How to sell non-standard automation equipment?

How to sell non-standard automation equipment? The first step is to create an authoritative image and discover customer needs.

When is the customer the easiest to deal with? Of course, it is the easiest for customers to treat you as an expert and an authority. Take medicine, too. Customers may make other choices on their own when they get medicine at the pharmacy, but they will not raise any objection to the doctor's prescription in the hospital. Why? The reason is that the shopping guide in the pharmacy is only a salesman in the eyes of customers, while the doctor in the hospital is an expert and a savior to solve the problem. In other words, customers will have more trust and dependence on doctors because of their authority. Similarly, in the sales process of ceramics, customers will also transfer their trust because of the formation of professional authority image of shopping guides.

The trust factors that determine customers' purchase decisions mainly come from four aspects, namely, trust in brands, trust in products, trust in shopping guides and trust in sales environment. Among these four trust factors, the brand, product and sales environment are objectively known, and only the correct trust in the shopping guide is subjective and has certain variability. Can a shopping guide leave a good impression on customers in terms of image, mentality, etiquette and comprehensive knowledge, especially in terms of comprehensive knowledge? At a training meeting, the author once asked the participants: "Why do customers bargain with you?" Because you show a look of waiting for someone to bargain! The benefits of shaping the image of authority can be seen from this!

Creating an authoritative image is only the basic work of sales. The premise of successful sales is to understand the needs of customers and find the starting point of sales. If you blindly promote products without understanding customer needs, there may be a phenomenon of "casting pearls before swine". At the same time, customers will encounter the same statement in every store. What will happen if you do something new? Therefore, in the process of receiving customers, it is best for shopping guides not to use such invalid words as "Please have a look around" and "Our products are of good quality and cheap and affordable", which can't touch the doorbell of customers' needs. We should design a set of questioning terms so that customers can gradually reveal their needs in the process of answering. Knowing what the customer wants, the next thing will be much easier.

The second step is to influence thinking and guide consumption.

The core of winning orders is to make customers want, and the reason for this desire lies in the influence of shopping guide on customers' thinking. I remember such a story:

A young man went to a department store to apply for a job as a shopping guide. The boss asked him what he had done. He said, "I used to sell from door to door." The boss liked his cleverness and hired him for a few days. The next day, the boss came to see his performance and asked him, "How many deals did you make today?" "1 bill," the young man replied.

"Only 1 single?" The boss was very angry: "How much did you sell?" "Three million yuan," the young man replied. "How did you get so much money?" The boss was dumbfounded.

"Well," the young man said, "a person came in to buy things. I sold him the small hook first, then the medium hook and finally the big hook. Then, I sold him a small fishing line, a medium fishing line and finally a big fishing line. I asked him where to go fishing, and he said the seaside. I suggested that he buy a boat, so I took him to the boat counter and sold him a 20-foot-long twin-engine schooner. Then he said that his public might not be able to tow such a big boat. So I took him to the car sales area and sold him a new Toyota luxury cruiser. " The boss took two steps back and asked incredulously, "You can sell so many things to a guest by buying a fishhook?"

"No," the young man replied, "he came to buy sanitary napkins for his wife. I said,' Your weekend is ruined. Why don't you go fishing?' "

Your weekend was ruined. Why not go fishing? Although this is only a story, from the guide of the shopping guide to the customer, he completely grasped a man's leisure psychology, which made the customer have the desire to fish and put it into practice by purchasing related tools. The same is true of tile sales. The customer's wish is not your tile, but a necessary tool to realize it. A comfortable, beautiful and safe home is what the customer really wants. As for whether Douglas, Kyle Polo or Xinhuayuan are the tools to realize your wishes, it depends on the influence of your shopping guide.

The third step is to explain the proof of interest.

Engels once said: "The relationship between people is the relationship of material interests". In my opinion, this sentence is only half right, and the other half is spiritual and emotional interests. In the process of sales, what customers value most is the functional benefit or the sensory benefit of the product, the emotional benefit or the self-expression benefit of the consumer? Faced with the interweaving of economic and material interests, spiritual and emotional interests, the key for shopping guides to form a single order is to be able to transform customer needs into customer interests. There are many types of customers, and their most concerned needs are different. Some look at the color, some look at the brand, some look at the water absorption, and some look at the comprehensive effect. In the face of different customer needs, shopping guide can be elaborated from three aspects: core products, formal products and extended products, and then focus on breaking the interests that customers care most about. When the author manages Douglas tiles in Xi 'an, he extends the aristocratic culture to court culture, salon culture, knight culture and gentleman culture, and interprets it in different depths. By selling culture, he touched many customers who came into the store to watch. When culture becomes a symbol of taste and a spiritual and emotional interest, price is no longer so important.

