Account Manager troubles - Customer Xiangui how to do?
prices, has been a problem plaguing account manager. Managers complain that many customers no matter how low the price was reported, the customer will Xiangui. This occurs first look at whether there are two reasons:
1, you may encounter a customer expert, he where you are well aware of industry products, it is clear bottom line price.
2, your industry products, high degree of transparency, we all know you how much it costs there.
the face of more than two customers, and only honest to offer, not to doping of any moisture. (As for how to find out each other's identity, we will mention later.)
In other cases, we'll Think about it,
UGG ブーツ 格安! Although customers
eyes staring price, in fact, the level of prices for them in terms of just a feeling, this feeling may be derived from the comparison, or is your competition persons, or the environment in which customers and classes of customers may be less sense of urgency.
All of the above factors may cause the customer to the product price to different interpretations.
is not your thing no one is it? Of course not!
example:
- prices rise every day, why do people still fascinated by it? But also to loans to buy,
ugg ブーツ!
- Everyone knows that the bar drinks expensive than the supermarket several times or even ten times, why should we go there and get drunk it? Put enough money in the supermarket to drink half a year.
- Fujian, a manufacturer specializing in men suits, just started selling 500 per set, the results of business losses year after year. After the replacement by an expert planning trademarks priced at 5,000 yuan, but also in short supply. Why is this it?
fact, customers are concerned not only the specific efficacy of the product, but also take into account other factors, such as: brand, value-added, services, environment, status, security and more! That is, the added value of products!
So, to get customers to accept your price, you first want to make him feel the value of existing products, that is, give him what kind of benefits!
example:
an economic and technological development of an enterprise to call us, one up on the question:
-
If the person previously has been using an ordinary broadband Internet access, not used optical fiber, there is no comparison, even if we quote the lowest price, the other may not be satisfied! Because in his mind do not have the concept!
So I try to ask each other what to do to your fiber optic, broadband Internet access not original, is it speed bandwidth problems or stability problems, you have used fiber-optic What other operators , think of it,
ugg! Purpose is to grasp the customer's first-hand material.
later discovered that the other never used optical fiber, only recently with the Shanghai Telecom IDC ERP server room a stable connection, so I said: the price depends on your specific business use, How much bandwidth is determined, and more!
Also, I made it clear that the price does not matter with each other, it is important that enterprises can achieve the desired results, to ensure data transmission, it can really help resolve the current difficulties in broadband bottleneck, Finally, the question of price negotiation. I am very seriously
next to each other each other what these platforms need to run the business, you need to run the video What, you need to take the work flow Mody, upload,
UGG オーストラリア, download the large amount of small, number of concurrent multiple small (and the number of people online), order a few more small, time-Yen is not strict. (Recorded in their strict requirements)
then I'll make them some of the original ERP project proposals to come, we have carefully studied it and developed a fiber optic solutions to customers, the backup solutions based on customer needs while also providing SSL_VPN, customers are happy to participate in, because it shows we can better help our customers to consider, to their custom, instead of taking an off market,
UGG AUSTRALLIA, selling a product. In addition, the most important thing customers want to understand the value of the middle.
Finally, impatient customers first: Well, well, your program well, you say! In the end how much money! A quote.
this time, the money has become less important.
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