经济下滑时期成功销售的六个策略（Six strategies for successful sales during the economic downturn）.docVIP

经济下滑时期成功销售的六个策略（Six strategies for successful sales during the economic downturn） The current economic situation, sales encountered challenges Winning sales has never been easy. In a period of slower economic growth, sales staff will face greater challenges, and a deep understanding of the typical customer purchase phase is particularly important. The typical purchase cycle of the customer during the customer purchase phase is shown in figure 1. At each stage, the customers attention to requirements, costs, solutions, and risks has changed significantly. A customer at stage 0 (figure not shown) aware of pain (change reasons), will enter the first stage; when demand and cost is determined, to find appropriate solutions will become more important; in the second stage, customers began to consider what kind of solution when possible the risk began to enter the vision, while the cost is considered in the lowest; the last stage, to make the final purchase decision, the risk has become the most important factor. When the economy slows, the customers budget will be affected and more sensitive to risk. It is likely that the purchase decision will be delayed or the purchase will be abandoned (without decision). In some cases, customers can even control risk more than reason. In this case, salespeople tend to take drastic cuts or give more concessions in order to make a deal. In fact, a larger discount at the end of the sales cycle will increase the risk of the customer, and they think it will be more beneficial to them if they delay further. As a result, we enter a dead cycle with greater discount, until our profit is squeezed out. This is not a good business for both sides. To address the sales challenges of the economic downturn, smart salespeople and companies are aware of the need to strengthen basic sales efforts and to implement them very carefully. Combining the skills you already have, the six strategies shown in Figure two will help you to succeed. In Figure two, we