The key is still to do what you are suited to do well.
1 Understand the rules of the pharmaceutical industry
2 It is best to have the experience of pharmaceutical representatives and hospital relations
3 Industry sales promotion is best to have the support of the industry associations
How to be a successful salesman it. Salesmen need certain qualities. Some of these qualities are innate, but more are acquired. The ability to sell is also the foundation of one's business.
◆Familiarize yourself with the characteristics of the product you are selling. Advantages, disadvantages, price strategy, technology, varieties, specifications, publicity and promotion, competitive products, alternative products. Be careful to show that you are very familiar with the product especially in front of customers.
◆Familiarize yourself with the target customers of the product you are marketing. These target customers should be categorized, which are the core customers, those of the non-core customers, which are the key customers, which are non-key customers, customers can be divided into several categories, in accordance with what way to categorize, and strive for different categories of customers should be used in what different strategies and methods. The time and energy allocated to different types of customers is different.
◆Familiarize yourself with the product market. How is the market segmented, what are the competitors, what is the capacity of the market, what is the geographic distribution of customers and the time distribution of the product, and what is the short-term development trend of the product market (the development trend in the next 2-3 years).
◆When promoting the product, you have to rationalize the time, and you have to make a reasonable space distribution according to the customers' purchasing habits and geographic location. Be methodical and strategic. Sales promotion is not just a brute force, we should always summarize the experience and constantly improve. And sales also has this characteristic, is the beginning of the beginning of the time is very difficult to start, no way to start, with the growth of time, will gradually into the good. From this will dig out a lot of business opportunities. The process of selling is also a process of expanding interpersonal contacts. Through this activity, the network of relationships will be greatly expanded, and the amount of information will also be greatly increased, these networks of relationships and market information will provide a lot of opportunities for further entrepreneurship.
Formula 1: Success = Knowledge\ + Networking
Formula 2: Success = Good Attitude\ + Good Execution
◆Promoting a product is to promote yourself to introduce yourself, and promoting yourself is more important than promoting a product
◆Continuously hand out business cards
◆Anytime and any place to be consistent in both words and deeds is to give the customer confidence guarantee
◆Customers don't just buy your products, they buy your service spirit and attitude.
◆From the body movement and language speed to match the customer's language and action
◆To make a good plan arrangement, first make a good plan, in order to improve the efficiency of the use of time, to improve the effect of sales. When you make a plan, you have to make the appropriate preparation according to the characteristics of the customer. Of course, the plan is not fixed, with the environment and conditions of change to make adjustments at any time. The main contents of the plan are: the next few days of the schedule, the next few days of customer arrangements, to prepare what materials, how to tap potential customers (potential customers where), short-term sales targets. If necessary, to develop a sales schedule, sales schedule generally has several elements, a short executive summary, a sales task objectives, and the actual completion of the situation. The sales schedule is developed on a weekly basis. At the end of the week, the sales schedule is analyzed, the main purpose is to find out the pattern of sales, completed or not completed, what is the reason, is the task is not reasonable or external factors interfere with the cause. Is it subjective or objective reasons. It is the immaturity of the sales skills or the lack of implementation of the cause to root through this form of analysis, put forward ways to improve.
◆Daily sales diary, the ideal record is always available to query the specifics of each sales record, make a good record of customer visits, at any time to grasp the dynamics of the customer. Make a good customer record, from time to time for customer classification and analysis, to be able to query the information of any customer at any time.
◆Research customer psychology. One is to adopt different ways according to the individual psychological characteristics of customers (read the book about research psychology), and the other is to adopt different ways according to the unit characteristics of customers, such as there is a difference between the customers of public and private units. The other is to know where the customer's real needs lie. Analyze the information of the customers before contacting them
◆Learn the skills of negotiation. Be good at smiling and listening to achieve a win-win situation. To think from the customer's point of view.
◆Learn the skills of sales promotion. Sales promotion is not to force to sell to the customers, but to stand in the customer's point of view and guide to the customers. Customers sometimes value the spirit of your service more than the product. In reality, sales promotion is not completed once, often need to communicate with customers many times, in the communication, some sales promotion will fail, some will succeed. Therefore, it is necessary to make reasonable trade-offs, some can be abandoned, some should continue to work hard, some are short-term customers, some are temporarily unsuccessful, but as long as the relationship, in the long run there is hope for success, and can not give up. To understand the real needs of customers. Some customers actually have the need, but he immediately confided in you, so sometimes you have to run a few times to have the information, and some need to get closer to each other before they confide in you
◆To understand the human condition. Some unreasonable requests from customers should be tolerated and considered.
