2. About the salesman's four hours in the evening. A salesman's achievement depends largely on how he spends those four hours in the evening. The worst salesmen watch TV at night, or complain, go out to play, etc. Such a salesman is worthless. Ordinary salesmen go to customers for entertainment, drinking and chatting. Such salesmen will have orders, but I personally think it is difficult to achieve high success. A good salesman arranges information, analyzes customers and makes plans at night. This kind of business is good and should have a bright future. I think the best salesman insists on reading for an hour after finishing the salesman's work. I think this kind of business is very promising and I can be a boss in the future.
3. About the salesman himself. Many people think that salesmen should be tall and handsome. A salesman must be eloquent and articulate, and it is good to spit out the oil in his mouth. Salespeople must be able to smoke, carry cigarettes with them and give them to everyone. Salespeople must know how to drink, white wine and beer. Actually, I don't think these are important. My personal height is less than 160MM. When I first started my business, I felt very inferior, and I was not fluent in speaking, let alone eloquent. I never smoke. I can drink one bottle of beer at most, and I'll get drunk if I drink too much. But diligence can make up for it. When I started my business, I was in Huizhou for the first three months. I took some clothes and went to my brother's factory in Dongguan for a few days. An industrial zone, a series of industrial zones. In this way, I walked for three months, and several customers ran away, but a pair of leather shoes were rotten, and people were as black as black charcoal heads. Now that I have opened my own factory, I often ask the salesman if he was killed in the first three months, and then I can get through it. So the business office is outside the factory.
About finding customers
The first three months of entering the company is the most crucial three months to test the success of the salesman, which can be said to affect the salesman's future business work. The first one is how to find customers, about how to find target customers. Generally speaking, after a new salesman enters a new company, he will find his own customers to visit after he is familiar with the product knowledge 1 week. If there is no business manager or boss to provide customer resources at first, you can find customers by the following methods.
1, Yellow Pages, there are many yellow pages in general companies, such as Shenzhen Yellow Pages. We can find our original target customers according to the above classification. Now there are many professional industry yellow pages in Shenzhen, such as home appliances yellow pages and toys yellow pages. Salespeople had better find such yellow pages to collect first-hand information. These yellow pages are generally available in large libraries. You can take a notebook and copy it there.
2. Browse job advertisements, just like in Shenzhen, Shenzhen Special Zone Daily has a large number of job advertisements, and Southern Metropolis Daily has job advertisements every Monday. We can get the customers we want by reading the job advertisements. We can also go to the nearby job market. The general recruitment market will post the name and type of work of the daily recruitment unit at the door. We can also analyze what he does by the type of job he recruits, so that we can find the customers we want. Also, we can visit some big industrial areas. Now almost all factories are looking for jobs, and we can also find them through the job advertisements at their doorsteps. We can also look at online recruitment websites, such as Zhuo Bo Recruitment Network.
The advantages of finding customers from job advertisements are: first, you can find many new customers, because there are many new factories that he just opened or moved here. If we find him first, we will get there first. In addition, manufacturers who can generally recruit a large number of workers are doing well, and they are relatively confident in paying back money after successful business in the future.
3. Network search. We can search through keywords, such as entering the product name of the customer we are looking for in Baidu, and we can find many customers. We can also find customers through professional websites, such as Alibaba, HC and so on. So we can find a list of many customers. And you can also find the boss's mobile phone number and boss's name.
4. Always go to the streets to find customers. We go shopping. I usually go to the appliance store. All have packaging or brand and company names. We can record them and go back to the internet to find them. We can judge a customer's operation by the product sales in the shopping mall. This also reflects one of his economic strengths.
But personally, I think the best way to find customers is to develop customers through mutual introduction of social networks. We should pay attention to the era of enjoying resources when doing business in the future. For example, you make wires, I make plugs, and he makes resistors. We are also customers of audio. If we can share resources and introduce good customers to each other, it will be very easy and worry-free to enter a customer. And because our customers are looking at each other, the risk will be much lower if the customers have any trouble.
