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Do you have any experience as a salesperson handling customers?

Salesman’s skills in developing customers

Nowadays, many sales staff seem very blind when visiting customers. They don’t know what to say or how to say it when they meet. Briefly introduce yourself, and then try your best to sell the product to the customer. After the customer refuses, he leaves in despair, feeling discouraged and losing enthusiasm when visiting the next home. It is like this today, and it will be like this tomorrow. Day after day, without much success, I thought about changing my career, but my results in other industries were also unsatisfactory. In the end, I still don’t understand why it is so difficult to develop social customers now? Is it so difficult to maintain customer relationships? In fact, it is not the case. It is not that there is no market or customers. The key lies in the sales person. Are you a qualified salesperson? Have you noticed many things? Have you done this in many ways? If you can think more, be good at copying other people's successful methods, be good at taking action, and be good at summarizing, then developing customers will be easy.

The first step: professionally win the trust of customers and talk to customers.

First of all, your people come into contact with customers. We can’t change people’s appearance, but we can change our own quality and professional level. This is very important. It goes without saying that you should make the first impression, and it goes without saying that you should pay attention to your appearance. This is the most basic thing in sales. What I want to say here is that you must rely on your professionalism to win the trust of customers and let them trust you.

When it comes to professionalism, I think there are the following points to pay attention to:

1. Research before the visit. Before visiting a customer, it is necessary to fully investigate and understand the customer's situation and industry conditions. For example, you need to know as much as possible about the customer's strength, customer's sales situation, customer's interpersonal relationship, customer's personality, etc.

2. Preparation before visiting customers. Everything will be successful if it is foreseen, and it will be ruined if it is not prepared. To visit and develop successfully, preliminary preparations must be made. (1) Document preparation: including company profile, product manuals, samples, price policy table, etc. (2) Appearance preparation: In order to better develop customers, business personnel must appear in front of customers with a good professional image. Including: dress professionally, try to wear professional attire, such as suits, etc., but not too casual; facial image should be professional, full of confidence, smiling, etc. (3) Psychological preparation: As a salesperson of a manufacturer, you must have a good mental state of being able to fight against repeated failures without being discouraged, and be ready to accept various difficulties and challenges that arise during the development process. Therefore, salesmen are also required to constantly adjust and temper themselves and maintain a high-spirited and enterprising attitude.

3. When negotiating with customers, you must always demonstrate your professionalism. Including the introduction of your own company, the introduction of the company's products, the characteristics of the company's products, the characteristics of competitors' products, industry analysis, pricing policies for customers, promotional activities, brand promotion, supply methods, checkout methods, etc., it should be very detailed. Speak skillfully and don't hesitate to make customers think you are unprofessional. Of course, you must also respond flexibly to the conditions raised by customers. If you cannot solve the problem yourself, don't give an answer on the spot. Solve the problems left over from the last time during your next visit.

Professional level is achieved through one’s own learning and accumulation. That is to say, do not fight unprepared battles. Before visiting, you must understand and learn all the information related to the product, company, and industry, and you must If you can use it skillfully and make customers feel that you are very professional, then customers will have a sense of trust in you and your company.

The second step: impress customers with benefits.

Having a professional level is only to win the trust of customers, and it is only the first step in sales. Then the customer will believe in your product, but he will not necessarily cooperate with you because he is also concerned about interests. question. Therefore, when we sell products to customers, we cannot try our best to show the products to them. We cannot just keep saying how good the products or services are. This will not impress the customers. What they care about is what your products or services can bring to them. Go to what? What advantages does it have over others? Then at this time, our sales staff must "pick what they like" and try their best to sell "benefits" to customers. They repeatedly explain that selling this product can bring the biggest profit to customers, which is to provide customers with a way to make money and develop. Opportunities seek a win-win situation, thereby arousing the customer's interest and allowing the negotiation to proceed smoothly.

In addition, you can use case persuasion to impress customers, such as introducing a certain dealer to sell the product and bring better profits, etc., thus paving the way for signing the order.

When selling, the first thing you usually say when you meet the boss is: "Hello, boss, I'm glad to visit you today. I'm here to recommend a way to make money to you. I wonder if you are interested in hearing about it." ? "Then the boss will generally not reject you directly. He will at least be interested in listening to your introduction. This is a simple application of the benefits sales method.

The third step: Infect customers with attitude.

It is not easy to talk to customers, so you must be mentally prepared. Even if someone falls, our faith and spirit cannot collapse, so this is also very important when talking about customers. We must always maintain a positive and optimistic attitude, do not bring the emotions of the previous family to the next family, be full of passion and vitality, and show our broad mind and firm attitude and will in front of customers. Customers can reject your offer. product, but he cannot refuse you as a friend and must have this kind of thinking. We need to change our mindset. We are not begging customers, but negotiating with customers on an equal footing. We are pursuing a win-win situation. Therefore, it is normal for customers not to accept it. It means that their strategic vision is not enough. It is not because of me. If this can happen idea, then there is nothing to be upset about. We need to show our personal charm, show our mental outlook, infect customers with a positive attitude, and make them feel that you are always full of vigor. Then it means that you are very confident, you are very confident in the company, and then your products will be Not bad.

