CBIES AUTOMOTIVE-Luach-Traenáil Díolacháin Dírithe
Have you ever lost an order because of the low price competition?
An éiríonn imní ort riamh mar go bhfuil deimhniú PO ag cliant?
Most importantly, do you want a quick deal at a right price?
In order to solve the above problems encountered in the business, Mr. Bob Yan, vice general manager of Hebei Sinostar, conducted a profound sales training for everyone on the morning of Jan. 22nd, which clarified the direction for sales to improve their professional quality.
At the beginning of training, Bob raised a basic question: What is sales, and what are the qualities of sales? Some colleague said that sales is the person who sells products and services. Some said that sales is the person who meets the needs of customers, and another opinion is that sales are the bridge between the company and customers. In fact, what everyone said is right, but it is not comprehensive and deep from the value-oriented point of view. Bob took a case according to the theory of value sales, and concluded that value sales are people who create and deliver value to customers. Therefore, the definition of value sales is: value sales is a series of activities of value creation and value delivery
Equation 1: Actual value = value of product plus value contributed by the sales
Cothromóid 2: Luach custaiméara=luach iarbhír dearcadh an chustaiméara
Then, Bob asked us a question: "What kind of sales do buyers hate the most?". Colleagues were actively involved and brought up many uncomfortable purchasing experiences, such as:
1. Sales who negate customer needs and talk too much.
2. Sales who discredit their competitor.
3. Sales who is eager to clinch a deal, frequently let customer confirm orders.
4. Díolacháin nach leor a gcuid eolais ar tháirgí.
5. Díolacháin mímhacánta.
6. Díolacháin a sholáthraíonn praghas ard míréasúnta i gcónaí.
7. Díolacháin nach bhfreagraíonn do chustaiméirí in am.
After discussion, Bob broke down the stages of work from the perspective of the sales and purchasing process, telling everyone that doing the right thing at the right time is the only way to get a better result. And Bob provided a set of sales methodology for newly joined sales staff so that they can build their own sales style on this basis.
Next, the training mainly centered on the "MEN" model, that is customers' Expectations, business needs and personal motivation. Customer expectation is the customer's specific solutions, that is, inquiry information and product information; the business requirement is what problem the customer wants to solve with the solution; Personal motivation, as the name implies, involves the personal interests of customers.
Tar éis tabhairt isteach an tsamhail díolacháin, críochnaíodh an oiliúint go rathúil agus chríochnaigh gach duine an obair bhaile go maith. Creidimid go dtabharfaidh an oiliúint seo treoir do na díolacháin óga chun an luach fíor is féidir leo a sholáthar do chustaiméirí a shaothrú agus a gcuid oibre laethúil a fheabhsú idir an dá linn. Táimid ag tnúth le héachtaí níos mó a bhaint amach maidir le hábhair thógála, crua-earraí, páirteanna gluaisteáin agus táirgí troscáin Hebei Sinostar faoi threoir modheolaíochta díolacháin bunaithe ar luach.
