How to do a good job in project sales

How to do a good job in project sales? The following is what I have compiled about how to do a good job in project sales. Welcome to read!

Let's introduce our situation first:

We are a start-up company, acting as an agent for in addition to formaldehyde air purification project imported from Japan. The general agent of this brand in China is in Shanghai, and now we are the regional agent in Shandong. However, because the team members are young and lack of sales experience, I want to ask more questions when I encounter some problems.

Main business:

Indoor environmental treatment is mainly to purify the odor of formaldehyde, benzene, TVOC volatiles (i.e. paint smell) produced by decorative materials and new furniture after renovation of new space, eliminate formaldehyde and odor in the purified space, and make the indoor air quality reach the national standard. This service is suitable for all kinds of newly renovated indoor spaces, such as homes, offices, schools, banks and so on.

Product:

We use photocatalyst technology. The specific method is to spray photocatalyst solution on the surface of the substrate with the help of professional vaporization equipment, and react with formaldehyde from the source of formaldehyde release to eliminate formaldehyde. Products and equipment are imported from Japan, a leading country in the application of photocatalyst industry, and there is no problem with international patents and customs declarations.

Test structure:

The company's inspectors are indoor environmental management personnel who have passed the national professional training examination and obtained certificates. They have professional qualifications and are responsible for environmental testing and making governance plans. The company's construction personnel go on duty after practical training.

My question is:

At present, all walks of life pay more attention to students' health, and formaldehyde pollution on campus has been reported frequently before. Just recently, I got the news of several new teaching buildings in primary schools, junior high schools and senior high schools. Personally, after a relationship contact or a strange visit, you can start by testing the new teaching building for free, and then gradually operate the relationship until you reach a service cooperation.

According to Mr. Yu's view that this communication process is thorough, interest-driven and value-added, has Mr. Yu had any previous experience in cooperating with the school, such as from what angles to provide value-added solutions for the school or drive the interests of the school?

Among the cases I shared in the group, I didn't find any cases of cooperation with schools and education bureaus. I would like to ask about my experience.

Blue light rain reply:

Reply: Hello, buddy:)

Through a simple understanding of the buddy's situation, our team members are relatively young and lack sales experience, so they dare to engage in project sales. Hehe, they are bold enough. Ok, let's briefly talk about those things about project sales.

For project sales, we must first understand the structure, personnel organization and part of the structure process of the customer company, what is the decision maker, what is the key decision maker, what is the general decision maker, what is the person who knows the information, what is the person who holds the information and what is the general contact person. Judging from the sales actions of my buddies, it is not clearly described, and the procurement process of these schools knows nothing about the basic information.

A few days ago, a classmate asked questions, and I immediately copied them. After reading them, it may be enlightening:

This classmate's question is: I am a hotel supplier in Shenzhen. After reading your masterpiece, I know that you are not only a sales expert, but also a negotiator. What I want to ask you is:

1. Hotel supplies belong to the project, so it is inevitable that several suppliers will quote at the same time. Our products are positioned as high-end hotel supplies, and the price is generally about 20% higher than that of other companies. How can we stand out from many suppliers under such circumstances?

2. In the process of bidding, how to ensure success when everyone has similar backgrounds?

3. How to break the situation when there is a default supplier in the bidding process?

My answer is:

1, we are high-end products, and we need to find high-end hotels and clubs. This product grade can match the hotel identity. If the customer base is not accurate enough, there will be no results in the future;

2. You should look for opportunities to know more about the people in the decoration design agencies of big-name hotels. They can introduce you to many high-quality personal relationships, and they have known each other since the front line.

3, project sales, to distinguish between three types of people:

The first is the director of hotel operations. As the project sponsor, he will take care of such people, and he will help us push the progress. You can share some bonuses with him.

The other is the purchasing director of the hotel. You should be kind, don't mess with him, give more gifts, but don't give money, or the operation director won't play with you.

The last one is the boss or the vice president in charge. This kind of person can just be a nodding acquaintance, just send a text message at ordinary times, and don't take this as the main direction, because it is difficult for you to attack without an introducer.