◆ Understand the importance of repeat customers. Keeping old customers is much more useful than finding a new one in terms of cost and effect of marketing. At the same time, the old customer himself has social relations, and his social relations can be utilized by you.
◆What kind of marketing method to use, telemarketing? Network marketing? Door-to-door marketing? Mailing method? TV direct marketing? By sending promotional products? Wholesale? Retail? Wholesale and retail? Agent? What kind of payment methods are used? Above all kinds of product marketing methods, according to the characteristics of the products marketed and the company's situation to choose one or a few.
◆Sales from another sense is also a way of interpersonal communication, so in a sense, to learn to sell in fact, is to learn to do people in the world.
◆Salespersons should have a good psychological quality, sales of the most frequently encountered phenomenon is the indifference of the refusal, so to withstand the phenomenon of being rejected, being cold, being sarcastic and so on. There is also a phenomenon of not being able to enter the door when selling, which is to use the brain to reach the goal. Especially, you should pay attention to overcome the inertia and overcome the fear.
◆When the direct means can not approach the target, sometimes to learn the curve attack.
◆A good image appears in front of the customer, this image includes dress, talk, necessary manners. Especially pay attention to give customers a good first impression. To have the ability to close the psychological and emotional distance with customers.
◆When the dispute with the customer is how to deal with is also a problem. Handling disputes is a very artistic thing, this thing now is not good research, disputes arising from different reasons, handling methods are different. Different types of disputes with different methods to be used, this practice is constantly explored. Disputes arise, the first principle is that they do not suffer. But sometimes they suffer a small loss but the effect is more. The second principle is not to produce a major conflict with the customer, and strive to maintain the relationship, the third principle is to deal with disputes to have skills, this skill is not discussed here. (Common disputes such as product quality, customer payment is not timely, delivery is not timely, customers do not comply with the contract, product style is not satisfied, the price is unreasonable, after-sales service is not in place, etc., this dispute may be the form of the future changes, the key also lies in the improvisation)
◆On weekdays, we need to pay attention to the successful sales staff to ask for advice to be successful after all, can not rely on the theory, in the industry, the experience and the ability is more important than theory. The experience and ability is more important than the theory in this industry.
◆Sometimes you have to utilize the power of the team, and sometimes you can ask for help when you encounter problems you can't solve. But usually don't ask for help easily and try to solve the problem by yourself.
◆Pay attention to one point, the market information in sales is very important
Sometimes you can use unconventional methods, and sometimes it is possible to realize the jump development. To innovate, innovate, innovate, others are also developing, you have to achieve more than others, you must continue to innovate. Haier why faster than others, the key is good at innovation.
Sales to take advantage of the power of others, relying on personal power alone is, after all, limited, even if you can achieve success, but also limited success. The establishment of the company why can accelerate the development of the main company can gather the strength of others
How to do a good sales representative
Sales representative of the first task is to sell, if there is no sales, the product there is no hope, there is no hope for the enterprise. At the same time, the work of the sales representative there is expansion, only sales is also no hope, because you sell out is a product or service, and only continue to expand the market, to be able to establish a long-term market position, to win a long-term market share, for the enterprise's sales channels to establish an important intangible assets, for their own win a stable performance.
As a good sales representative, should have those mindsets?
One, sincere
Attitude is the basic requirement to determine whether a person can do things successfully, as a sales person, must hold a sincere heart, sincere treatment of customers, treat colleagues, only then, others will respect you, treat you as a friend. The business representative is the image of the enterprise, the embodiment of the quality of the enterprise, is to connect the enterprise and society, and consumers, and dealers of the hub, therefore, the attitude of the business representative directly affects the enterprise's product sales.
Two, self-confidence
Confidence is a kind of power, first of all, to have confidence in themselves, the beginning of each day's work, to encourage themselves, I am the most judgment stunned mold ‖Yi pro drained field drains mold ⌒判幕崾鼓愀? I'm not sure if I'm the best person for the job, but I'm a good person for the job. What is the best way to get the job done? What are you looking for? What is the reason for this? What is the reason for this? What is the best way to get the most out of your life? What is the penalty? What is the name of the placeholder? Where is the placeholder? What is the name of the placeholder? What is the name of the placeholder? Noisy? What is the name of the place? A placeholder who is a member of the Venture Capital Association of Hong Kong.
