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Case: if you want to sign a bill, you need to endure loneliness

Click times: 1793 release time: November 21, 2019 15:27:58
[foreword of case]
Do sales, especially industrial products sales, a list is often a relatively long cycle. During the period, will be constantly rejected and hit by customers, if this time can not bear loneliness, can not resist pressure. The list may be gone. The following case just tells us, do Sales of industrial products We must be able to endure loneliness and pressure in order to have a good result in the end.

[case background]
Dongguan XX plastic factory is a well-known enterprise in the region. It needs to purchase PBS modified chemical raw materials. The monthly consumption of PBS raw materials is 40-50 tons. The factory has never used the products of our enterprise, which can be regarded as the larger target customers of our enterprise near Dongguan, Guangdong Province.

[customer organization structure]
Boss Huang: I'm familiar with the staff and the boss of XX plastic factory in Dongguan, Guangdong Province. I'm our first informant.
Mr. Chen: the boss of XX plastic factory in Dongguan, Guangdong Province, and the main decision maker.

[case description]
information gathering
Dongguan XX plastic factory, Guangdong, is a plastic mold supporting the field of home appliances, can use our product emulsion, but the customer has not used our PBS modified chemical raw materials before. This customer is Mr. Huang, who is a raw material for additives. He told me that boss Huang has mentioned our company to the boss of the customer. I learned from boss Huang that the monthly volume of PBS modified chemical raw materials is 40-50 tons. At the same time, he also told me that the competitor is Guanchang PBS modified chemical raw materials, and the price is about what. I have been informed of the situation of the company's internal staff, and I need to follow up.
Contact depth
I learned from boss Huang that the boss of this company is in charge. The engineers below are his relatives. At the same time, the boss is also a technical background. For the first time, I made an appointment with Mr. Chen to meet in his office. I had a good chat for the first time. I introduced the development situation and product system of our company to him, and recommended several products of our company to him as samples. Because of the preparation of boss Huang before, in this conversation, Mr. Chen said his needs and cost requirements, and said that it was more suitable for the development of enterprises to cooperate with a large company.
Sampling
At that time, I also gave the sample to Mr. Chen. As it was at noon that day, I had a lunch together. Before finishing the meal, I took the initiative to buy a bill. Mr. Chen was very satisfied with my courtesy and attention to details, and felt that I should be given more opportunities to support and cooperate.
In the afternoon of that day, Mr. Chen made a test and immediately called me to say that the effect could not meet the requirements and asked me if there were any other samples to do.
Re sample
In this way, for several weeks in a row, I sent samples to Mr. Chen almost every day for testing, and sent all the samples that the company could do for the product. During this period, I almost collapsed. Then, confirm that there are four products that can. However, the price of the model was twice higher than expected. In the end, the other two are priced right. So, I sent another 20kg sample for the pilot test. Finally, the pilot test was successful, so I passed the technical threshold.
Sign a contract
Then, we signed the first order contract with customers according to the company's requirements for product performance, cost period, etc. Order once a week according to customer's order rule. After success, I invited Mr. Huang and Mr. Chen out to have a meal alone. At the same time, I thank Mr. Huang for his recommendation, which gave me the opportunity to cooperate with Mr. Chen.

Case study
Now many post-80s and post-90s are very impatient and want to give up when they encounter some setbacks. Just as in the case, customers are not satisfied with our products. If we have no patience and can't well meet the customer's questions and technical requirements, then this list can't be signed. Enduring loneliness and effectively dealing with customers' problems are the solutions to successful orders.


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