[China Glass Network] The author and the company's business manager talked about the market development. They all sighed that we are so interested in products, such a good sales policy and after-sales service, how are customers not interested?
The author asked how you communicated with the customer. What preparations did you make in the early stage? The business manager said that you also know that our company is developing customers in the form of business trips. Most of us arrive at the local area and visit directly! In the early stage, we also passed detailed sales skills training, how to talk about opening, funnel questions, analysis of customer personality types, business etiquette, etc., but customers do not give us the opportunity to communicate, often waiting for customers for hours, talk time In less than 10 minutes, sales skills can't be expanded!
This is like the martial arts person practicing a skillful routine, but in actual combat, he was beaten by an opponent who does not understand kung fu; suddenly he was sighed by "you are uneasy and set a fist"!
The author only discusses the visits of strange customers!
First, identify you
Let the customer identify with you and be a person in advance! For strangers, we are all wary of fear, being afraid of being hurt by the other side, first of all will reject strangers! If you want to eliminate this strangeness in an instant, you must find the commonality between you and the customer, such as the same hobby, the same experience, the same point of view, the same belief, or the same person who knows the same; these can only be achieved through in-depth communication. Explore these same points! How to fight for the time to communicate!
First collect customer information. Through the website: the development history of the company's website, the general manager's profile, business ideas, product status, etc.; Baidu collects information about the target customers whether they have published articles, participated in important activities, past experience, and the school. Graduation, majors, etc. Through peers: quite a customer understands the general information of the target customer, and is personally prepared for personal life, personal hobbies, etc. Business cards, product information, simple and generous dressing, collection of industry-related information, full of spiritual style, etc.; in short, as much as possible to match their identity and dress to the customer. I can't imagine how the business manager is unkempt, dressed, and a vernacular how to get the customer's approval! !
Through the above preparations, we can establish a sense of identity with our customers in an instant, at least let the customer not dislike you, and can sit down and communicate with you initially. You can get an introduction from an acquaintance, and the effect will be better!
Second, agree with your product
The next step is to agree with your product. How to let customers recognize your products in a limited time? Business people are often more anxious, eager to talk about business, they began to fill in the product information! Customers tend to be reluctant to listen. What is the reason?
The author remembers the product training for new employees in the early stage. Ask my staff: Can the product selling point and the company's sales policy be remembered through these days of training? Can you impress you to buy our products?
Employees said: It is not very clear, and I can't convince myself for the time being.
I said: You can't accept our products even after sitting here for a few days. How can you ask our customers to listen to your products for a few minutes? Unless you are a god or our client is a god! Customers often do not have the same products as you, and do not understand our products; acceptance requires a process. But it doesn't matter, you will agree with our products after waiting for a period of time in the company to have a certain understanding of the products and the market!
The reason is very simple. We face these varieties every day after we work, know which ones are our fist products, which areas are well promoted, which products the agents rely on to make profits, and they are stunned by the business people in such a business environment. Company's products. Your advantage in the company's flagship product is very clear, and customers will not understand it in a short time!
So don't be anxious and don't ask too much for customers. The first time you meet, let the customer remember the name and general effect of the product! Let the customer have an impression that we will follow up later!
Third, to meet the potential needs of customers
To meet the needs, we must be targeted. Whether the products and services we provide can meet the needs or potential needs of customers, solve the problems that customers are currently facing, or bring tangible benefits to customers.
We are looking for or understanding the needs of our customers.
1. Whether our products are suitable for the sales channels of our customers. Our clinical variety, whether the customer has clinical channels ready to develop clinical channels in the near future. If the customer only operates the circulation and the third terminal does not match us, we can't force it to let it know about the clinical friends.
2. We provide digestive and gynaecological products, whether the customers have the same product line; if there is any conflict, can we jointly promote or replace similar products? 3. Is the customer ready to broaden the product line, whether there is digestive or gynecological clinical? Department resources.
4. Whether the customer has any clinical needs to find some products, can we follow the introduction of similar products or promote the products of peers, etc. 5. Exploring the urgent needs of customers for which services, market protection, supply of goods, tax receipts, data procedures If we understand the above information, we can give targeted satisfaction.
Fourth, the conclusion of supply and marketing relations
Through the above communication, the mutual understanding between the two parties is promoted. The follow-up details can be communicated and discussed in detail, and the appropriate follow-up visits should be made for the follow-up visits. The footsteps must be kicked and the requirements for signing should be dare. Some business people talked very well in the early stage.
The visit of strange customers is not terrible! As long as our business staff adjust their mentality and work steadily, the business volume will increase steadily!
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