Step 4: Move customers emotionally.

People are all flesh and blood emotional animals, and so are customers. Some customers may be indifferent on the surface, and they won’t cooperate when you visit them once, twice or three times. But maybe you can succeed if you persist a little longer. The customer may not only When comparing your products, we are also examining your character, so you must learn to use emotions to impress customers. We can often send messages to customers, make phone calls, give gifts on holidays, birthdays, etc. Let the boss become your friend first and then discuss cooperation. Some customers cannot be cooperated with just a quick visit, and some require continuous visits and follow-up.

I remember there were two customers in Huoqiu and Shucheng in Lu'an. I worked with them for more than a month before we finally cooperated. After the first visit, I felt that I was interested, and the customers were very smart. They were all making comparisons and did not give a clear idea of ??whether to do it or not. I thought I must follow up. So I often make phone calls. When I visit, I don't talk directly about cooperation. Instead, I care about the customer, their business, life, etc., so that he can feel that you are a friend he can make. So the first step is It was successful. So next I "attacked" through text messages. I often sent some text messages of blessings and greetings. If you want to keep you in the minds of customers every day, then you are very close to success. Finally, you can send greetings and blessings on the phone and text messages. After a month, the order was received. Huo Qiu’s boss said that he was willing to make our products because he thought I was a good person. In fact, doing business is like falling in love. You have to persist. If you bring out the spirit and persistence to pursue girls, then the possibility of success in doing business is very high. Unfortunately, many salesmen are unwilling to persist. They forget about old customers when they have new customers. , in fact, this is because they have not noticed that interested customers are not only comparing products, but also comparing your character and the reputation of your company. Therefore, we must be proactive and be good at touching customers with emotion and sincerity.

Step 5: Convince customers through action.

We not only need to impress customers, but more importantly, we must be good at taking action and thinking about customers. We should not just think about getting customers to buy goods, but also find ways to help customers sell. There are relatively practical and feasible ways to help customers achieve sales. What I mean by helping customers here is that you can help them sort out their inventory, help them rearrange displays, help them put up posters, or help them plan a party. Promotional activities, etc. Don’t think that doing these small things has nothing to do with letting your boss make your product. In fact, it is not the case. It is very likely that one of your actions will impress him and convince him that he will make your product.

In the minds of many salesmen, they believe that doing business is to get customers' money in their hands, which is the ultimate goal. In fact, this is the most primitive and elementary form of sales. When doing business, you must consider it from the customer's perspective, serve customers, help customers sell products, and guide customers to sell products, rather than just thinking about getting money back.

The Huoqiu and Shucheng customers mentioned above convey their sincerity to them, making them feel that they are not selling products but making friends. It's huge.

In the process of doing business, we must treat dealers as friends and help them sell products instead of scheming against them and forcing them to pay back money, because only the dealer's goods reach the consumers. Only by holding the goods in his hands will he continue to purchase goods. If he relies on accumulating the dealer's inventory and forcing payment, but the goods are not moving in the dealer's warehouse, then the interests of the manufacturer will ultimately be harmed.

The sixth step: Achieve customers with your heart.

Having mentioned these points above, I think the most important thing is that as a salesperson, you must be truly attentive, give sincerely, think carefully, be good at summarizing, serve customers sincerely, and truly help customers. To achieve sales and development and achieve profits, you must be considerate, think more from the customer's perspective, and be good at grasping the customer's psychology to "strategize". In addition, you need to pay attention to the following points:

1. Concentrate 9 Ten minutes of intense focus and no distractions will be more productive than a full day of random work. People can waste hours every day on irrelevant activities. If you can make good use of the previously wasted hour every day, you will have 365 extra hours a year, or 45 extra working days. In other words, if you can concentrate and don't waste time on lengthy phone conversations and unorganized work, you will greatly increase your productivity.

2. Open heart In the role model discussed by sociologists, the development of salesmen and the development of children are equally important. In the groups in which people live, people can often find people who are more outstanding than themselves. Those people inspire people to strive for higher goals and make us more humble. Therefore, you must have an open mind, listen and learn from everyone you come into contact with in life, and accept ideas from all sides.

3. With a philanthropic heart, you must be able to put yourself in others’ shoes. Although it's impossible to know exactly how someone else is feeling, you still have to make the effort to try regularly.

I feel that as long as we use concentration, sincerity, sincerity, kindness, and carefulness, and use the "five hearts" together, we can serve customers, achieve customer success, and ultimately achieve ourselves.