For many project sales, what is a project promoter, what is a defender, what is a nodding acquaintance, and what can be achieved by doing nothing? In China, I don't know whether I can win the bid before the bid opening, hehe, I need to understand it in seconds, which is basically a bid, so I have to work hard in advance!

Ok, after figuring out the process of project sales, continue to share.

We often say that brushing = human feelings+interests drive. The thoroughness of human feelings determines whether we can bill, and the profit-driven determines the size of our bill.

To do project sales, the first thing is to be a man. For the project sponsor, you should know his basic information immediately, for example, do you smoke? Do you exercise? Are you married? How old is the child? How long does it take to join the company? What is your business background? Do you have a car and a room? What do you care about most at the moment? Personal preference? Temper? Can you do some articles for his immediate family?

When we get the basic information, can we do some tricks to take care of our customers? For example, sending a small gift, although just an ordinary thing, will get twice the result with half the effort if it can be sent to people's hearts, which is also in their interests.

Remember, if we don't know our customers well, they will definitely bargain without consulting. Therefore, we must be thorough and benefit-driven. The number of visits should be of order of magnitude, win the trust of customers first and then talk about later billing. Let's repair the guest relationship, there are several tips:

First, create files for customers.

Usually in and out of the client company, have you established a file for the client? Customer's personal situation, family situation, educational background, business background, special interests and lifestyle, including the content of each chat, must be registered and recorded ... What are the benefits of knowing these? We must find the needs of customers to provide better services, and all this information can be obtained by chatting with customers. ...

Hehe, some students said, what if you can't chat without eloquence? This is another problem in sales. Well, we'll share it later. ...

Second, give small gifts.

In order to attract customers, some salespeople are keen to invite guests to dinner. I don't object to this, but neither do I. It depends. Let's think about one thing: treat customers to a meal, often hundreds or thousands, especially when opening a bottle of wine ... but what do you say on the wine table? It's nothing more than madness, rhetoric, mandarin, drunkenness and taking part in accidental amusement. It's of little practical significance, and I'll forget it afterwards, because everyone is asking him, and he can only say these words.

Let's, why don't we fold this 1000 yuan and this little money into ten small gifts and give them to him? Ten small gifts will destroy the psychological defense of our customers with quantity, because no one can keep our order of magnitude. As the saying goes, good women are afraid of men's entanglement. ...

There are two kinds of small gifts we send: one is to confirm his needs with customer information; The second is to combine their own industry characteristics or product characteristics.

The best gift is one of three conditions:

A, stimulate their own advantages;

B, spend a little money to do big things;

C, create surprises for customers, can meet the demand.

Through this train of thought, I hope everyone will continue to think, for example, do a search with Baidu: "What occupational diseases are teachers prone to?" How to prevent teachers' occupational diseases "?

The market survey found that teachers need to stand for a long time to teach, and the blood column in the veins of lower limbs forms the pressure in the veins, which makes the venous blood not easy to flow back to the heart, but back to the feet, leading to varicose veins of lower limbs.

Then can you collect some, leg massage, joint flexion and extension activities, and remind them to exercise through SMS to help them prevent varicose veins?

There are also: cervical and lumbar diseases. Teachers work at their desks for a long time, paying high attention and preparing lessons for a long time, which is easy to cause neck muscle tension. After a long time, it will cause chronic damage to the neck muscles and ligaments, and in severe cases it will develop into cervical spondylosis.

So we can advise them to do some exercises such as chest enlargement, waist twisting and limb movement.

What if some people don't need to attend classes during the project decision-making process?

A classmate of our 7 16 team once mentioned a gift-giving problem. I hope everyone can be inspired after reading it. Ok, I'll extract it right away.

Some students asked a question about giving small gifts:

We have a classmate who sells medical software projects. One of his important clients got an important message through an order of magnitude visit. The client has an 8-year-old girl who likes drawing very much. Ok, how do we send gifts?

