Sometimes, the customers faced by salespeople have a solid relationship and happy cooperation with their former partners, especially specific suppliers. There is no doubt that salespeople face strong competitors. At this time, it is more advantageous for salespeople to skillfully ask their competitors and customers' specific suppliers to beat them and reach business with customers. Below, I have sorted out the methods of better communication between sales staff and suppliers for your reference.

Ways to better communicate with suppliers. Ask your competitors cleverly.

Sometimes, in order to decide whether they have a good chance to get the deal from customers, salespeople must find out their competitors and how customers feel and evaluate them compared with their own products and companies. If your customer is using a competitor's product now, then the salesperson should know the customer's views on the advantages and disadvantages of the competitor's product. Salespeople skillfully use questioning skills to find out their competitors, which not only helps to further determine the customers of their products, but also helps them to formulate strategies to beat their competitors and obtain important information.

The best time to ask competitors' information is not to ask competitors' information when customers mention competitors. Pay attention to the information of competitors mentioned by customers and analyze their advantages and disadvantages. If customers think that the shortcomings of competitors are their own advantages, then highlighting the shortcomings of competitors in the next conversation is their own advantages; There will be a great possibility of attracting customers. Salespeople can use such questions to understand competitors:

1 "Miss Guo, can you tell me about other competitors your company is considering in this procurement project?"

"Miss Guo, what do you think are the advantages and disadvantages of competitors' products? "

Miss Guo, after listening to some information about our company and products, how do you think our company compares with some competitors that your company is considering?

"Miss Guo, you mentioned that your company has many years of business dealings with XXX company. What do you like or dislike about XXX company and its products? "

Ways to better communicate with suppliers. Cleverly ask the specific supplier of the customer.

It is very important for salespeople to know how customers themselves or suppliers of their companies are selected to buy things. When identifying customers, besides being a consideration, it also helps salespeople to influence customers to make purchase decisions. Buyers often buy products or services from suppliers who think they have special products or services. The reputation of the company, whether the customer has done business with your company before and other experiences will have a great influence on the sales staff to reach a deal. Salespeople can "spy" on customers' specific suppliers like this:

1 "Miss Guo, what is the best qualification that your company should consider choosing?"

Miss Guo, do you have any standards that suppliers must meet before purchasing their products? "

3 "Miss Guo, is your company familiar with the suppliers you bought and their products or services?"

4 "Miss Guo, what do you think of our company and our products or services?"

Miss Guo, do other people in your company know about our company and our products? If so, what do you think? "

Miss Guo, has your company ever done business with ours? If yes, what kind of business is it? "

7 "Miss Guo, can you tell me three or four important factors that your company usually needs to consider when making purchasing decisions?"

8 "Miss Guo, where do you think our company can rank compared with other suppliers who produce similar products?"

Miss Guo, can you describe to us the ideal product you want to buy and the ideal company you intend to do business with?

10 "Miss Guo, how did you choose the sample supplier for this project?"

1 1 "Miss Guo, what do you think our company should do to get your business?"

12 "Miss Guo, are there any special legal provisions or local legal provisions or industry practices that affect your company's choice of suppliers?"

13 "Miss Guo, what key factors should your company consider when choosing long-term suppliers?"

14 "Miss Guo, what special factors do you usually consider when making a purchase decision?"

Through the above study and repeated practice, I believe that every salesperson can skillfully ask competitors and specific suppliers.