When the client says, \
quotation to clients, often encounter a problem, \ For the customer's \ This is actually a positive signal. -
because when the client says, \ Because in his eyes, in addition to the \ -
then face the question, what strategies we should adopt it? -
1. using empathy sure each other's feelings, and fully understand the customer. -
2. skillfully guide the customer price concerns other equally important factors to come. For example, quality of service and quality products. -
3. ask the customer what kind of product compared with that after the high price. For example, customers see the product comparison is not the same grade of product. -
4. avoid not only the price, without changing the other conditions attached. For example, extension of the delivery time, reduce some services and increase the amount of a single batch of orders and appropriate price adjustment, so that customers feel the price system is very strict, very scientific, in order to facilitate transactions. -
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is relative high price of doing business, especially for the low price and then sell you a small profit is not high among vain ah contrast, the price is high, but you can sell on the high prices. middle and high profits were good too -
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but as a mature industry, customers are familiar with, when he said your price is high, he always said that certain peers and your company's products are the same but lower than we sell people, if we that their quality, service,
ralph lauren shop, good geometric others, want to pull customers in this line of sight, but often customers would say, your products are the same, no matter how high you bid other people can not accept * * * * ask, do you think that customers should encounter how Zhou Xuan it? -
analysis was good, the price is high is not a problem, the key to let him feel your reasonable -
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If you are a sales manager, you will find our sales staff back to put it up in two words, one is: \ too high! \
sales manager and general manager, I found the face of \, the sales staff back to put it up or two words, is in line with \ Over time, managers also believe that the sales staff is looking for an excuse or pretext, not the meaning behind these two words is because the price is too high the company's products, or customers to sell our products do not make money, so our products do not sell, it is difficult to sell it?! Some also believe that the customer did not want to sell our products properly and deliberately looking for an excuse or pretext . -
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Then said the customer
customer, salesman you say your enterprise to do business, ignored, let matters drift. Each meeting, reporting, advice, commonplace,
ralph lauren polo shirt, taken for granted. Later we also believe that this is a normal thing sold, the enterprise is impossible to solve. If you are a salesman, to the client where they did find that most customers say that these two sentences: \ smile, a look of embarrassment; some clever salesman will Shuaqi you eat, you play, smoking a small trick to change the subject. -
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At first glance,
ralph lauren men, this is a very ordinary little things correctly, there is an event marketing. Resolution of the \ -
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in marketing for many years I have been pondering a question: What is marketing? What marketing is to solve the problem? Later research found that: Marketing is to provide three major benefits for customers, that is, material interests, the interests of the process and relationship benefits. -
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talking about material interests, everyone is familiar with that customer (ie brokers, retailers) to sell our products to make money, or customers (users) to buy our products is to buy the product features performance and utility. Interest is the basis of material benefits is relatively low-level interests. The process of interest is defined as the process of contact with customers, give customers new ideas, new methods. These ideas and methods can help customers solve their problems. This interest is the \ The process of interest is the interests of middle-level, the highest level of interest is between the interests of our customers to make distribution of our products and services so that they can earn more money, or use our products and services, to give them to the interests of not just the products or services directly to the function, there is a spiritual or ideological satisfaction, value to be reflected, or have a sense of achievement. -
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the emergence of these problems in marketing is because most people are concerned about the material interests of the marketing process marketing. And only allow customers to receive material benefits and material benefits is not enough, or marketing experience can not solve the \ -
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Speaking of interest below to start the process
. I worked in the original company as vice president of marketing when the markets open up in Shandong, was organized in Qingdao, Shandong Province, to meet the dealer, I found that there was a very popular with dealers dealers Yantai respect, a survey turned out that this distributors with annual sales of billions of dollars, a large scale to do,
ralph lauren bikinis, business is very successful, so popular with all respect. Not too long after I returned immediately to the dealer called to say I Friday to Yantai and asked him for his marketing staff of companies organized a two-day marketing training free of charge for one night. The dealer owner surnamed Sheng, Sheng boss extremely happy, he even said several times, \ Two days after the end of training one night, I go to Texas, the results of a miracle, and the boss himself Sheng accompany the author to open his car to Texas, we know that far away from Texas and Yantai, at least five hundred kilometers or more. To Texas after the Texas dealer was shocked: \ The money is ready and prepared to place large orders again. \ I need to be a free training or something? \ In the market,
ralph lauren polos, the author is such turns for the dealers to provide training and counseling to help dealers to address the sale and management problems, not only is responsible for corporate sales growth in double-type, and almost hear the customer say \ price is too high \ -
