How to do a good job of engineering project sales
How to do a good job of engineering project sales? Here is my compilation of how to do a good job of engineering project sales, welcome to read!
First of all, introduce our situation:
We are a start-up company, the agent of the Japanese imports of photocatalysts in addition to formaldehyde purification of the air project, the brand in China's general agent in Shanghai, we are now a regional agent in Shandong. But because the team members are not very old, sales experience is not enough, so encounter some problems want to ask for more advice.
Main business:
Indoor environmental management, mainly for the new space decoration materials and new furniture produced by formaldehyde, benzene, TVOC volatiles (i.e., paint smell) and other odors purification, purification and elimination of formaldehyde in the space and odor, so that the indoor air quality to meet national standards. The service is applicable to a variety of newly renovated indoor spaces, such as homes, offices, schools, banks and so on.
Products:
We use photocatalytic technology, the specific method is the photocatalytic solution with the help of professional vaporization equipment sprayed on the surface of the substrate, from the formaldehyde release of the source of formaldehyde reaction with the formaldehyde, eliminating formaldehyde. Products and equipment are imported from the photocatalyst industry application of frontier countries - Japan, the product of international patents, customs declarations and so on are no problem.
Detection and construction:
The company's detectors are all certified indoor environmental managers with professional qualifications after the national professional training and examination, and are responsible for the environmental testing and development of governance programs. The company's construction personnel after hands-on training on the job.
My question:
Now the community is more concerned about the health of students, the campus formaldehyde pollution exceeded the limit of the situation has been reported frequently before. It just so happens that recently I got a few elementary school, junior high schools, high schools, new school building project news, I personally feel that through the relationship between contact or strange visit, you can start from the free to help the new school building to do the test began to cut, and then gradually operate the relationship until reached a service cooperation.
Then, according to the point of view of Mr. Yu's humane, profit-driven, value-added programs, in this communication process, Mr. Yu has no previous experience of similar cooperation with schools to introduce, such as from what perspective to provide value-added programs for the school or to drive the interests of the school?
I didn't find any cases of cooperation with schools or education bureaus of this nature in the cases shared in the group, so I would like to come here to ask for experience.
Blue Rain replied:
Reply: Buddy good:)
Through a brief understanding of the situation of buddies, our team members are not very old, sales experience, dare to engage in the project sales ah, oh, the courage to be fat oh, well, let's briefly chat! The project sales of those things.
Project sales, the first to understand the structure of the customer's company, personnel organization, part of the structure of the process, what is the decision maker, what is the key decision maker, what is the general decision maker, what is the understanding of the information, what is the mastery of information, what is the general contact with the people, from the buddy's sales action to see, and did not describe the clear, these schools of the procurement process, the basic information. Nothing.
A few days ago there was a question from a student, immediately excerpted here, after reading perhaps inspired:
The student's question is: I do hotel supplies in Shenzhen, read your masterpiece, know that you're not only a master salesman, but also a negotiator, would like to ask you to teach:
1, hotel supplies in this piece belongs to the project project, inevitably there will be Several suppliers at the same time the case of quotation, and our product positioning is high-end hotel supplies, the price is generally higher than other companies about 20%, like this case how to get out of the many suppliers?
2, in the bidding process, everyone's background is similar to the case, how to ensure that it will be recruited?
3, the bidding process, in the case of suppliers who have already been internalized, how to break the game?
My reply is:
1, we are high-end products, we have to find high-end hotels and clubs, this product grade in order to match the identity of the hotel, if the customer base is not precise enough, how to force the back of the results;
2, you should look for the opportunity to get to know more of the big names in the hotel decoration and design organizations Oh, they can help you to introduce a lot of high-quality contacts, and is the most front-end to start to know the people. And is the most front-end on the beginning of the acquaintance;
3, project sales, to distinguish between three types of people:
The first is the hotel director of operations, as a project promoter, get this kind of people, he is responsible for helping us to promote the progress of the dividends you can share with him;
The other is the hotel's purchasing director, you have to do a good job of humane, don't ask him to make a mess, and send more gifts, but don't send money! Oh, otherwise the director of operations will not play with you;
The last one is the boss or the vice president in charge, this kind of person to do nodding acquaintance on the line, usually send text messages on the line, do not as the main attack direction, because there is no referral, you are also very difficult to attack on.
