In the air-conditioning sales market, due to the scientific and technological content and price cost of the products themselves, consumers' buying behavior is becoming more and more rational, unlike in the past, when they moved with the wind and swarmed. Therefore, the requirements for air-conditioning sales staff are more stringent.
Central air conditioning sales
Central air conditioning sales are not just products. You're not the only one selling products. Homogeneous products can easily replace you, and the price will be suppressed by peers. The final result is either because the price is eliminated or making money at a loss. There is only one way for central air-conditioning enterprises to sell services, because services are unique and irreplaceable. This is the conclusion reached by Yu Weifeng through experience. The four-step method is listed below for your reference. Concept-standard-service-product.
The idea is to change the customer's purchase misunderstanding. Tell customers what the real demand is, not air conditioning equipment, but cold and hot services, so that customers can shift their eyes from products and begin to accept the concept of purchasing services.
The standard is to let customers know what is the best air conditioner. Many customers think it is right to buy the product with the best cost performance, but it is not. "The system composed of the best products is not necessarily the best system, but the most suitable one is the best."
Then tell the customer how to solve the demand, which is service. "I will tell the customer the hotel of the same grade he wants to build, how some famous buildings and hotels at home and abroad solve the hot and cold problems, what is the cost and what is the effect. Let him have a very intuitive understanding and understanding of the central air conditioning system, "Yu Weifeng introduced, so that customers can roughly understand what they need and let customers know what they need.
Finally, the product. "In fact, this is a series of products, that is, a service tool to meet customer needs." Yu Weifeng said that if the first three points are accepted by customers, customers will not ask too many questions, "because what you sell to customers is a complete system, and products are only elements of the system."
Air-conditioning sales are interlinked with the sales concepts of other products, and ultimately it is up to the sales staff to realize and practice.