1, sales is not selling, but buying with customers.
When you really care or concern about how customers purchase, and let the customer feel that you are helping him, you will find that customers take you as a member of their purchasing organization.
2, there is no homogenization of the product, only to find the difference in demand for sales.
Further deeper, in fact, the customer is not looking for differences, but is looking for differences in the value brought to him. Differences are only really powerful when they fulfill a customer's needs. So the difference is not talking about the product, but about the need.
3. You will never know what you can sell until you know what the customer wants to buy.
In complex selling, no two customers will buy the same thing for the same motivation. In turn, customers decide to buy based on how well they fulfill their personal motivations, so the more and clearer you know about their buying motivations, the more you know how to sell.
4. Customers value what they say, and the conclusions they draw, rather than what they are told.
The conclusions drawn by themselves will often be sworn to defend, so topsales to learn to say what they want to say, so that the customer said, and into the conclusion drawn by the customer. This requires industry knowledge, sales skills and a deep knowledge of their own products and programs.
5, the customer has no goal of sales there is no hope.
Customers have a clear goal, the hope of sales is not much, the customer's desire to improve the problem as well as the use of the product after the good imagination is one of the driving forces of the purchase; if the customer has a very specific application of the goal, that in all likelihood your opponent shaped, he did, you are in danger.
6, the essence of the negotiation is not the customer in the price pressure, but the customer is looking for the bottom price where.
So, as the key to sales is also not a price reduction, but how to shape the bottom price recognized by the customer. This is the core of all negotiation skills.
7. As you walk out the door of your client, know not only what you are going to do for him, but what he is going to do for you.
The customer's commitment to action is the most important thing in sales, especially in complex sales. Only if the customer is doing something, the project can move forward, but unfortunately most salespeople are stupid to do it themselves, and then wait for the customer to buy because they are moved.
8, no matter what the situation, there will always be a reason why the customer does not make a commitment to buy.
That is, he believes that in accepting your product, he will encounter a personal "lose", or he can not see "win". He doesn't see anything for himself in this purchase. The sooner you can capture this "losing" feeling, the easier it will be to move the project forward.
9. No one ever buys anything! From a sales point of view, the so-called product is just a collection of ways to solve the customer's problem.
The task of sales is to integrate these things together for the customer's concerns one by one to tear down to him. What the customer buys is the solution to the problem and the ability to solve it, not the monster called "product".
10, in the complex project sales, good sales people are actually good directors.
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