In the previous episode of "A big surprise", I mentioned about the importance of breaking through the icy barriers between a salesman and his customers. If you're a salesman and you sell expensive/luxury products, please bare it in mind; because it would be fetal to your success.
Some sales trainees keep telling their new sales forces not to talk too much but listen to their customers carefully. I won't say it is wrong, cause my sales manager told me the same stuff. Some of the new sales persons have, however, no idea how to listen. SO they are like dumbs, starring at their customers right into the faces and making them feel uneasy. In that case, the chance that a new dumb could get an order barely exists!
I didn't know well about how to listen to a customer either! But I know how to ask questions, in order to find out useful information from them.
Mr. Chen and I were in a nice decorated conference room. May served us with coffee and Jasmine tea, and she sat in the sofa with a perfect gesture like a well-educated lady. I was surprised to see her taking a notebook and a pen, as if she was going to take down our conversation. What a professional secretary! I said to myself.
I asked her some information about their copying volumes, printing volumes and fax fees; I asked her about which department copied/faxed/printed the most and how much all together the running cost was per month...etc. Knowing almost every admin manager wants to save cost and make more profit, I started illustrating my digital multifunctional copier(not copiers) to them, according to their monthlydocument usage. As professional salesmen from Fuji Xerox, we all knew never propose more than two different types of units to one customer. The reason was simple: we didn't want to confuse them.
Of course I knew who the decision maker was. May was just an influencer, who usually does not make decisions in a company. I've never ignored the importance of an influencer, though!
As I normally did, I made a comparison format, indicating the difference between his current cost and the new-cost-would-be. I used the database May provided and the digits our company had, to draw the format. I made his cost a combo, which made Mr. Chen easier to understand and follow my ideas. This is important, because otherwise, the customer will have no idea what you are talking about and his mind will easily go anywhere not there.
The comparison format was nicely done, and he was convinced. He bought two DC400ST(a digital multifunctional copier with copying, faxing, scanning and printing functions. each cost S$29000). The old poor fax machine which was supposed to be repaired was, of course, threw into the dustbin.
This was a tiny small opportunity for me, but I seized it and made myself the "Top Salesman" that month.
关键字:网友情怀
生词表:
Some sales trainees keep telling their new sales forces not to talk too much but listen to their customers carefully. I won't say it is wrong, cause my sales manager told me the same stuff. Some of the new sales persons have, however, no idea how to listen. SO they are like dumbs, starring at their customers right into the faces and making them feel uneasy. In that case, the chance that a new dumb could get an order barely exists!
I didn't know well about how to listen to a customer either! But I know how to ask questions, in order to find out useful information from them.
Mr. Chen and I were in a nice decorated conference room. May served us with coffee and Jasmine tea, and she sat in the sofa with a perfect gesture like a well-educated lady. I was surprised to see her taking a notebook and a pen, as if she was going to take down our conversation. What a professional secretary! I said to myself.
I asked her some information about their copying volumes, printing volumes and fax fees; I asked her about which department copied/faxed/printed the most and how much all together the running cost was per month...etc. Knowing almost every admin manager wants to save cost and make more profit, I started illustrating my digital multifunctional copier(not copiers) to them, according to their monthlydocument usage. As professional salesmen from Fuji Xerox, we all knew never propose more than two different types of units to one customer. The reason was simple: we didn't want to confuse them.
Of course I knew who the decision maker was. May was just an influencer, who usually does not make decisions in a company. I've never ignored the importance of an influencer, though!
As I normally did, I made a comparison format, indicating the difference between his current cost and the new-cost-would-be. I used the database May provided and the digits our company had, to draw the format. I made his cost a combo, which made Mr. Chen easier to understand and follow my ideas. This is important, because otherwise, the customer will have no idea what you are talking about and his mind will easily go anywhere not there.
The comparison format was nicely done, and he was convinced. He bought two DC400ST(a digital multifunctional copier with copying, faxing, scanning and printing functions. each cost S$29000). The old poor fax machine which was supposed to be repaired was, of course, threw into the dustbin.
This was a tiny small opportunity for me, but I seized it and made myself the "Top Salesman" that month.
关键字:网友情怀
生词表:
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