How Should We Start The Sale Of Big Customers?

1.. Prior information collection and analysis.

We must collect and analyze the information before we start our sales and visit. Sales strategy Provide a solid foundation. Information collection includes:

The major customers' industry situation, such as: development trend, competition situation, the position of big customers in the industry, etc.

The organization of major clients, such as the organizational structure, the purchasing decision process, etc.

The situation of top clients (decision makers), such as his background information, concerns, influential people, etc.

Big customer problems (with you) promoting products Related);

Large customer contacts with your company (if any);

The analysis of the products you sell and the situation of your company.

Your competitors' situation analysis and so on.

2. make Key account Sales strategy and plan.

On the basis of information collection and analysis, develop a suitable sales strategy and plan for key accounts.

3. initiate sales according to strategy and plan. 2 points should be noted when opening sales.

A., at the beginning of the basic sales work (such as contacting with technology department, purchasing, etc.), we need to start with the relationship between the high level clients (decision makers), and that is to deal with them. Many salesmen often make mistakes: they are only connected with the general staff of large customers, but do not carry out or neglect the work of high-level clients. The result is a lot of time, energy, and even money. Such a situation often occurs in practice: a salesperson (or a company) has been doing business with a large client for a long time, which seems to have a good foundation. But when the competitor changed a salesperson, he simply took it away. Why? A common reason is that previous salesmen, like this salesperson, were doing low-level relationships, and they lost. But the new salesmen made the relationship between the top clients and the decision-makers, and they won easily.

B. to build up the relationship between the top managers (decision makers), we must do well. Otherwise, it will be counterproductive.

Many salesmen are concerned about the opening of big customers, but the focus of concern is only on what point of interest they start, that is, they only care about pointcuts. It can be said that the focus is not right, or put the cart before the horse. If you do not start the work before, information collection, analysis, and (big customer sales) strategy, plan formulation, how can we determine the appropriate entry point? Therefore, it is important to emphasize again: the opening of big customer sales is very important, but the key is in the previous information collection, analysis, and the formulation of strategy and plan. Only by doing this well can we find a good starting point and push forward the sales of key accounts according to plan and steps. The sales of major customers is in me (in sales).