The so-called "contrast method" refers to the effective comparison between the products and the similar products, and the obvious difference in effect and price, so that the customers really have an interest to achieve cooperation.
For example, you are a salesperson of a small and medium-sized business that sells cephalosporin antibiotics, and sells products to a dealer. Dealers often set traps to let you jump in. They will always say that you are good for your breed, or that Wichita has an advantage over your price, and that the rebate service is better than you. At this time, experienced business personnel will quickly see through and resolve such traps; rather than people who are too experienced, they often don't know how to deal with them, and they will lose the opportunity to cooperate after they succeed.
In fact, such a problem is not a very difficult problem. The core factor is that we are not professional enough to understand the specific conditions of similar products and manufacturers. If we are a professional antibiotic product marketer, it is very clear that high-end manufacturers of cephalosporin antibiotics such as Shanghai Pioneer, mid-range strong companies such as Lukang, Yuekang, Harbin, Furen, etc., as well as low-end Wichida and other products Specifications, prices, policies, etc. Moreover, you can make a clear contrast between the advantages of your own company's products and the disadvantages of the other side, so that you can use the professional knowledge and numbers to improve the value of your company in comparison, so that you can more easily convince customers.
Therefore, we must be clear that the first thing to do business people must be a professional product consultant and expert. After fully grasping the advantages and disadvantages of your products, you must also understand the industry dynamics and related information. In this way, when the customer says that your product is expensive, you can analyze the product with its own product at a uniform level, so as to dispel the customer's doubts, get rid of the trap set by the customer, and improve the success rate of communication.
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