To be able to see the advantages of the company and their own products, and memorize these, to compete with rivals, we need to have their own advantages, we need to face the customers and consumers with a kind of conviction to win.
As a sales representative, you are not only selling goods, you are also selling yourself, the customer accepts you, will accept your goods.
Joe Girard, the world Guinness Book of Records creator known as the king of automobile sales, once retail-marketed more than 1,600 automobiles in a year, an average of nearly five a day. When he applied for a job as a car salesman, his boss asked him, "Have you ever sold cars? He said, "No, but I've marketed household goods, I've marketed electrical appliances, and the fact that I was able to market them shows that I was able to market myself, and of course I was able to market automobiles.
There is no power in knowing, there is power in believing. Joe Gillard was successful because he had a confidence that he could do it.
Three, do a person with a heart
"Everywhere you pay attention to all learning", to develop the habit of thinking hard, to be good at summarizing the sales experience. Every day to review their work once to see what those places do well, why? Do not do well, why? Ask yourself a few more why? In order to find the shortcomings of the work, to promote their own continuous improvement of work methods, only to enhance the ability to seize the opportunity.
Opportunity is equal for everyone, as long as you are a person with a heart, you will be able to become the best in the industry. When Taiwanese entrepreneur Y.C. Wang first started running his own rice store, he recorded the time when customers bought rice each time and remembered how many people were in the family, so that he figured out how many days people could eat rice, and when it was almost time to eat it, he would send it to the customers. It is this kind of care that Wang Yongqing has taken to grow his business.
As a sales representative, every little change in the customer, to understand, and strive to grasp every detail, be a person with a heart, and constantly improve themselves, to create a more exciting life.
Four, toughness
Sales work is actually very hard, which requires business representatives to have a bitter, persistent toughness. "Eat the bitter kind of pain, get the people on the people". Half of the sales work is to run out with feet, to constantly visit customers, to coordinate customers, and even track consumers to provide services, sales work is by no means smooth sailing, will encounter a lot of difficulties, but to have the patience to solve the problem, to have the indomitable spirit.
American star Stallone did not become famous before, in order to be able to act in the movie, in Hollywood, each film company one by one to recommend their own, after he touched the wall 1,500 times, there is finally a movie company is willing to use him. From then on, he went to the movie world, relying on his own tenacity, interpretation of many tough guy image, become one of the most famous Hollywood movie star.
Are the problems sales reps encounter every day greater than the difficulties Stallone encountered? No.
Five, good psychological quality
Have a good psychological quality, in order to be able to face setbacks, not discouraged. Each customer has a different background, there are different personalities, ways of dealing with the world, their own blows to be able to maintain a calm state of mind, to analyze the customer, and constantly adjust their own mentality, improve their working methods, so that they can go to face all the blame. Only in this way can we overcome the difficulties. At the same time, we can not be complacent because of the success of the moment, we must know that "joy begets sorrow", only so that we can not be proud of the victory, not discouraged by the defeat.
Sixth, the ability to socialize
Everyone has strengths, do not necessarily require every sales representative is exquisite, can talk, but must be more and others to communicate, develop their social skills, as much as possible, so that more friends, so that more opportunities, we must know that more friends to walk the road is good. In addition, friends are also resources, know that having resources will not be successful, make good use of resources will be successful.
Seven, enthusiasm
Enthusiasm is an infectious emotion, he was able to drive people around to pay attention to certain things, when you are very enthusiastic to go to the customer exchange, your customers will also be "to cast a plum, return to the peach". When you walk on the road, you happen to run into your customers, you reach out your hand, very enthusiastic and the other party to exchange pleasantries, perhaps, he has not encountered for a long time so valued his people, perhaps, your enthusiasm will lead to a new deal.
Eight, knowledge to wide
Sales representatives to deal with all sorts of colors, all levels of people, different people are concerned about the topic and content is not the same, only with a wide range of knowledge, in order to have with each other *** with the same topic, in order to talk about the opportunity. Therefore, to dabble in a variety of books, whether astronomy and geography, literature and art, news, sports, etc., as long as there is free time, to develop the habit of continuous learning.