Of course, after explaining the benefits, we have to use some means to strengthen the customer's feelings, that is, to provide proof or reference. The author encountered such an example in a terminal visit:

As soon as the customer came in, he said, "Are you wearing this kind of brick?" The shopkeeper said, "My bricks were pressed out with a 7800-ton press. It is one of the top ten brand-name products. It is very strong and wear-resistant. 7800 tons is equivalent to the weight of 130 railway freight cars full of goods. Can such a heavy pressure wear out? " The customer nodded in agreement, looked at it and finally walked out of the store. In principle, the shopkeeper's introduction is not bad, but why do customers leave and never come back? The reason is that the store owner's sales persuasion is not credible enough. I'll believe that when I see it. You say 7800 tons is 7800 tons, and you say wear resistance is wear resistance. Without the facts, customers will go to other stores with a grain of salt to compare what you said about wear resistance, but will the effect be the same if you draw bricks with steel nails and prove them to him with keys? Later, another couple came to the door, and the store used this "experience marketing" method to quickly finalize an order of more than 5,800. Saying is better than doing. Let the customer verify your words in the process of experience, and he will really believe you.

Step 4: Interact with customers

I remember when someone analyzed why Faye Wong's concert was not as popular as Andy Lau's concert, pointing out that Faye Wong's temperament was a bit like a fairy, which was the most suitable for appreciation, so it was suitable for a distant view, while Andy Lau was good at sensational interaction with fans, so there were more people who felt it at the scene.

The same is true of sales. The shopping guide's single-handedness will also make customers afraid to communicate in depth from a distance. To do a good job in sales, a shopping guide must, like Andy Lau, not only have excellent professional skills, but also learn to interact with customers.

Interaction with customers includes four aspects, namely, language, thinking, expression and action.

Language interaction mainly conveys confidence, affirmation, recognition, appreciation, encouragement, * * and other information in the sales process through its own tone, speech speed, intonation and expression content. The interaction of thinking is hidden in the expression of language, that is, through the information expressed by the other party, we can grasp a key point and communicate in depth, so that the two sides can move forward on a thinking track on this issue.

The interaction of expressions is also very important to the sales effect. The expressions of affirmation, welcome and appreciation can inspire customers to open the window of their hearts and tell more information, while the expressions of embarrassment, indifference and expressionlessness will make people subconsciously resist, and many people are reluctant to say it. At the same time, from the perspective of interpersonal communication in the store, who doesn't want to be in a living environment of mutual respect and appreciation? Many times, a knowing smile can trigger the approval of customers.

Of course, there must be actions in the interaction. A nod and an appreciative gesture can always make customers feel spring breeze, while the body language performance depicted in a scene can make customers feel immersive.

Therefore, in the sales process, let customers have a look, listen, touch and weigh at the right time. And through expressions, language, gestures and other actions to strengthen the effect, customers will get along with you more harmoniously.

Step 5: Handle customer objections.

It is easy to encounter similar problems in the sales process:

Customer: "Because we live on the second floor, the light is not very good, so we should use lighter bricks." Shopping guide: "Yes, lighter bricks are most suitable for lower floors." Customer: "but lightweight bricks are not resistant to dirt and it is difficult to carry out sanitary treatment." After a good communication, the customer inadvertently dug a hole for us, not that such a problem means that your price is too expensive, anyway. Whether the customer's objection can be properly handled is related to whether the work of pouring tea, moving bricks and introducing today is in vain. Therefore, an excellent shopping guide should learn to do a good job in the sales line, write down common questions and list different answers for different groups of people. In this way, after a period of accumulation, when you have memorized 300 lines, you can basically make enemies.

It is difficult to answer the question of how to design non-standard automation devices. If you want to engage in related industries, you must be careful, patient and persistent. . . . . .

How to do a good job in the sales of non-standard automation equipment? My brother is in sales. The company's products are mainly non-standard automation equipment, and there are some other non-standard parts (such as sheet metal parts in SMT or other electronic industries, shelf cars, carts, Feida cars, workstations and other non-standard equipment and fixtures). Although I have worked in SMT industry for 5 months, my feeling ability is very general (whether it is sales ability or other processing ability). My brother used to do maintenance and repair of automation equipment in LCD panel industry. Before that, he had a strong practical ability. Now he has transferred to this industry to do sales. Some things have to be packed by themselves. Sometimes I go to a customer's house to decorate, and I feel I don't know where to start. I often get the size wrong when confirming the size, which leads to three rework. Another is that it is more troublesome when I don't confirm the size and installation location.

? I like the sales work in this industry very much now and want to do it well. I used to think that salespeople only need to know 30% professional knowledge, but now I think the non-standard automation industry is different. You have to learn a lot of things by yourself, and you have to be professional, especially if you have to install some things yourself. If I can't install them myself, it will be very troublesome. My younger brother is 23 years old. He worked in an electronics factory for three years before, doing electrical automation maintenance. What we are doing now is different from what we did before, but there are some similarities. I would like to ask my predecessors to give me some suggestions on how to do non-standard sales. ? I appreciate it. 1

Non-standard automation device? In order to better cope with the changing market demand, manufacturers improve the flexibility of production process by building flexible assembly lines, and at the same time, the capacity utilization rate is greatly improved. Some manufacturers still adopt the traditional mode of production, that is, one platform only produces one product. In contrast, flexible assembly lines can produce a variety of products with simple adjustment. In the process of industrial production, control theory, instruments, computers and other related technologies are comprehensively used to realize the on-site detection, control, optimization, scheduling, management and decision-making of non-standard automation devices in the process of industrial production, so as to increase output, improve quality, improve production efficiency, reduce labor costs and energy consumption pollution, and ensure safety.

