How Does Clothing Sales Lead Customers To Reach A Consensus?

　　 In the MBA class, when the marketing management teacher talked about successful sales, he said that successful sales is to understand what the customers need, then we provide them with what they want, and conclude the transaction as a successful sale. Combined with so many years of work experience, I found that it is only an ideal state, it is very difficult to achieve.

The real link that I understand should be:

First, understand what customers need.

Two, do we have a clear idea of what we have?

Three, how to integrate our products with the needs of our customers in order to achieve a transaction.

Because of the diversity of demand and the unicity of products, there are always differences between products and needs. Some of our products are not what customers want most, and the products we possess can only meet the characteristics of customers' partial needs. When doing sales management, I have been trying to sum up how to do third points. Now I sum up some methods. These methods are also tested by me. I dare to share them with you. I hope it can help everyone.

First of all, talk with your client, especially on the top of your client's company. Do not have any problems of low grade or even mentally handicapped. For example, you don't know a lot about the client company or the industry. People say you nod in the East. They say you have nodded in the West and become a foolish nodding bug. If that happens, you will have no chance at all. Before you visit or interview, you must do a good job of filing. Although you show your personal charm to your customers, your identity is the company that you represent, and your profession also reflects your company's professional strength.

Every time I interview with people, I should be fully prepared for the following tasks.

First, fully understand the current situation and development trend of the customers' industry, the development of the upper and lower industry chain, and the consumer psychology and habits of the industry.

Two, the main competitors in the industry, such as product status, market strategy, strategic trends, etc.

Three, the history and development of customer companies, product strengths and weaknesses, market strategy and consumer response.

Because the top concern of a company's top management is these three aspects, that is, the three stresses education we must visit our customers.

Let's talk about the development of the client company's industry.

Two, talk about the development and trend of the competitors in the industry.

Third, the existing problems, development paths and future plans of the customers.

If you can say these three questions well, you will succeed more than half. The height of the problem plus the depth of the profession is the guarantee for the success of the project.

If you want to do something good, you must first use your tools and do well in the above aspects. If you visit a leader above the middle level, he will appreciate your understanding of the industry and will be very interested and confident in your solution and products. Because you understand what he needs and understand the industry very well. If he is an ordinary employee, he will think you are a real industry, because you are more familiar with this industry chain than you are, and your trust and confidence will naturally increase. Second, through your research, you can help customers find out problems and propose solutions. And the "Three Stresses" education has not only demonstrated the depth of your understanding of customers, but also ensured your pertinence in solving problems.

The key point of successful sales is: when proposing solutions, there must be some correlation with the products that can be supplied, or a straight point is that the solution must depend on the products you can provide. If you rely on it better, you can better solve the real problems existing in the customer company, and the probability of reaching a transaction is basically over 90%. Of course, some other auxiliary methods need to be implemented in parallel.

This is only a train of thought. The implementation process needs to be constantly explored and implemented before we can understand the mystery.

For example, before I signed a project for Microsoft MSN, I gathered a lot of information before I visited, and I learned a lot about the status of China's instant messaging market. This project is mainly about three aspects: instant messaging, e-mail and search engine. Here's just an example of instant messaging, user base, consumer psychology, market space, etc., and understand the market share, investment strength, advantages and disadvantages, product characteristics, market strategy, etc. of all competitors of QQ, NetEase bubble, sina UC, 263ET, etc., and understand what MSN cares about, what it wants to do and what we can provide.

Then let our team use the beautiful PPT to collect data and make detailed data analysis. When visiting customers, we made a systematic introduction and analysis of the whole industry, competitors and MSN according to this PPT. After communicating with customers, customers feel that we are very professional and very clear about what they need, which has added a very important weight to our signing up later.