STEP #4 SELECTING A PRODUCT: 製品の選択
何を顧客に提供するのか？
Before you can satisfy a person’s needs, you have got to know what you have to offer. You have got to know the features and user benefits of your product, service or value of your ideas. Therefore, before you can select a product (or make a suggestion on an issue) you have to have the appropriate knowledge. Product knowledge (or appropriate product information) is vital. Also, clearly knowing the requirements of the customer as explained above is vital.
顧客のニーズを把握
You can never select the right product for a customer if you do not thoroughly know the products' features and user benefits. Studying the product is essential. Knowing the customer through good qualifying and counseling is also vital to make a good product selection. A bad salesman/customer relationship is often created when a salesman selects a product and gets into a presentation before the buyer’s needs, wants and ability to buy is determined.
自分の会社の実情を知る‐『理詰めの営業』の「自社分析シート」を活用して自社の強み・弱みを分析し、対策を立てましょう。
Knowing the company’s ability to supply the product is also important. This includes knowing what specifications the company is ordering, knowing what is in the company now, knowing what is being delivered soon, and knowing what has been ordered. This is also necessary. Armed with that information you can select the correct product and the features that should be important to the buyer.
ステップ#5は、製品紹介のプレゼンですが、「会議設計シート」を用いて、準備をしましょう。誰が出席するのか、出席者はどのような考えで臨むのか、あらかじめ予想すべきです。
何を顧客に提供するのか？
Before you can satisfy a person’s needs, you have got to know what you have to offer. You have got to know the features and user benefits of your product, service or value of your ideas. Therefore, before you can select a product (or make a suggestion on an issue) you have to have the appropriate knowledge. Product knowledge (or appropriate product information) is vital. Also, clearly knowing the requirements of the customer as explained above is vital.
顧客のニーズを把握
You can never select the right product for a customer if you do not thoroughly know the products' features and user benefits. Studying the product is essential. Knowing the customer through good qualifying and counseling is also vital to make a good product selection. A bad salesman/customer relationship is often created when a salesman selects a product and gets into a presentation before the buyer’s needs, wants and ability to buy is determined.
自分の会社の実情を知る‐『理詰めの営業』の「自社分析シート」を活用して自社の強み・弱みを分析し、対策を立てましょう。
Knowing the company’s ability to supply the product is also important. This includes knowing what specifications the company is ordering, knowing what is in the company now, knowing what is being delivered soon, and knowing what has been ordered. This is also necessary. Armed with that information you can select the correct product and the features that should be important to the buyer.
ステップ#5は、製品紹介のプレゼンですが、「会議設計シート」を用いて、準備をしましょう。誰が出席するのか、出席者はどのような考えで臨むのか、あらかじめ予想すべきです。
