Business characteristics of the product

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They are no less important than technical characteristics. The client will buy only the equipment that is profitable to use. That is, such things as line maintenance costs, the amount of output, time, etc. must be calculated.

While technical data is more important to engineers, the owners are primarily interested in profit. Show the client that the business characteristics of your product are superior to competing products in most respects, and you can consider the contract concluded.

Compatibility.

Selling complex equipment is profitable if argentina mobile phone numbers database it is compatible with the brands that potential customers use. Otherwise, you will not be able to attract buyers to your company.

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Alexander Kuleshov
Alexander Kuleshov
General Director of Sales Generator LLC
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Let's assume that in addition to Russian-made machines, the market offers expensive European equipment and cheap Chinese equipment. How can you interest the buyer in your own, domestic equipment? You need to do the following:

Tell your target audience about the existence of your product.

Offer customers a service for replacing consumables or worn parts. Indicate that your company will do this much faster than competitors, since their production is located in another country.

Provide evidence (including visual evidence) that the quality of your equipment is quite comparable to European equipment. While the proposed price is lower and the service is better.

To increase sales of complex equipment, you can offer the client some additional services. For example, you can take on a number of related operations.

Install and configure the equipment purchased from you.

Experienced businessmen understand that complex equipment is quite difficult to install correctly, it takes additional money and time. If you relieve the client of such worries, then he will prefer your company to others that do not provide such bonuses.

How to sell complex equipment_service

Provide after-sales service.

Moreover, this can be done both on a free and paid basis. For example, you can agree on a certain number of free calls per month or offer to service the equipment free of charge for a certain period.

Engage in staff training.

Along with selling new and complex equipment, you need to offer the client to train his company's employees to work effectively with this equipment. This service can also be either paid or free.

Even the second option will bring you certain dividends: a buyer who does not have any problems after a deal with you and whose profits increase will definitely contact you again.

Provide expert advice .

By offering the client the best option for selling his products, you will increase his loyalty to your company, which means you can count on further cooperation.