6. Another best method is that customers introduce customers, with the highest success rate. After having several original customers, a good salesman will seriously serve these customers and make friends with them. When you get familiar with it, ask them to introduce you to peers or friends. Just don't let them give you the list at this time. You can find this list anywhere. The most important thing is to ask him to call you. If he calls you for recommendation, it's better than you calling 100. You will mainly serve the customers he introduced in the future, and then let this new customer introduce by analogy, so that you can easily find your customer network.
So we have many ways to find the customers we want, as long as we put our heart into them. A salesman should have three things on him at any time except when he takes a bath. These three things are: pen, notebook and business card. Others say that salesmen have eight eyes, which makes sense. If you pay attention to everything in your life, you can find many business opportunities.
About making a phone call
After we found the customer, the second question was how to make an appointment by phone. There are also some details in it. Just pay attention.
1, this happens to many people when they call. The customer didn't finish listening to our introduction, just said no, and then hung up for life. And you said you were going to visit him, but he said he was not available, and asked you to fax him the information or put it in the guard room. We must never fax him the information and give it to him in the security room. It's no use. I was depressed at first when I met such a situation, and then I thought, maybe the purchasing lady was scolded by the boss as soon as she went to work today, so she refused me because she was unhappy, or maybe the purchasing lady quarreled with her boyfriend today, so she ignored me. It doesn't matter. I will find you next time. Many of my clients have called for appointments many times. Sometimes it's just so strange. The purchasing lady refused yesterday. Call again today, and you can take samples to see her. So the success of business often depends on whether you stick to it or not.
No matter how skilled your business skills are, I think it's better to think about what you want to say when you call, and don't talk as soon as you pick up the phone. Because we can chat and forget something we have to say, we often have to call again after hanging up. It's not good for anyone For friends who have just started a business, it is best to write it on paper. This will be more organized.
I think it's better to make a phone call standing. Because when people stand, I feel more focused and serious, and when I stand, I have a full atmosphere and a better voice. Try it if you don't believe me. No matter how angry you were just now, you'd better smile when you call. This kind of atmosphere is more relaxed and customers will feel it. Doing business is an indignant job, but our customers don't need to share it with you.
Let's not wait until we need our customers. Call, chat and greet them often at ordinary times. Until he knew it was me as soon as he heard the sound. Better let him think about you. Doing business is like falling in love. We can't expect others to marry you after one date. Purchasing forgetfulness, we should constantly remind him.
Visiting a customer for the first time
1. You must never neglect the preparation and planning before promotion. Only if you are prepared can you win. Prepare samples, catalogues, pens and notebooks. Before meeting the customer, think about the opening remarks, questions to ask, words to say and possible answers. Usually, you must learn and remember the information, brochures and advertisements related to the company's products. At the same time, we must collect competitors' advertisements, promotional materials and brochures, conduct research and analysis, so as to "know ourselves and know ourselves" and truly know ourselves and win every battle.
2. Be punctual for appointments-being late means "I don't respect your time". There is no reason for being late. If you can't avoid being late, you must call to apologize before the appointed time. I believe that going out early is the only way to avoid being late.
Clothing can't make a perfect person, but 90% of the impression you get when you meet for the first time comes from clothing. Etiquette, appearance, speech and manners are the sources of people's good impression of getting along with others, and sales representatives must make more efforts in this respect. I don't like my salespeople wearing red and green T-shirts to meet my customers. I only ask for a shirt. Briefcases must be leather.
It is impossible for us to reach a deal with every customer we visit. He should try to visit more customers to increase the percentage of transactions. When visiting customers, we should believe in the principle of "catch the sand even if you fall". It means that the sales representative can't go home empty-handed, even if there is no demand for the time being, you can't make a deal. Try to get him to introduce you to a new client.
5. For customers. Always pay attention to the topics that customers like and his hobbies, and talk to him more if he likes them. Watch his every move. You can do whatever you want. The result of the conversation is not important, but the atmosphere of the process is very important. When chatting with Daigou, we often pay great attention to the content of the conversation and always say that there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If one day we chat happily and harmoniously, our feelings will be very close. After many days, we often forget what we talked about at that time, and only remember the day when we had a good chat. In fact, purchasing is the same. We will give him a price quotation and a quality certificate, and we will return it to him with our seal and signature upon delivery. So we just need to talk about things outside the business, and it is best to talk about the issues he is interested in.
