After my death, I left despondently, depressed and without the passion to visit my next home. Today is the same, tomorrow is the same, day after day, without much achievement, I just want to change careers, and the achievements of other industries are not satisfactory.
Finally, I still don't understand why it is so difficult to develop social customers now. Customer relationship is so difficult to maintain?
Zhejiang West Salesman Home Network tells you, "In fact, there is no market and no customers. The key lies in the sales people. Are you a qualified salesman? Have you noticed many things? Xu you
Did you do it in many ways? If you can think more, be good at copying other people's successful methods, be good at action and be good at summing up, then it is easy to develop customers. "
The first step: win the trust of customers professionally and talk about customers.
First, your people are in contact with customers. We can't change people's appearance, but we can change our own quality and professional level, which is very important. Needless to say, you need to pay attention to gfd, which is the most basic of sales. What I want to say here is to rely on your professional level to win the trust of customers and make them believe in you.
Speaking of professional standards, I think we should pay attention to the following points:
1. Investigation before the visit. Before visiting customers, we should fully investigate and understand the situation of customers and industries. For example, we should know as much as possible about the customer's strength, customer's sales situation, customer's interpersonal relationship and customer's personality.
2. Preparation before visiting customers. Everything is established in advance, and it is abolished if it is not foreseen. In order to visit the successful development, we must do a good job in the early stage. (1) data preparation: including enterprise profile, product manual, samples and price policy table.
Wait a minute. (2) Appearance preparation: In order to better develop customers, business personnel must stand in front of customers with a good professional image. Including: wear professional clothes, try to wear professional clothes, such as suits. , and don't wear clothes.
Can be too casual; Professional facial image should be full of confidence, smile, etc. (3) Psychological preparation: As a salesperson of a manufacturer, you should have a good psychological state of being defeated and not discouraged, and accept it at any time during the development process.
All kinds of difficulties and challenges are in it. Therefore, salespeople are also required to constantly adjust and temper themselves and maintain a high-spirited and enterprising attitude.
3. When negotiating with customers, always show it.
Your own professional level. Including company introduction, product introduction, product characteristics, competitor's product characteristics, industry analysis, price policy for customers, promotion activities, brand promotion and suppliers.
Type, checkout method, etc. Be very skilled, don't hesitate, and let customers think that you are unprofessional. Of course, we should be flexible about the conditions put forward by customers. If we can't solve it ourselves, don't give an answer on the spot. Come again next time.
Solve the problems left over from last time.
Professional level is obtained by your own study and accumulation, that is to say, you must know and learn all the information related to products, companies and industries before visiting, and you must be able to skillfully use this information to make customers feel that you are professional, then customers will have trust in you and your company.
Step 2: impress customers with interest.
Having a professional level is only the first step to win the trust of customers, so customers will believe in your products, but they may not cooperate with you, because they are also concerned about interests. So we tell our customers.
When selling products, you can't try your best to show them to customers. You can't just keep saying how good the product or service is. This will not impress customers. What he cares about is what your product or service can bring him.
What? What are the advantages over others? Then at this time, our sales staff will "do whatever they want" and try their best to sell "benefits" to customers, repeatedly explaining that the biggest profit that selling this product can bring to customers is
Providing customers with financing paths and development opportunities is a win-win situation, thus arousing customers' interest and making the negotiations go smoothly.
In addition, impress customers through case persuasion, such as introduction.
Shao's dealer sells the product, which brings good profits, thus paving the way for signing the bill. When doing sales, you usually meet the boss, and the first sentence will say, "Hello, boss, I'm glad to visit you today. I'm here today."
I recommend a way to make money for you. I wonder if you are interested in listening to it? "So the boss generally won't directly refuse you, he will at least be interested in listening to your introduction. This is a simple application of interest promotion method.
Step 3: Attitude infects customers.
It's not easy to talk about customers, so you must be mentally prepared. Even if people fall down, our faith and spirit cannot be broken, so it is also very important to talk about customers. We should always be positive and optimistic.
Attitude, don't bring emotions from the last home to the next, be full of passion and vitality, and show your broad mind and firm attitude and will in front of customers. Customers can refuse your products, but they can't refuse you as a friend.
Friend, you should have this idea. We need to change our ideas. We are not begging customers, but negotiating with customers on an equal footing and pursuing a win-win situation. Therefore, it is normal for customers not to accept it, which shows that his strategic vision is not enough, not because.
