How to change the customer-centered sales model

The first lecture on customer-centered sales

Customer-centered sales can also make you a successful salesman. In modern society, business competition is becoming more and more fierce, customers are becoming more and more mature, and salespeople are facing more and more pressure. In order to succeed or remain successful, they urgently need to update their ideas, knowledge and skills. But there is no insurmountable obstacle for a salesman who wants to succeed. As long as salespeople accept and learn new sales concepts, master correct sales skills and persevere, they can become a successful salesperson. Difficulties that a successful salesman needs to overcome.

1. Attitude: Self-confidence and persistence in sales are challenging tasks, challenging the limits of psychological endurance. If you don't have strong confidence, you won't succeed at all; If you don't have tenacious perseverance, you won't succeed. Learn to be confident at the lowest point and stick to it. I believe I can be an excellent salesman. Remember: sales don't need a genius!

2. Skill: Customer-centered sales customers are becoming more and more mature, and they resent those who only care about selling products to them. Therefore, as a salesperson, we should update our concepts and change our sales methods. The most important factor of sales success lies in the correct way. The correct way must first have a correct starting point, that is, customer-centered sales, rather than self-centered, only concerned about whether their products can be sold. On-site salesman (handing the promotional materials to customers): Manager Wang, please look at the information on our printer. Manager Wang took it and flipped through it. Chen Shu (sitting on the sofa in fear and trembling, thinking): Will I get the order this time? Will he listen to me? I must find a way to sell the product to him. Manager Wang: I'm too busy today to talk to you in detail. Some other time! Chen Shu (Lost Land): When? Manager Wang (casually putting the information into a folder): I'll tell you when I have time. Goodbye! Chen Shu (helpless): Goodbye! Chen Shu (thinking while walking): Will he buy it? I must convince him next time.

Comments: Chen Shu has been thinking only about himself in the sales promotion process, completely self-centered, only concerned about whether he can sell products, and never thought about the needs of customers. If you don't master the customer-centered sales skills, you will naturally be rejected. Keep practicing, keep practicing As a salesperson, you need to have a persistent and confident attitude and master the customer-centered sales method. However, "a journey of a thousand miles begins with a single step." To be a successful salesman, attitude and theory are not enough, but also need constant practice and practice. In fact, it is not difficult to do sales, just like learning to ride a bike and swim. At first, you are afraid of falling to the ground and being flooded, but you will also find that even if you fall from the car, you will not be smashed into pieces, and swimming in shallow water will not be flooded at all. As long as you stick to it, eventually you will ride a bike as you like, and you will feel the freedom and fun of swimming in the water like a fish. Farewell to traditional sales methods is mostly based on the assumption that salespeople and customers have opposite purposes. Salespeople only focus on how to make customers "buy" products or services, and their focus is on "selling" products or services. Obviously, many salespeople follow this immature sales method: they often only care about their own interests, such as their own company, products and functions, instead of spending time and energy caring about customers' needs, problems and solutions. With the increasingly fierce market competition and the maturity of customers, the traditional sales methods are no longer applicable. Only by abandoning the traditional sales method and adopting a brand-new customer-centered sales method can we succeed in competitive sales.

1. Product-centered sales method The so-called product-centered sales method refers to the way that salespeople mainly sell products by introducing their own advantages in the sales process. Although salespeople should be familiar with their own products, they should not be product-centered and introduce their products endlessly. Because that will make customers feel confused and tired, lack of interaction, which is not conducive to establishing a relationship of trust and cooperation with customers. Scenario 1: Salesman A sells Salesman A to customers. Our printer uses patented plasma cutting technology to treat high-resolution nozzles, patented waterproof formula ink, 7 microliters of ultra-small ink, and intelligent paper feeding technology, which is suitable for printing all kinds of paper ... Scene 2: Sales representative B sells to customers. Sales Representative B: Our engine power is 275 horsepower. 14 cylinder, 16 valve, and we also provide quality assurance service for 30 months ... Scenario 3: Sales Representative C sells sales representatives to customers. Thank you for a few minutes, sir. Look at our MP3 player (take out an MP3 player). Memory 64- 128 m, digital recording 260-520 minutes, can be used as a mobile hard disk to store all kinds of computer files. There are five voice modes ... Comments: As can be seen from the above example, although introducing products is something that salesmen must do, there is a lack of interaction with customers due to the product introduction of the above three sales representatives.

2. Sales methods against competitors In traditional sales, confronting competitors is a very common way. Some salespeople think that "if you don't say that competitors' products and services are not good, the market will be seized by competitors." "But attacking competitors can only make you lose potential customers as soon as possible. Even if you are absolutely right, customers don't like to hear about other companies, which makes it difficult for customers to establish a relationship of mutual trust with you. Please read the following scenario and answer the related questions. Situation 1 Sales Representative A: The printer quality of Jeddah Company is not as good as ours at all, and their after-sales service is even worse. Not long ago, they had a big quality dispute, and now even their old customers have transferred to our company. Situation 2 Sales Representative B: Their company's engine has low power and great noise. Although the product warranty period is 4 months, they always shirk their responsibilities for various reasons, but in fact they don't really guarantee the customers. Situation 3 Sales Representative C: Although MP3 in Yin Tian is very famous, its price is too high. Besides, its quality is not good in the past two years, and its design has long been out of date, so tasteful fashionistas will not choose it at all. Please combine this lecture, summarize the similarities and differences of the sales methods of the above sales representatives, and explain their harm. ? _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _

1 3. the old friend sales model refers to the method of promoting customers to buy products by establishing close personal relationships with customers. This sales method is very effective in traditional society, but now with the development of society, the degree of commercialization is getting higher and higher, and such an era has long passed. No one will buy your product because you are their good friend. The scene fragment calls the account manager Wang. Chen Shu (cordially): Manager Wang, how have you been recently? Manager Wang (in a flat voice): Not bad. Chen Shu (pretending to be surprised): I just found out that your nephew and I went to college together. What a coincidence. Manager Wang: Oh. Chen Shu: I met him recently. He said you taught him a lot. Manager Wang: Yes. Chen Shu: I'll invite you to dinner with him when I have time, so that I can get some guidance. Manager Wang (in a cold tone): We'll see. Chen Shu (embarrassed) ... Manager Wang: I have other things to do. Goodbye. Chen Shu: Goodbye. Helpless put the phone down, depressed. Comments: Chen Shu tried to promote product sales by establishing close personal relationship, but failed. This example shows that in modern business society, the way of selling products only by establishing personal relationships is out of date. Doing so will only put customers on the defensive and eventually lead to sales failure. 4. debating the sales law for salespeople, "debating" the sales law has a basic problem: when customers raise objections, you always try to win the argument. What you say may be quite reasonable, but customers are unlikely to buy your things, because this sales method has caused cracks in your relationship with customers.