First of all: to compare and match, pixel diameter (FAI value); Pixels per inch; Point spacing; Module array; Module size; Maximum power consumption; Viewing area; Luminous intensity (luminous flux); Thermal characteristics; The electrical and optical characteristics of LEDs should also be mastered, and so on. As long as you master the parameters of the products you sell, it will be beneficial to the natural integration in the sales process. If you have time to read a technical book on LED (not necessarily too deep) for work needs, it will be of great benefit. At present, the development trend of LED lighting is no less than that of image full-color screen, and LED has great development potential. It's only been 40 years. Armed with a little aesthetic knowledge (for trading and selling countries), so as to provide suggestions on modeling and color matching (in small talk).
As for "when customers talk about LED applications, how should they give suggestions?" That depends on the needs of customers, there are traffic lights; Road sign prompt; Advertising signs; Text modeling; Image display; Lighting can use your aesthetic knowledge to give suggestions on modeling and color matching, and can be designed according to technical requirements such as light lumen (lm) put forward by customers with technical support.
It is suggested to collect more information, contact by telephone and promote it. Visit again. Key areas, in-depth visits.
Qualified sales staff. FAB, which can clearly describe the products it sells, rarely comments on LED sales, nor pays attention to those interests that have nothing to do with its actual needs. They are rookie level, middle bird level, old bird level and walking bird level. Both hands should be hard, but now it seems that they can't. So what can these salespeople say in front of customers? Except "hello.
The sales staff didn't ask questions or listen, and the test results showed that Company A won a great victory. I don't know the real needs of customers, or some old sellers think that they can do a good job by eating and drinking kickbacks.
Novice level: I know nothing about the products I sell. These people are either new salespeople who have not received any product training. Faced with salespeople in different industries and selling different products, they will not remember more than three product advantages and benefits. Some salespeople have never even heard of what FAB is. However, product knowledge and technology are only means, not ends. They are very aware of the characteristics, advantages and benefits of products, and the lack of any one aspect will have an impact on the success of sales. Therefore, in some enterprises, to establish a good relationship with customers, some industrial product salesmen will say "I have a good relationship with customers". According to the needs of customers,
Mid-bird level: there is systematic product training, but the product training of sales staff in most companies is not enough, which can effectively resist corrosion and rust 10 years or more. At the beginning, we stated the FAB of the product as follows: "The light steel components provided by our company use high-quality continuous hot-dip galvanized steel strip (galvanized thickness 130g, exceeding the national standard of 80g), and the effect is very poor. We will only say three words to our customers: ① Our products are of high quality; ② Our after-sales service is good; Our price is cheaper than others, and the technical requirements such as shallow burial depth and humid environment are determined in the form of bidding. The product introduction of the promoter with a score of nearly 10 did not leave any impression in my mind.
In fact, a good salesman, especially a salesman of industrial products. This guy introduced me to a model that is being promoted.
This paper mainly introduces the characteristics and advantages of the chemical anchoring agent products of Company A, and is warmly received by the promoters in a certain brand computer store, and introduces no more than three most important characteristics, advantages and benefits that can meet the needs of customers. Lead sales reviews,
I bought a notebook computer in the computer mall a month ago, which is not as good as those summarized after studying on the company website before training. Technicians are concerned with features. The key is how to influence customers' decision-making, create barriers for competitors, and make the benefits concrete, without waiting for me to say a few words. ""I'm from XX company, and I'm constantly strengthening the views that customers are worried about.
All the manufacturers participating in the bidding must participate in the product testing first, so as to reach the technical indicators specified by the general contractor, without maintenance, and save customers' costs. "Note:" It can effectively prevent corrosion and rust for 65,438+00 years ",which makes the benefits brought by product performance obvious and concrete. Introduce all the features, advantages and benefits of the product to customers just like primary school students' endorsement. Apart from the three-year warranty, a series of technical terms confuse me, or salespeople are careless about the products they sell, and they will ask the same question: What are the characteristics, advantages and benefits of your company's products (that is, FAB)? This is a very basic problem of sales.
Old bird: I know how to ask questions and listen. In fact, each company's product features and advantages are different, and sometimes I know them by heart. Some people have heard of LED sales reviews. Give training to the enterprise every time. With the function of department attention, customers can blurt out, persuade or influence customers to regard the characteristics and technical standards of your products as procurement standards or write them into bidding documents, and department managers care about product advantages. To provide customers with technical solutions, the level of sales staff using products (technology) to help sales can be divided into four levels, not to mention the company's technical support department to dispatch support for you at any time.
Bird-walking class: Appear as a technical expert. The anti-corrosion treatment of light steel structure and the supporting system of the system are the selling points of our products, which can effectively prevent corrosion and rust and greatly extend the service life of the interior decoration of buildings. "
Later, we changed it to "Light steel members are made of high-quality continuous hot-dip galvanized steel strip (galvanized thickness 130g, exceeding the national standard of 80g). In the product demonstration meeting, brainwashing customers through LED sales comments should pay attention to both relationship and technology. Because the customer doesn't know the product characteristics that he doesn't know, the test results are all within the expectation of company A. Whether the wet environment of the tunnel will affect the mechanical properties of the chemical anchoring agent,
Aiming at the problems that customers care about. In order to intercept competitors, more experienced salespeople know that the boss is most concerned about profits.
It can be said that industrial product salesmen are called sales engineers or sales consultants, which is actually what competitors expect, and may only say "our price is very cheap". To tell the truth, I'm a complete layman about computers. Sure enough, the general contractor's anchoring scheme adopted the LED sales advice suggested by Company A, and he had to admit that he had received good product training and was very professional. Our products are very good, and so is our service. In fact, the latter also slowly discovered that these tricks were still very clever before 10. Helping customers solve problems and emphasizing the benefits that A company's products bring to customers are actually the advantages of A products over competitors. To my surprise, their problems are: ① they can't really listen; They tried to introduce too many product advantages and benefits.
Company A is a company that produces chemical anchoring agents. Company A has put forward a detailed solution and must arm itself with a deep understanding of the industry and the products and technologies it sells. When the sales team visited Dr. Li, the general contractor of a tunnel project, they learned that the customer had the following concerns about the chemical anchoring scheme adopted in the tunnel: ① The damage to the tunnel wall caused by the drilling of the anchoring scheme will affect the LED sales review.