Sales thinking with trust as the core: Trust is the foundation of successful sales. It determines whether customers are willing to communicate in depth and share sensitive information with sales staff, and is the prerequisite for establishing long-term cooperation.

Sales is about exploring and solving problems with customers, rather than simply selling: in-depth understanding of the complexity of the customer's business, like accompanying a partner, finding the key nodes that hinder development in their business maze, and then working together to create solutions to achieve common progress.

Emphasis on the far-reaching significance of long-term relationship building to sales results: long-term cooperative relationships can make customers become loyal fans of the brand, not only continue to purchase, but also actively recommend to peers, bringing stable cash flow and new business growth points to the company. Greatly increase customer lifetime value.

Gain in-depth insight into the customer's organizational structure and role division: draw a detailed customer organizational structure chart, clarify the functions and interrelationships of each department, and accurately locate senior managers with final decision-making power, technical experts with the right to advise on procurement, and actual use of products front-line employees and other roles in order to carry out sales work in a targeted manner.

Accurately analyze customers’ business status, goals and pain points: by studying customers

, market research reports, industry analysis and other information to fully grasp its business operation data, such as market share, revenue status, cost structure, etc.; determine its goals of increasing market share in the short term, expanding new business areas in the medium term, and becoming an industry leader in the long term. ; Digging into pain points such as excessive costs, low efficiency, and insufficient innovation.

Explore the differences in needs and concerns of different people in the customer decision-making chain: Decision makers usually start from the perspective of strategic investment and care about the improvement of the overall competitiveness of the company, return on investment and risk control of products or services; users care more about ease of operation, Whether it can reduce work burden and improve work efficiency and quality; influencers may focus on the industry recognition of products or services, technological innovation and the blessing of their own professional image.

effective listening skills

Powerful expression strategies

Cleverly design questions to open the door to demand exploration: Use open-ended questions to start the conversation, such as "Can you talk about what is the most troublesome thing in your current business operations?" Guide customers to open a chat box and share their current situation and problems.

Progress step by step to deeply explore the core demands of customers: Based on the customer's answers, ask for details, such as "In which business links are the efficiency issues you mentioned most prominent? What are the current work processes of these links?" ” Gradually focus on core issues.

Guide customers to self-understand their needs instead of forcefully instilling them: by displaying industry trend data and asking inspiring questions, such as "You see that other companies in the industry are using XX methods to improve efficiency, what do you think this has as a reference for you?" ” Let the customer realize the urgency of the need.

Customize personalized solutions based on customer needs: According to customer pain points and goals, select matching elements from the product or service function library and combine them into customized packages. For example, for high customer costs, provide cost optimization modules; for low efficiency, equip Efficient process management tool.

Highlight the solution's targeted solution to customer pain points: elaborate on how each solution module corresponds to and overcomes customers' specific pain points, for example, "Our XX function can directly reduce XX% of your costs in XX links. By optimizing the XX process, the original Work that takes XX time is shortened to XX time.”

Clearly explain the value and unique advantages of the solution: make a comprehensive comparison with competitors, and highlight the advantages from multiple dimensions such as price-performance ratio, after-sales service quality, and technological innovation. For example, "Our solution is not only XX% lower in price than competing products, but also It also provides 24-hour exclusive after-sales support, and the XX innovative technologies used in technology can enable your company to take the lead in gaining XX competitive advantages in the industry."

Treat customer objections correctly and regard them as opportunities for in-depth communication: Treat customer objections as a window to deeply understand their inner concerns and further demonstrate the value of products or services, rather than as a barrier to communication.

Use empathy to resolve customer resistance: Use sincere language to express understanding of customer concerns, such as "I can completely understand your concerns about this price. After all, every investment needs to be carefully considered, and many customers have this at the beginning." I have the same concerns as you” to shorten the psychological distance with customers.

Provide sufficient evidence and reasonable logic to respond to objections: collect industry authoritative data, successful case testimonies, third-party evaluation reports, etc., such as "According to data from XX industry research institutions, companies using our solution have achieved XX benefits within XX time on average." , like XX well-known companies, are also very satisfied with the results after using it," answering customer questions logically and clearly.

Identify transaction signals and seize the best opportunity: Pay close attention to the customer's language and behavioral signals, such as the customer starting to inquire about price details, specific implementation time arrangements, after-sales service terms, whether there are promotions, etc. This may mean that the customer has entered the purchase decision critical stage.

Skillfully use negotiation skills to facilitate transactions: rationally use concession strategies, such as giving appropriate discounts on price, but asking customers to increase purchase volume or shorten payment cycles; propose additional value, such as giving away additional services or product accessories; create a sense of urgency, such as " This promotion is only for this week, and the price will return to the original price next week," prompting customers to make purchasing decisions as soon as possible.

Handle the maintenance and expansion of customer relationships after the transaction: immediately follow up on the order processing progress after the transaction is completed, and provide timely feedback to customers; provide high-quality after-sales services, such as regular return visits to usage status, rapid response and problem solving; after the customer relationship is stable, explore other Potential new needs, such as upgrading products and expanding cooperation in new business areas, to achieve continuous development of customer value.