Late last month, I attended a training session about "Growing your business in times of Crisis ?"
During the session, I learned eight processes to get and maintain a customer for your business.
Prepare
Engage
Understand
Demonstrate
Negotiate
Close
Follow up
Maintain.
The guest lecturer Mr. Abdelhak Benkerroum told us in detail about how to define and deal with each process. He said when you want to introduce yourself or your company to customers, you have to make sure you can reply on blow three questions crystal clear with a quick response?
Who you are?
What do you do?
What makes you special?
In the meantime, It will help you to identify your target customers distinctly and to give them a good first impression.
In our sourcing job, we often use the same scales to measure our factories in the beginning. We prefer to talk with those sales who are clear on the above three questions too.
Sales need to understand customer's desires and solve problems proactively with effective methods. When we develop new products, we do need to have the same sense to consider well what our consumers or our buyers want. For example, as per statistics, China Gen Z is willing to pay if they engage in the value of your products, especially when it hits on their trends. Such as " Guofeng ". See the photos on the right for the pet products packaging. And the photos on the left are KFC coffee cups for the creative holiday "520". KFC printed on the coffee cup with those fashionable words to attract their attention. However, if your buyer is over 40, they may consider more about price, function instead of fancy words. Well, That's another reason that we need sales sense in our sourcing job.
Sales would better be negotiation- masters. So does for our sourcing job. We have to act differently as per your company's needs and the value of the suppliers. Good communication is a key skill to win in negotiation. Just like customers, our suppliers often give us excuses too, especially when encountering troubles. Therefore, we should be able to tell what's the sales hidden under their lines. That would be quite useful for us to handle such complicated situations proactively.
Sales need loyal customers, likewise, we need reliable and loyal suppliers too. what is your idea on loyal and reliable suppliers? Low price? Problem-solver? Design ability ? etc. Yes, Those are all necessary, but I think the most important is that the supplier can give you the true and correct information, but timely reply and feasible solution with a sincere attitude. Sounds quite ideal! Yes, that's difficult to find all in one supplier. In reality, We often give concession on one or two requirements for some reasons. Therefore, we often have backup or plan B to be well-prepared for some unexpected situations that may occur during the sourcing process.
Sales need to maintain the relationship with customers. We do need to do the same job on our suppliers. A win-win business is always better than others. Mutual benefits will bring much bigger interests in business usually.
All in all, We can easily reach a consensus when in sourcing job, we need sales sense.
网友评论