a very important reason here is that our customers and our business cooperation in the process learned something, mastered the management and marketing tools and methods to make their own business and profitability can be improved. In other words, we provide material benefits to customers while providing the material benefits more difficult to obtain than the process of interest. When most of the corporate marketing staff also stay in your customers to eat, drink, sauna (which is also part of the material interests) of the time, but I added \ can be imagined. -
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present, no matter what the industry, there is a common issue, and that is the general concept of distributors and retailers are faced with updating, marketing, and management needs as well as a good solution to greatly enhance the sound operation and rapid development of business issues. Can boldly predicted Which companies as distributors and retailers to better solve these problems,
ralph lauren polo sale, or say which course of business to provide customers with more benefits, distributors and retailers, the more willing to sell that product family, the more respected Which companies. -
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, of course, to the customer delivery process interests of the ways and methods are diverse, for example, Hunan Keli Yuan Gao Jishu Co., Ltd. is a powerful battery supplier in the leading position in the industry and its customers mostly power tools , toys, lawn and other types of production enterprises. Although Branch of the battery element is to provide customers with qualified products, but customers still have to provide their products, and other battery suppliers provide products for testing and checking, and these customers how to detect the battery and testing equipment which is not equipped with expert in. Branch of dollars on the one hand to provide complete battery testing equipment, on the other hand, training and guidance for customers, direct detection technology to achieve its master. In just three years, the Branch of the element in the process of cooperation with customers, is one such line to the \ hard skills and technology, professional skills can be improved, beyond the price war in the industry to create a sustainable competitive advantage. -
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finished the process of interest, and then on one level is the relationship between interest. We all know that the world auto sales king Joe Girard million copies per month distributed business cards, business cards distributed Joe Girard telling anyone, whether you have his business card or not, and whether you have one or have two, three. Joe Girard took some business cards, to give him the time to buy a car phone. Joe Girard from the hands of these people bought a car, everyone that asked : \ of? \ personally sold me. \ Procter & Gamble, the author has also invited the largest distributors of Shanxi Province of Shanxi, chairman of eight companies with the Industrial Group, Mr. Fan Xiaojun lectured, saying he had been imprinted in my mind to leave, hard to cast aside: \ Shanxi Province, the total distribution! \ I think behind the words is: I sell the world-class products, first-class brand, selling the highest quality and the quality is the best selling credibility , I'm the best ... ... -
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our marketing process to make customers feel deeply that he was selling, and buying is authentic, is first class, is the best quality and brands so that customers understand and appreciate deeply because the buying and selling our products and the brand and feel very proud, this is our relationship to give the interests of customers. One for the customer identity, recognition, appreciation and love of the product and brand, the customer is not possible to say that \ -
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customer relationship benefits to create and provide ways and means of methods are different, for example, through the concept of relationship benefits. Speaking Cola, we immediately think of \ The reason why Coke is a great success, sales in China over Coca -Cola, a very important reason is that Cola through the \ self-reliance, and not far behind the national complex aroused. \ -
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here another example, through the establishment of customer relationship marketing benefits. Everbright carried out according to wave the sales table previously only in the sale of goods, from the end of 2002, after the full implementation of consultative selling, sales personnel sold unless the family can move style service, it also provides expert sales and service. One afternoon, a pair of middle-aged couple came to Wuhan branch sales staff specifically counter Xiao Zhou, \ warm greeting. \ \ Xiao Zhou quickly come up with new 147 series, when the President's eyes rest on the table in the gray chassis, Xiao Zhou shows that she is more satisfied with the color of the surface, but also for Xiao Zhou described the characteristics of watches is also very desirable. Xiao Zhou then further asked her: \ giving the impression that the color depth and quality. However, since older people generally is not very good eyesight, most choose white chassis, looks like not too strenuous, do you think? \ choose which color, and both are good . \ \ \
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a deal so this sale! Xiao Zhou concern for customers to realize the sincere from the bottom of her heart, so that customers receive care from the heart and the truth, so that customers feel the caring from the heart is sincere and will not be trading while material goods The hypocrisy. In particular, customers feel what she was wearing the watch for the elderly have a clear picture, is a watch sales specialists. \ -
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marketing do? Marketing is to provide material benefits for the same time, customers can provide more benefits and the process of relationship benefits. Imagine: a company's product quality is best, while the lowest price, we need to do marketing? Also need to do sales? Companies only need to advertise on TV or industry publications, product materials, formulation, content, performance, function, index parameters, prices and other notices and publish them one by one, brokers, retailers see the best quality of our products, At the same time the lowest price, will be profitable to make big money racing to contact to sell; consumers see the best quality of products, while the lowest price, you can save money to buy better products will rush out to buy. Naturally, a product sold out, the company is no need to hire sales and marketing activities undertaken. -
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business only in the interests of customers, while providing material, but also the process to provide more benefits and relationship interests, can truly break the so-called \ -
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