Su\u1ed1t m\u1ea5y n\u0103m l\u00e0m sales, c\u00e2u n\u00f3i quen thu\u1ed9c c\u1ee7a KH m\u00e0 b\u1ea5t k\u00ec sales n\u00e0o c\u0169ng g\u1eb7p ph\u1ea3i: “Gi\u00e1 d\u1ecbch v\u1ee5 b\u00ean em cao qu\u00e1”.
\nSales m\u1edbi v\u00e0o ng\u00e0nh khi nghe c\u00e2u n\u00e0y th\u00ec quay sang nghi ng\u1ea1i:
\n“Gi\u00e1 d\u1ecbch v\u1ee5 c\u00f4ng ty m\u00ecnh cao qu\u00e1, sao m\u00e0 c\u1ea1nh tranh \u0111\u01b0\u1ee3c v\u1edbi b\u00ean kh\u00e1c? ”
\nSales l\u00e2u n\u0103m h\u01a1n ch\u00fat th\u00ec t\u1ec9nh t\u00e1o hi\u1ec3u r\u1eb1ng: M\u1ed9t c\u00e1ch t\u1eeb ch\u1ed1i kh\u00e9o \u0111\u1ea5y m\u00e0.
\nV\u1eady l\u00e0m th\u1ebf n\u00e0o khi KH ch\u00ea gi\u00e1 cao?
\n1. C\u1ea7n hi\u1ec3u r\u1eb1ng: Gi\u00e1 kh\u00f4ng ph\u1ea3i l\u00e0 \u0111i\u1ec1u ki\u1ec7n ti\u00ean quy\u1ebft \u0111\u1ec3 KH ch\u1ed1t sales.
\nM\u1ed9t case study th\u1ef1c t\u1ebf t\u1eeb b\u1ea3n th\u00e2n m\u00ecnh: C\u00f3 r\u1ea5t nhi\u1ec1u KH h\u1ee3p t\u00e1c v\u1edbi m\u00ecnh t\u1eeb 5-6 n\u0103m nay, v\u00e0 vi\u1ec7c KH nh\u1eadn \u0111\u01b0\u1ee3c b\u00e1o gi\u00e1 t\u1eeb c\u00e1c cty d\u1ecbch v\u1ee5 kh\u00e1c l\u00e0 th\u01b0\u1eddng xuy\u00ean, m\u1eddi ch\u00e0o nhi\u1ec7t t\u00ecnh. Khi g\u1eb7p t\u00ecnh hu\u1ed1ng n\u00e0y th\u00ec c\u00f3 nh\u1eefng KH m\u1ee7i l\u00f2ng, quy\u1ebft \u0111\u1ecbnh \u0111i th\u1eed d\u1ecbch v\u1ee5 b\u00ean \u0111\u00f3 xem ch\u1ea5t l\u01b0\u1ee3ng ntn, \u0111\u01b0\u01a1ng nhi\u00ean l\u00e0 gi\u00e1 h\u1ecd r\u1ebb h\u01a1n.
\nNh\u01b0ng c\u0169ng c\u00f3 nh\u1eefng KH \u0111\u01b0a gi\u00e1 c\u1ee7a b\u00ean d\u1ecbch v\u1ee5 kia \u0111\u1ec3 b\u00ean m\u00ecnh tham kh\u1ea3o v\u00e0 \u0111i\u1ec1u ch\u1ec9nh cho ph\u00f9 h\u1ee3p. V\u00e0 m\u00ecnh th\u00ec r\u1ea5t tr\u00e2n tr\u1ecdng nh\u1eefng KH n\u00e0y, t\u1ef1 tin r\u1eb1ng ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5 c\u00f4ng ty m\u00ecnh \u0111\u00e3 gi\u1ea3i quy\u1ebft \u0111\u01b0\u1ee3c ph\u1ea7n l\u1edbn n\u1ed7i \u0111au c\u1ee7a KH v\u00e0 kh\u00f4ng c\u00f3 l\u00fd do g\u00ec \u0111\u1ec3 h\u1ecd thay \u0111\u1ed5i. T\u00ecm \u0111\u01b0\u1ee3c 1 b\u00ean d\u1ecbch v\u1ee5 t\u1eadn t\u00e2m, uy t\u00edn v\u00e0 t\u1eed t\u1ebf \u0111\u00e2u c\u00f3 d\u1ec5 d\u00e0ng.
