How to get customers from competitors?

1. If you want to do your job well, you must first sharpen your tools. A salesman came to sell cosmetics. After the necessary etiquette greetings, he explained his purpose. The other person saw the word "fruit acid" on the cosmetics package and asked him what it meant and what effect it had. The salesman was immediately confused when he heard it and couldn't explain it. We can imagine the result. And a salesman from another cosmetics company, no matter what the customers asked or asked for, he answered fluently and tried his best to meet the customer's needs. His sales performance was far ahead among his colleagues. 2. Salesmen must understand their own company. If the salesperson does not have sufficient understanding of the company's system, personnel allocation, etc., can the salesman carry out business activities normally? Furthermore, the company's products are the salesman's signature, and the company's image and reputation are the signature among the signatures. A well-known company or a company with good product quality will increase customers' trust in the salesman and increase the salesman's confidence. , which is also conducive to the competition for customers. The service departments of Jicheng Company and Erqi Chemical Company are both companies that deal in chemical products, but the salesmen of the two companies often receive different treatment when promoting their products. As long as a salesman belonging to the former introduces himself as a member of Jicheng Company, the other party will immediately give him a blank look. However, when the salesman of the latter is conducting business operations, the attitude of the other party is very cordial, whether they want to buy or not, and at the very least they will give him a blank look. Give the salesperson a comfortable feeling. The salesman of Jicheng Company was wondering why customers would do this to him? After long-term observation, they finally learned that their company's products were often lacking or of poor quality, and there were even counterfeit products. Nor does he apologize for causing losses to his customers, let alone give them a reasonable explanation. Jicheng Company is notorious in the chemical sales market, which has brought great difficulties to its salesmen to carry out normal business work. Erqi Chemical Service Department's approach is exactly the opposite. No matter what happens, it believes that the customer is always right. We will compensate customers when they deserve it and punish salesmen when they deserve it. The strict sales system ensures that every customer can use their products with confidence. 2. Understand the weaknesses of competitors. Before selling products, salesmen should not only have a deep understanding of their own products, but also fully understand their competitors' products and sales. If he has a good understanding of the sales situation and weaknesses of his competitors, he will be able to compete for customers more easily and seize sales opportunities more easily. On the contrary, not only will he not be able to compete for customers from his competitors, but he will also make them distrust his own products. Create doubts and affect the company's image. A manager once said: I don't believe that passive competition alone can do good business, but I believe that prohibiting my salesmen from discussing competitors' situations is a huge mistake. From this we can see the importance of understanding the situation of competitors. To understand the opponent's situation is mainly to understand the opponent's after-sales service and development speed, the true price of the product, the opponent's weaknesses in sales, etc. During the Three Kingdoms period, Zhou Yu decorated the ships into flower boats and swaggered around Cao's camp. He learned about the layout and number of Cao's troops, returned to the camp to prepare, and took the initiative to launch an attack. As a result, Cao's army was defeated. A scheming salesperson will learn about the extent of the competitor's salesperson churn from the competitor's salesperson recruitment advertisements, and then seize this opportunity to win over the other party's customers. In order to find out the sales situation of the other party, some salesmen apply to the other party's company as an applicant when the other party recruits salesmen or other staff, so as to obtain sales information that is beneficial to them. Of course, the latter is an unethical method of competition, but we can also know from it that understanding the opponent's situation has become an effective way to compete for the opponent's customers. 3. For making iron, you must be hard yourself. The varnish produced by a British chemical company is the best product on the market. There is a company in a small town in the central region that often uses the goods sent by the company's salesman Smith. It can be said that it is Smith's fixed product. Old customers. As the business expanded, Smith looked down on the customers in this small town because the company didn't ask for much goods every time. He gradually changed the delivery method. Unless the company's senior leaders invited him to have late-night snacks or give him gifts, he would not deliver the goods.

Panasonic Group's branch market was in crisis due to improper operation by a salesman. The salesman repeatedly apologized to the dealers who had been harmed, but still could not get the dealers' understanding. Seeing that the dealers were about to lose, the sales manager fell ill and personally apologized to the dealers. He apologized and compensated the dealer for his losses. The dealer was moved by his sincerity. The dealer got closer to the company and the salesman, and the relationship became stronger, thus saving the dealer from the danger of losing. Xiao Liu is a salesman for a cosmetics company. As her competitor, Xiao Luo has a certain understanding of Xiao Liu's dealers. Xiao Luo has also promoted her company's products, but the effect was not very good. A colleague suggested, why not let your manager try it? Ronaldinho thought about it and told Manager Wang about the idea. Manager Wang also agreed with this approach, so he went to this potential dealer in person to promote this idea. business. He was flattered by Manager Wang's sudden visit. Seeing how much his company respected me, he asked me to consider it, and Manager Wang readily agreed. Two days later, the dealer called Ronaldinho to deliver the goods, and the competition was successful. As a salesman, you might as well try asking your leaders to face the dealers directly. You must know that the leader is bigger than you, and sometimes if a leader comes forward to do things that you cannot do, the situation will change, because between leaders and salesmen, dealers are more willing to accept leadership. In fact, this is true for any customer. 3. Make use of external factors to strike first. Xiao Li is a distributor of Food Company A. On this day, he went to this food company to request product advertising to improve the sales efficiency of the product. When Miss Feng, the secretary of this company, saw Xiao Li coming in, she quickly put down her pen, put the information in her hand into the drawer, and entered the manager's office. Xiao Li waited for about five minutes but didn't see Miss Feng come out, so he stood up and walked around. Suddenly he found a product promotion plan in Miss Feng's unsecured drawer. Miss Feng finally came out and informed Xiao Li that the company had no plans to advertise for the time being. It happened that Xiao Li was also a distributor of Food Company B. He had a good relationship with Xiao Wang, the salesman of Company B. The next day, he went to visit Xiao Wang. After greetings, Xiao Li asked Xiao Wang: Has Company A had any sales recently? What's going on? Xiao Wang shook his head. No movement means big action. Yesterday I went to Company A to do business and accidentally discovered that they were doing product promotion planning. Xiao Wang hurriedly told the manager about the matter. The manager immediately held an emergency meeting and rushed out a promotion plan overnight. The promotion activities were carried out one step ahead of Company A. Many customers of Company A participated and signed purchase orders that day. External factors are like a pair of invisible hands, and their influence is beyond ordinary imagination. Therefore, once you seize an opportunity, you must act before your opponents, seize effective opportunities, and seize business opportunities. 4. Secretly win over the dealer's business backbone. Let's take a simple example: As we all know, every restaurant or hotel has a variety of wines placed in the window for customers to choose from. Xiao Zhang is a salesman of wine A, Xiao Li is a salesman of wine B, and the waiter is Miss Sun. Xiao Zhang and Miss Sun have a closer relationship than Xiao Li. If a customer wants to drink wine B, what will Miss Sun do? She will definitely say: Our new wine A has been reported to have a strong aroma and good taste. You can try it. Then take out the first wine as a matter of course. This is also common in pharmacies. In a market economy, sales relationships are multifaceted. When you contact different people, you need to have good relationships with them and use their influence to gain customers. The same is true for salesmen. I won’t list them all here. Maybe it’s just an idea. It would be indescribable to worship. 6. Make use of the other party’s inner adjustment and penetrate into it. Everything in the world is constantly changing, and so are enterprises.