As a sales general, do you also have a dream of raising a handsome and handsome and winning Bai Fumei?
The dream is full and the reality is very backbone.
To become a sales director, first solve the following eight questions:
1. What can I do if I can't find a customer group? No matter what products, Baidu, Alibaba, HC, industry website, forum, QQ group are all good search platforms. Exchange customer resources with group friends within the sales group or purchasing group. Understand which industries are ranked in the top three of your company's product sales, and then choose to develop customers in these three industries.The reason is very simple, the use of your home equipment by peers is already very convincing.
Especially for those customers who sign up for tens of millions of big orders, their demonstration role can not be ignored.
Investigate your competitor's customer base to determine your target group.The most common practice is to camouflage customers or purchases, call the sales of competing products, consult their customer base, annual purchases, and so on.
In China, many industries are oversupply, and if they want to achieve more performance, they can only eat.
2. What should I do if I don’t see the customer?Analyze specific issues.
There are no cases in which you can see the customer:
Security blockingThe first time I go to the customer, hand over the security smoke and the like, I must lower my posture and establish a preliminary good impression with them.
Don't underestimate the security, they can tell us a lot of inside information.
Clerk refusedSimilar to the security guard, bring them some small gifts, and don't directly indicate your intentions, blur your consciousness, and say that you often give people, just to make friends.
This is conducive to building trust and feelings.
Summary: Establish interpersonal relationships and turn them into their own internal lines.
Customer refusalExplain that there is no sense of trust, or that you really don't want to see it, or other complicated reasons.
In this case, the "inside line" is required to be dispatched, and the referral or side-clicking will be better than the rampage.
Summary: Get the customer = human feelings through the + benefit driven
3. What should I do if I don’t know what to say?Assume that you are meeting for the first time:
Back-to-back, at least prepare a set of fifteen-minute rhetoric. When you meet, just talk about the product a little, then transfer the topic, Dora often.The purpose is to establish a good impression and trust foundation for the first meeting.
If you really don't know what to say, then ask the customer first, let the customer relax the warning, and after a short period of warmth, transfer to the business side.Summary: First meeting = close relationship with customers
If it is already multiple visits:
Can start from the customer's wearing, mental state.One point: After the first visit to the customer, you can record the customer's dress, dress, preferences, and even family information. For your next visit, you can prepare for this information in advance.
You can prepare a public topic in advance, and if it is cold, throw it out. Talk to male customers about military news, sports, etc.; talk to female customers about clothing, skin care, entertainment, etc.In short, the knowledge is wide, the chess and calligraphy, the makeup and beauty, the famous stars, the political and military, the triangular gossip must understand some.
Don't think it's hard to remember. After you remember, the same topic can be talked to a lot of customers. After talking more, I will be proficient.
Summary: Multiple visits = establish a good customer relationship.
4. What can I do if I can't make a relationship?Customer relationship: It is the emotional connection between products, service providers and their customers.
The customer can't guarantee that you will be able to complete the sales performance, but it is the lubricant to complete the good sales performance.
Visit customers, 1 time, 2 times, 10 times, or even 20 times. A lot of business is talking out, and the feelings are also melting in the ice. Have you cared about your customers? How many children are there in his family? How old? birthday? Customer origin? Customer birthday? Personal preferences? Past experience? Personality characteristics? Etc., etc.To do a good job in customer relationship is to make a heart attack on customers.
Mr. MacKay, the world's first human relations master, has invented a Mackay 66 form of customer information to help you maintain good customer relationships.
Remember, knowing yourself and knowing each other can win every battle.
5. What should the customer do with a fixed supplier?The first thing to be clear is that it is very normal for customers to have a fixed supplier.
First, find out the situation of his suppliers, such as: quality of competing products, price, payment, after-sales, etc.Find out where they are not enough and compare them with your own products. Magnify the weaknesses of competing products and praise your own strengths.
If you still can't persuade customers to switch to their own products, you can get a small amount of purchases.For example, customers can take our products and competing products to grind prices and weigh them.
At the same time, we can also use the quality of our products, after-sales and other aspects to impress customers and strive for greater cooperation in the future.
Some customers' cooperation is urgent, there must be a process
In this process, there is one thing that cannot be forgotten, that is, the relationship of the customer. This is very important.If you can successfully enter the customer, you must do a good public relations. Be sure to make people feel through.
Still, the transaction = human feelings through the benefits + profit-driven
6. What should I do if the product price is high and not competitive?General products can be traded, depending on three points: cost, customer, service.
Product prices are just one of them. Don't just tell customers the price and learn to go back.We have to analyze the advantages of our products, and there are expensive reasons. Learn to split our products, one by one, to separate the advantages of the product to the customer, and tell him to use the benefits of our products.
The price can be floated and can be discussed with the purchase amount and payment time. A large quantity is a discount. The return is fast and more favorable.I believe that many sales people have encountered this situation, that is, their products are of better quality, cheaper, and the same payment method, but the customer does not purchase us, but purchases competing products.
This highlights the importance of the customer. Just like a lot of suppliers who have been working together for many years, they already have feelings, and customers don't care to spend more.
For existing customers, we need to maintain and utilize existing relationships. For customers who are developing, they can print a copy of the information about their strengths and weaknesses with their competitors. Use tabular data to reflect the value of your product.Learn to speak with data, not price
8. What does the customer bargaining company disagree with?Generally speaking, customer price, subconscious is a big chance to buy your product. Then we need to understand the true intentions of the customer.
Why do customers want to kill? What is his real thought? What role does he assume?
Customers who sell at a price generally have three mentalities:
Want to buy something cheapFocus on quality and service. Convenient for customers within the scope of rights, or compensate with other value-added products, such as gifts, free value-added services, payment time and so on.
Want to explore the reserve priceDo a good job in customer relations and talk about feelings.
Ask for a rebateGive out the profit, when the rebate is given to him
Price is a very sensitive topic, or that sentence, preferring to die without paying, and not to die at the price.
Never let customers know our reserve price and report 90% of the reserve price.
Therefore, when the quotation is properly raised, it will drop a little bit. When the customer signs the contract, it must not be our reserve price.
Moisture Absorber,Wardrobe Humidity Absorber,Moisture Absorber Deodorant Box,Humidity Remove
Comebest , https://www.comebest.com