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How to obtain the competitors customers?


Sales in the large customer has a characteristic: Once your competitors do into a business and become the company's long-term suppliers and service providers, he would rely on his products, systems, services, and he and the business good customer relations to build barriers to prevent you and other competitors to enter. Faced with this situation, our business is often the phrase Occasionally, students reflect concerns; only 5% of the students has been reflected in attention to these enterprises. It appears that most of the operational staff will be in the ideological opponents of the accounts assigned to these customers, in default of this fact, we will look away, focus on other target customers, the company has become our business or sales department blind and is we forget ... ....
forget the sales job that is fatal mistake! Because it allows customers to lose more choice, it allows low-cost competitors, the transaction, but also make our choices even more.
Finally, introduce other people to hear your attitude will be reduced to answer your blunt words 'Do not!', how do you say?
appears to be indifferent to the customer refused to lose our business momentum with them.
So how can we reverse the attitude of target customers, how to maintain long-term target of communication, how to make an objective evaluation of our target customers and competitors, products and services,[link widoczny dla zalogowanych], and ultimately how successful off competitors to win clients?
First of all, you have to do planning.
1, analyze your competitors strengths and weaknesses compared.
2, to understand the background and needs of target customer characteristics.
3, your strengths and needs of target customers linked.
4, better than the competition if you can not meet customer needs, you need to do is improve their own ability, not blindly try to steal the opponent's customers.
Secondly, the initial customer contact with the target to Although customers have chosen
good long-term supplier, but the changes to understand the market information, strengthening the control of suppliers, supplier of market information they need; and those who provide such information will show goodwill, which we maintain long-term communication with creating opportunities.
In this communication, we can work on the client before the other, when not busy, give him a call, under the care of their production, sales, another talk about the industry and market information destinations, cooked point of personal topics to chat; or to pretend to be a way of passing visit, make a brief communication.
bear in mind that this type of communication to do:
1, does not denigrate competitors;
2, more than promote their own recent performance;
3, not to sell.
4, reflect your understanding of the industry.
5, the use of multi-boot each other out and potential demand.
through multiple communication, you can let customers know about your business and products, but you can be more profound and detailed understanding of customer needs.
Third, when you target customers and build up some trust, you can for your customer needs to know the characteristics of the development trend of the industry in customer requirements, or with competitors, this paper proposed a more than competitive opponents more in line with customer needs and competitive solutions.
because of the extensive pre-contact, customers in your business, your ability to have a certain understanding of professional and some basic trust; the same time also in the heart of your tenacity and dedication give birth to a little recognition and appreciation. At this time, the advantages of your program will be valued by target customers, while customers on the evaluation of the program will be more serious and fair.
starts here, the scales of victory will slowly change to you!
Yang Song, consultant, trainer. Master of Management, Chinese Professional Managers Training Institute, Senior Lecturer, successive large-scale foreign invested enterprises, private enterprises marketing manager, marketing director, marketing director, vice president of marketing, business management has a very systematic theoretical knowledge and rich practical experience in the market. Welcome to discuss with our friends, communication training and consulting experience: [link widoczny dla zalogowanych]
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