How to maintain customers
1, the salesman should fish, not cast a net. The most effective and comfortable way to run a business is to use fishing. Just like when we started chasing girls, didn't we all chase several girls at the same time and then Botha one? Let's catch a glimpse of one and pursue her tirelessly until we succeed. This is how I run my own business. I will choose an industry, for example, I want to be an earphone industry, and I will choose about three industries to seriously attack him until I enter it, and then the rest will be easy. This will give you an 80% share in the headset industry. We will switch to other industries and copy. It's like fishing. Look at the big ones. Fishing one by one is very comfortable. Bold, cautious and thick-skinned. When we were young, the older generation told us that we were bold but cautious and thick-skinned. In fact, doing business is like chasing girls.
It is estimated that 80% of the business is completed by friendship. The competition is fierce now. The same quality, the same price, the same service and so on. If you want to compete with your opponent, you must rely on friendship. If you treat your customers more attentively than your opponents, you will form a friendship. So who can take your order? So where you spend your time, you get what you want. So friendship is a kind of wealth.
3. Be enthusiastic. Enthusiasm can infect customers. Maybe many of our salespeople will be enthusiastic at first, but when you achieve certain results, they will become old-fashioned and lose their enthusiasm in the past. Sometimes they feel that the order is not very good. If you are too enthusiastic, you will lose a deal; if you are not enthusiastic, you will lose a hundred deals. Enthusiasm is far more infectious than rhetoric.
4. There must be a probation period. Clients do it like a man marries a woman. Looking for a client is like looking for a dream lover. From making a phone call to placing an order, just send a love letter to getting engaged. If you are really married, you have to have a honeymoon before you can live seriously. So we're going to spend our honeymoon with our clients, and we don't want to grow up all at once. The novelty of falling in love with marriage at first sight is hard to maintain afterwards. We should all give our customers and us some time. Check each other's credit, service and so on.
About completing the transaction
1, many salesmen are often very motivated when they start their business. They don't know what to do when looking for customers, sending samples and quoting prices. They often give up all their efforts. In fact, you should always ask him when your order will be placed, and always ask him until there is a result. In fact, purchasing is waiting for us to ask him. The crying child has milk to eat. Just like a child doesn't cry, how do we know he is hungry? So we have to ask customers to buy. However, 80% of the sales staff did not ask the customer for a transaction.
2. If the transaction fails, the sales representative should immediately arrange the next meeting date with the customer. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be even more difficult to meet the customer later.
My feeling is that when doing business, we should keep tracing, tracing and tracing. If you need to contact customers five to 10 times to complete a business job, you should listen to 10 times of buying signal at all costs-if you listen attentively, customers will usually give you hints when they have decided to buy. Listening is more important than speaking.
Doing business is: a series of activities aimed at concluding a transaction. Although agreement is not everything, there is nothing without agreement.
About collection
1. Don't save face in business. When it comes to collecting money, many people will think that I am too familiar with purchasing, and I feel embarrassed to chase his money all day long. So I rarely chase money or chase it a few times, so I don't chase it. As a matter of fact, we have to get the payment to get the commission. It is only natural to pay back debts. If you owe him too much, your business will not last long. I usually chase money, not to let him arrange it, but to say. Mr. * *, you help me arrange the payment on Wednesday, and I'll pick it up this afternoon. He sometimes says when is not good, and then I say, Tuesday is fine, and he often says Wednesday is fine.
2, for yourself, before being a customer, you should carefully understand everything about the customer. For example, who did he do business with before, that is, who is your competitor. Knowing this, you can quote and make countermeasures. Understand why customers want to do business with you. If others refuse to supply him, then we can ask him to make cash. He is sure to default. If it is the fault of the opponent, such as poor quality, high price and poor service. You can make corresponding countermeasures to deal with him. If you do better than your opponent, let him do it with you, then you will know how to do it later.
3. The best way to prevent customers from delaying payment is to investigate before reaching a deal with customers. We should carefully examine all the information of the customer, including the salary level of his employees, whether the salary is paid on time, whether the factory is owned or leased, and where the boss is. Is the product sold or exported in China? It is best to know some customers' old suppliers, so as to know their credit status.