Nine, responsibility
Sales representatives of words and deeds are on behalf of your company, if you do not have a sense of responsibility, your customers will also learn from you, which will not only affect your sales, but also affect the company's image. Undoubtedly, this will form a harm to the market.
There was a family of three living in a new house, the wife saw her husband and son not very hygienic, wrote a slogan in the house: hygiene, everyone is responsible. When the son came home from school, he saw the slogan and took a pen to change it to "hygiene, adults have the responsibility". The next day, her husband saw it and took out a pen and changed the slogan to "WASHING HYGIENE IS THE LADY'S RESPONSIBILITY".
This is a joke, but it illustrates a point. Responsibility cannot be shirked, only to take responsibility, just like the family in the story, how can we make our home more hygienic? First of all, you have to be hygienic yourself, you can't shirk your responsibility. As a sales representative, your responsibility is your credibility, your responsibility, determines your performance.
Ten, negotiation
In fact, business representatives are always negotiating, the process of negotiation is a process of persuasion, is to find the best interests of both parties to the process of combining. Before the negotiation, to figure out the other side of the situation, the so-called know yourself and know your enemy, understand the other side of the more, the more favorable to their own, the more opportunities to take the initiative.
Sun Tzu said, know your enemy and know yourself, and you will not be in danger in a hundred battles. Negotiating power is not the performance of you can talk endlessly, but you can grasp the main points, first to meet the needs of customers, in order to meet their own needs, on both sides have objections, it depends on how much information you usually mastered the customer, then, the more information you have, the better your initiative is likely to be used. The purpose of negotiating power is to achieve a win-win situation, to achieve mutual benefit.
A business representative to develop the habit of thinking hard and summarizing, you face different customers every day, you have to negotiate in a different way, to reach the most satisfactory deal with customers, which is the purpose of your negotiations.
Milu, the former national soccer head coach, said: Mindset determines everything! I believe that the door of luck is always open to those who are rewarded by God, there is no humble work in the world, only humble work attitude. As a sales representative, only with a humble mind, positive attitude to face every day's work, success must be waiting for you and me in the near future.
In the process of doing sales, I found a strange problem, for a newly developed market, a business ability is not strong sales representative, but as long as he is well prepared, his performance must be higher than a business ability than his strong, but not prepared for the business representative, why? Although in the sales process, affected by many relevant factors, but the main thing is that you have to understand what you want to do? There are no top-notch salesmen, only top-notch preparers.
Perhaps the work of the sales representative is week after week, repeating yesterday's work content every day, but understand that the customers you face every day are different. Haier's Zhang Ruimin once said this sentence: simple things repeated, you can make uncomplicated things. To make their every day to live ordinary, but not mediocre.
What does a sales representative do from the time he gets up until he goes to bed for the day? I put three years ago the training notes are organized as follows, may be new to the industry of friends have some insight.
1, before going to work to prepare
Every day to get up on time, wake up to get up quickly. Tell yourself that a new day of work is about to begin, be energetic, you can exercise properly.
Organize your appearance, and check to see if you have all the necessary supplies for sales, such as business cards, pens, notebooks, product information and so on.
On the way to work, be able to warmly greet people you know, and if possible, read the day's newspaper or recent news.
Try to arrive at work 10--20 minutes early and take the initiative to participate in the company's pre-work sweeping activities.
Simply put, have a positive mindset and be in a happy mood before you go to work!
2, to the company after signing in
To the supervisor or the person in charge of a brief report on their own work plan, clear sales targets and priorities for the day, and the detailed formulation of the visit route, and remedies, the more detailed the plan, the better. Before going out, first and scheduled visits to telephone contact, confirm, and check whether the sales tools with complete:
1) product catalogs, purchase orders, delivery orders
2) and the customer to negotiate the relevant information: such as business cards, customer information, customer records, price lists, telephone books, record books, calculators, product manuals, samples, product photos, product advertising and other promotional materials. other publicity materials.
3. Preparation before the visit
1) Understand the name, age, address, telephone, experience, interest, personality, family situation, social relations, recent business situation.
2) To keep abreast of competitors' sales and general customer comments on them, and to understand the latest changes and product information of peers and related products.
3) Make a tight visit plan and visit with the customer's time, try to find out the buyer who has the right to make a decision and find a way to approach him.
