First visit do not know the customer
First visit do not know the customer, the need to explain in sales is that not every salesman in the customer visit to the purpose of reaching their own want to close the deal, especially our first visit to the unfamiliar. So how to do the first visit do not recognize the customer?
The first visit to customers do not know 1
1, open the door without pleasantries, directly into the subject
Now the market competition is fierce, a variety of sales pitches emerge in an endless stream, so that the customer annoyed, very disgusted, which will give us a stranger to the visit has increased the difficulty.
But on the other hand, the customer's needs are real, as long as we can meet the customer's needs, to solve the customer's pain points, customers are still very easy to accept our sales.
For salespeople, we also need to spend our limited time on valuable customers, so we need to change the past work method of casting a wide net, and directly inform customers of our intentions.
One can quickly determine whether the customer has a need, if the customer has a need to continue in-depth communication, if there is no intention, you can directly give up to communicate with other customers, to improve the efficiency of customer visits; two can give the customer to shape a competent and professional image, directly into the subject, do not beat around the bush, do not waste time, but also to win the other side of the good feeling.
2, the introduction of the product does not seek all, highlight the advantages of the features
In the introduction of the product to the customer, many salespeople want to put all the advantages of the product, features, etc. all said, trying to go through the function of all the advantages of the more to impress the customer.
But in fact, the human ability to receive information is limited, if the information is too dense in a short period of time, it affects the other party's ability to receive information. When we are in the customer to introduce the product, the customer may be rooted in what did not listen to, full of question marks.
The main purpose of the first visit to the customer is to let the customer interested in our products, so we do not need to comprehensively introduce the product, but focus on highlighting the advantages and features of the product, with the most concise words, arouse the interest of customers and curiosity. Only if the other party is interested in our products, then there is a chance of in-depth communication.
When introducing the product to the customer, we can directly say that the product can help customers solve what problems, bring what benefits. For example, we are doing marketing tools, we can say that it can help each other to grow customers and increase sales, it can immediately impress each other.
3, the collection of information is not rigid, the idea of trying to fight
The main purpose of visiting unfamiliar customers is to screen the intention of the customer and ask for each other's contact information as well as other relevant information, that is, the establishment of a preliminary contact to facilitate the later in-depth communication.
If we directly ask for the customer's contact information, the probability of the other party to agree will be very small, this is too rigid rigid way, will provoke the other party's defense psychology. Of course, we can not be too obsessed with information collection, do not go to the other side of the contact information does not go, but to uphold the mentality of how much can be collected on the collection of how much, to first make a good relationship with the customer, and slowly everything has a chance.
On how to collect access to customer information, we can give full play to personal initiative, improvise at the right time to claim. For example, we gave the customer some core information, the customer is obviously very interested in, at this time you can borrow to send details of the reason to ask for each other's contact information.
4, the customer difficult not to entangle, shift the focus of attention
As we go to visit the customer, in the customer's home turf, so a lot of customers on the very strong, will put forward a variety of questions, such as directly to the bottom price and so on.
In the face of this situation, if we are very serious about explaining a whole lot, we will find that customers still do not understand. For one thing, this is the customer's home turf, they are more dominant psychologically; for another, once we start to explain seriously, it means we start to compromise and give in, which is very unfavorable to us.
Despite being on the customer's home turf, we as salespeople should try to be able to control the entire discourse, and in the face of the customer's questioning, we just need to respond briefly with the official line, without dwelling too much on it.
The main purpose of our trip is to arouse the customer's interest in the product, so try to focus the attention of the other party to the core advantages of the product, focusing on the other party's core pain points, just our products can help him solve the problem.
5, the time to say goodbye is not abrasive, to avoid stalking
The main purpose of the first visit to the customer is to understand the needs of the customer, to ask for contact information, and then leave a good impression on the customer, so that the other party feels that we are professional, atmospheric, competent and trustworthy enough to cooperate.
So, when we have reached such a purpose, we must take the initiative to retreat, do not rely on the customer has been communicating. Because of the first contact, the two sides have no basis for trust, the probability of a deal are very low, there is no need to stalk the other side to leave enough space to think.
The advantage of doing this is to give the customer a very good impression of the dry and clear things, said things on the initiative to leave, did not put a little pressure on the other side, but will evoke the other side of the excitement for the subsequent communication to lay a good foundation.
Opening
As the saying goes, "don't hit the smiley face", we should do a smile from the heart of the business people, this smile reflects a kind of self-confidence and real, can give unfamiliar customer a best Meet impression. If the salesman has not yet spoken to the customer, give a pay a built-in smile, will undoubtedly give the salesman to bring a good atmosphere to negotiate business, at least the customer will give you an opportunity to express.
With this good atmosphere, the salesman to make full use of this important, short time, without losing time to introduce themselves to unfamiliar customers, at the same time, to make it clear that the product can bring the key benefits to customers. As an investment in a new product, the customer's heart is to return, so, to be able to arouse the interest of customers and attention is a very key prerequisite.
