销售如何突破价格战（How can sales break through price wars）

1、销售如何突破价格战（How can sales break through price wars）How to break the sales price war.Txt not afraid of thieves with tools, afraid of thieves! 1 taste life, perfect human nature. Being is opportunity, thinking can improve. People need to constantly break themselves, but should re assemble themselves. Wh

2、en the customer says, your price is too high.After quoting a customer, you often encounter the problem that your price is too high. Strictly speaking, the question of your price is too high is not a refusal. This is actually a positive signal.Because when the customer says, your price is too high, w

3、hat we see is a positive signal that can be made right away. Because in his eyes, in addition to the price is too high, in fact, have accepted in addition to this factor in all other aspects.So, what strategies should we take to face such a problem?1. use empathy to identify each others feelings and

4、 fully understand your customers.2. skillfully guide customer attention to price issues to other equally important factors. For example, good service and high quality products.3. ask customers what kind of products they compare with before they feel the price is high. For example, to see whether cus

5、tomers compare products with the same grade products.4., must not only reduce prices, without changing other conditions. For example, to extend the delivery time, reduce some services, increase the quantity of single order and adjust the price appropriately, so that customers feel that their price s

6、ystem is very strict and scientific, so as to facilitate the transaction.The high price is relative to do business especially for a low price to sell is not high among you less profit in vain ah on the contrary, the price is high, but you can sell at high prices. The middle high profit is also good

7、ahBut as a mature customers familiar with the industry, when he says that your price is high, he will say that the peer a companys products and you are same, but they are lower than ours, if we say that our quality and service than the good people, trying to pull the line of sight of customers, but

8、often the customer will answer, your products are the same, no matter how, your price is higher than the others, can not accept and ask, do you think in such customers how to Zhou Xuan?Good analysis, high price is not a problem, the key to make him feel expensive reasonableIf you are a sales executi

9、ve, you will find that two of our salesmen have come back with the most words. The customer said our prices were too high.! Another is: customers say that selling our products is not profitable.!I found the sales manager and general manager often take face high price and money two marketing problem

10、is to take the rebate or promotions, price cuts and other measures, but also repeatedly found that even after taking these measures, the sales staff said most of the back or the two words, the high price is almost and money two no marketing problems wont be solved. For a long time, the management al

11、so believes that the sales staff is looking for an excuse or pretext, behind this sentence means not just because the price of the companys products is too high, or the customer to sell our products do not make money, so we are not selling well, it is difficult to sell?! Some also think that custome

12、rs do not want to have to sell our products, deliberately looking for an excuse or pretext.So the customer said customers, the clerk you say you, enterprises to do business, ignore it. Every meeting, report, suggestion, platitude, get used to it. Later, we also think that this is a normal thing in s

13、ales, enterprises are impossible to solve. If you are a salesman, to the customer there, and indeed found that customers say the most is these two words: your product prices are too high.! Selling your products is not making money.! Most sales staff can only face wry smile, embarrassed, some smart s

14、alesman will play please eat, please play, smoke little trick to divert the topic.At first glance, this is a very ordinary small business, but in fact it is an enterprise marketing event. To solve the high price and do not make money two major marketing problems, in fact, is to solve the fundamental

15、 problem of marketing.I engaged in marketing for many years, has been thinking about a question: what is marketing? Marketing is to solve what problems? Later research found that: marketing is to provide customers with three major interests, namely material interests, process benefits and relationsh

16、ip interests.Speaking of material interests, we are not unfamiliar, it is the customer (refers to middlemen and retailers) to sell our products to make money, or customers (users) to buy our products is to buy the product function, performance, utility etc. Material benefits are basic interests and

17、lower ones. Process benefit means to bring new ideas and new methods to customers during the process of contacting with customers.These ideas and methods can help customers solve their problems. This benefit is fishing rather than fish. The process of interest is the moderate level of interest, the

18、highest level of interest is the relationship between interests, is we to enable customers to distribute our products and services so that they can earn more money, or the use of our products and services, so that they get to the interests of not only the products or services directly function, and

19、a a kind of spiritual or ideological content, value, or have a sense of success achievement.In marketing, the problem arises because most people focus only on material interests in the marketing process. And only let customers get material benefits and material benefits is not enough, or can not sol

20、ve the problems encountered in marketing high prices and do not make money two problems.Lets start with the process benefit. I had worked in the company as the vice president of marketing when you open up the market in Shandong, the organization of Shandong province dealer meeting in Qingdao, the au

21、thor found that there is a dealer in Yantai popular dealers respect, a survey, the dealers annual sales of billions of dollars, the scale big, the business is very successful, so very popular with all respect. The author did not come back soon after the dealer to call, said the author on Friday to Y

22、antai, please ask him to organize marketing personnel, will be his company for two days and one night free marketing training. The owner of the dealer was surnamed Sheng, and his boss was so happy that he even said several words good! Good! Good! Later, the boss arranged for all the employees of the

23、 company to take part. The end of the two days one night after the training, I want to go to Dezhou, as a result of a miracle, the boss himself drove his car filled with I go to Dezhou, we all know that Dezhou and Yantai are far apart, at least five hundred kilometers above. After arriving in Dezhou

24、, the dealer in Dezhou was shocked: where is this sacred ?! Also by our provinces largest dealers have come to drive. Also hastened to say: Liu Zong, our payment is ready, and ready to order again. The author said, I came here not to pay for the goods and order, but to see what difficulties and prob

25、lems you have in your sales. Is there anything I can help you with? Does the salesperson need me to do a free training or something? After the training, the dealer also from the Liu changed to teacher liu. In the market, the author is in their turn for dealers to provide training and guidance to hel

