I am a mechanical sales, working in the mechanical company, mainly selling reducers, rack and pinion, electric cylinders and other components, the unit price is low, the amount of large quantities of small all depends on luck, while there are their own production equipment. High unit price, difficult to deal, the boss has recently entered the photovoltaic industry, do photovoltaic bezel automation production line, I just do sales for two months, now very no sense of direction, do not know how to start.
PS: The boss approached me a few days ago, wanting me to get involved in the sales of PV equipment
My questions:
1: What should I focus my work on, equipment sales or component sales?
2: Around Suzhou is basically beaten in by my colleagues, so what should I do now?
3: In the development of the customer is very overwhelmed, there is no effective way to find the other company's engineers or procurement.
Practical operation
1, do industrialized product sales, product competitiveness is very, very important, if the product is not competitive, your sales skills and then big, there is no result, because the customer does not recognize the product, that can have what cooperation opportunities?
2, well, after this sentence, we understand, your boss recently entered the photovoltaic industry, do photovoltaic frame, then this product is competitive? You need to do market research la, can not just listen to what the boss said, if the market research out, our products cost-effective great, OK, you can go, otherwise do not go! There is also a problem here, that is, there are too few successful cases, the first are in the fumbling, I think the development progress will not be too fast;
3, you said: "mainly sell reducers, rack and pinion, electric cylinders and other components, unit price is low, the amount of large quantities of small all depends on luck" ... ... ...After reading this sentence, I think buddy your sales level, there is still a lot of room for improvement ah, because billing? =? Humanity to do through? +? Benefit-driven (to meet customer demand)
And so the favor to do through, we become friends, and then use the benefit-driven to persuade customers, that is, to provide products, prices, services to meet customer demand.
Among them, the favor to do through the decision whether you can open the single, benefit-driven decision to open the single size.
Benefit-driven refers to the exchange of benefits on the basis of digging or creating customer demand, B proposed solutions to meet the main needs of customers;
To realize the benefit-driven, you need to dig deep into the selling point of the product, to find the **** with the customer's voice;
Benefit-driven? =? brand? +? quality? +? Future expectations (customer benefits)? +? Price? +? Payment method? +? After-sales service (including value-added services)? +? Delivery period? +? Stable supply? +? Other factors.
You find the customer is accurate enough to determine how much you bill Oh, for example, customers need high-quality products, and our unit price is low, the quality of the general, so even if you have a very good relationship with the customer, the customer wants to help you, but because the product is not in line with their requirements, then even if the bill, but also is not a major supplier, right, well, you can take the profit-driven formula to measure these customers! You can take the profit-driven formula to measure these customers, to see if your products match the main needs of customers, the higher the match, the greater the amount of billing will be Oh, oh, there is a lot of luck in this component ah, the main sales method of the problem ah
Oh, come on, I gave the broken!
Buddy you more active in the group, you are doing project sales, humane to do very general Oh, there will not be too many tricks, right, more in the group around, see more, learn a little with a little, we will make progress is very obvious Oh, good, come on
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