How to meet the needs of customers

question 1: how to meet the needs of customers to the maximum? 3 points to meet customer needs, you can follow the following eight principles.

1。 Principle of comprehensiveness

For any consumer who has been included in the category of customers, we should comprehensively define almost all their needs and fully grasp the demand intensity and satisfaction of customers for various products in their lives. The reason for a comprehensive understanding is to make the needs of customers' lives fully reflected in front of you, and to analyze their living habits, consumption preferences, purchasing power and other related factors according to their comprehensive needs. More importantly, this "all-in-one-sided" understanding often confuses customers and depicts the classic image of salespeople caring for and caring for customers.

2。 Principle of prominence

Never forget that the first priority of a seller is to sell products for the company and help customers meet their needs. Therefore, it is necessary to highlight the combination of products and customer needs, clearly define customer needs, and form a "unique name" for customers' needs for this product when necessary. If you are a salesperson of bamboo reclining chairs, try to make consumers form a unique understanding of reclining chairs, and define a "need to improve the comfort of life" that others are not aware of.

3。 In-depth principle

communication cannot be superficial, otherwise it can only be empty talk. The same is true for the definition of customer demand. The definition of customer demand is considered as a simple desire to buy, or the simple purchase process is obviously limited. Only by deeply understanding the customer's life, work and communication, will you find his real demand for the same product. In other words, it is essential to make a clear definition of the customer's needs.

4。 Principle of extensiveness

The principle of extensiveness is not a requirement when defining a specific customer's needs, but requires the sales staff to understand the needs of all customers in customer communication, learn to compare and analyze, and prepare their own related tools and persuasion methods in a differentiated manner.

5。 Suggestive principle

customers are not our subordinates, so they will not accept orders, and of course it is impossible for us to do so. The same is true in the process of defining customer needs. The concept that customers agree with is more or less different from ours, so the definition of customer needs can only be "We think your needs are ……". Do you agree? , give points? Ha ha ~ "

Question 2: How to improve the skills of meeting customers' needs 2 For salesmen, it should be a common thing to negotiate with customers. There are also several ways to negotiate: interview, telephone, email, fax … and interview should be the most commonly used and effective way. In the whole interview process, it is more important to grasp the psychological changes of customers, which is the key to the progress and success of negotiations.

personally, I think that in order to grasp customers well, we must first grasp several key points of customer psychology in sales negotiation: 1. Do you know the products? 2. Whether you are satisfied with the product; 3. Whether there is a purchase demand; 4. Is there any intention to buy? After the salesman knows these points, he has to understand the relationship between them, which is very helpful for customers to grasp and sell. There are two relationships between them:

The first one: customers first understand the product, then agree with it, and finally customers have a purchase demand. Only when you agree with the product and have a purchase demand will you have a purchase intention.

there is also a relationship: customers first have a purchase demand, and then they know about the product, and then they have a purchase intention after they agree with the product.

from the above two relationships, we can see that in order for customers to make a deal, we must have two main points at the same time, namely, agreeing with the product and purchasing demand, and they are in a parallel relationship. And if you want customers to have these two points at the same time, you must rely on the understanding of the product to achieve it.

after understanding the relationship between them, how to grasp the customer psychology? According to my own work experience, I would like to talk about two misunderstandings in the negotiation, which will be helpful for customers to grasp.

1. The explanation of products is endless, and the key points cannot be grasped. Many salesmen talk about the selling points of their products from the beginning to the end when they meet customers, and they talk endlessly. Finally, the customer's reply is to think about it. We can analyze which of the above two relationships is easier for customers to clinch a deal, and the answer is definitely the second one. Because the customer will understand the product more carefully after he has the purchase demand, it will be easier to clinch a deal.

therefore, it is very necessary to know the customer's purchase demand before explaining the product to the customer. If the customer has not purchased the demand or the demand is insufficient, we should first dig out the customer's demand. Of course, explaining the selling points of products is also a way to tap the needs of customers, but don't explain them for the sake of explanation, but explain the products to customers purposefully and pertinently.

we will find that customers often buy products not because of all the selling points of the products, but because of one or two of them, and sometimes even the opposite. The more selling points, the more likely problems will occur. The salesman is like a doctor, and the customer is like a patient. The doctor diagnoses the patient first, and then he can prescribe the medicine for the patient, and he should prescribe the right medicine instead of grasping the beard and eyebrows. Similarly, the salesman should first find the customer's needs, and then meet the customer's needs according to the selling point of the product. Not knowing the customer's needs is equivalent to the doctor not knowing what the patient's symptoms are.

