Marketing of Industrial Relations - Five Steps of Customer Relationship break the ice.doc

 PAGE \* MERGEFORMAT 7 Marketing of Industrial Relations - Five Steps of Customer Relationship break the ice An electric company’s marketing staff scratching their heads Liu encountered problems, early iron and steel enterprises in Shanghai were included in the focus Liu capture target customers. Liu parties understand that the steel company is responsible for procurement of equipment from the equipment section, and the final the decision rests in the equipment section Wangke Zhang hands. Wangke Chang Liu naturally became the focus of the goal to overcome. From a friend after the phone asked to be Wangke Zhang, Xiao Liu confident to Wangke Chang called the number, just listening to Liu’s self-introduction, Wang Kechang cold simply said: “We now have a fixed suppliers, no need! “to hang up the phone. after Liu and Wang Kechang phone number to make an appointment, have been busy with work, to decline a Wangke Chang. Liu reconciled, take the opportunity to travel to Shanghai, directly come to visit, although met Wang Kechang, after listening to the introduction Liu, Xiao Wang Kechang left only to the information, he simply said: “In the future need to contact “Liu hastily sent to the edge. after Liu and Wang Kechang the telephone number to communicate, several times about Wang Kechang eat for various reasons have been Wang Kechang to refuse. Liu who was in Wang Kechang spent a year’s time, still no progress. to see, after I asked to talk about hard by: “For such a customer is giving up or going? Are there any good countermeasures?” Such experiences like Liu, who in many industrial marketers are common. In the initial contacts with strangers, each person has a natural guard against and eliminate the heart. Especially the business dealings, this alert mental performance even more obvious. people of consciousness determines the nature of the protection of the “business students do not do cooked” the inertia of thinking. Moreover, like Wang Kechang occupy impor