Ok, let's look at a case and learn how to link it.
An energy-saving equipment enterprise has two salesmen, Xiao A and Xiao B, who sell their own energy-saving equipment to the enterprise respectively. After half a year; Xiao ah returned empty-handed, while Xiao b signed back an order of 5 million yuan. Why is there such a big difference between them? The important reason is that little B knows more about "profit-driven" than little A.
What is "interest-driven"? Benefit-driven = bait making. In order to attract more fish to eat, it is necessary to make good bait. As the saying goes, a fish eats a bait, and a fish catches another fish. Being a vegetarian bait is different from being an earthworm bait, and the fish you catch are different. It's as if we need to find various benefits to meet the needs of customers and achieve the purpose of promoting cooperation between the two sides.
Let's look at the situation in practice.
When Xiao met a customer, he said, "Do you know our products? Our products are independently developed by our company.
New energy-saving products; Obtaining more than a dozen national patents and being selected as the most energy-saving product in the contemporary era can effectively help enterprises to save energy by 20%...Barabara "He talked for more than half an hour in one breath, and when the customer said weakly," Our company doesn't need it for the time being, I will contact you when necessary. "Small eloquent, endlessly introduce products; But why did the customer just perfunctory in the end, and there was no following? He is just "selling melons and bragging"; I said a lot, but I didn't talk about the customer's heart.
Let's see how our little B did it.
When you meet a customer, you say, "Mr. Wang! Do you feel that the pressure of market competition is increasing and the profits of enterprises are getting thinner and thinner?
Mr. Wang said, "Yes! We have a large production capacity now, but our profits are getting lower and lower! "
Xiao B said: "Is the best way to improve the profits of enterprises to reduce production costs or increase product prices?"
Mr. Wang said: "Now the price of products is transparent, and it is impossible to raise prices; Can only be to reduce production costs. But now that the labor cost and raw material cost are both upstream, it is not easy to reduce the cost. "
The little boy said, "I have an idea now that can help your company effectively reduce the production cost by 20% and bring tens of millions of net profits to the enterprise. Are you interested to hear it?" "
Hearing this, Mr. Wang was overjoyed and immediately said, "Really? Is there such a good way? Tell me about it. "
After some introduction, Xiao B successfully signed back an order of 5 million.
Some friends may be surprised. Obviously, they all introduced the products in detail. Why did Xiao B make a big order and Xiao A didn't catch anything? This is because Xiao B knows what the customer needs and analyzes how to make a profit to the customer from the customer's point of view. This is the true meaning of profit-driven.
Guys, have you learned?
I'm Xiao Liu. Welcome friends 58289809 to chat with me and exchange progress together.