Sales of industrial Products: top 12 strokes

Project sales, big customer sales, are two common ways of industrial sales. For project sales, it is a single, random, very strong randomness. Yedongming that, the aim is accurate, play very, stare tightly, is the project sale of the main points, a word, the Gordian knot. For the big customer sales, the spirit of long-term fishing, lengthy process, planning carefully, step by step is very important.
The cycle of industrial goods sales is relatively long. At the beginning of the stage, the salesman, the technical staff came forward to solve the product, technology, programs and other basic issues. At this stage, customers are dealing with some middle and low level people. At the end of the two stages of project evaluation and contract negotiation, the high-level clients finally took the lead. If the sales process is to be carried out smoothly, the sales success must be done in the right corner.
Customer high-level dragon see the end of the first, high-level MO, authoritative. The key to the top, but also how to do? Recently, Yedongming and the sales Director and general manager of eight industrial products companies spent three days in-depth discussion of the project sales Process Control, sales skills and standardized management. During, on how to fix the top, we summed up 12 tricks, share with you.
In order to facilitate the presentation, I put these 12 strokes into three categories, namely: ax, by dint of force to show the true power, both inside and outside the quality of speaking.

1, do homework, ax
Not as bright as the informant, the high-level information transparency is usually very low. High-level decision-making habits, personal preferences, is a subject worthy of further study. Yedongming remind industrial sales personnel, to seek to fix the move, before launching attack, to the pre-school homework, do well.
Trick one: Let the high-level peace of mind your product quality. Make a relationship, but don't let others take risks.
Two tricks: The first to attack, and then to attack. Prior to meeting the customer's senior level, the basic work of deep contact, program design, and program confirmation should be completed effectively.
Trick three: Learn to appeased, for the customer high-level to depict an attractive cooperative vision.

2, alliances, by force to play the real power
Line person, is a connecting role. Especially in the high-level unfamiliar with the customer, with a good line of people, there is a more eyes and ears, less a point blind guess. Yedongming found: There is a gas field around the top of the customer. Cronies, think tanks, are the source of information for high-level decision-making. Do the work of these people, against the high-level action, can be targeted. Moreover, the effect of each action will soon be known how the effect.
Tricks four: In order to benefit people's self-interest way, to solve the critical problem of the urgent needs, see the top, to do a good job of paving the groundwork.
Trick five: Distinguish between the customer's internal factional struggle. Sidelines, don't go to muddy water. Never rob another faction of business, if he rob you, let him. The space is bigger than the one you specialize in. One more friend, less an enemy, is the key to doing high-end business.
Trick Six: Pentangeli. If you can not directly attack the high-level, then the boss around the first to take care of the people.

3, Gongxinweishang, both inside and outside to repair the quality of speaking
Relationship marketing, as if the gray marketing of the upgraded version. When it comes to high-level public relations, everyone's psychological activities will be very rich, think most of the next three ways. High-level people, they also like to make tall men. In their own company, because of the power of the wrong, the customer has few friends at the top. Yedongming suggested that high-level public relations should speak quality. Did not cultivate good oneself, rushed into the "high society", will be a joke, the less.

Seven tricks: the reward. Pay attention to your boss's personal hobbies and needs and don't work hard.

Tricks eight: To obtain the customer high level of your personal recognition. Express your loyalty in a "big silly" way.

Trick nine: With the client's boss into an equal relationship. Personal friendship is the best policy, flattery, gifts is the worst.

Recruit dozens of: Let the client boss ladder. To accomplish others, to achieve oneself, this word is not empty.

Trick 11: Customer high-level relationship resources, better steel for the blade. Business to promote itself, but in the absolutely impossible to solve the key point, only to reach out to him, and the required support is clear and feasible.

Trick 12: Boss before the transition, and the next to do a good job in advance relations to prevent suspended.

Industrial Sales: Top 12 strokes