Sales Engineering. When a new customer you have only one chance!

Miscellaneous InsomniacOvrLrd August 8, 2016 0 0
Business is about people. Often, the order is given by a tribe customer who we have known for years and which we have built up a good relationship. Contacts are then often held in friendly, casual atmosphere. But in a totally new customer are quite different and you have to shoot straight flush. The pioneer conversation with potential customers is generally the hardest thing there is. Often we have only one chance to have a good conversation. How do we proceed if we do, often with great difficulty, managed to be a candidate for customer to interest our product or our service.

You are on your doorstep

Of course you are well prepared for the company through internet etc. But do you know the customer personally and do not know too little about him / her to find a suitable opening. So you have to steer a neutral course safe.

A number of rules as soon as you come in the office

  • Take a somewhat cautious approach, so do not boldly come in and hand stabbing forward, because that gives a sensation of falling. It is better to come to the customer the opportunity to give to you.
  • The chair you are offered may be right in front of him. But if you get the chance, then sit down at an angle of 90 degrees, because you are emotionally in front of him his opponent. Do not sit next to him.
  • It may be that the purchaser attempting to test out and not offer to direct a chair. In this case of course you ask ?? Can I sit here? "
  • After taking orders you place in a calm way any papers, binders, etc. at the office before going to speak. Do not insert from shore if you have this distracting things are busy.
  • Draw a friendly face and let them know that you appreciate that you have been given the opportunity to be able to have this conversation. And formulate the purpose of the call at the same time you are going to perform together.
  • On the phone, you may have already promised many benefits, but now you go along with the client investigate what benefits you can offer it all. ?? I'm glad I have the opportunity to explore together how our company can be helpful in lowering your production costs ??
  • Before you say about your business you are asking what the client already knows about your company. Any inaccurate impressions you can still take away in time and which may or may not be the result of your further explanation negatively.
  • Set as early as possible in the conversation determine if there is a particular reason why the client does not currently doing business with you. It makes little sense to first do a whole presentation and then hear the end, the customer can never do business with you, eg. Because you can not deliver before 8am.
  • Try in the course of conversation, preferably in as early as possible, to find out who the current supplier, for that you need if you are soon going to mention the benefits of your company.
  • Find out how far your partner can and should go. If he is the boss of the tent you're ok. But if he's not, he may then decide? Who should he may consult first before making a decision. The technical department, the manager? Realize that the technical service has other priorities on a product than the buyer, which is quite often the invoice price and other purchasing conditions heaviest late roads.
  • If it is in the meantime you already know who the current supplier is good and you know hopefully that company's weaknesses. That of course does not mention, but lets you know if your business is stronger on those points. Talk not only about the product, but also about all the other extra ?? s which your company can offer, such as fast delivery, good service, professional staff.
  • Try to point out the regional involvement of your company. "We have a branch in Lutjebroek and a mechanic in Hoogeveen" click much better than "our headquarters are in New York."

Ask instead of speaking

  • A good salesman is trying to know much about z ?? s clients to come and assess their needs, that it may eventually come up with a suitable proposal. Failing that if we behave like the stereotypical salesperson who is constantly talking.
  • So which customers does your customer, in which market sectors he focuses, he might let something loose on z ?? n marktaandeel.Wat the company finds important: fast delivery, good service, price, quality? Make lots of notes, but if you feel that the customer confidential information wants to let go, put in time pen and paper aside, or else such confidential information does not come out of my mouth ?? z. Try to remember it and write it so at a later moment.

I am with m ?? s current supplier happy.

You know those suppliers and business calls without direct to crack down, the strengths on which your business stands out from the other supplier. If you sell the same products as other supplier you will naturally have to differentiate with better service or a lower price. May give an insight into your growth, market share, your existing customers.

The danger of the written offer

It may be that this first interview only had a mutual acquaintance as intended. ?? Maybe we can in the future help each other ??. But it could also be that a tender is requested. That sounds good and so it can also be intended. But always wary when a specially written quotation is requested. For why should the customer the price you can not call him just scoring. Of course, there are good reasons, but you realize that your offer can only be asked to make sure to put pressure on the current supplier. In other words, the buyer is not in a relationship with your company but the conversation with you just made an offer, thereby providing a lower price at z ?? n Get current boyfriend. You can try to prevent this by asking whether the buyer and at what price you can get the order. If the case distrusts you can also make an offer on a global as possible description ?? The house which we have spoken costs 100,000 - "and not ?? the price of 100 000 is as follows: ..."

watch out

All of the above in principle also applies when there is no question of a new customer, but a new interlocutor. Beware, lest you behave as you know because new buyers like to take a different course than the last.