The core of the article: the general direction of the company, in combination with the small direction of the individual.
Body:
If you work in sales one day, first of all, you have a clear score of what type of sales you are doing.
Overall, sales can be divided into three types of sales.
One of them is TOC sales, what does that mean?This kind of sales can be understood as mainly aimed at the common people, your customer group, and mainly for individual groups, for example, eating, drinking, living, and using.
The second type is to B sales, which you can understand as mainly focusing on enterprises, for example, advertising, planning and marketing, including various software services, and corporate training.
The third type is to g, which can be understood as mainly, **project, in some cases, **project can also be understood as to b sales, so in general, it is mainly divided into these types.
So the question is, how do you think to do B to B sales, that is, what we say, business-to-business, in the process of negotiating orders, how to improve your core competitiveness.
In fact, first of all, you need to understand that the sales customer groups in the B to B industry are mainly the heads of the enterprises, or the owners of the company, and it is understandable that the faces are the middle and senior executives of the enterprise.
Therefore, compared with those who are blinded by poor information and various things, this kind of B to B product is relatively comparatively more contrastive, that is to say, they will make a deeper comparison of the channel of the product and the use including the effect.
That is to say, it is completely impossible, or basically impossible, if you expect to buy goods for one dollar, with nothing added value, and sell others for 10 yuan.
Because your customers are shrewd people, or how to be business operators or middle executives who really have the ability to make decisions.
Of course, it does not mean that enterprises do not have core competitiveness, but in this industry, if you want to make enterprises competitive. Companies in the Map B industry are generally divided into these two categories.
One can be understood, is the core technology monopoly, such as Huawei in our eyes, and so on this kind of high-tech technology, they can let other countries, put it on the restricted list, your kind of technology, others, it is difficult to copy, or can not be copied at all, this belongs to one of the core competitiveness.
There is also the second one, which is that the ultra-low comprehensive cost ** has an advantage in the process of premium, for example, for example, when everyone's miscellaneous copycat machines were sold for three or four thousand, Xiaomi's mobile phone, one of which sold 799, and from various functions, the appearance is not worse than them.
Combining these two points and having core competitiveness, then you must win all battles in the process of doing B to B sales.
But here's the problem, my company has neither Huawei's technical strength nor the so-called Xiaomi's strictness, the ability to control the cost of raw materials and use ultra-low shipping.
So this is normal, most of the companies, in fact, are in the middle, it is difficult for them to have the so-called core, real competitiveness, so why can they sell products?In fact, a large part of the reason comes from the sales style, the strategy style and the salesperson himself.
That is to say, if your company's products do not have the so-called core competitiveness that can really crush you, then this product needs you to slowly show the value of your salesman.
And this value comes from yourself, your understanding of customers, your plan, and most importantly, your own personal ability, personal charm and sales methods, as well as sophistication and so on.
For example, let's say, you're doing corporate training, and you don't have that. Industry number one, because they are very professional, but a class may cost 100,000.
However, your company, although it does not have a resume in this area, can deeply cultivate customers and the industry in which it is located, and put forward several plans. And according to the needs of customers, components and public relations, and then you can introduce more alternative customers of several customers, and give them a meal.
In this way, you have the core competitiveness, or others ask for 100,000 yuan, you only need to add 10,000 yuan, but the added value provided is far beyond the imagination of others.
So in this respect, the commercial value is the first to be ***.
Think about what can be stronger than others in the process of competing with others, try not to measure it with money, otherwise it is easy to compare.
And this thing is as valuable as possible to customers.
For example, for example, if you want to open a customer in the market, if you want to open a customer, you may open it through the background without money.
But here's the problem, although the opening is said to be free, but how to operate this account well, how to plan and shoot, how to attract fans, and there are a large number of people, take the initiative to inquire and consult, this is a difficult to count, or difficult to quantify with money.
So for example, someone said that I can open it for free, and charge you a service fee of 500 yuan.
Some people also say, I will charge you 5,000 yuan for an annual subscription, operating expenses, and shoot 300 500 ** for you within a year, make a proposal for you, and let no less than 20 Internet celebrities in the store visit the store.
Moreover, the entire store visit fee does not need you to pay, and then it will give you the entire operation plan and integration of resources.
You can also complete the following indicator type content of 123.
In this case, you have more money than others, and many customers are willing to consider it.
So don't always feel that your company doesn't have core competitiveness, and it's difficult for you to get ahead, because the company provides products, so you will sell them.
And most companies may not teach people how to build the core competitiveness of sales, so you have to think about your customer, after using your product, what added value he needs.
After this, it is valuable.
It's not that I'm OK to do it casually for the customer, and the customer doesn't know that I use the poor information and earn him 500 yuan, but even if he knows that he won't use it, and you can help him use it, this is more important than anything else.
Especially to do B to B sales, each of your customers, are hard-won, and every customer is very shrewd, you always have to have a strong and outstanding place for others, others will be real, trust you to have results.
So sometimes the company, which is not the top in the industry, has more opportunities.
Of course, from another point of view, let's say you enter now, Huawei or Xiaomi, you go to sell mobile phones and try it, your company has core competitiveness, and it sells cheaply.
Or if the technical barrier is sold, it is indeed a high value, but there is one point that you have to compete with the company, the sales staff inside, that is to say, if a company, there are 200 sales of your products, which is the best in the world.
But when you compete with the same product from the same type of company, this problem will still occur.
So in addition to the products and services, have you ever thought about what are the added value that you can make the customer, after the purchase of this product, that it is difficult for others to provide, relatively speaking, it is not very difficult, but the customer, even if it needs to be added.
This is very critical for customers, and it is also the key to the premium, and it is also the key to whether the customer is willing to make the final decision and decide to cooperate with you.
ENDS