Purchasing promotional gifts is to increase the sales of new products by buying gifts. Purchasing welfare gifts is to express humane care and thus mobilize the enthusiasm of the employees. Purchasing business gifts is to maintain customer relations and is conducive to the cooperation of foreign companies. Different types of gifts express different emotions, grasp the source of emotions, and if you take down a purchase order, then it is equivalent to finding a breakthrough, and things will become simpler.
The purchase of any gift by a customer means a change. Buying a promotional item means not using a previous price reduction strategy. Preparing a birthday gift for each employee means that the previous greeting card is no longer used. Again empty hands. Buying means change. Whether this change is good or bad, it can create fear or insecurity.
Therefore, from the beginning of the customer's intention to purchase gifts to the final order transaction, the customer's purchasing psychology is also undergoing corresponding changes. Grasping this psychological trajectory of customers, gift companies can easily find order breaches.
1. If the new product is found on the market, does it not achieve the expected sales? Frequent departures of employees, complaints inside and outside the company? The loss of customers is serious, and the sales department has nothing to lose... These problems that the customer has may be discovered by the internal staff themselves, or may be discovered by the sales staff. What the gift company needs to do is to dig out the customer's problems.
2. Analyze problems When a gift company discovers a problem with a customer, it does not mean that the product will be resolved immediately through the product. Instead, it helps the customer analyze the problem.
The analysis of the problem has two purposes: First, through analysis of the problem to increase the customer's pain, pain to non-changeable; second is to allow customers to make decisions on this issue need to be resolved, rather than the gift company believes that this issue should be resolved.
If the customer thinks this problem is not necessary, then even if the gift company has reached the stage of the deal, it will return to the initial stage, and then look for other problems or simply give up. To solve the problem, this is the customer's first decision point and the first level in the gift procurement process.
3, establish a priority order The customer has decided to solve this problem, but in what order to solve it? What to solve first, what to solve afterwards? How can we maximize our own interests?
This is a problem that the customer must consider and a second decision point. Many gift companies may not pay much attention to this step, but this decision point is very important to the impact of competition and is a place for sales to show off. Sales professionals can use it to gain a competitive advantage. Because the customer is often not particularly concerned about the order, but this order is precisely the key to exclude competitors. Because the customer once on your "thief ship", the cost of repentance will be very high. So, you have to find ways to let customers know how wise it is to buy your things first, and the second relationship is easily broken.
The above is the first three tips for the gift merchant to successfully win the gift sales order, and hope to be helpful to everyone!
The purchase of any gift by a customer means a change. Buying a promotional item means not using a previous price reduction strategy. Preparing a birthday gift for each employee means that the previous greeting card is no longer used. Again empty hands. Buying means change. Whether this change is good or bad, it can create fear or insecurity.
Therefore, from the beginning of the customer's intention to purchase gifts to the final order transaction, the customer's purchasing psychology is also undergoing corresponding changes. Grasping this psychological trajectory of customers, gift companies can easily find order breaches.
1. If the new product is found on the market, does it not achieve the expected sales? Frequent departures of employees, complaints inside and outside the company? The loss of customers is serious, and the sales department has nothing to lose... These problems that the customer has may be discovered by the internal staff themselves, or may be discovered by the sales staff. What the gift company needs to do is to dig out the customer's problems.
2. Analyze problems When a gift company discovers a problem with a customer, it does not mean that the product will be resolved immediately through the product. Instead, it helps the customer analyze the problem.
The analysis of the problem has two purposes: First, through analysis of the problem to increase the customer's pain, pain to non-changeable; second is to allow customers to make decisions on this issue need to be resolved, rather than the gift company believes that this issue should be resolved.
If the customer thinks this problem is not necessary, then even if the gift company has reached the stage of the deal, it will return to the initial stage, and then look for other problems or simply give up. To solve the problem, this is the customer's first decision point and the first level in the gift procurement process.
3, establish a priority order The customer has decided to solve this problem, but in what order to solve it? What to solve first, what to solve afterwards? How can we maximize our own interests?
This is a problem that the customer must consider and a second decision point. Many gift companies may not pay much attention to this step, but this decision point is very important to the impact of competition and is a place for sales to show off. Sales professionals can use it to gain a competitive advantage. Because the customer is often not particularly concerned about the order, but this order is precisely the key to exclude competitors. Because the customer once on your "thief ship", the cost of repentance will be very high. So, you have to find ways to let customers know how wise it is to buy your things first, and the second relationship is easily broken.
The above is the first three tips for the gift merchant to successfully win the gift sales order, and hope to be helpful to everyone!
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