\n2. T\u1eadp trung v\u00e0o gi\u00e1 tr\u1ecb, ch\u1ea5t l\u01b0\u1ee3ng d\u1ecbch v\u1ee5<\/p>\n
Ch\u1ec9 ra cho KH th\u1ea5y \u0111\u01b0\u1ee3c sp\/dv c\u1ee7a b\u1ea1n c\u00f3 l\u1ee3i th\u1ebf g\u00ec, gi\u1ea3i quy\u1ebft \u0111\u01b0\u1ee3c b\u00e0i to\u00e1n n\u00e0o c\u1ee7a kh\u00e1ch, \u0111i\u1ec1u g\u00ec m\u00e0 \u0111\u1ed1i th\u1ee7 c\u1ea1nh tranh kh\u00f4ng th\u1ec3 x\u1eed l\u00fd \u0111\u01b0\u1ee3c.
\nGi\u00e1 c\u1ea3 th\u00ec \u0111i \u0111\u00f4i v\u1edbi ch\u1ea5t l\u01b0\u1ee3ng, v\u1ea5n \u0111\u1ec1 kh\u00f3 c\u1ea7n nhi\u1ec1u ch\u1ea5t x\u00e1m, k\u0129 n\u0103ng, th\u00e1i \u0111\u1ed9 th\u00ec gi\u00e1 c\u1ee7a b\u1ea1n l\u00e0 ho\u00e0n to\u00e0n ph\u00f9 h\u1ee3p.
\n\u0110\u1ed5i l\u1ea1i, b\u1ea1n v\u00e0 cty c\u1ee7a b\u1ea1n ph\u1ea3i l\u00e0m \u0111i \u0111\u00f4i v\u1edbi nh\u1eefng g\u00ec \u0111\u00e3 cam k\u1ebft v\u1edbi KH, kh\u00f4ng \u0111em con b\u1ecf ch\u1ee3, kh\u00f4ng n\u00f3i qu\u00e1 l\u00ean nh\u1eefng th\u1ee9 kh\u00f4ng th\u1ec3 th\u1ef1c hi\u1ec7n \u0111\u01b0\u1ee3c th\u00ec m\u1ed1i quan h\u1ec7 m\u1edbi c\u00f3 th\u1ec3 ph\u00e1t tri\u1ec3n m\u1ed9t c\u00e1ch b\u1ec1n v\u1eefng.
\n3. Cho KH th\u1ea5y \u0111\u01b0\u1ee3c b\u1ee9c tranh t\u1ed5ng quan v\u1ec1 s\u1ea3n ph\u1ea9m d\u1ecbch v\u1ee5.
\nV\u00ed d\u1ee5 trong c\u00e1c cty fwd: sales ch\u00e0o KH gi\u00e1 OF 2000 usd\/cont 40 nh\u01b0ng c\u00f3 sales \u1edf cty kh\u00e1c ch\u00e0o KH gi\u00e1 OF 1700 usd\/cont 40.
\nN\u1ebfu sales m\u1edbi ch\u01b0a c\u00f3 kinh nghi\u1ec7m th\u00ec th\u01b0\u1eddng b\u1ecf cu\u1ed9c v\u00ec gi\u00e1 kh\u00f4ng c\u1ea1nh tranh.
\nNh\u01b0ng 1 b\u00e1o gi\u00e1 th\u00ec kh\u00f4ng ch\u1ec9 c\u00f3 OF, c\u00f2n r\u1ea5t nhi\u1ec1u c\u00e1c kho\u1ea3n ph\u00ed kh\u00e1c n\u1eefa, ti\u1ebfp \u0111\u1ebfn l\u00e0 d\u1ecbch v\u1ee5 th\u1ee7 t\u1ee5c h\u1ea3i quan, c\u00f3 nh\u1eefng c\u00f4ng ty ch\u1ec9 b\u00e1n c\u01b0\u1edbc n\u00ean gi\u00e1 c\u01b0\u1edbc t\u1ed1t nh\u01b0ng x\u1eed l\u00fd TTHQ ch\u01b0a th\u1ef1c s\u1ef1 m\u1ea1nh, c\u00f3 nh\u1eefng kh\u00f4ng c\u00f4ng ty kh\u00f4ng chuy\u00ean tuy\u1ebfn nh\u01b0ng l\u1ea1i chuy\u00ean x\u1eed l\u00fd c\u00e1c m\u1eb7t h\u00e0ng kh\u00f3.
