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Sales Linked Strategy Motivates Your Customers.

2008/11/11 10:36:00 41867

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為什么要激勵客戶？

Customers always choose a product or service for a certain reason. Maybe because he is a technology buyer, and your product or service is very close to his actual needs; or because he is an economic buyer, and you can provide the best price performance or product benefits to the product, and you may also choose your product or service because of your very successful relationship marketing for the final decision maker.

But when all kinds of factors do not reach the extreme, when your own advantages are evenly divided, that is, if you have no absolute persuasion to convince the final decision makers, what should you do with the purchasing staff of the customer enterprises?

At this point, you need to know how to motivate big clients and find a reason for moving people so that your customers can choose you.

三招教你學會激勵你的客戶：

首先：應該找出是什么促使他們選擇企業。也就使他們選擇的最終落足點。顧客猶豫不絕，總會有他的原因，可能考慮到技術問題、價格問題，或者顧慮領導的想法，或者是其他一些特殊的需求。這些問題得不到滿意的解決，可是始終無法放心。因此想要說服客戶做出選擇，就要先了解到他還搖擺不定的原因。

其次：對這些原因進一步增強。解決客戶心中的疑慮或者不滿，塑造自身企業一個完美的形象。找出是什么原因使他們猶豫之后，就可以對癥下藥。

拿什么來促使它行動？

第三：讓大客戶的決策者確信做出了正確決定。讓客戶有成就感，會提升銷售達成的可能性。因此，對客戶加以適當的關于成就方面的激勵，也是能達到客戶選擇你產品和服務的作用的.切忌：不能讓客戶有上當受騙的感覺，與大客戶的合作是長期的關系。因而，幫助客戶達成他們的需求才是長久發展的根本，切不可為了短期利益，對客戶進行欺騙或者對競爭對手進行詆毀。在銷售過程中，樹立自己的專業形象和誠信，是必不可少的。

Case: Gates sent an open letter to encourage customers and shareholders (1999 News)

Bill Gates, founder and chairman of Microsoft group, sent an open letter to customers and shareholders on Sundays.

The letter said that Microsoft was accused by the US government of violating the anti trust law, and he was convinced that Microsoft would finally win.

However, the industry is still worried about the future of Microsoft.

Federal judge Jackson made the initial ruling. "Fact finding" Microsoft used its power to monopolize the market and crack down on its competitors.

Bill Gates published an open letter to shareholders and clients in the Washington Post on Sunday, saying that the "fact finding" made by the officials was only a preliminary ruling, not a final ruling.

He said: "this is only one step in the ongoing legal process. There will be many steps in the future. Microsoft will even have the right to appeal to a higher court."

He pointed out: "Microsoft is willing to handle the incident in a fair and responsible manner and ensure that consumers' interests and creativity are guaranteed."

Bill Gates said: "we believe that the judicial system of the United States will ultimately determine Microsoft's action and innovation business, which is fair and legal, and brings great benefits to consumers, our industry and the US economy."

According to the insiders, Microsoft is facing the darkest hour since its establishment.

The morale of Microsoft's team has slumped, and many core employees have resigned. Microsoft has always bought heavily its competitors to absorb each other's technical skills.

案例解析：

In the operation of enterprises, there are inevitably some difficulties or crises. How to dissolve the influence of these factors on the development of enterprises requires that enterprises use appropriate means to motivate their customers, shareholders and employees so as to solve problems and maintain the development of enterprises.

In addition, in the sales process, because the customer does not fully grasp or misinterpret the information of the enterprise, it will surely have some misgivings about your purchase of your products. How to promote the sales process requires you to motivate your big customers.

At the same time, from the above cases, you can see that the impact of your customers not only comes from your subjective wishes, but sometimes the objective situation is compelled to do so.

Therefore, while encouraging customers, we need to pay attention to what external factors have an impact on your customers, and take effective measures in time to resolve all aspects of the crisis.