[China Glass Network] Some people say: sales are very simple, that is, selling things, others say: sales is the door to learn. In each person's heart, there is a different understanding of sales, and also gives different definitions and connotations to sales. As the main means of enterprise income growth, sales are vital to the development of the company. As an important part of marketing, sales and marketing development must have the same development trend. Peruvian Virgin Hair,Peruvian Hair Bundles,Peruvian Curly Hair,Peruvian Hair Bundles Hair Weaving & Hair Weft Co., Ltd. , http://www.nbindianhair.com
Since the development of marketing, from the beginning of 4P products, prices, channels and promotions, there have been 4C, 4R, and now 4S - satisfaction (satisfaction), service (service), speed (speed), sincerity (sincerity), It is not difficult to see that the trend of the development of marketing theory is that more and more attention is paid to creating value for customers, improving customer satisfaction, and even the emergence of marketing. It also represents the trend of market development focusing on customer value, that is, enterprises must Really bring valuable products or services to customers to increase customer satisfaction. Then look at sales, do you have to follow the development trend of marketing?
Inadvertently found an article on how to sell on the Internet, which listed a case, which is roughly about a pharmaceutical sales representative. In a process of receiving a customer who bought a drug, the customer originally wanted to buy a drug recommended by the doctor. The price is a bottle of more than ten yuan, but the medical representative used the professional knowledge to recommend another drug with the same effect, but the price is only a few cents. With this successful sales, the customer's trust has been gained, and the customer has become a loyal customer of this sales. Although it did not make a profit on the customer at the beginning, in the process of providing services to the customer many times later, it gained much more than the profit of selling a bottle of medicine.
This case fully reflects the development trend of today's sales. The development of modern logistics and network has greatly shortened the distance between enterprises and customers. Customers are no longer able to purchase in a small market as in the past. Every business faces an unprecedented competitive challenge. It is difficult to attract customers by simply satisfying the customer's purchase demand. Many merchants have begun to convert from past products and price to quality and service. This requires sales personnel to no longer sell products as the center, but should sell them. As a job that truly provides services to customers and meets customer needs.
It can be said with certainty that the current customer purchase order can no longer be used as a measure of the success of sales, but whether the sales staff provides high-quality services to customers and whether to build customer trust is also included in the measure of successful sales.
Why do you say this way? Take insurance sales as an example. The customer representatives of the same insurance company sell the same kind of insurance. Some people can earn more than 1 million yuan a year. Some people are busy, and they are struggling to give up the insurance industry. According to the survey, The sales rate of insurance company sales personnel is as high as 70-80%. What made such a huge gap? Some people say that because those who do good customers represent customers with more resources. The answer is correct, but the problem lies in this. Why do customer representatives have access to so many customer resources, and many customers not only buy them themselves, but also introduce their relatives and friends to buy insurance? This can't be attributed to luck, but the customer representatives can really consider the customer and analyze and plan the life insurance for the customer from the standpoint of the customer. Even if the customer does not need it for a while, the customer representative can Customers provide useful information and services to help customers build trust in their customers. When customers have a need, they naturally think of the customer representatives they trust and can help them.
How can we build trust with our customers? First of all: we must get rid of the past sales concept with the goal of dealing with the concept, and establish a sales concept that is for the sake of customers and helps customers solve practical difficulties. Today's customers are becoming more and more savvy, so when customers realize that the salesperson is only recommending products to him rather than helping him solve problems, it is difficult for customers to trust the sales staff.
Second: identify the target customer group. The production of any product is guided by market demand, but it is impossible for a product to meet all market needs. A certain product corresponds to a part of the customer group and can meet the needs of this part of the customer. If the customer does not have this demand, even if they purchase such a product, because the product is not what they need, they will not have a trust in the sales staff. Therefore, it is not the target customer group that you should not blindly sell. Of course, this is not for sales people to give up customers who are not the target customer group. Customer purchase and trust building are two different things. If customers do not buy, it does not mean that they do not need to build customer trust. After all, each customer has 250 potential customers. The value of obtaining a customer's trust is far greater than the value of an order but losing the trust of the customer.
Again: sincerely provide personalized service to customers. It is necessary to impress customers, win customer trust, and provide services that exceed customer expectations. Today, there are many companies that emphasize “providing services that exceed customer expectations†as a corporate culture. However, the social experience of customers is different. What is more than expected by customers? This requires the service provided by the salesperson to be personalized, rather than seeing how others do it, and how to do it. In the SPIN big customer sales, it is mentioned that the more savvy customers, the less effective the sales skills. When the customer sees the sales skills used by the salesperson at a glance, the effect can be imagined. Therefore, the sales staff should provide customers with personalized service with sincere heart, sales skills customers can feel, sincere customers can also feel, when the customer realizes that the sales staff is very sincere to provide services, then build a sense of trust naturally It is a matter of course.