震惊！每个客户都想要的十样东西

David大卫2014

震惊！每个客户都想要的十样东西 10 Things that customers want【第122期】


你能准确的抓住客户的心吗？你能了解客户的想法吗？你可知道？令人吃惊的事情是最好的价格和最好的价值居然排在客户优先级的最后。请让阿连小编和你一起来看看排在优先级顶端的是什么。为什么客户从一个供应商处购买而不从另一个供应商处购买呢？根据最近的一项调查结果，顾客倾向于从能最好地完成以下任务的卖家处购买：​　　

​1.  带来新的观点和想法​​如果客户可以诊断出他们自己的问题并且独自想出可行的解决方案，他们会那样做的。他们向你和你的公司求助的原因是他们卡主了并且需要你的帮助。因此，你必须能把一些新的东西带到桌面上。​　

​2.  愿意合作​​客户绝对不希望你卖给他们一些东西，即使是一些非常好的东西。他们希望你回应他们的问题和做生意的方式与他们一起合作去实现一个共同的目标。理想情况下，客户希望你成为他们的成功不可缺少的一部分。​　　

​3.  对你实现结果的能力有信心​​如果你不能说服客户你、你的公司和你的公司提供的东西会真正地实现承诺的结果，那么他们不会从你这里购买。除非你自己相信这些，否则你几乎不可能说服一个客户去相信这些。你必须让你的信心有传染性。​　　

​4.  听，真正地倾听客户的声音​​当客户们在描述他们自己和他们自己的需求的时候，如果有人刚好为了进入推销阶段而等待谈话的间隙，他们能立刻感觉到。为了真正地倾听，你必须抑制住你自己内心的声音并且忘记你的目标。这是关于客户的，而不是关于你的。​　　

​5.  了解客户的所有需求​　　​了解客户需求与你的公司提供的东西之间的关联还不够。你必须要与那些会被你提供的东西影响的个人联系，并且要弄明白从你这里购买将会如何满足他们的个人需求，比如说职业发展和工作安全。​　　

​6.  帮助客户避免潜在的陷阱​​这是很多卖家碰壁的地方。客户知道每项业务决定都包含风险，但是他们也想让你的帮助使这种风险最小化。他们想要知道什么可能出错以及在类似的情况下什么已经出了错，他们也想知道需要采取什么样的措施来确保这样的问题不会再次发生。​　　​

7.  精巧地制作出一个有说服力的解决方案​​解决方案销售绝对没有死亡。客户希望并且期待你有确定并且提出可行的解决方案的基本销售技能。然而如今不同的是这样做的能力只是“入门的门槛”，光有令人信服的解决方案还不足以在竞争激烈的销售情况中获胜。​　　

​8.  沟通采购过程​​客户们讨厌卖家在诸如价格、折扣、可用性、总成本和附加选项等问题上飘忽不定。他们希望你能用简单平实的语言告诉他们在这次购买过程中都包括什么东西以及购买将如何发生。没有惊喜。没有最后一分钟的追加销售。​　​

9.  与客户私下联系​​最终每个销售情况都包括两个相互信任的个人联系。正如一位伟大的销售大师曾经说过的那样：“在所有事情一样的情况下，大多数人宁愿从他们喜欢的人那里购买东西……即使所有的事情不一样的情况下也是如此”。​　　

​10.  提供优于其它选项的价值​​最后，第十点（在所有其它问题之下）就是价格以及那个价格与提供类似的东西的价格的对比。除非你能证明从你这里购买对客户来说是正确的商业决策，否则客户可以而且也应该从其它地方购买。

​​Can you accurately grasp the customer's mind? Can you understand the customer's ideas? The most surprising thing is that the best price and the best value are the last priority of the customers. Let us take a look at what are the top of the priorities. Why do customers buy from one supplier rather than another? According to a recent survey, customers tend to buy from the sell that can better finish the following tasks:​​

1. Bring new perspectives and ideas ​​If the customer can diagnose their own problems and come up with workable solutions alone, they will do it. The main reason that they turn to you for help is that they can not solve the problem and need your help. Therefore, you must be able to bring something new.​​

2. Willing to cooperate ​​Customers definitely do not want you to sell them something, even the good things. They hope you can respond to their questions and ways of doing business to work together with them to achieve a common goal. Ideally, customers want you to be their indispensable part of the success.​​

3. Have confidence on your ability to achieve the results  ​​If you can not convince customers that you, your company and the thing provided by your company can really realize the promise, then they will not buy from you. Unless you believe yourself, or you are almost impossible to convince a customer to believe in you. You must let your faith be contagious.​　　

​4. Listen, truly listen to the customer​​When the customers are describing themselves and their own needs, if someone are waiting for the gap in order to sell the product, they can feel it. In order to really listen, you have to restrain your own inner voice and forget your goal. It's about the customer but not you.​　　​

5. Understand all the needs of the customers ​​It is not enough to understand the relation between the customer needs and your products. You have to contact the individuals who will be affected by what you offer, and be sure to understand how to meet their personal needs, such as career development and job security.​　　​

6. Help customers to avoid potential pitfalls ​​This is the place where many sellers are rebuffed. Customers know that each business decisions involve risk, but they also want your help to make this risk minimized. They want to know what will be wrong and what have been wrong in the similar situation. They also want to know what measures need to be taken to ensure that such problems will not happen again.​　​

7. Elaborately produce a convincing solution ​​Solution selling is definitely not dead. Customers expect you to have the basic sales skills of determining and proposing viable solutions. But now the difference is the ability to do so is only the "barrier to entry". The convincing solution is not enough to win in the highly competitive sales situations.​　​

8. Communicate the procurement process ​​Customers hate the seller erratic on something, such as price, discounts, availability, total costs and additional options etc. They hope you can simply tell them in plain word that what are included in the procurement and how to buy. No surprises. No up-sell in the last minute.​​

9. Contact with customers privately​​Finally each sales situation includes the mutual trust of each other. As a great sales once said, "In all things being equal, most people would rather buy from people they like ...... even if all things are not the same."​　　​

10. Provide other superior value options ​​Finally, the tenth point (under all other issues) is the price and the comparison of the price of the similar things. Unless you can prove that customers buy from you is the right business decision, otherwise the customer can and should purchase from elsewhere.​


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