In the face of absolute strength, the relationship is worthless, and it has nothing to do with the size of the customer! You think that the customer chooses you because you have a relationship and an acquaintance, but as everyone knows, this is just an excuse given to you by an acquaintance, and only when the strength is equal, the relationship will produce value, otherwise, the relationship has no value.
Many ordinary salespeople don't believe it, and always think that the boss or executive who knows the customer can get the customer, and they think too shallowly. Really good sales, often more cautious, in their view, the relationship and the product, is becoming more and more homogeneous, must have the relationship under the conditions, like walking on thin ice, continue to show the strength of surpassing the opponent, this is the key to win. Lao Yang gives you three suggestions:
(1) Relationship limitations: large customer competition, the value of the relationship, only useful when the strength is equal, when the strength gap between competitors is too big, we have to find a way to win by surprise, the simple relationship and strength are not enough, but to strategy, strategy and differentiated value to win;
(2) Customers are more rational: large customers are becoming more and more rational, and if you want to get more customers, you must start brand building as soon as possible, which is the key to continuously reducing customer acquisition costs;
(3) Trust is king: to grab big customers, don't have illusions about relationships and strength, be down-to-earth, establish connections with customers, integrate into customer scenarios, continue to build trust relationships, create opportunities and opportunities, and find business breakthroughs, rather than waiting for related people to introduce you.
Finally, Lao Yang would like to further remind you that key customer management is a scientific art, differentiation is the way to break the game, multi-dimensional ability is the root of dimensionality reduction, the so-called relationship must be relative, it needs strength endorsement, resource support, and talent protection, this time is the essence.
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