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    Home > Coatings News > Paints and Coatings Market > Marketing: how to judge the customers' preference of industrial products sellers

    Marketing: how to judge the customers' preference of industrial products sellers

    • Last Update: 2020-04-03
    • Source: Internet
    • Author: User
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    Core tip: the core issues of industrial product sales, a lot of energy in the early stage of sales, are also spent on the analysis and research of customer preferences Whether it is self purchase or public bidding, there are usually 3-5 candidate brands competing with each other If the competitors with similar technology, brand and strength compete, customer preference plays a decisive role In my opinion, we can analyze customer preferences from the perspectives of purchase, competition, operation and multi-dimensional, insight into customer needs and grasp sales opportunities 1 From the point of view of purchase, we are used to long-term fishing for big fish, and the competition is patient and careful Ke fan Application scope and advantages of roller ceramic coating Recommended introduction: the surface of ceramic rubber plate used for roller ceramic coating is cast into durable rubber plate by hundreds of independent small ceramic pieces Each ceramic piece has raised characteristics Under general conveyor belt pressure, thousands of unique cast bumps can produce positive traction, prevent slipping and extend the service life of conveyor belt roller At the same time, the bottom layer adopts high-quality rubber, which has strong elasticity and can play a good impact resistance role The scope of application of roller ceramic coating is one three six 83857180 (the same as V) 1 Roller coating in extremely harsh working environment 2 The belt joint is not suitable for fixing with iron buckle; 3 It is suitable for leather Paint Home News: the core issue of industrial product sales, a lot of energy in the early stage of sales, are also spent on the analysis and research of customer preferences Whether it is self purchase or public bidding, there are usually 3-5 candidate brands competing with each other If the competitors with similar technology, brand and strength compete, customer preference plays a decisive role In my opinion, we can analyze customer preferences from the perspectives of purchase, competition, operation and multi-dimensional, insight into customer needs and grasp sales opportunities Ink > 1 From the point of view of purchase, we are used to long-term fishing for big fish, and the competition is patient and careful But you can also think in reverse If you are a new salesperson, you can directly perceive their purchase intention, attitude and tendentiousness from the perspective of customers' purchase Although it is a bit rash, it has the momentum of cutting through the mess quickly It is also a move of chess to break through the Jianghu of sales veteran with the vigour of newborn calf Customer preference is actually a multiple choice question Then, in terms of price, quality, one-stop service and many other options, what customers value in the end has become an exploration stone for industrial product sales personnel The simple and direct way is to contact the customer purchasing personnel first to obtain the purchasing preference information of the customer organization The purchasing staff may be only the supporting role of the purchasing center, but they are familiar with the decision-making method of their own organization, and know more about how the purchasing preference integrates the personal preference and the organizational preference The author thinks that the purchasing department is a window to see what happened in it, and the sales public relations department will also have a target If you have the opportunity, take the initiative to visit the production site of important customers From the equipment, materials and tools they use, you can quickly figure out the previous procurement status and results Seeing is not as good as hearing, seeing is not as good as expertise The most successful salesperson is a dedicated salesperson Sometimes, it needs far water to quench the thirst Through the circle of friends or customers of the customer decision-making level, to understand their buying habits will be much more open than their own wisdom 2 From the perspective of competition, if there is no competition in comparative analysis, there will be no sales Sales itself is the product of competition In addition to the internal business of reading with the crown prince, most of the sales are all hand to hand combat First of all, industrial products sales should listen to customers' detailed description of the characteristics of the selected brands, find out the clues of customers' preferences, and then revise their own product plans, so as to stand out from the crowd It's better to observe customers' attitude towards competitors patiently than to move, so as to figure out how satisfied they are with different schemes How do customers treat your competitors? It's possible to prepare more for you In addition, the author suggests that the industrial product salesmen should consult more technical personnel or product managers, so as to have a deep understanding of the main products and core advantages of the most threatening competitive products, and if they know the strengths of others, they will know that they should take a frontal or flanking attack, or that they should have two flowers each 3 From the perspective of operation, it is the top priority of our company to sell for our customers objectively and subjectively, and it is also an important business of our customers' enterprises What you care about is exactly what our customers care about, but from different perspectives You care about selling more, selling at a good price, while the customer is buying the right goods, buying at a good price, buying cooperation The author suggests that we should forget the identity of our sales, stand on the position of customer management, think more about them, and become our own customers It is the most practical step to judge the real needs of customers from the process of products processed by customers and the process requirements of customers After all, one's own information is limited, so find the informant inside the customer and get more internal information from the business, such as communicating with the customer's production and technology departments, making clear their future development plans, or chatting with the purchasing and financial department personnel to understand the order quantity, operation and financial situation of the customer's enterprise The more you know, the more damaging the product solution you present 1 2 next page: laoniaoke coating engineering project marketing - how to use promotional activities to improve the brand's similar information? 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