< p > < strong > big customers can be divided into three types: let's look at a case: < /strong > < /p >
< p > < strong > the first customer: < /strong > is a more impetuous, fast moving logistics company's boss, making decisions very carefully, but also makes people feel very merciless, especially the new salesperson will not be able to start, he told the Sales Department of the company: do not arrange sales personnel to run here, and quote your quotation directly to me, the price is cheaper, because there are more than ten companies recommended products to me, whose prices are cheaper, so they will have the opportunity to cooperate with them, seize the time, others need not say so much. < /p >
< p > > strong > second customers: < /strong > is a large automobile manufacturing enterprise. It needs a series of training. In the face of training company sales personnel, he is also very polite, enthusiastic and even honest, but he is different from others. He said: "I need a lot of help, because our company has been running for a long time, everyone has their own way of work, we do not have a unified process, I also hope our team cohesion will be strengthened, sales ability is better, management ability will be improved, etc., you can observe them and communicate with them. If you can help us do these things, we will give you a lot of business." < /p >
< p > < strong > third customers: < /strong > is the leader of a large construction machinery company. He needs to find a strategic partner. He said that one of our components needs a company to make special customization and great demand for us. We can study together how to save our expenses, reduce costs and improve technical content. We hope that you can deliver goods with us in a timely and considerate manner. We also hope that you will have special personnel to serve us and have a chance to form long-term partners; < /p >
< p > > let's think about these three customers: their a href= "http://m.pmae.cn/business/" > demand < /a > are different. Their state is different. After different salesmen have finished their service, some people can develop their demand, some people can not develop their demand, some people have made small customers, but big customers have lost them. Some people have strong observation ability and sharp smell, so they can grasp big customers for the first time. < /p >
< p > then we will summarize the characteristics of their three customers and the later tracking service strategy: < /p >
< p > < strong > the first customer we summed up as self stubborn customer: < /strong > < /p >
< p > our salesmen need to pay attention to several key issues in communication marketing with such customers: < /p >
< p > the relationship between customers and our salesmen is < a href= "http://m.pmae.cn/business/" > buying and selling transactions < /a >; < /p >
< p > attitude towards salesmen: no salesmen need to explain too much. Salesmen are regarded as tools for passing products. Salespeople are less valuable and less enthusiastic and polite to sales staff; < /p >
< p > the key points of customer care and the key points of decision making: price issue, the key to cost performance, < /p >
< p > the key to successful sales: see the decision-makers, find the most critical people, and quickly grasp the information of competitors to make quick decisions; < /p >
< p > < strong > second customers, we concluded as an open and progressive customer: < /strong > < /p >
Customers like P, our marketing staff should pay attention to the communication development process: < /p >
< p > Customer Relationship: interest base, customer consultant cooperation; < /p >
< p > sales characteristics: solve customer problems < /p >
< p > customer relationship focus: the seriousness of the problem, whether the solution meets customer's < a href= "http://m.pmae.cn/business/" > psychological expectation < /a >, comparison of price and performance results; < /p >
< p > the key to the success of sales: good customer relationship, good service and more influence and identification; < /p >
< p > < strong > third customers, we conclude as strategic partner type: < /strong > < /p >
How can we develop services such as p? < /p >
< p > customer relationship with us: strategic partnership relationship < /p >
< p > sales characteristics: Group sales; < /p >
< p > Customer Focus: strategic, long-term; < /p >
< p > the key to the success of sales: the relationship with the senior level, the high-level a href= "http://m.pmae.cn/business/" > the exchange visits < /a >, the high-level participation and the attention; < /p >
< p > therefore, we sell different ways to different types of big customers: < /p >
< p > self stubborn customer: we use transactional selling mode < /p >.
< p > open and aggressive customers: we use consultative selling mode < /p >.
< p > strategic partner type: < a href= "http://m.pmae.cn/business/" > team sales < /a > mode (enterprise top participation sales mode) < /p >