What do big customers need?

? I have always wanted to know that I feel a little tired after taking the traditional sales method: give me a rebate! Maybe send your client to jail. Give a gift! Maybe the customer doesn't know who sent it, and the gift is numb; Eat and drink with customers! Needless to say, your body may send customers to the hospital; Sing and take a bath! Family problems followed. Hey! If I do this, my competitors will do the same. Without any exclusivity and competitive advantage, what about sales? Salespeople are unscrupulous sellers if they can't form a competitive advantage in public relations!

Big customers need very good solutions, first-class products and good services. These things are the most basic, you can do it, competitors can do it, and there is no advantage. There seems to be no way out, and you have to bite the bullet and give gifts? Don't be desperate to drink? Breaking into the "red light district" regardless of family harmony? Stuffing money desperately? Maybe you will get a little business, and the return may be just colorful banknotes.

Big client, is he short of money? No shortage; Have you had enough fun? Tired; Are you excited to receive the gift? Boring So what? Looks like we need to study it in depth. We have been studying and studying Maslow's demand analysis, which has benefited a lot: 1. I have recommended many things to my client, which is very beneficial to her work. But from the process of communicating with her, I feel that the other party is not very interested and can't see the excitement in her eyes. Then I talked about her children, that look! ! I'm so happy. I realize that her focus is on her children, just like her son is going to take the postgraduate exam, but I don't know which tutor to choose. What department? What is the future employment situation? Later, I reassured her that I had the resources in this field. Before leaving, the customer said to me, "I got a lot of good information today, and the last one made me happiest." 2, customers who have been attacking can't find the fulcrum, tired! Gifts were also given, and everything was done, but it was impossible to "break the ice", so I recalled the process of communicating with this customer and analyzed it. Just like the policeman playing it back and forth in his mind, he suddenly found a breakthrough in the communication record, so he sent a short message to the other party: the recommended lecturer who wants to take you to a company for training wants to send me the course outline. Hope to hear from you! Not long after, I not only promised to give a lecture, but also spoke for me in that market.