2. Being trapped by customers' problems, I can't guide customers to buy. Salespeople know that the more questions a customer asks, the greater his purchase demand and the stronger his purchase intention. But there must be a premise, that is, whether the customer's question is true or not. If it is a false question, then the customer is making things difficult for you or perfunctory.

some salesmen never consider whether the customer's questions are true or not, as long as they answer all the questions, they are finally trapped by the customer's questions. If the customer asks me some questions, I will consciously consider whether the question is true or false, and what purpose he asks this question for. If it is true, I will patiently answer it for him, otherwise I will avoid this question.

so, how to judge whether the question is true or not, and how to avoid the false question? There are several better methods for your reference.

I usually use the hypothetical method, that is, if the problem has been solved, will the customer buy it? For example, the customer said, "Your products have no good after-sales service." I said, "If our after-sales service makes you satisfied, have you decided to buy it?" . If the customer's answer is yes, then this question is real.

I will also use rhetorical question, that is, after the customer asks a question, let the customer solve the problem. For example, the customer said, "Your products have no good after-sales service." Then I said, "What kind of after-sales service do you think you can be satisfied with?" If the customer puts forward specific requirements, then this question is a real one.

there is also the conversion method, which is to turn the questions raised by customers into one of our selling points. For example, the customer said, "Your products have no good after-sales service." Then I said, "You should be worried. Our after-sales service is really ... > >

question 3: how to meet customers' needs and improve work efficiency. 1. E-commerce can effectively make up for the inherent shortcomings of small and medium-sized enterprises

In the era of industrial economy, compared with large enterprises, small and medium-sized enterprises obviously have inherent shortcomings. For example: narrow market, ineffective information, lack of talents and funds, etc. However, with the rise of e-commerce, these defects will be made up to a great extent.

With the rise of e-commerce, small and medium-sized enterprises have gained new business opportunities. Where the internet extends, the market can expand there. Using e-commerce, small and medium-sized enterprises can get rid of the limitation of the original narrow living space and expand the market to distant places that could not be effectively reached by personnel sales or advertising sales in the past. With convenient and cheap network information services, small and medium-sized enterprises can frequently contact potential customers at home and abroad and introduce their products, services and corporate culture to them, so as to find more potential target customers and obtain new business opportunities.

second, e-commerce has greatly reduced the operating costs of small and medium-sized enterprises

first, e-commerce has reduced the inventory costs of production enterprises. Due to the use of network information technology, production enterprises can receive orders from customers directly through the network. Information about the products required by customers can also be directly transmitted to the automated production line to meet the needs of customers to the greatest extent, so that the products produced can be directly delivered to customers without being stored in the warehouse. It avoids the backlog of a large number of products to meet the various possible needs of users and realizes inventory-free production. The famous Dell computer company has achieved great success by using the "zero inventory" direct selling model, which made the stock price of Dell company rise 1 times from 1988 to 1998, and its daily sales on the Internet exceeded 1 million dollars.

Secondly, e-commerce reduces the purchasing cost of manufacturing enterprises. In the e-commerce environment, production enterprises can use network information technology to achieve information acquisition and rapid transmission, which reduces the costs incurred in the procurement process because information must be transmitted in written form. Moreover, because each enterprise has its own website, the production enterprise can make a careful comparative study when selecting suppliers to find a more ideal supplier.