A lot of project sales, can not figure out what the project promoter, what is the maintainer, what is a nodding acquaintance, a blind work, what can be the result? In China, if the opening of the bidding before, they do not know whether they can win the bid, huh, you should know it in seconds, basically is to accompany the bidding of life, so to work ahead of time!
Well, after figuring out the process of project sales, continue to share.
We often say, open single = human feelings to do through + interest-driven. The human condition to do through, determine whether we can bill, and the interests of the drive to determine the size of our bill.
To do project sales, the first thing is to do human relations, for the project promoter, you should immediately understand his basic information, for example, whether to smoke? Whether fitness? Whether married? How old is the child? How long to join the company? What business background? Do you own a car or a house? What do you care most about at the moment? Personal preferences? Temperament? If you're not sure what you're looking for, you're not sure what you're looking for.
When the basic information to touch the hand, we can do some care for the customer's small action? For example, to send a small gift, although only sent some common things, but if you can send people to the heart, it is half the battle, the practice of casting their favor.
Remember, if we are not familiar with the customer, the customer will certainly open the door, cut the price without negotiation, so we must do the favor to penetrate in the front, the interests of the drive in the back. There must be an order of magnitude ` visit, first to gain the trust of the customer and then after the single thing. Let's get the customer relationship, there are so many tricks:
First, for the customer to establish a file.
Usually in and out of the customer's company, there is no file for the customer? The customer's personal situation, family situation, educational background, business background, special interests, lifestyle, including every time with the chat content, should be registered ...... to understand the benefits of these things? We need to find the customer's needs in order to provide better service ah, and all of this information can be obtained by chatting with the customer ......
Oh, there are students said, eloquence is not good, will not chat how to do? That's another problem in sales. Well, we'll share this later ......
The second is to send a small gift.
In order to pull the customer relationship, some sales people, keen on inviting guests to dinner, this I do not oppose, but also do not favor, this thing has to be based on the situation. Let's think of a thing, please customers to eat a meal, often hundreds, thousands, especially you open a bottle of wine ...... but what do we say at the table? Nothing more than crazy talk, set of words, official words, drunken words, playacting only, the actual meaning is not great, and then leave the claws to forget, because who are invited him, he can only say these words.
We ah, why not take this thousand dollars, this money, folded into ten small gifts, send him ten small gifts, with the number to destroy the customer's psychological defenses, because anyone can not frame our order of magnitude to attack, as the saying goes, the good woman afraid of men wrapped ......
We send small gifts are divided into two kinds of: one is to confirm that he has a need for the customer profile information, and the other is to use a small gift, and then the other is to send a small gift. Customer profile information to confirm that he has a need; the second to combine the characteristics of their own industry, or product features.
The best gift, in line with any one of the three conditions:
A, to stimulate their own advantages;
B, spend a small amount of money to do a big thing;
C, to create a surprise for the customer to meet the needs.
Through this line of thought, I hope buddy you continue to expand the thinking, for example, with Baidu to do the search: "Teachers are prone to what occupational diseases? How to prevent teachers occupational diseases"?
The city survey found that teachers need to stand for a long time to teach, the blood columns in the veins of the lower limbs to form the pressure in the veins, so that venous blood is not easy to return to the heart, and backward to the foot, resulting in varicose veins in the lower limbs.
So can we collect some, leg massage, joint flexion and extension activities, through SMS reminders to urge them to exercise to help them prevent varicose veins.
Also: cervical and lumbar spine diseases. Teachers work for a long time at the desk with a high degree of concentration, long preparation time, easy to cause tension in the neck muscles, a long time will form the neck muscles and ligaments of chronic injuries, serious cases will evolve into cervical spondylosis.
So again, we can suggest that they do some expansion of the chest, twisting the waist, moving limbs and other sports.
What if some of the people on the program's decision-making process don't need to hold a class?
One of our students on the 716 team had asked a gift-giving question, and after reading it I hope it inspires you, well, I'll excerpt it right away.
A student asked a small gift-giving question:
We have a student, he is doing medical software project sales, one of his important customers, through the order of magnitude of the visit, to grasp an important information, the customer has an 8-year-old girl, very much like painting. OK, how do we give a gift?
