Shulou(Shulou.com)06/03 Report--

No matter how much work we do in the early stage of our business, the ultimate goal is to cooperate and achieve sales, and all cooperation negotiations can not avoid talking about our products or services.

We often visit potential customers many times, and we talk to each other and call each other brothers, but we always avoid talking about cooperation.

Have you ever encountered such a situation, when you go out to visit a customer, it is not easy to catch the boss and want to communicate effectively with him, but the result is often after introducing the company, and then after talking about the product, you find that the customer is lack of interest, and you are not reconciled to leaving. I don't know what to say.

In fact, this kind of situation is very common. For example, when I first did business, this situation also encountered a lot. As soon as I met the customers, I focused their energies on my CRM customer system, thinking that the customer was buying our CRM customer system.

Later, I found that this idea is so wrong, what customers want is not the product itself, but the value that the product can bring to them.

For example, my early market development results are not very ideal, just because I am trying to promote products, but ignore to maximize the value of products to customers.

Later, I slowly combed and found a set of effective ways to let us not talk about products in general with our customers.

Find out the core value of the product

We must firmly believe that our products are valuable, if you do not recognize this, you will not be able to do business well.

Take my CRM industry as an example, CRM customer system is well known to help enterprises manage customer relations, prolong customer life cycle, reduce customer turnover, improve business staff efficiency, so as to improve sales performance.

But we are by no means the only CRM manufacturer on the market, that is to say, the products we develop are not original. Therefore, when I introduce our system to our customers, it is very likely that the customer has already contacted our competitors and knows the basic situation of this kind of products.

If when we introduce our products, we can't make our customers feel that our products are better than our competitors, then there is a good chance that this sale will end in failure.

Therefore, in our communication with customers, we must locate the core value of the product on the rigid needs of customers.

For example, our CRM customer system allows us to know where the target customer is, in which industry, what the customer size is, where the customer comes from, the transformation of market activities, etc., through the user's tag, constantly locate the user profile, build CRM big data, so that the decision can be based on.

I found that many managers of the sales team are not good at packaging the core values of the products. The business staff are not well trained to go out to the market and say the same things that remain the same for a hundred years. The products are not different from those of their peers. Even the interest of customers can not be aroused. It is really difficult to develop customers.

Therefore, before our sales team officially leaves the station, it is best to gather all the forces and sort out the core values of our products, so that these weapons can make great achievements on the battlefield.

Identify the real needs and pain points of customers

Before we communicate with our customers, we must first find out the real needs and pain points of our customers.

How to find the customer pain point?

First of all, we understand customers through the CRM system, we through user tags, to locate customer portraits, to understand customer problems at this stage, mining customer needs, targeted introduction of products, in order to move customers.

Summary

Talk to customers about the product, talk about the core value of the product, the core value is not determined by you, but by the customer, customer needs and pain points is the core value of our products.

Enterprise customer data is constantly superimposed, only when we find customers' pain points and provide customers with targeted products or services, can we achieve sales and create greater profits for enterprises. Zhiyun Tong CRM intelligence and digitalization through the operation of the Taiwan, let the data empower the enterprise, the enterprise can continue to achieve exponential growth in performance.

(source: Zhiyun Tong CRM)

Key words Zhiyuntong CRM CRM system CRM big data customer system product introduction

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