The salesperson of hydraulic manifold manufacturers should have 2 advantages, AAK got this inspiration from a small story

There is an old Chinese saying “Good wine needs no bush”. The meaning is that my product is very good and I am not afraid that no one will buy it. This saying is a bit out of place now. For hydraulic manifold manufacturers, if your quality is stable but without any dissemination, no customer knows where your hydraulic manifold manufacturer is. Some hydraulic manifold manufacturers know that their quality is average, and their sales concepts are that relationships and lower prices can make up for it. Such sales concepts are not beneficial for both hydraulic manifold manufacturers and customers.

For a hydraulic manifold manufacturer, how can be good salesperson, or what are the advantages that good salesperson should have? I learned from a small story that a good salesperson needs to have curiosity and participation.

A sales representative of an airline, his major client gave him an inquiry. Tomorrow afternoon at 4 o'clock, 20 people from the client company will rush to Beijing for a meeting. They will be flying on the same plane, with a model requirement of 787. Everyone needs a seat on the aisle side, and each person will have an additional fruit meal. The budget cannot exceed 800 yuan. The first reaction of the salesperson was that they couldn't accept this order because their airline had a 380 model and didn't have a 787 model. An hour later, the salesperson was curious about why the customer insists on the Boeing 787, so he communicated with the customer. The customer said it was a large airplane, so the salesperson sent him photos of the cabin of their Airbus 380 model, and asked the client, ’Is it such a large airplane?’ The customer said yes. The salesperson is motivated, following closely with the second question, ‘why do 20 people have to sit on the same plane?’ The customer said it's convenient to be together, but the salesperson said that there are 20 people sitting on the same plane in the same company. From a risk perspective, it is possible, but from a probability perspective, it is almost non-existent. However, let's be more meticulous in our work and minimize the risk as much as possible. In case the boss is concerned with details. The customer said, it makes sense, listen to you. This salesperson was curious and actively involved, reaching a consensus with the buyer and landing the order.

Buyers send inquiries to hydraulic manifold manufacturers, and there are many different roles for buyers, some are bosses, some are engineers, and some are just purchasers. Especially or a purchaser, his execution of the company's procurement work is based on personal consciousness. For example, in the story above, why do all people need a seat on aisle side? I think it's so comfortable, but in fact, among the 20 people, some prefer to lean against the window. The salesperson of hydraulic manifold manufacturers should be driven by curiosity, understand why customers have this requirement, communicate with customers, express concern, translate their "I think" into details, be understanding, and participate. Even if there is a budget conflict, there is still a possibility of increasing the budget. What's really important when flying to a meeting is to be on time. In order to arrive on time, there is a possibility of increasing the budget. Sometimes what buyers want is not necessarily cheap, it may be a sense of presence, security, achievement, or taking advantage of. If you want to satisfy their feeling of taking advantage with cheap, no matter how cheap you are, it cannot dispel the buyer's "I think".

Customers always hope to get more and give less. If we treat the buyer's stated needs as real needs without considering their personal cognition, then this communication cannot reach the point, where all needs are executed through people. Without understanding the other party, it is difficult to have in-depth communication.

The 2 common points of good salesperson for hydraulic manifold manufacturers are curiosity and participation, which need to keep up. Only by following up can there be a chance. Finding the truth about the problem and solving it requires resources. Resources are not what you need to have, but what the customers that you serve need. No matter what kind of customer, they are all role aware in an objective environment, and their needs are determined by their role. There are 2 types of resources: one is called heavy resources, which hydraulic manifold manufacturers can directly help customers achieve, and the other is called light resources, which hydraulic manifold manufacturers can help customers know how to achieve. However, this is lacking for the salesperson of most hydraulic manifold manufacturers. To express concern, interact with customers, and utilize your heavy resources to inspire your light resources. This kind of salesperson is what hydraulic manifold manufacturers and customers need.

AAK HYDRAULIC VALVES (743) 2023-12-25