How Does A Salesperson Judge Customer Preferences?

Customer preferences are industrial products.

1, purchase angle, go straight to the point.

Sales of bulk industrial products are used to fishing long lines for big fish.

Customer preference is actually a multiple-choice question.

Then, in terms of price, quality, one-stop service and so on, what is the customer's emphasis on has become the pathfinder for the salesmen of industrial products.

A relatively simple and direct approach is to get in touch with customer purchasing personnel first and get the preference information of customer organizations.

Purchasing personnel may be only the supporting role of purchasing centers, but they are familiar with the decision-making methods of their own organizations, and they know better how to integrate preferences and organizational preferences by purchasing preferences.

Ye Dunming felt that the procurement department was a window to see what happened inside, and sales PR would also be targeted.

If there is a chance, take the initiative to visit the production site of important customers. From the equipment, materials and tools they use, they can quickly think about the past procurement status and procurement results.

Seeing is believing. Seeing is better than a hundred.

Sometimes, it takes a long time to get thirsty.

It is much more intelligent to know their buying habits through their friends' circles or customers' circles than their own.

2, competition perspective, comparative analysis to find gaps

No competition, no sales, sales itself is the product of competition.

In addition to the internal business of reading with Prince Edward, most of the sales are multi - hand wrestling.

First, the sales of industrial products should listen to the characteristics of the selected brands carefully, find out the clues of customers' preferences, and then revise their product plans.

If you don't act as quietly as you can, patiently observe the customers' attitude towards competitors, you can figure out their satisfaction with different plans.

How the customer treats your opponent is likely to do something more for you.

In addition, Ye Dunming suggested that industrial salesmen should ask more technicians or product managers to get a better understanding of the main products and core strengths of the most competitive products. If they know the strength of others, they should know whether to take positive or flank attacks, or to have two flowers and one table each.

3, multidimensional perspective, jumping out of sales to do sales is a realm, but also a trend.

In some industries, the central government or local governments will have policies and financial support.

Then make good use of these rare support, so that customers can reduce procurement costs and risks, and the taste of "official business" is quite tempting.

It is essential to help customers find new value-added points.

From manufacturing to entrepreneurship, technological breakthroughs are aimed at bringing higher productivity.

Like mountain dewick, it is a brilliant move to concentrate on the manufacturing economics of our customers, and create solutions for our products and technologies to enhance the competitiveness of our customers.

In addition, we should look at the industrial agglomeration, internal division of labor and competition in the location of the customer enterprise, and take a typical customer as an intervention point to solve the common problems of the industry. Then you are not doing simple product sales. You are promoting the local industry, and social resources and policy resources will follow.

If you do not do business, you will become a close partner in the industry. If you do it, you will naturally become bigger.

Of course, customer preference is just a tendency to buy, it is a big probability, can not be automatically set on each customer.

The sale of industrial products is like this. The research and paction of individual customers are constantly aggregated into the group samples. The grasp of customer preferences is a result of intelligence and wisdom behind the visible data statistics.