Introduction: Many times, we all say that we should understand the needs of customers, so as to grasp their appetite, recommend more suitable products to customers, and better grasp the timing of transactions. But in fact, do we really have a clear understanding of customer needs? Many times, when we think we know our customers, we don't. It is precisely because of this that we will miss more opportunities to close the deal.

Background: We sell yarn raw materials, customers buy raw materials from us to make cloth, and customers only buy cloth to make clothes.

For the overall sales performance of the team, I want to get a close look at the situation of subordinates following up customers or the results of talking about orders. Here are some of our daily conversations:

"Xiao Fang, what happened to the customer you mentioned yesterday? Did you finally place an order? "

"No, he said he couldn't accept the price of 1 1000. The price given by his client is too low. If the cost is calculated at the price of 1 1000, he will definitely lose money. Then it is better not to take this order. "

"What kind of price does he want? What cloth is it made of? How high is the quality requirement? "

"Well ... he didn't say."

"Then, you didn't ask?"

"……"

"You know, we are in trade, and now there are more than 100 cooperative manufacturers, all of which are of low quality and high grade. As long as the customer wants it, we can basically help him find it. The key is that we must clearly understand what customers really want. "

"If he is very demanding and the price is unacceptable, then we really have to give up. But if he is printed fabric and the quality requirements are not high, we can help him find cheaper materials, then maybe this order can be followed. "

"hmm."

"But if the highest cost his customers give him is 10000 yuan, which is far from our reality, we don't need to ask, because we can't buy this price anyway. At this time, we have tried our best, and it is not too late to give up. "

"hmm."

"The whole process, as a sales, you didn't do it. Do you know which step you missed? "

"I didn't ask the customer what he wanted."

"yes. The real sales are like this. It is normal for customers to reject us. When a customer refuses you, you should understand why he refuses you. Is it because your price is too high, or because you don't believe you, or you don't think it is necessary, you have to find out-you know this, and you still say it is high. "

"hmm."

"However, we are in sales, not blindly accepting the trial results given to us by customers. Our ultimate goal is to promote the transaction! No matter what you want, I will provide you with the products you need whenever possible. So, no matter how you refuse, what is the reason for your refusal, the focus of my work is just to think about one question-what do you want! "

"yes ~"

"Follow this line of thinking to do sales, you can master more initiative. Your thinking is positive. You have been guiding customers instead of being led by customers. "

Summary: sales, focusing on mastering the initiative. Bearing in mind our ultimate goal-promoting transactions, then our thinking is: how to promote transactions-what products do customers want-and how do I need to cooperate.

Along this line of thinking, sales performance will definitely get better and better.