The advice I gave at the time was to immediately search for 100 painting stories, and then print them in a book with a line on the cover that said, "Dedicated to the future great painters"!
What kind of stories would impress the client and her daughter? For example, collecting Qi Baishi's "Frogs Ten Miles Out of the Mountain Spring", Song Huizong's "Deep Mountain Hidden Ancient Temple", and "Treading Flowers and Returning to the Fragrance of Horseshoes" ...... these excellent painting stories will either make the parents feel that painting is a meaningful thing to do in life, and thus support their daughters' hobbies even more firmly, or their daughters think that there is planning and wisdom outside of painting, the 心智大开......
What kind of attitude does he have when he prints out these stories and gives them to his clients? Oh, buddy you can expand the association la ......
Fourth, the attack on the heart.
I'm good at three tricks of the heart, first share one today, that is, we have to actively provide value-added services to customers. What is considered value-added services? It's about doing something for the customer that helps them.
Why provide value-added services? Because your customers, he also has customers, what is the main customer base of the school? It's the students. What is the pain point of the school? The quality of teaching and the rate of progression to higher education.
Well, we have to take ourselves as a customer of a department, and actively provide customers with a variety of information on the excellent schools of the same nationality, including excellent schools in the city and province, the nationally renowned excellent school management model, teaching programs, and so on these, remember that there must be an order of magnitude, there is no one hundred hit the bottom, do not go out.
Do this value-added report, and then write a sales letter for the customer:
XX brother, hello, I learned that our school new part of the school building, I deliberately prepare a material, with three months time to collect and organize more than 100 cases of excellent school development, I think you read it, may be able to some reference.
The content of the case is relatively large, about XX million words, in order to make your reading more convenient, I spent a few nights to do the layout, you can pick according to the table of contents of the case of interest, have time to flip through. If there are other needs, you can tell me, because I have more contact with the school, know a lot of information, as long as you have ideas, I will be at your disposal. I really hope it can bring you some help.
Lastly, I wish you good health and a rising career.
Now, the customer has the value-added services we provide reports, and by the small gifts often received, and weekend blessings text message to see, oh, we are also on the customer is also a material and spiritual double care Oh!
With these moves, can we mingle with customers? There is hope ...... when customers and we mix into buddies and sisters, will also say to eliminate not? Well, when the customer relationship to do this, customers and wood referrals? Oh, there is hope oh.
Second, with a good interest-driven plate
Interest-driven refers to the exchange of interests on the basis of the excavation or creation of customer demand, party B put forward solutions to meet the main needs of customers;
Interest-driven = brand + quality + future expectations (customer benefits) + price + payment + after-sales service (including value-added services) + supply cycle + source of supply stability + other factors.
You can do this.
You can use this benefit-driven formula to package your company and products. You look at what are our strengths and wrap it up in a story based on our strengths.
The benefits of customers buying our products, you identify the top three reasons for customers to buy with us.
I don't think schools are as concerned about health as we are, schools are concerned about the quality of teaching, not health. Schools do not have hard needs, so we have to do a market research report, will be used on the market with latex paint and other building materials and formaldehyde content of furniture for teaching to do a market research report, for which we have to collect in recent years, the school environment or unsafe accidents, as well as related incident reports, for example, the social impact of the toxic runway, do a good job of the electronic version and the print version, when the customer to get the information, will feel that we are sincere!
Of course, you can also use to give you praise for the customers, to the success of the case to do endorsement, record the experience of their use, the next time you chat with the customer, that is, Party B stimulate Party B, can give us a lot of brand image points Oh.
In addition, prepare a set of public and private dialog.
From the public's point of view, the use of our products in schools, schools can get a good name publicity, parents are satisfied, the school's reputation is better;
From the private point of view, as a principal or director of the teaching staff, in order to children's safety, it is possible to pay for the funds to do the test, regardless of the teacher, the students, or the parents will be thumbs up, know how to care for all of us, these words are humane, these words can be used for the purpose of the school. Doing things with a human touch, these words should be prepared out, lest the scene did not have to play.
Well, the time is limited, the ability is limited, the reply has to say the bad place, but also please bear with me more:)
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