\nVi\u1ec7c c\u1ee7a sales l\u00fac n\u00e0y l\u00e0 ph\u1ea3i x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c KH b\u1ea3ng b\u00e1o gi\u00e1 ho\u00e0n ch\u1ec9nh, c\u00e1c ph\u1ee5 ph\u00ed ph\u00e1t sinh ngo\u00e0i (n\u1ebfu c\u00f3) \u0111\u1ec3 KH c\u00f3 th\u1ec3 l\u01b0\u1eddng tr\u01b0\u1edbc \u0111\u01b0\u1ee3c c\u00e1c t\u00ecnh hu\u1ed1ng ph\u00e1t sinh, x\u00e2y d\u1ef1ng \u0111\u01b0\u1ee3c cho KH l\u1ed9 tr\u00ecnh, ti\u1ebfn \u0111\u1ed9 x\u1eed l\u00fd h\u00e0ng, ph\u01b0\u01a1ng \u00e1n h\u1ea3i quan ph\u00f9 h\u1ee3p.
\nN\u1ebfu sales c\u00f3 c\u00e1i nh\u00ecn t\u1ed5ng quan v\u1ec1 l\u00f4 h\u00e0ng, truy\u1ec1n \u0111\u1ea1t cho KH hi\u1ec3u th\u00ec vi\u1ec7c gi\u00e1 cao kh\u00f4ng ph\u1ea3i l\u00e0 t\u00ecnh hu\u1ed1ng kh\u00f4ng th\u1ec3 x\u1eed l\u00fd, l\u00fac n\u00e0y ch\u1ec9 l\u00e0 v\u1ea5n \u0111\u1ec1 san s\u1ebb l\u1ee3i nhu\u1eadn – chi ph\u00ed cho ph\u00f9 h\u1ee3p gi\u01b0\u00e3 2 b\u00ean m\u00e0 th\u00f4i.
\n4. Cho KH th\u1eddi gian ra quy\u1ebft \u0111\u1ecbnh.
\nKhi \u0111\u00e3 \u0111i qua b\u01b0\u1edbc 1 v\u00e0 2, KH v\u1eabn ch\u01b0a \u0111\u1ed3ng \u00fd ch\u1ed1t sales, h\u00e3y cho KH th\u1eddi gian quy ngh\u0129 v\u00e0 ra quy\u1ebft \u0111\u1ecbnh.
\nVi\u1ec7c thay \u0111\u1ed5i \u0111\u1ed1i t\u00e1c h\u1ee3p t\u00e1c l\u00e2u nay kh\u00f4ng ph\u1ea3i l\u00e0 vi\u1ec7c d\u1ec5 d\u00e0ng KH ra quy\u1ebft \u0111\u1ecbnh b\u1edfi li\u00ean quan \u0111\u1ebfn nhi\u1ec1u y\u1ebfu t\u1ed1: c\u00f4ng n\u1ee3, quy tr\u00ecnh h\u1ee3p t\u00e1c, b\u00ed m\u1eadt kinh doanh,…
\nH\u00e3y \u0111\u1ec3 cho KH c\u1ee7a b\u1ea1n 1 th\u1eddi gian \u0111\u1ec3 c\u00e2n nh\u1eafc, t\u00ednh t\u00f3an v\u00e0 ra quy\u1ebft \u0111\u1ecbnh. Nh\u01b0ng \u0111\u1eebng qu\u00ean gi\u1eef li\u00ean l\u1ea1c b\u1eb1ng vi\u1ec7c update tin t\u1ee9c m\u1edbi v\u1ec1 s\u1ea3n ph\u1ea9m dich v\u1ee5, th\u1ecb tr\u01b0\u1eddng ng\u00e0nh,…
\nM\u1ed9t ng\u00e0y \u0111\u1eb9p tr\u1eddi n\u00e0o \u0111\u00f3, em \u01a1i, ch\u1ecb mu\u1ed1n g\u1eb7p \u0111\u1ec1 trao \u0111\u1ed5i v\u1ec1 vi\u1ec7c k\u00ed h\u1ee3p \u0111\u1ed3ng. ^^
\nLily, 22.02.2022<\/p>\n