Industrial Products Sales sales model easy to use FAB committed six errors.docVIP

 PAGE \* MERGEFORMAT 6 Industrial Products Sales sales model easy to use FAB committed six errors In the industrial sector and building materials industries, businesses often adopt a particular sales model to market their products, this model generally solution-focused, business sales is the total solution rather than product. But sometimes it just is not enough to do so, you have to put the product characteristics (features), the advantages and benefits to the customer (FAB) combined with the total solution to obtain the desired results. Industrial sales staff is through questions, listening and found the real needs of our customers bring their products features and benefits in the customer solution to the problem in the final to win orders. Almost every industrial sales personnel are aware of also using FAB sales model, but the actual application there are still many problems, often they are easy to commit the following six errors. First: can not really listening Salespeople do not ask questions and listen, do not understand the real needs of customers, but the product of all the features, advantages and benefits as the primary endorsement-like introduction to the customer again. In fact, clients will not understand the characteristics of those they do not understand, it would not attach importance to the practical needs of those with their independent interests. If the salesperson personal preference of the product features and benefits do not meet the needs of future customers, do not talk Diediebuxiu these features and benefits. Second: the advantages and benefits of introducing too much Your client may have 5,6 a demand, but all of the demand is not equally important. Explosion in the information age, your customer acceptance of too much information on all aspects of introducing too many advantages and benefits of easily lead to customer confusion, do not know Your focus is. Introduction to the customer no more than three of the most important advan