Thirdly, e-commerce reduces the marketing cost of manufacturing enterprises. In the traditional business environment, due to the high market transaction costs, most export-oriented production enterprises entrust most of their marketing activities to trade middlemen, and they are only responsible for a few marketing activities such as new product development and advertising. In the e-commerce environment, production enterprises can publish all kinds of information of enterprises by establishing their own professional business websites; In addition, we can enhance communication with the public through the website and get their opinions on products and services.

second, the change of e-commerce to the business environment of enterprises

1. Market model

The widespread application of e-commerce will promote the transition from a circuitous economy to a direct economy. That is, from an industrial economy characterized by relying on intermediates, separating production from consumption and wasting resources to a network economy characterized by relying on the network, making production and consumption meet directly and sustainable development of people, resources and environment. Its essence is to reduce intermediate costs, inventory and liquidity, so that production can "go straight" to consumption. If both buyers and sellers are connected to the computer network, they can look at samples, talk about prices, sign contracts and pay the price from the computer.

2. Commercial structure

The whole foundation of traditional commerce is the distance between producers and consumers in time and space, and the function of shopping malls is to act as a bridge between them. Shopping mall is the hub where material flow (goods) and information flow (price) converge. In the industrial economy, without the intermediary of traditional commerce, production and consumption will be inconvenient and inefficient. However, under the network economy, the fundamental reason for the existence of shopping malls has been passively shaken. More and more manufacturers have their own home pages on the Internet, which release a lot of product information and price information. Intermediary industry will die out in large numbers, and new industries will emerge and rise.

3. Industry structure

The influence of e-commerce on the industry structure is mainly manifested in two aspects. One is the emergence of new services-oriented industries. Such as online trading centers, electronic shopping malls, e-commerce consulting service companies, e-commerce application software development companies, etc. Their personnel composition has several characteristics: young, high-quality, interdisciplinary and interdisciplinary, and most of them are comprehensive talents majoring in business administration, finance and economics, information management and computer network. Second, transnational management has become a reality. Due to the establishment of e-commerce system, large-scale transnational organizations and trans-regional business activities are possible. Some famous retail businesses have expanded their business scope one after another ...... > >

question 4: how to meet the customer's needs, and be responsible seriously

question 5: how to meet the customer's needs so that we can ensure that the products can meet the customer's needs. Would you please provide us with detailed demands from our customers so that we can better satisfy them with our products ?

question 6: how to meet the customer's needs, we must first investigate and study the customer's needs, analyze and summarize them, find out the direction and content of the needs, and find the right medicine to find the customer's demand points.

question 7: how to meet customers' needs recently, the company advocates that all business divisions implement personalized marketing promotion programs according to their internal characteristics. "Fast" in the company in 211? Under the marketing atmosphere of "Win 11" and "Earn a New High" in the third stage, personalized schemes of various business divisions have mushroomed. When the personalized schemes of various business divisions are launched, can each scheme grasp the needs of major customer groups, effectively promote them and create sales? Then let's discuss what a personalized marketing promotion plan is! Before understanding the actual function of personalized marketing promotion scheme, let's first understand what personalization is! The word "personalization" may be known by the general public because of the appearance of "personalized service", and the appearance of personalized service is due to the rise of personalized service in the hotel industry. In the hotel industry, which bears the brunt of global service, hotel service can be described as "the most advanced" service. Under the service tenet of guests first and service first, personalized service has gradually multiplied. Personalized service is based on standardization and diversification, and through the improvement of customer-oriented details, products and services can be more integrated with customer needs in the final sales process. Kearns, a famous customer relationship management scientist, said: whenever we make progress, our competitors will also make progress, and whenever we perform well, our customers' expectations will also increase; So no matter how good we are, we must do better. Due to the integration of service and sales, personalized marketing has gradually evolved from traditional marketing mix. From the perspective of consumers, market segmentation is divided according to the theoretical basis of market segmentation, that is, the diversity and differences of consumers' needs, motives and buying behaviors. Market segmentation plays an extremely important role in the production and marketing of enterprises. The premise of traditional marketing is that people are divided into groups with different ideas and needs. However, the increasing diversity makes it more difficult to provide special products or services for each group. The range of needs of each group will be wider, and the decomposition of society will make it more difficult to find representative people in each group, and the differences in needs will continue to emerge, making it more and more difficult to confirm the needs of each group. This specific demand is undoubtedly strongly personal, and manufacturers may feel that this demand is incomprehensible, but it is very urgent for a certain consumer. In this case, the company