Match What Customers Need

Once, there was a famous sentence about love. I want an apple only but you give me a cart of pears.
Today, I think this sentence is also very suitable for the description of relations between salesman and customers. Sometimes, customers are like conservative girls that you need to guess their mind. If you are an experienced person, you will quickly catch her heart. If you are not, you will never know her ideas and she would say goodbye. In one word, the customer's heart is like needle in the deep sea. If you want to make an agreement, you must know whether he wants pear or apple. That's the point to catch customers quickly.
Here,
I would like to take college A's experience as an example.Customer B was a Singapore brand that had been cooperated with A for a long time who immediately confirmed the favored item in the Cntion Fair booth and asked A to prepare for repeated orders. Smoothly, the customer sent confirmation of item and quantity but there came a problem. The cusotmer demanded four items mixed in a container while the company had to reject the acquire because of low profit in the products. After negotiation, three items at most will be available in a container while four items will need higher price. The customer understood and agreed.In this situation, A thinks it is al about money and therefore kept contacting the cusotmer on the price while no responses were received. Every time, the cusotmer would delay replying with an excuse of considering.

It was two months later, they received the response unexpectedly. The repeated order must be four itmes mixed or no orders. At this time, A found that the only problem was about mixed items but not the price.
It means it was totally fault to take price as the key point before which has never taught the real demand of the customer.After the prolem was cleared, colleague A negotiated with the cusotmer again about the mixed items. A was a manufacturer, even if it was ordered one container, the products quantity was not big. If mixed three, each item was about 1,000 pieces which had been the lowest require of raw material purchasing. In addition, the price given for the cusotmer was favorable and the company profit had been very low. If another item was added, the purchasing cost will be increases and the manufacture was also a problem. Becasue of the low quantity, the capacity of the factory after changing material will be decreased and the worker's income was also lower. The influence was increased layer upon layer.Everything should be explained to the cusotmer including the increased price for extra item. The company will support the demand and the increased money is not profit but cost in manufacturing. Finally, the customer understood A and confirmed three patterns to promote the cooperation of repeated orders. It might be only a small case study while we can see what is mentioned at the beginning. The customer was struggligng about pattern like an apple while A was expalinging all about a pear. If A could understand the customer's thoughts about mixed package but not the price, the follwing up measures would be more effective and the order would be confirmed earlier.Therefore,  when we are following up the orders, we should not judge from only the appearance but we should know the real goal of customer to operate more effetive cooperation and gain the customer. At last, I hope this case can be helpful to you. We should pay more attention on reading the cusotmer's mind and I believe if this done well, there is bound to be a success!

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