4) Prepare the topic of conversation, to be mentally prepared for the other side of the inquiry and kill the price to have a countermeasure to do.
4, after meeting the customer
1) polite, clear and good self-introduction, the attitude should be gentle, not condescending.
2) To listen carefully to each other's speeches, and express concern, ask each other, the tone should be smooth.
3) To know how to capture the heart of the customer, first of all, you have to do the following:
① Be confident
② Attitude should be sincere, and strive for the other party's goodwill
3) In the conversation, a smile and a pleasant expression
4) Use concise language, not long-winded, and ask clear questions that can be directed to the problem
5) Pay attention to the other party's Advantages of attention to each other, appropriate to give praise
6 in the process of negotiation, not with the customer heated arguments
7 induce the customer to answer the affirmative words
8 for the sake of the other party, the analysis of the benefits brought to him to maximize the
4) with the customer negotiation must be step-by-step
1) to see the customer, first of all, greetings, toast to the cigarettes, followed by chatting, giving gifts
5) to the customer, the first thing is to see the customer, the first thing is to see the customer, the first thing is to greet the customer, the next chat. gift
② further close to the customer, stimulate interest in the product
③ tell the customer that the product can bring him the benefits
④ proposed deal, prompting the customer to order or immediate delivery
⑤ receipt of payment
⑥ a business done, do not rush to leave, and the customer to continue to talk with the aim of establishing a long-term relationship, and tell him that he is always available to help him. and tell him that he can be of service to him at any time.
5, after work, check the daily work, summarize the gains and losses
1) fill in the details of the daily business daily table
2) check whether the business is carried out according to plan, whether to complete the task according to the plan
3) write a daily marketing diary, summarize the work methods, the complaints made by the customers should be dealt with in a timely manner and make a good memo, and timely report to the superior Supervisor.
4) marketing diary content includes:
① description of the work situation
② on the work of the summary of the gains and losses, comments and suggestions
③ methods of improvement
④ customer comments and suggestions
⑤ how to deal with
⑥ work insights and feelings
6, set out the next day's work program
1) For things that need to be dealt with urgently or are of special importance, they are included in the matters prioritized for the next day.
2) Determine the focus of the work, develop a preliminary visit route, excluding unimportant things.
3) the need to pre-agreed time for the customer, make an appointment to meet
4) sales targets and the need for other departments of the company's related work
For sales representatives, according to the plan to complete a day of sales, so that their customers are satisfied, which will be the biggest gratification. But for a successful sales representative, the ability to provide customers with a full range of services will be the basis of his sales success.
Of course, the work of a sales representative is full of changes, to be able to be flexible in time, flexible to face the customer, flexible in the use of sales techniques. At the same time, it is important to prioritize and prioritize, and while this is true, it is important to know that the only constant in this world is change. With a standardized code of conduct to require their own, but not like a rope like tethered to their hands and feet, affecting the play.
The market, now, is an open, homogenized, multi-species market. For many products, it's the same kind, most of the features are similar, but the selling points are different, in the product itself does not have the advantage, what to do? How to complete the sale, and can be sustained?
I think, only through quality, perfect service system, to provide customers with more benefits, to achieve their satisfaction. But only customer satisfaction is only the completion of the product into the distribution channel of the first step, the ultimate purpose of the product is to achieve consumer satisfaction, to complete the sales chain in the product to the money to change the thrilling jump, in order to reach the channel dealers and consumer satisfaction, in such a process, only through high-quality service to achieve the purpose.
Before the 1990s, the enterprise's front-line sales staff more than by virtue of its three-inch tongue, through buddies, treats, pulling the relationship and other means to establish a solid customer relationship, as long as the relationship with the customer to pull the close, there is a certain amount of sales, China at that time, is a kind of shortage of commodities in the era of the market is a kind of demand for the product as long as a steady flow of sent to the customer (distributor) There, there is no such thing as unsold. After more than a decade of baptism of the market economy, the current market situation and then there has been a world of difference, the great abundance of goods to meet the needs of business and consumer demand, although the choice of space to have a larger, but homogenization and let the customer (distributor), and consumers are at a loss. In this case, just rely on emotional contact is far from enough, the need for a standardized service system, and ultimately achieve a manufacturer, distributor, consumer win-win situation.
As the market foundation of the sales staff, the two groups to serve: customers (or dealers) and consumers. First talk about how to customers (or dealers) for service?
