How To "Move" With Your Heart?

Case study:

Zhao Ming's store is a powerful local shopping mall in the city.

In charge of Zhao Ming

Zhao Ming took over the store early this year.

After learning about Zhang's purchase, Zhao Ming was not as eager to meet Ms. Zhang as other suppliers.

It took three days to observe Ms. Zhang's schedule.

During the observation, Ms. Zhang's strange behavior attracted Zhao Ming's attention.

It turns out that every day, when purchasing lunch, Zhang always makes more meals in a disposable lunch box.

And every time the road passes through the intersection, Zhang will give the "lunch" to the roadside a "beggar".

Zhang's move made Zhao Ming feel that Zhang is a principled and caring person.

So he worked out a plan to buy food for Zhang.

That day, Zhao Ming finished his work and did not rush to return to the company for lunch.

Instead, she bought a pancake nearby and squatted down at the intersection where Mrs. Zhang had to pass every day.

At noon, the sun was burning directly on Zhao Ming's body, and Zhao Ming was soon sweating.

At this point, Miss Zhang, who was having lunch in the dining hall, saw Zhao Ming, who was squatting on the roadside to chew the pancake.

Zhao Mingyou greeted Miss Zhang well.

Miss Zhao asked Zhao Ming with concern about how he did not return to the company for lunch.

Zhao Ming said, now is the brand promotion period, he is responsible for staring at the field, at noon to send away.

Seeing that Zhao Ming was so dedicated, Zhang bought a cold apathy in the past, and offered to greet Zhao Ming and go to the canteen with him to have lunch together.

Zhao Ming naturally did not refuse to make use of this rare lunch time. Zhao Ming handed over the written results report of these two days' promotional activities to Zhang purchasing.

Two days later, after the success of the sales promotion, Zhao Ming offered to "invite" Zhang to buy. Zhang bought happily.

For suppliers, there are many ways to "buy".

The reason why many suppliers have focused their attention on interests is that it is the most convenient way to operate through profit sharing.

However, such a stereotyped way of communication often makes suppliers too homogeneous in procurement and can not reflect the unique personality of suppliers.

In fact, the best way to "buy" is to "drive" with intent.

How to "move" with your heart

In the eyes of ordinary people, the reason why purchasing is "big temper" is that the supplier is not short of suppliers.

Since the procurement is dominated by a large number of suppliers, which suppliers are not performing well, procurement can be taken at any time, and the replacement of "lower home" can be found.

This extreme imbalance between supply and demand has naturally led to its passive position.

However, this is not the case.

As we all know, the hypermarket itself does not have the profitability, but relies on suppliers to make profits.

Therefore, the development of suppliers is a basic duty of hypermarkets.

It's just that stores need suppliers who can give them vast profit margins, rather than those dispensable suppliers.

Such a supplier is like a "rare animal" to a hypermarket.

Therefore, hypermarkets and procurement have been looking for better suppliers.

With a fashionable saying, suppliers in the field of shopping are "not the best, only better".

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Once you can become a good supplier in the eyes of a hypermarket, purchasing naturally will not despise you.

So, the key question is, are you a "good supplier" looking for a big store?

How do you prove your "good" to a hypermarket?

Use time to "move" purchases

The competition in the store makes everyone who is in the mood to feel angry and angry, especially for the procurement of stores.

Imagine that every day close to hundreds of business calls, everyone will hate business calls.

So, when you hear the bad voice of purchasing on the phone, you will be surprised.

So, as a supplier, the best way for you to broadcast every business call before purchasing is to draw up a brief outline of the talks.

Let every word you speak can accurately convey business information.

Reduce unnecessary oral English as much as possible.

As far as possible, under the premise of effective communication, save time for purchasing.

This will give you a good impression in the presence of purchasing.

From "life" to "business"

Purchasing is also human, people have feelings.

Therefore, as a supplier, you might as well start with some topics of life when communicating with purchasing, rather than just go straight to the point.

For example, you can observe the current situation of life, chat with her about topics that interest her, and talk about business when their mood is relaxed.

Alternatively, when choosing a more speculative atmosphere, the topic will be introduced into the specific business.

In short, let buyers feel that talking to you is like having fun with your friends.

With such a good start, your next conversation with purchasing is no longer a difficult task.

It takes time to cultivate feelings.

If you want to imagine your friend getting along with purchasing, you have to adopt a friend like approach.

Any friendship needs to be verified through time.

The same is true between suppliers and procurement.

Therefore, as a salesperson, you have to prepare for a "protracted war", at least two to three months to prepare for training.

In the meantime, talk about business as little as possible.

You have to make purchases feel that you are interacting with her, rather than her "purchasing" status.

? make use of the "weakness" of procurement

Everyone has his own weakness.

Just like the purchase of Zhang in the above case, because material benefits are not her weakness.

Therefore, when other suppliers try to acquire procurement through material interests, they are rejected by buyers.

But that does not mean that she has no weaknesses.

For example, being kind and compassionate is the weakness of purchasing.

The reason why Zhao Ming finally acquired this purchase is because he found the weakness of purchasing through his careful observation.

And through a few subtotals, finally let the procurement get a favorable impression of oneself.

It is through Zhao Ming's careful design that the purchase feels that Zhao Liang is quite different from other suppliers.

He can endure hardships, dedication, progress and ideas.

And these are exactly the places that can move this sex Zhang to buy.

In this regard, many suppliers' failure lesson tells us.

Do not speculate on purchasing values based on your own values.

Everyone's preferences and values are different.

It may be very valuable to you, but it seems to be nothing to you.

Therefore, the relationship between suppliers and purchasing should not blindly follow the crowd, or follow their own personal feelings.

Instead, we should sink our hearts and observe and analyze more. After we find out what kind of people we are purchasing, we should formulate our own communication strategies.

And don't take everything as a guide.

Little does it know that their own practice is likely to let themselves miss the best opportunity to engage in purchasing.

Once purchasing makes your own judgement on your behavior, it will be more difficult to reverse it later.