Generally, it can be considered as follows:

Standard products such as mounter, dispenser and oven in SMT industry can be solved by companies with strong automation strength such as Siemens, Panasonic and Yamaha, but the cost is relatively high.

In the electronics industry, the automation transformation of production and assembly or the design of customized auto production line can be found in local automation enterprises. The maintenance service is very convenient and cost-effective. At present, there are some related enterprises in Wuxi, such as:

Wuxi jinbaite automation machinery co., ltd

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Where is the non-standard automation device made? Hello, there are still quite a few enterprises engaged in the production of non-standard automation equipment. I don't know where you are from, recommend one from Suzhou: you can learn about Zhongsheng Automation. Zhongsheng is one of the earliest companies in Suzhou to manufacture non-standard automation equipment, which has been nearly ten years. It should be said that after ten years of experience, the quality control of equipment should be in place. If the quality is not good, it is estimated that it will not survive for ten years. You can have a look and search their names to find them.

Hello, Shenzhen non-standard automation equipment. There are many non-standard automation equipment in Shenzhen, but I don't know much about it. Because I often contact with Zhongsheng automation equipment in Suzhou, I know something about Suzhou Zhongsheng. The production of non-standard automation equipment is similar, and the focus should be on design ability and production capacity! Zhongsheng is an earlier non-standard project in Suzhou. If you are interested, you can contact for consultation.

There are many manufacturers of non-standard automation equipment. If you are looking for the kind with high cost performance, go to Hook Net to find many manufacturers above.

How to improve the design ability of non-standard automation device? What is nonstandard? That is, customized production equipment, non-standard automation equipment, minimum liquidity!

When many colleagues are engaged in this industry, just like dough, they are always different and have not turned into noodles. In fact, what we need is a main line, and then a branch line. Whether it is design, assembly or on-site debugging, there must always be a clear main line!

What is the most important thing under the premise of meeting the needs of customers? I think it is stable! If a device is made and used continuously for n hours without troubleshooting, it will be successful! Like a car, it has panoramic sunroof, adaptive cruise, automatic parking, one-button start and so on. Are these important? What is important is that there is no abnormal noise, no fault alarm, clear steering and how many airbags there are when driving ... These basic functions are the most important, while others are auxiliary functions. Otherwise, the automatic becomes semi-automatic, semi-automatic becomes manual, and the fixture becomes purely manual!

The remaining non-standard items, such as production cost, beat, safety, ergonomics, convenient maintenance and friendly operation interface, are all auxiliary!

There are two factors to achieve stability: system and control.

The first is the mechanism. Before designing the mechanism, the design must be well thought out, which doomed the space of the equipment. Dismantling it will delay a lot of time and waste a lot of energy. When designing, it is not necessary to have NB institutions, but to have suitable institutions. This link requires experience accumulation (such as reference). I have always believed that if a simple organization can satisfy it, it will never use a complex organization. No matter from the cost consideration or later maintenance, it is harmful. Why is Volkswagen Santana still running all over the street? Even motorcycle repairmen can eliminate some faults! For some inexperienced processes, we must do experimental verification! There is still a gap between theory and practice. The selection of mechanism standard parts is equally important. Improper standard parts directly affect the production quality and service life. For example, the cylinder diameter is small, which leads to improper or unstable riveting; The diameter of the cylinder is large, which causes the whole module to shake. Linear bearing is used for guide sleeves, and so on.

The second is the control part. The control part is divided into components and programs (including circuits). Main selection components. Many mechanical design engineers have a little knowledge of control components, such as sensors. They think that they can choose item A, which often leads to the alarm of the device without reason in actual use, or the servo motor does not calculate the torque, which leads to insufficient rigidity, the CCD does not calculate the area and pixel points, which leads to the measurement accuracy failing to meet the requirements, and the lead screw does not look at the pitch, which leads to the inability to keep up with the beat. These are common low-order mistakes! The other part is the program and circuit, which stops for no reason, and the reset doesn't work, so it must be restarted after power failure. High-speed return of towing chain leads to multi-core wire fracture. Although these failures will not directly lead to an increase in cost, they will take a lot of time in the process of troubleshooting, and sometimes they will waste a day investigating for a certain signal for no reason!

To improve the technology of metalworking industry, we can find some platforms to learn more, such as the new concubine, or try to search some metalworking-related applications in the application market.