Come on, doing business is also making friends. Business belongs to the boss and friends are your own! After visiting interested customers and understanding their needs. Provide him with corresponding solutions in time, and really help the guests. Then contact the guests often by phone to communicate their feelings. If you can give the best help to the guests, you can seize the orders of the guests. Talking on the phone blindly, if you can't bring something practical with you, you will be disgusted. When you visit a customer for the first time, you should take the initiative to ask for a contract, in order to let the customer give you a clear attitude, so that the customer who needs it can sign a contract with you once, and the customer who can't sign a contract should also find reasons to refuse you. Many of our salespeople are afraid to ask customers to sign contracts for fear of rejection. As a result, they can't sign contracts, and they don't know whether this customer needs their own products after going out or putting down the phone. For a small example, a female salesman who sells VoIP phones talked with me for more than a month through Tradelink, and also let me know about her products, but she didn't directly offer to buy her products with me. As a result, a new male salesman in her company asked me to buy one for him for the first time, and clearly told me how much it would save me a month. I promised him a visit. As a result, the female salesman and the male salesman came to our company together, and I saw the product and installed one. After that, the saleswoman said: I contacted you for a month and you didn't buy from me. Why did you promise him? I said: you didn't say you were going to sell me products. I thought you were just chatting with me! What I want to tell you through this example is that selling is sometimes very simple. You just need to find out why customers don't want your products. What is his reason? Then use what method to convince customers. This is the basis for your follow-up plan. Follow-up is often divided into three categories according to different customer situations. 1. It is service follow-up. 2. Transformational follow-up. 3. Long-term follow-up. In this article, I only talk about the latter two kinds of follow-up, because the first kind is the follow-up that has already made a business, which I will specifically talk about in future articles. The second kind of transformational follow-up refers to a follow-up method that knows that cooperation can be achieved through hard work through appointment or visit. The third long-term follow-up refers to the follow-up method that is difficult to reach cooperation in the short term. The so-called transformational follow-up is determined according to the attitude of customers. The situation is as follows: 1. Customers are still interested in the product and need it, but they still have different opinions on the price. For this kind of customer's follow-up, it is best to collect the prices of similar products, proceed from the cost of your own products, and settle accounts with customers in order to obtain the approval of your product price. In order to reach an agreement, it can be lowered on the basis of the original offer. 2. Customers are very interested in products and want to buy your products, but they can't buy them due to temporary financial problems. You should coordinate with such customers and work out a timetable for them to make the cost of buying your products into the budget. Of course, such customers will not directly say that they have no money, you should learn to judge for yourself. There are many salesmen who will not follow up this kind of customers, remembering that when they follow up, customers have already bought other products. My practice is to give the product first and then make an appointment to collect the money as long as the customer is reliable. 3. Customers don't have a deep understanding of your products, and their attitude is ambiguous. They can buy or not. For this kind of customers, we should try our best to make our products easy to understand, quantify the benefits that products bring to customers, and arouse their desire to buy. Customers are often most concerned about what benefits your product will bring to his company. The so-called long-term follow-up means that customers don't want to use your products at all or have already bought similar products. This kind of customers will not want your products or cooperate with you because of your active follow-up. Do you give up on this kind of customers? Practice has proved that there are often big buyers in this kind of customers, but if you follow too closely, it will cause disgust. The best way is to be friends with him sincerely. A warm message on the weekend, a greeting postcard on holidays, and a small birthday present.