My reason, if you can have this idea, there is nothing to be annoyed about. We should show our personal charm, show our mental outlook, and infect our customers with a positive attitude, so that they will feel that you are always against the DPRK.
Energetic, then you are confident, you have confidence in the company, then your products will not be bad.
Step 4: Emotions impress customers.
People are emotional animals with flesh and blood, and so are customers. Some customers may seem indifferent, and you will not cooperate if you visit once, twice and three times, but maybe you will succeed if you persist for a while, and customers may not just be comparing.
Your product is about your character, so you should learn to touch customers with emotion. We can often send messages to customers, make phone calls, give some gifts on holidays, give some gifts on birthdays and so on. So that the boss can be yours first.
Friend, let's talk about cooperation. Some customers can't cooperate with each other once, and some need to visit and follow up continuously.
I remember two clients in Huoqiu and Lu 'an Shucheng, and I followed them for more than a month.
Finally cooperate. Through the first visit, I felt very interested, and the customers were very smart. They are all comparing, without giving a clear meaning to say whether to do it or not. I think we must keep up. So I often call, but I don't call when I visit.
Talking about cooperation is very direct, but if you care about your customers, their business and life, and make them feel that you are a friend who can make friends, then the first step will be successful. Then I texted you.
"Attack", often send some blessing messages, greeting messages in the past, so that customers can have you in their minds every day, then you are very close to success. Finally, with the blessing of phone calls and text messages, the list was taken down one month later.
Well, Huoqiu's boss said he was willing to make our products because he thought I was a nice person. In fact, doing business is just like falling in love. You should stick to it. If you show the spirit and persistence of pursuing girls, you can succeed in business.
Unfortunately, many salespeople are unwilling to insist. When they get new customers, they forget the old ones. In fact, they don't notice that interested customers are not only comparing products, but also comparing your character with your company's letter.
Reputation, so take the initiative to attack, be good at impressing customers with emotion and sincerity.
Step 5: Take action to convince customers.
Not only to touch customers, but also to be good at acting for customers and thinking for them. We should not only consider buying goods from customers, but try to help them sell them. There are some practical ways to help customers achieve sales. These methods
Helping a customer means that you can help him sort out the inventory, rearrange the display, put up posters, plan promotional activities, and so on. Don't think that doing these little things means giving in.
It doesn't matter if the boss makes your product, but it's not. It is very likely that you can impress him and convince him with one move, and he will make your product. In the concept of many salesmen, doing business means taking customers' money.
In fact, this is the most primitive and primary sales. Do business from the customer's point of view, serve customers, help customers sell products, and guide customers to sell products, rather than just thinking about returns.
The customers of Huoqiu and Shucheng mentioned above just convey their sincerity to them, making them feel that they are not selling products but making friends, and their attitude is sincere, so the chances of clinching a deal are great. Doing business
In this process, we should treat the dealer as a friend, help him and help him sell products, instead of calculating him and forcing him to pay back the money, because he will continue to enter only when the goods from the dealer arrive in the hands of consumers.
Goods, if you want to rely on the dealer's backlog of inventory, forced to pay back, but the goods in the dealer's warehouse do not move, then the ultimate damage is the interests of manufacturers.
Step 6: Achieve customers with your heart.
Having said that, I think the most important thing is that as a salesperson, you should really pay attention to it, think carefully, be good at summing up, serve customers sincerely, really help customers achieve sales and development, realize profits, take care of each other, consider from the customer's point of view, and be good at grasping the customer's psychology to carry out "raiders". In addition, you should pay attention to the following points:
1, 90 minutes of high concentration and no interference will be more effective than a whole day's work. People waste time in unimportant activities every day, which may be as many as several hours. If, every day, you can
Make good use of the hour wasted before, and you will get 365 hours or 45 working days a year. In other words, if you can concentrate and don't waste time on long telephone conversations and unorganized work,
You will greatly improve your work efficiency.
2. In the role model discussed by open psychologists, the development of salesmen and children is equally important. In the group where people live.
People can often find better people than themselves. Those people inspire people to strive for higher goals and make us more modest. So you must have an open mind and pour it out from everyone you meet in your life.
Listen, learn and accept ideas from all sides.
3, the heart of fraternity, you have to be able to put yourself in others' shoes. Although it is impossible to know exactly how others feel, you must always work hard.
I feel that as long as we are dedicated, sincere, sincere, kind, careful and "five hearts", we can serve our customers, achieve our customers and finally achieve ourselves.