Therefore, the salesman first of all to the customer promotion, to put their own products the most critical side of the show to the customer, to the product can bring benefits to the customer to say out, only so that the customer is interested in listening to go on.
This point of interest is more from the product itself to dig, such as product features, product . Packaging, product price and so on. As for the market sales policy, market management, as well as the market publicity and promotion of content, is required in the back of a more in-depth communication process can be systematically told. If the salesman introduced at the beginning of the point of interest did not cause customer attention, it is difficult to have a good result of this visit.
Effective questioning
I remember when I first started doing business, there was a time to participate in training, the teacher said a sentence: a sales master should be a good questioner. I didn't feel much at the time, but now I communicate with my customers in the process, my questions are always endless. I've been able to find ways to find out what customers need from asking questions, so I can appreciate the meaning of this statement as well.
My personal opinion, the question should not let the customer feel that you are very purposeful, otherwise the effect will be counterproductive, so in the process of questioning should pay attention to some of the methods, briefly described as follows:
1, from the reality of the beginning of the question. In the process of visiting customers, the beginning of the problem must be from what you can see to communicate, so it will be more natural, but also makes the atmosphere of communication is more relaxed, in order to achieve a better communication effect to create conditions. There will be a lot of such questions, such as the situation of customer product placement, customer brand of business products, customer store decoration, etc., can be the beginning of the problem.
2, from the thought of starting questions. In the process of communication from the status quo, will be associated with a lot of other issues, such as the customer's development history, customer ideas, etc., can ask questions.
3, from the customer's point of view to ask questions. On the basis of the above two situations, we can determine the customer's concerns. For example, quality issues, price issues, exclusive supply issues, support issues and so on. We can target these aspects again from these aspects of in-depth communication with customers.
In short, there are many ways and means of asking questions, but they should be done from the beginning of the question, to fully understand the customer's situation, and finally make their own communication targeted.
Effective listening
We can analyze all kinds of valuable information from the words spoken by customers in the process of communication with them. Therefore, on the one hand, we need to have a subjective awareness to guide the direction of the customer's communication, but also pay attention to the content of the customer's feedback, from the customer's feedback to find our point of opportunity. If we can master some effective listening methods, it will play an important role in our customer visits. Briefly introduced as follows:
1, focus on the topic, the expression of natural, maintain eye contact with the customer, pay attention to the customer's expression language and body language at any time.
2, for what the customer said, to give approving nods and appropriate facial expressions, and respond appropriately.
3, there should be appropriate questions, so that communication can achieve better results.
4, try to avoid interrupting the customer's speech, to let the customer expression complete, can make us more comprehensive understanding of the relevant information.
5, say what should be said, that is to say, to comply with some of the standards of the sales profession, do not discuss irrelevant matters, to maintain the core direction of communication in line with the purpose of our visit to the customer.
6, in the process of communication, to appropriate conversion of the role of listening and expression, which can make the customer's feelings more natural, but also make the effect of communication better.
Objection processing
For customer objections, no matter what reason, what purpose, we must first of all do to indicate that we agree (unless very rare cases, must be clear when the position,. Because this on the one hand will let the customer feel respected, so that customers feel good, to create a harmonious communication atmosphere; on the other hand, we can also enable us to have ample opportunity to communicate with customers our overall thinking. Because you identify with the customer, so you will buy more time to elaborate their own ideas and views.
In this process, we have to be good at transforming the problem, at the right time, to seize the key to the problem, "one strike to kill", so as to achieve their own purposes.
Deal reached
It should be noted that not every customer visit to the purpose of reaching a deal, especially the first strange visit, which is very normal. So when the customer intends to close the deal, we have to seize the opportunity to reach a deal. This also requires us to visit the customer before the transaction of a variety of preparations, a clear description of the various business terms, carry the agreement documents.
Acknowledgments
This step is very critical, and handling it well will provide opportunities for the next visit. The purpose of the stranger is to reach a deal, but the turnover rate is very low, often the stranger will become the beginning of the overall work of sales, this stage is very important, I hope our business people can recognize this.
Secondly, regardless of whether the stranger to achieve the purpose of visiting the transaction, we need to follow up sales visits, so this visit must be the beginning of the next visit. Business people can make full use of this opportunity to lay the foundation for the next visit.
Some sales information on the success rate of the following customer visit program statistics: 2% of sales is completed after the first contact, 3% of sales is completed after the first follow-up, 5% of sales is completed after the second follow-up, 10% of sales is completed after the third follow-up, 80% of sales is completed after the 4th to 11th follow-up.
Stranger work is very important, we must have a clear understanding from the thought, from the action on the full implementation. Only in this way can we ensure that our business people can keep moving forward.
Image of a successful visit
"If you are willing to work, you can sell" concept is outdated! Instead, it's "Plan it, save it, save it!" The only person involved in a visit is the customer, and the only way to make progress is to take a critical look at your efforts and decide what to do.