My suggestion at that time was to search 100 painting stories immediately, and then print them into a book with a line on the cover: "For future great painters"!

What kind of stories can be collected to impress the client and her daughter? For example, collecting Qi Baishi's "Frog Rings Ten Miles Out of the Mountain Spring", Song Huizong's "Ancient Temple in the Deep Mountain" and "Walking Flowers to Remove Horseshoe Fragrance" ... These excellent painting stories will either make parents feel that painting is a meaningful thing for life, thus more firmly supporting their daughters' hobbies, or their daughters think that there are plans and wisdom besides painting, and their hearts are wide open. ...

What is his attitude towards printing these stories into books and sending them to customers? Hehe, buddy, we can start dating. ...

Fourth, the attack on the heart.

I am good at three tricks, and today I share one trick, which is to actively provide value-added services to customers. So what is value-added service? Is to do something that helps customers.

Why provide value-added services? Because of your client, he also has clients. What are the main customer groups of the school? But what is the pain point of the student school? Teaching quality and enrollment rate.

Ok, we should regard ourselves as a customer's department, and take the initiative to provide customers with all kinds of information about excellent schools, including the excellent schools in this city and this province, the management mode and teaching plan of famous excellent schools in China, and so on. Remember that there must be an order of magnitude, and don't go out without a hundred foundations.

After completing this value-added report, write a sales letter for the customer:

Hello, brother XX, I learned that some new school buildings have been built in our school. I specially prepared a document to collect and sort out the development cases of more than three months 100 excellent schools. I think you might learn from it after reading it.

There are many cases, about XX thousand words. I spent several nights typesetting for your convenience. You can choose the cases you are interested in according to the catalogue and browse them when you have time. If you have other needs, you can tell me, because I have contacted many schools and learned a lot of information. As long as you have an idea, I'm always on standby. I sincerely hope to bring you some help.

Finally, I wish you good health and prosperous career, and peaches and plums are everywhere.

Now customers have value-added service reports provided by us, and often receive small gifts, as well as weekend blessing messages. Hehe, we care about our customers materially and spiritually!

With these tricks, can you blend in with customers? There is hope ... when customers become brothers and sisters with us, will they still say they will be eliminated? Well, when the customer relationship reaches this level, is there any referral between the customer and the wood? Hehe, there is hope.

Second, make good use of interest-driven departments.

Interest-driven means to explore or create customer needs on the basis of interest exchange, and Party B proposes solutions to meet the main needs of customers;

Benefit-driven = brand+quality+future expectations (customer benefits)+price+payment method+after-sales service (including value-added services)+supply cycle+stable supply+other factors.

You can use this profit-driven formula to package your company and products. Look at our strengths and wrap it up with stories according to our strengths.

The benefits of customers buying our products, you should be clear about three reasons why customers cooperate with us.

I don't think schools care about health as much as we do. The school cares about the quality of teaching, not health. The school has no rigid demand, so it needs to make a market survey report on the formaldehyde content of building materials such as latex paint and teaching furniture used in the market. In view of this, we need to collect reports of school environment or unsafe accidents in recent years, as well as related events, such as the social impact brought by poisonous runways, and make electronic and printed versions. When customers get these materials, they will feel our sincere service, thus effectively distinguishing them from general sales.

After our treatment, aiming at the eradication efficiency of formaldehyde, we can come up with something that can help its school, completion acceptance, student safety and even school performance, and speak with data, which is more convincing!

Of course, you can also endorse successful cases by praising your customers and record their experience in using them. Next time we chat with customers, Party B will stimulate Party B, which will add a lot to our brand image.

In addition, prepare a set of public and private dialogues.

From the public point of view, the use of our products in schools can make schools get a good name publicity, parents are satisfied, and the school's reputation will be better;

From a personal point of view, as a principal or academic director, for the safety of children, you can pay some money for testing. No matter teachers, students or parents, they will give a thumbs up, know how to care about everyone and do things with human touch. These words must be prepared so as not to improvise.

Ok, time is limited, ability is limited, and there are some bad things in your reply. Please forgive me:)

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