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今天不管你是卖化妆品还是手机,或是更高层次的销售B2B解决方案,都需要面对以下的特别难题和困惑:客户获得的越来越多的信息、激烈的竞争、产品多元化、更长的销售周期、客户更严格的筛选标准,以及要对客户的需要有更多的认识,以提供更高质量的服务。 智越咨询公司为了帮助业务代表面对各种挑战,特地做了一项广泛的研究。这项研究为期9个月,目的在于探讨业务代表成功的因素。我们以各行各业的公司为典型个案进行,范围从制造业到服务业。 这一研究表明:无论你是哪一个行业的业务代表,都需要去满足一些从前没有考虑过的客户提出的重要要求;需要扮演客户的顾问的角色。若希望在今天的销售环境下取得成功,就必须明白客户服务的重要。 在客户所提出的6项重要因素中,尤为重要的是专业知识与形象、你对客户的贡献,以及对客户的关注和指导。在决定客户是否与你达成交易的因素中这三项因素占到77％。 1.专业知识与形象(29％):这一因素包括了这家公司的业务的稳定程度、被认可程度和在业界中是否处于领导地位;也包括个别业务代表的专业知识、对产品供应和竞争情况的了解程度,以及个人实力等。 2.你对客户的贡献(25％):这一因素既包括了销售机构和业务代表所获得的信任,也包括了业务代表为客户解决困难,做客户
Whether you are selling cosmetics or mobile phones today or selling B2B solutions at a higher level, you have to face the following special challenges and confusion: more and more information, intense competition, product diversification and more Long sales cycle, more stringent screening criteria, and more awareness of customer needs to provide higher quality service. Chi-Wisdom consulting company in order to help the business representatives face a variety of challenges, made a particularly extensive study. The study, which lasts for nine months, aims to explore the success of the agent. We use companies from all walks of life as a typical case, ranging from manufacturing to service. This research shows that: No matter which industry you are an agent, you need to meet the important requirements that some customers have not considered before; the role of advisors who need to act as clients. If you want to succeed in today’s sales environment, you must understand the importance of customer service. Among the 6 important factors that customers put forward, it is particularly important that the professional knowledge and image, your contribution to the customer, and the concern and guidance to the customer. These three factors account for 77% of the factors that determine whether a client is dealing with you. 1. Expertise and Image (29%): This factor includes the company’s business stability, degree of accreditation and leadership in the industry; it also includes the expertise of individual agents, the product supply and The level of understanding of competition, as well as personal strengths. 2. Your Contribution to Your Customers (25%): This factor includes both the trust acquired by the sales organization and the business representatives, as well as the sales representatives’