Customers, especially first-time customers, inevitably a little wary of each other, it is not easy to relax, so marketers should pay special attention to our first impression of others, the image of a successful visit can help you on the road to success.
External image: clothing, grooming, mannerisms and even expression of action to strive for natural, you can maintain a good image.
Control of emotions: bad mood is the enemy of success, we must learn to remote control of their emotions.
Fellowship: remove psychological barriers to customers, the establishment of a relationship with the establishment of a bridge to communicate with customers.
Sincere attitude: "Knowing is knowing, not knowing is not knowing" This is the old saying tells us the basic truth of being human.
Self-confidence: confidence from the psychological, only to do "believe the company, believe the product, believe themselves" can establish a strong self-confidence.
Contact is an important step to facilitate transactions, for the conference marketing, home visits contact is to lay the cornerstone of success. Marketers need to lay a good foundation for success before they visit the customer.
Program Preparation
1, the purpose of the program: because our sales model is to have a continuous so * the purpose is to promote themselves and corporate culture rather than products.
2, the plan task: the first task of the marketer is to put their own "strange guest" position for a short period of time into the "buddy position". Mind to be clear and customer telephone communication situation, make a preliminary analysis of the customer's personality, choose a good communication point of entry, the number of planned marketing products, the best call, send letters, communication one-stop service.
3, the plan route: according to the excellent plan route to visit, make a visit plan! Today's customers are the continuation of yesterday's customer visits, but also the starting point for tomorrow's customer visits. Sales staff to do a good job of route rules, unified arrangement of work, rational use of time, improve the efficiency of the visit.
4, the plan opening: how to get in the door is the biggest problem we encountered, a good start is half of the success, while you can master 75% of the first opportunity.
External Preparation
1, instrumentation preparation: "You can't tell the difference" is used to caution people, and "90% of the first impression depends on the instrumentation", * to be successful. To be successful, it is necessary to choose and personality appropriate clothing to reflect the professional image. Through a good personal image to customers to show the brand image and corporate image. The best achievement is to wear company uniform clothing, so that customers feel that the company is very formal, good corporate culture.
Grooming:
Men wearing company uniform tops, wearing company uniform tie, wearing dark suit pants, black flat shoes, to avoid long hair, dyeing and other hair problems, do not have to wear any jewelry.
Ms. wearing a company uniform jacket, wearing a company uniform tie, wearing dark pants or skirt, black shoes, to avoid hair distribution, hair coloring and other hairstyles, do not wear any jewelry.
2, data preparation: "Know your enemy and know yourself!" To try to collect the customer information, to learn as much as possible about the customer's situation, and to organize the information obtained, loaded into the brain, as information. You can ask for advice or refer to relevant information. As a marketer, not only to get the potential customer's basic situation, such as the other party's personality, educational background, standard of living, hobbies, interests, social range, habits and hobbies, as well as the names of friends and his good friends, etc.,
But also to understand the other party's current complacency or distress, such as moving to a new home, marriage, the joy of a son, the child's examination of the University, or the work of a tense, tense, stressful economy, full of pressure, In short, the more you know, the more you will be able to understand. In short, the more you know, the easier it will be to determine an optimal way to talk to your customers. Also try to get hold of event information, company information, industry information.
3, tools to prepare: "work to do a good job, must first sharpen their tools" a good marketer in addition to the spirit of the deed, a complete set of sales tools is absolutely indispensable to the battlefield weapons.
A phrase circulating in the business community is "sales tools as if the sword of the warrior", wherever the information can promote sales, salespeople have to bring. The survey shows that salespeople visit customers, the use of sales tools, you can reduce labor costs by 50%, improve the success rate of 10%, to improve the quality of 100% of the sales! Sales tools include product manuals, corporate promotional materials, business cards, calculators, notebooks, pens, price lists, promotional items and so on.
4, time to prepare: such as in advance with the customer to make an appointment should be on time, to the customer will be too early to add a certain amount of pressure to the customer, to the party will convey to the customer, "I do not respect your" information, but also let the customer produce a sense of distrust, the best is to arrive 5-7 minutes in advance to do a good job of the door to prepare for the future.
Internal Preparation
1, confidence in preparation: It has been proved that the psychological quality of the marketers is an important reason to decide whether to succeed or not, highlighting their own most superior personalities, so that they are loved, but also to maintain a positive and optimistic mindset.
2, knowledge preparation: this is a warm-up activity before the sales event, the most important thing at this stage is to create the opportunity to create the opportunity to make the other side of the topic of concern.
3, refused to prepare: most customers are friendly, think about it from another perspective, usually in contact with strangers in the early stages, everyone will produce instinctive resistance and protection of their own methods, to find an excuse to push back you just, not really hate you.
4, smile ready: the management of humane management, if you want others how to treat you, you must first how to treat others.
Many people always envy those who are successful, that they are always too lucky, and they are always unfortunate. As it turns out - there is such a thing as good luck, but the problem with good luck is that it favors people who are honest and passionate!