How to obtain the competitors customers-.docVIP

 PAGE \* MERGEFORMAT 5 How to obtain the competitor’s customers? In the large customer sales have characteristics: Once you have entered a competition to do business, to become the enterprise’s long-term suppliers and service providers, he would rely on his products, systems, services, and he and the enterprise Good customer relations to build up their intelligence barriers, prevent you and other competitors to enter. Faced with this situation, our business staff are often a ‘that they have merged into one, nothing we can do! ‘ In our training, 70% of the participants to reflect concerns never rival services company; 25% of the participants to reflect the occasional attention; only 5% of the students has always been concerned to reflect these enterprises. It appears that most of the operational staff in the ideological opponent will be assigned to these customers accounted for under, in default of this fact, we will look away, attention to other targets customers, this business has become our business or sales department Blind , and is often forgotten ... This forgetting of the sales is a fatal mistake! Because it allows customers to lose more choice, it allows the realization of low-cost competitors deal, but also the range of options so that we become smaller. ‘We have contacted those customers, but every time we called in the past recommend our products, they would reply,’ We already have a long-term supplier, thank you! ‘This telephone call would be more annoying each other, the last people to hear your presentation will be streamlined into a stiff attitude of the word answer you,’ Do not! ‘, How do you say? ‘Many business people to tell us what their difficulties. It seems the customer rejection and indifference of our operational staff to contact them to lose momentum. So how can we reverse the attitude of target customers, how to target customers with long-term communication, how to make an objective assessment of our target customers and competit