Demand for research on how to promote sales of big clients-.docVIP

 PAGE \* MERGEFORMAT 13 Demand for research on how to promote sales of big clients? Demand for research is an important part of sales, excellent sales representative is in large customer’s sales for regular use. But unfortunately, it comes to demand for research, sales staff would think of a lot of books or training courses referred to in question is used to tap the customer demand skills, such as: closed question, open-ended questions, SPIN questions and so on. Anyway, in that the demand for research only skill dimension. So, the fact that in the end do? Case 1 A well-known motorcycle company in charge of human resources training, Mr. L calls for training, which seeks class training company providing sales training courses in order to choose the menu to see customers at their doorsteps, training, the company’s sales staff first surprise about it, and then wait to the course list faxed to Mr. L, and some made a E-MAIL, outside the list in the curriculum, and some sales representatives not forget to add a number of company profiles, teacher trainer profiles, company brand strength, such as supporting information, the customer to see Such information, sales representatives almost without exception, the use of a number of techniques: Product Presentation Skills, closing techniques, etc., the results Quewu power and eventually died. But a company sales representative, Mr. A received a call from a preliminary figure out this is a big customer, there may be a long-term training in co-operation possible, and therefore did not rush to do so, but to Mr. L said: ‘We understand that you want the list of training courses, but according to our experience, in the absence of understanding of the needs of your company, we worry that your information will be sent to a waste of your time on the other hand, course list is not allow you to learn the value of the courses themselves, Otherwise I would let you send a ‘marketing, training needs survey’, you fill it out to me, I inv