Nanjing Uniform Analysis Instrument Co., Ltd. Marketing Training Materials

What is marketing? Marketing is to solve what problems? Nanjing Unified Analytical Instrument Co., Ltd. believes that marketing is to provide customers with three major benefits, namely, material interests, process interests, and relationship interests. The emergence of marketing problems is because most people only pay attention to the marketing of material benefits. It is not enough to allow customers to obtain material benefits and material benefits. In actual life, many people's sales are not very successful. Marketers desperately make appointments, explain and pleasing customers. They run off their legs and break their mouths. Customers can't buy it; chasing their reasons is actually analyzing, judging and resolving the problem. Demand has been biased, and the other party’s needs have not been met. Our goal is difficult to achieve.

No matter what the industry, there is a common topic, that is to face the concept of renewal, marketing and management needs to be greatly improved and a good solution to the steady operation and rapid development of the enterprise. It can be boldly foreseen which company is better able to solve the above problems, or which company will provide customers with more process benefits, the more users will respect which company.

There are various ways and means to provide process benefits to customers. Everyone knows that the world’s car sales magnate Joe Girad will send more than 10,000 business cards each month. When Giorge Rade meets with them, he will issue business cards. Whether you have his business card or not, whether you have one or two or three. Some people took George J. Rider’s business card and called him when he had to buy a car. After these people bought the car from the hands of Joey Rad, everybody asked, "Sir, where did you buy this Chevrolet?" "Miss, where did you buy this Chevrolet? "The others answered that they were bought at a certain Chevrolet franchise store, and these people were arrogantly clapping their chests and saying, "Sir, my Chevrolet car is the world's car sales king, Mr. Georg Ladd. I personally sold it to me.” The meaning of the word, the Chevrolet sedan with the same brand and style, other people's car is ordinary, very ordinary, and my car is extraordinary, like gold as distinguished.

What is marketing doing? Marketing is to provide customers with more process benefits and relationship benefits while providing customers with material benefits. Just think: Our company's carbon sulfur analyzer is of the best quality and the lowest price. What else do we need for marketing? What else do you need for a salesperson? We only need to advertise on television or industry publications, and advertise and publish product materials, formulas, content, performance, functions, index parameters, and prices. Intermediate vendors and retailers see that our products are of the highest quality. At the same time, the lowest price, lucrative profitability will lead to arguing for sales; consumers see the best product quality, while the lowest price, can save money to buy better products will rush to buy. Naturally, once a product is sold out, the company does not need to employ sales personnel and carry out marketing activities. What about our marketing staff?

We often encounter such a problem in sales, "Your carbon sulfur analyzer and element analyzer are too expensive." For the customer's "carbon sulfur analyzer, elemental analyzer price is too high" this issue, strictly speaking, is not a rejection. This is actually a positive signal. Because when customers say "your carbon sulfur analyzers and elemental analyzers are too expensive", what we see should be a "positive signal" that can be immediately promoted. Because in his eyes, in addition to "the price is too high," in fact has accepted all aspects other than this factor. So what kind of strategy should we adopt in the face of such a problem? 1. Use empathy to affirm each other's feelings and fully understand customers. 2. Cleverly direct the customer's price issue to other equally important factors. For example, good service and high quality products. 3. Ask the customer what kind of product to compare with before thinking that the price is high. For example, look at the products the customer compares is not the same grade. 4. Do not just lower the price without changing other conditions. For example, to extend delivery time, reduce certain services, increase the quantity of individual orders, and adjust prices appropriately, so that customers feel that their own price system is very strict and scientific in order to facilitate transactions. The rejection of the customer may also be a habitual action. Roughly divided, all refusals are roughly divided into two types. One is to reject carbon sulfur analyzers, elemental analyzers and other equipment that you sell, and the other is to reject you. Similarly, the reasons why customers choose you are often two. First, choose your product: carbon and sulfur analysis, elemental analyzer, ore analyzer, steel laboratory equipment, casting testing equipment, etc.; second, choose you . Therefore, you know that good sales are first and foremost like people who like and are interested. Our brand Nanjing Uniform Analytical Instrument Co., Ltd. is as important as the brand of the product. The following should be remembered: 1. Customers do not want to be cheap, but want to feel that they are cheap; 2. Do not argue with customers on price, discuss value with customers; 3. There is no wrong customer, only good enough service; 4 , what is not important to sell, what is important is how to sell; 5, there is no best product, only the most suitable product; 6, no products can not be sold, only those who can not sell products; 7, success is not because of fast, But because there is a method.

When you stand on the customer's behalf, consider the following questions: 1. Who are you? What do you want to tell me? 3. What are the benefits to me of the products and services you introduce? 4. How to prove that your introduction is true? 5, why do I want to buy with you? 6. Why do I want to buy it with you now? Remember, successful sales will always be "Virtue is the best and second best". The marketing indefinite method will always change with changes in the political environment, economic environment, humanistic environment, and all available resource conditions. Practice is the sole criterion for the success or failure of the experiment. In practice, thinking and summarizing it will be rewarding. The ultimate goal of marketing is to "make a brand": the brand of the product we sell, your own brand of sales personality.