Number one? Threshold: 1. Whether the quality of our personnel can keep up with the quality of key customers; They are all facing excellent teams. 2. Whether our team's operation ability can keep up and form a balance with customers' interests; 3. Must ensure that the success rate reaches more than 50%; It takes a long time to develop customers, and if the success rate is too low, you will lose. Weigh yourself and see if you can achieve a success rate of more than 50%. To win positional warfare, customers should stick to it after winning it, always prepare for war and compete repeatedly. Decisive means. Strong willpower. These are the four major tests.
Second? People are the first factor, good plan+weak people = failure. Not so good plan+strongman =50% success rate. Division of labor is very important. Four directions: 1. It is necessary to use organized combat units to amplify the energy of elites. Elite is a scarce person and cannot be copied. 2. Excellent and qualified personnel form small combat units. Assign work effectively. Combining the two layers, the company established a supporting platform to digest the basic work. 3. Partner system. Bundle of interests. 4. Cultivate the management ability of sales elites. What is lacking most is management ability.
The third breakthrough direction: generally, the sales of big customers rely on experience, and experience is trial and error. Although it is useful for the time being, it has no foundation. Don't cling to experience. It will soon be out of date. Need to cultivate professionalism. Need a scientific method. The best way is to copy the process of turning products into money to sales. This process is developing rapidly. Sales staff of key accounts must complete the structure of basic professional knowledge and skills.
? The fourth and final point is that the sales of key customers must be based on the strategic public relations ability. Have the ability of integration and coordination. Resolve conflicts of interest among all parties. Look at our problem from the perspective of customer decision.