26、p dealers solve sales and management problems, not only for the enterprise sales performance of double type growth, moreover, hardly listen to customers say your price is too high and sell your products do not make money two words. Because the student and teacher is not a bargain, too make money mor

27、e or less.Here is a very important reason is that the business cooperation with customers in the process we learned, mastered the tools and methods of management and marketing, the management level and profitability to improve. That is to say, we provide material benefits to customers while providin

28、g more process benefits than material benefits. When most of the marketing personnel of enterprises still remain in the ask the customer to eat, drink, sauna (also part of material interests) when I added a delegate to fish this process of interest, market performance and competition results as can

29、be imagined.At present, no matter what the industry, is a common topic, it is generally the dealers and retailers are facing the renewal of ideas, marketing and management level need to be greatly improved and a good solution to the healthy operation of enterprises and the rapid development of the p

30、roblem. You can boldly predicted, which companies for distributors and retailers to solve the above problems better, or that the process of interests which companies to provide customers, distributors and retailers will be most willing to sell the product, the more respected which enterprise.Of cour

31、se, to provide the ways and methods of interest are varied, for example, Hunan Keli yuan high technology Co. Ltd. is China a powerful battery supplier, technology in a leading position in the industry, its customers for electric tools, toys, lawn lamp type production enterprises. Although the batter

32、y element for customers is the branch of qualified products, but the customer or to provide its products and other battery suppliers to provide products and inspection, and these customers on how to detect the battery and equipped with what equipment is not expert. Keli yuan hand to provide complete

33、 sets of battery testing equipment for customers, on the other hand, customer training guide, until its master detection technology. In a short span of three years, in the process of Yuan Keli cooperation with customers, so let the spirit of customer lifetime profit concept, substantial help custome

34、rs solve specific problems,Skills and techniques that enable customers to acquire skills that are relatively difficult for themselves to enhance their professional skills, exceed price wars, and create a lasting competitive advantage in the industry.Having finished the process interest, the next lev

35、el is the relationship benefit. We all know that the world automobile magnate Giorgio Ladd sell each month to distribute name card more than 10000 Zhang, Giorgio Ladd no matter you are a distributed name card, his name card or not, whether you are one or two pieces, three pieces. Some people took Gi

36、orgio Ladds business card and called him when he wanted to buy a car. These people buy a car from the hands of Giorgio Ladd, everyone: Sir, you this Chevroler is where to buy? Miss you, this car Chevrolet is where to buy? Others say in a Chevy franchise store, but these people have arrogantly paizhe

37、xiongfu said: Sir, I this car Chevrolet car is the world automobile marketing King Mr. Giorgio Ladd sold to me personally. Actually, the same kind of brands and styles of Chevrolet sedan, another car is general, very ordinary, but I this car is extraordinary, like gold noble. The author has also inv

38、ited the chairman of Mr. Fan Xiaojun of Shanxi Province, the largest distributor of Procter & Gamble Shanxi industrial group company with eight lesson, his words have been imprinted in my mind, to flick: I am a distributor in Shanxi Province, Procter & gamble! When he spoke sonorous and forceful, ex

39、tremely elegant and valuable. I think, behind the words is: I sell world-class products, first-class brand, selling is the highest quality and quality, selling is the best reputation, I am the best.Our marketing process to enable customers to feel he sell, buy is authentic, is a first-class, is the

40、most excellent quality and brand, let customers deeply understand and appreciate for buy and sell our products and brands and feel very proud of this interest is that we want to give the customer the. A customer recognizes, recognizes, appreciates and loves products and brands. Customers will not sa

41、y, nor can they say high prices and no money.There are many ways and means to create and provide relationship benefits for customers, for example, through the establishment of relationship interests. Speaking of very cola, we immediately think of Chinese own coke this sentence. Cola is a huge succes

42、s, in Chinese sales more than Coca-Cola, a very important reason is very Cola by own with each customer and consumers establish a relationship, each Chinese patriotism and self-reliance, not far behind the national complex inspired. Our priority is to buy, the best of all, your not good, never mind,

43、 customers and consumers once established the concept of consumption, the market performance of enterprises must be invincible.Heres another example of building customer relationship interests through marketing. Before the EBOHR Everbright sales only in the sales of goods, from the end of 2002, the

44、full implementation of sales, sales personnel sold in addition to family style service deeplymoving outside, also provides expert sales service. One afternoon, a middle-aged couple came to Wuhan branch sales staff Xiao Zhou counter, Welcome EBOHR counters, two to see what type of table, I can help y

45、ou introduce? Xiao Zhou forward greeted enthusiastically. We want to buy a watch for older people, the two replied with a look. Did you give it to your father? The couple nodded. Xiao Zhou quickly come up with the new 147 series, then the woman to stay in the eyes of the grey chassis on the table, X

46、iao Zhou see the color of the surface of her satisfied, but also to the Zhou introduced the characteristics of watches is also italy. So Xiao Zhou further asked her: you know, the elderly eyes may not be good, do not know your fathers vision? Zhou paused, if the old man look good so grey is a good c

47、hoice, because this is the color gives the feeling of depth and grade. However, generally elderly people, because the vision is not very good, mostly choose the white chassis, so it does not seem too difficult, do you think? A moment of silence. I dont know which color to choose. Two are all good. T

48、he lady hesitated. Never mind. I recommend you send the most conservative one - white. It looks so clear and crisp, and its easier to choose. If old people dont like to come back, its not too late to change colors. Can you tell me how to do it? Well, listen to your recommendation, white looks more beautiful, I think this color will suit him. Thats the deal! Xiao Zhous concern for customers to realize her sincerity is from th