挖掘已有供应商的客户的九个步骤（Nine steps to tap customers from existing vendors）.docVIP

挖掘已有供应商的客户的九个步骤（Nine steps to tap customers from existing vendors） 1. analyze the supplier structure For industrial products sales, customers usually will have the supplier, but more than one company, the procurement staff is also very smart, he usually do not take orders once a company, this to him, the risk is too big, is not conducive to the management and control of his, he will often purchase, to the two more than 20% companies such as: A suppliers, suppliers B 40%, C 40% quality suppliers, not only in the management of supplier evaluation, but also the assessment of delivery, coordination and so on, unless your product has the characteristics of no other company, he must be in your purchase. So you still have the chance, Guan Jian to understand his attitude to the current supplier, satisfied or dissatisfied? Satisfaction is also 60% satisfaction Or 100%? Or 200% satisfaction? Wheres the satisfaction? If the conditions remain the same, the price will be less. Can you give me a chance? Question two: we are exposed to in the actual sales of people is no longer a boss one or two person in charge, responsible for many people involved in many departments, as well as technical aspects need to demonstrate from the boss to start talking about, talk about the technology sector, talk to talk about using Department, purchasing department after the middle of course, to use some research methods, to change the face of the time, who do not want to change, worry about trouble, but if you go to the company every day will bring a stable income, even for a long time, is worth it, every day to the customer side run, let each department the people are familiar with you. In addition to the product itself, the old suppliers business representatives will also have a good relationship with the relevant departments of the company, so for customers, not only more than the product, but also the relationship! Finally, I wish you success!!! 2. analyze customers possible replacement of supp