In the sales process, the customer's trust is the most difficult to establish, and it often takes nearly half of the marketing staff. Once this trust is established, marketers have the opportunity to gain insight into customer needs, display products to customers, provide services, and achieve sales. But the trust of customers is also the most fragile and difficult to maintain. Marketers only hold a “sincerity” to show customers their true self and real products, wholeheartedly serve customers, and be good at customer complaints. In order to consolidate this trust relationship in sales.
The author engaged in the sale of laser cutting machines. In the first two days, I moved customers with "honesty" and won more than 300,000 orders. I would like to share my experiences with you here. The customer is a Hubei person who called me for advice on the price and performance of laser cutting machines. The first time I talked about the customer's basic idea, what materials were cut, what the industry was doing, what was the order, and when it was about the device... I then developed a plan for the customer, arranged the data, and cut it out. The samples were delivered in the past (the customer was doing sheet metal processing and the business was fine. I would recommend the LY-DH3015-700W metal laser cutting machine). On the afternoon of the next day, the customer took the initiative to call me and said that by reading the details of our company and cutting the samples, they could meet his requirements. The customer asked me if the price could be discounted. He had to use laser cutting equipment for two days. I and the customer said that he would come to our company to look at the equipment and check it out. The customer is also a refreshing person to do business. He said that he has been busy recently and he will be given a contract for a good price. The price of my newspaper is relatively real, but this customer is also very refreshing. I promised him to apply to the boss to see if he can get a point and reply to him the next day.
In the morning of the second day, my boss and I talked about the situation of the customer. We can see if the boss can offer a little more. If the boss looks at me and he also wants to make this single business, he says that the customer can now be sure that there will be less than 10,000 yuan. In the afternoon, I called the customer and said that I only got 10,000 for it. It is really a lot of meaning because our company's laser cutting equipment uses imported original parts. The customer immediately asked me to give him a copy of the contract, and I was very "real". I am very grateful to this customer ... after this customer signed a contract with me and paid a deposit. I now think that this matter is incredible, winning more than 300,000 orders a week, and customers did not come to our inspection.
Through this customer, I understand that business people are honest and that the industry is the right way to survive and develop; teachers are honest and can only give lectures and give lectures; doctors are honest and can only stick to patients and save lives; People who are embraced... Inspired people, people are also sincere. Washington said it well: I hope that I will have enough firmness and virtue to maintain what I consider to be the most enviable title in all titles: an honest person.