Order? The art of the top
It is a lot of salesman's favorite to win the order with the peers, but if your company's products have no advantage in price, how will you get the order? Share a successful case with you: The hinges produced by our factory belong to the middle and upper grades. The price alone is not the advantage. The same products, the layman looks almost the same product, and the lower price products are only about 60% of the price of our factory. When I took the sample, I was invited to a panel furniture factory. The proprietress and the factory master had them. They first showed me a two-section four-hole hinge that they used now. I asked if I had the same kind. Product, I have provided two kinds of hinges of the same type for them to see, the proprietress said: "We use a lot of money, you must be low in price, in order to have a qualified opportunity, now the plate and paint are rising, we cost pressure Very big." Her predecessor is tempting to kill the price, good guy, seeing her round head and brain, and speaking strongly, she knows that it is a very difficult person who has been through the battlefield for a long time. The consistent operation of our factory is the same. The ex-factory price of the products is uniform. I only pay for it and report it at the normal price. As a result, she recognized the lower price, the material thickness and the well-worked side, saying that the furniture is now competitive, the hinges used can not be too expensive, but the quality can not be too bad. I took eight two-section hinge samples to her master in the car. She said that I would notify me after I tried it. I said, "The boss, I have seen your sample, and I have several customers who used this product before. Now I have no problem with switching to my product for a long time. You can inform me when you say it now. Are you afraid of not working?" "We have not used your product, of course, try it." "If you want to try it out, try it now. If you have any questions, I can solve it with you immediately, which will be more beneficial to your time!" (Remember, don't miss this better face-to-face communication opportunity, don't listen to her.) If you notice this, you can catch this opportunity. Your winning percentage will be higher, and you can know the result immediately. You don't have to call one after another, ask if you have tried the sample, and the result is too passive!) "Master Liu, you and Liang Sheng went to try it out!!" She agreed. (I am happy, this business is 80% sure) When I was testing the sample, I exchanged the experience of using the door hinge with Master Liu. He also said that the hinge used now is very easy to use, but it is expensive, and tried a lot of low-priced products, but there is no confidence. Trust to change products. (I understand that this information is too useful for me, my confidence in the deal has increased) After he tried it, the returning boss said that the hinged trial can still be used, but it was not as good as before! (Obviously this is another roundabout tactic that wants to suppress the price) "Liang Sheng" proprietress spoke: "Your price is actually, I will place an order immediately, and quickly report a lower price!" I said: "This is really a lower price. If you don't believe it, you can call the owner of the furniture factory you know to ask about the price of our factory." I said the name of the customer who used similar products nearby. "Others I don't care, but your price is too high. I go to any hardware store on Houjie Furniture Avenue to get goods cheaper than you. You also said that you are a professional manufacturer of hinges. No one believes. The same product has been given to my octagonal money, almost the same as yours! You have to pay more than one yuan! How can I do it?" I spent more than ten minutes telling him about the difference with other low-priced products, but she still said that there is not much difference, let me put the price down and place an order, and repeatedly say that your hinges are not with them. same! I was angry, took back the sample that was given to her, and then said to her: "Bring my business card back, we are different. You take their products and compare with me, and I want to pass 50,000. More than a second non-deformed hinges are deformed when they can't be used for thousands of times. The hinged products are said to be the same thing. Do we want the price to be the same as them? Then you take them, we can't do it. There is no such thing." I saw her squatting in place, not moving. When I turned around, I said, "Talking to you about the hinges is simply an insult to my hinge!" "You go with your octagonal hinge!" I took a few steps in indignation. "Oh, how is your man so tempered! If you don't drop it, don't drop it, why bother! Then, you will send me 20 pieces to try it tomorrow, I promise you cash. But the premise is that your quality is Guaranteed!" The proprietress said with a smile of anger and anger, and changed the look of despising! In this way, I used my confidence to win the respect of the customer and also won the order. In the following months, the proprietress also introduced two customers to me and made them. I also told me about the status of which factory, so I am very grateful to her! Comment: To be confident, you must have a good understanding of your product or service. For example, I can test the number of opening and closing because of the fatigue tester with hinge detection, and the top force tester can test the bearing capacity, etc. A full understanding of the product, more than ten years of production guarantees the quality, so it seems so confident, you want the customer to have confidence in your product, you must be very confident, so that she can not be suspicious, so that the transaction can be completed The chances are greatly improved. This can be said to be a transfer of willpower. I don't know if you have read my other blog post, "Thoughts for Success," one of which is about this, and everyone has seen it or is more helpful! Nine: Chen Atu is a peasant in Taiwan and has never been to a distant door. After spending half of my life, I finally joined a tour group and went abroad. Everything in foreign countries is very fresh. The key is that Chen Atu participates in a luxury group and lives in a standard room. This makes him novel. In the morning, the waiter came knocking at the door and sent a breakfast and said loudly: "GOODMORNING SIR!" Chen Atu lived. What does it mean? In your hometown, people who are unfamiliar will meet and ask: "What is your name?" So Chen Atu shouted: "My name is Chen Atu!" If so, for three days, the waiter came knocking at the door and said loudly every day: "GOODMORNING SIR!" and Chen Atu also yelled back: " My name is Chen Atu!" But he is very angry. The waiter is too stupid, asking himself what he is calling every day, telling him that he can't remember it, and he is annoying. Finally he couldn't help but ask the tour guide, "GOODMORNING SIR!" What does it mean, the tour guide told him, God! ! It’s a shame to die. Chen Atu repeatedly practiced the word "GOODMORNINGSIR!" in order to respond decently to the waiter. Another morning, the waiter knocked on the door as usual, and when the door opened Chen Atu, he shouted: "GOODMORNINGSIR!" At the same time, the waiter called: "I am Chen Atu!" People-to-people interaction is often a contest between willpower and willpower. It is not that you influence him, that is, he influences you, and if we want to succeed, we must cultivate our influence. Only those with great influence can become stronger. Lacrosse Jersey,Lacrosse Reversible Jerseys,Team Lacrosse Jersey Ice Hochey Wear,Basketball Uniform Co., Ltd , http://www.szsportswear.com