[China Glass Network] There are a lot of precautions for sales staff to visit customers. There are also a lot of work preparations and plans, but how to make the visit successful and promote the order is to be strategized. Only by doing this can you win a thousand miles. The salesman approached the order to promote the order. Here I summed up three magic weapons:
First, grasp the opportunity.
Everyone knows the importance of timing. One second later, maybe a car accident will not happen. One second, maybe the ball that won the game will enter. The problem is that in the actual marketing work, I found that the business people usually rely on it. The big mistakes are that they won’t grasp the opportunity; or they are slow, not realizing that the time has come and missing the success. Of course, when it comes to creation, that is another realm.
One of the common words that our salesman is dealing with is: "The customer is very good, the strength is good, the network is OK, the reputation is also very good, people are very sincere, we talk very well. There should be a lot of opportunities." Leadership is excited. In fact, let him talk to the customer several times, he still said so. Because he has missed the opportunity. The misconception is that he takes the atmosphere of communication or negotiation with the customer as a result. Many salesmen are successful in being able to talk to their customers, and even take pride in being able to talk to their customers. But it is awkward, maybe the customer is still smiling happily, and you have left him with a more intimate impression, but the theme is not (or dare not) to clarify, there is no (or no courage) ) Implementation, you have to hope that you will come back next time. But the next time the visit, the customer went on a business trip, or when he talked about half of the time, he was in a hurry to go out, or he had a quarrel with his wife last night. It is more likely that your competitors have already gotten ahead.
Grasping the timing, when guiding customers to talk about business topics, if you initially determine that the customer's point of interest is already there, the difference is just the excitement, then you can use the method of inducing the jade to induce the customer to clearly state his wishes and requirements. And then reply on the spot within the scope of the policy. If the policy is exceeded, the excuse will be taken out of the door and immediately requested. If the customer is not willing to speak first, you can also take the initiative to attack, first showdown in principle, and then negotiate one by one, to maintain a certain degree of flexibility, but the initiative of the negotiations should be in their own hands. In short, it should be remembered: we have spent time, energy and money to visit customers, we will have a purpose, the sweat of our business staff is valuable, we can not return empty-handed - even if I can only prove my future It is no longer a time to visit this so-called customer, which is also a success. But in any case, there must be a result, and the result is now, not waiting for the next time. (This specific analysis is mentioned in the third chapter of the sales staff training course.)
Second, grasp the angle.
In a specific business negotiation atmosphere, to achieve the planned negotiating goals - and now have the possibility of such success, you must also choose a better entry point, and it is possible to achieve a breakthrough by following the trend. This is because customers generally have more concerns, such as brand regional planning and protection, channel price policy, bottoming amount, payment policy, rebate, shipping, return policy, advertising, promotion, etc. It may have been eager to talk about it, and the customer has shown a strong interest, but later you are disappointed to find that the customer can not be determined to cooperate with you on the spot. What is the reason?
Therefore, we have to choose the angle of entry. This is not a simple matter. We must use the Swart analysis tool to thoroughly analyze the comprehensive background of the client, and draw his strengths, weaknesses, threats, and opportunities. The so-called "angle" is to seize the opportunity to talk. This opportunity may be dominant, but the bigger one may be recessive, and the essence must be seen through the appearance.
Third, grasp the strength.
1. New customer development should be calm.
Because the new customers are the first cooperation, they still lack in-depth understanding, and the mutual trust is relatively insufficient. It is not appropriate to vigorously grasp it. Because of the lack of comparison, if the beginning is a large force to follow, he may also form a habitual dependence. Take the payment method as an example: If we insist on the first payment, or the cash on delivery, the customer will get used to working with us in this way to reduce the risk of capital turnover and the risk of returning the goods. Occasionally, in special circumstances, after agreeing to agree to his cash on delivery, or to postpone a few days of payment, he feels that you have helped him a lot, and I am grateful. However, if you relax to the end of the month, or the monthly knot, you are busy with the dunning, obviously you are very relaxed, but he will not appreciate you, but will only blame you, because you make him hate - Always urge him to ask for money.
2, old customer maintenance depends on the situation. Experienced old businesses know that customer relationships are too familiar and sometimes difficult to deal with because he sees you as a friend and finds you in whatever size. How to do it? Regular affairs, can help to help him, or how to be a friend; unconventional affairs, sometimes you have to learn to play Tai Chi, push to the superior, not the customer's requirements should be implemented and satisfied. For things that are really reasonable and necessary, of course, don't be afraid of trouble. Try to fight for policies and conditions for him. Exceeding the routine affairs, it has already surpassed your authority. It is appropriate to increase the intensity appropriately. Otherwise, it is very likely Affecting customer confidence in you will also affect cooperation.
3. The development of potential old customers must be locked. Because old customers have long established a good foundation for cooperation, as long as he has potential, we must find ways to further expand or deepen cooperation. According to marketing principles, the difficulty of developing new customers is 8 times that of excavating old customers. Therefore, the expansion is to encourage him to add other products or new products of our company on the basis of the original cooperation projects. To deepen, it is to increase the input of manpower and material resources for the projects already cooperated, to rush the sales volume and market share. Improve, enhance the brand's popularity and reputation. Of course, this is not a unilateral matter for customers, so we must also look at the market, select customers, and increase support. For a good customer, it is necessary to make a strong drug, in order to be immediate, to establish a model market and create a customer role model!
The contents of these three aspects summarized above are for your reference only. Some specific content we can't make a detailed explanation here. This is only a detailed analysis in the classroom in the training course.
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