what you pay for, and you get a good reply. After entering the trading company, I realized that price is the last word, especially for big guests, the consideration of price is definitely higher than the consideration of quality. And don't think that others can't do the price you can't do. You have a penny here, and other factories can have half a cent. Take the electronics factory as an example. There are more than 3,000 large and small in Dongguan, Guangdong, and customers have a wide choice. Therefore, when the customer threatens to transfer the order without reducing the price, don't think that it can't be transferred at his price.
2. If the guest says that he wants to inspect the factory, your chance will come. Don't bother. Only big customers will inspect the factory before placing an order.
Don't brag too much about the existing performance to the willing customers. I once met some merchants and talked about the price of one of his big customers, saying that others' orders for 200,000 yuan a month are also at this price. Such words are tantamount to sealing my mouth. I thought at that time that he was full and didn't want to eat any more.
You must do what you promised, even if you can't finish it, you should tell the guests in advance, and don't wait until the guests ask. Honesty is too important, not only for the company, but also for the individual. Even if the list is not made, at least the integrity in front of the guests is retained, which is of great benefit to the business and future development.
5. Be skillful in quoting. There have been many posts on this issue, but I don't feel uncomfortable, because some factories have quoted sky-high prices (3~4 times higher than others), and I have the cheek to say that I am because of excellent quality. Now I ask what to do, I say engineers know better, I don't know! Guests are not stupid. If the price of MP3 with the same capacity is high in Bisogni, who will be interested?
When you receive a guest's inquiry, you should reply in time. Even a reply in a popular format will let the guests know your efficiency and respect for the guests. Sometimes when you think about how to reply and quote, the guests have already flown away.
7. Business awareness is crucial. This thing is difficult to describe. Simply put, it can find out what is the most important factor for guests when considering whether to place an order. I once lost a $5 million bill, the specific reason is not easy to explain, but I just needed to make a phone call to clarify. I didn't realize the importance of this phone call, and as a result, my bill was robbed by others and I was depressed for a long time.
8. Don't say "no" to the guests easily. Smooth control is a good choice. For example, the target price of guests is really impossible. You can say "I'll help you and your boss fight for it again" or recommend products that can reach the target price to the guests.
9. When attending the exhibition, I like to go on the first day best, because except for the first day, most of the exhibitors have lost their passion and are almost tired of coping with the inquiry of the guests. Merchants who think they have a unique vision treat their guests differently. These are all fatal. The exhibition lasts only a few days, so please give full play to the spirit of 12 and give a good impression to every guest who comes to your booth.
10, sitting in the office, repeating the same work, sending and receiving emails ... Many people have been working for months, but they have not received any orders, not even a clue. I believe that most salesmen have experienced such a situation. I had the same confusion when I was in the factory. When I came to the trading company, I realized that the original customer development had no purpose, that is, I didn't pay attention to key customers at all, just general contact, and naturally it was difficult to be effective. In business, before you start sending emails to new guests, make sure that your emails are valuable to them. For example, if you are a cheap small gift maker and want to explore the American market, you should know that the target customers are Wal-Mart, DOLLARTREE and DOLLARGENERAL…… ... Stationery companies should know that the target customers are OFFICEMAX, OFFICEDEPOT…… ... Home appliance companies should know CIRCUITCITY, RADIOSHACK and STAPLES…… ... As long as one of these customers is captured, the business volume will be enough for the boss to laugh for several months.