Pre-sales service - a good start is half of the success of sales
Pre-sales service is in the product has not yet reached the dealer's shelves, in the process of communication and exchange with him, to guide the dealer, so that it has an understanding of your products, and interest in the process. In this process, to grasp some of the customer's performance, these performances can enable you to capture the dealer's psychology, and can accelerate the opportunity to close the deal. Interested customers will have the following kinds of performance:
1, more seriously listen to you, very natural and you chat. This shows that he has a good feeling about you, willing to communicate with you, to seize the opportunity to deepen the feelings of both sides.
2, constantly watching the product, and even holding the love. This shows his interest in the product, he looked at the purpose is to find some problems, to see if there is no place of dissatisfaction, this time to dispel his doubts and enhance his confidence.
3, want to know more about the product and the company. He wanted to know more comprehensive background of the products to be distributed in the future, this time to briefly introduce, he asked for a detailed introduction to tell him more.
4, carefully asked the price and distribution policies, rebates, discounts, and even raise some objections, such as the price is too high, the packaging color is too dark, too many similar products. These issues should be patiently explained through different comparisons, such as high prices, but the amount of more than similar products, consumers are more willing to buy affordable products, so that you do not sell more? Sell more, soon earn more!
For all kinds of customer performance, to grasp in time, respond carefully, answer customer questions. At the same time, to be able to understand others in good faith, at the appropriate time, you can provide customers with some good advice, non-similar product quotations, to expand the scope of exchanges with customers to enhance the relationship.
In the process of communication with the customer, to be tactical, do not tell him all the advantages of their company, products, etc., so that they have a wiggle room, to be able to better induce the customer to create conditions.
The customer is a businessman, often out of self-interest protection, in the absence of a complete understanding of the product to bring him the benefits or to meet their own requirements, he may refuse. And as a salesperson, it is to create opportunities to ultimately achieve sales, what to do?
First of all, in the mind to remain calm, to be able to decisively put forward the signal of the deal. There is a simple three-step closing method:
The first step: to introduce the customer to a product advantage
The second step: to seek customer recognition of the advantages of this
The third step: when the customer agrees with the product has the advantages of this, to the customer to close the deal
If not successful, continue to the customer to put forward the advantages of the new until the deal is reached. Of course, not every customer has to accept your product and accept your service. You can end this customer's visit and leave the conversation open for the next visit to be justified.
In-sales service - good customer relationship is the bond of business continuity
When our marketing and sales staff have completed the first step of marketing, i.e., solicited the customer's approval, and have closed the deal, what are the following things to do? For we have established a list of prospective customers, to visit regularly, for the purchase of small quantities of customers, but he has sales potential there, we must increase the number of visits, deepen the impression with the customer, at the same time, to tell the customer, other places sales are very good.
Establishing a good customer relationship is the main task of the sales service, you must bring your ideas to be able to promote the customer's current sales situation, even if it is a little bit of advice, must stand in the customer's point of view, for his sake, the use of their own sales experience, to help your customers.
In order to be able to sell for a long time, to achieve your sales goals, after the product to the customer's shelves, there are more important work to do.
1, "education" of your customers
The reason why I say "education", because many customers are not able to understand the needs of consumers more scientifically, to let the customer know what kind of shopping environment consumers like, and then change their own shortcomings, improve the shopping environment, and then change their own shortcomings. They should know what kind of shopping environment consumers prefer, and then change their deficiencies to improve the shopping environment and increase sales.
1) In general, consumers prefer to shop in places that have a full range of products
◆The latest products on the market
◆Products that are often advertised
◆A full range of daily necessities
2) Consumers prefer to shop in places that have a good service and a good atmosphere
◆The first thing to do is to have a good knowledge of the products
◆To be able to understand the products
◆To be able to have a good service and a good atmosphere
◆The first thing to do is to have a good understanding of the products<
◆Able to help and guide consumers to buy
◆Friendly and cordial service, easy to approach
3) Consumers prefer to shop in a place where the store is neat and tidy
◆Goods should be neatly arranged, and there should be no dust on the goods
◆Goods should be categorized and easy to choose
◆If it is dimly lit, the light should be turned on frequently<
In fact, in the process of communication and exchange between you and your customers, it is the process of education, you can tell him something that can improve his business, of course, first of all, you have to be sure of your customers, so that he is more likely to accept your point of view and advice, and the most important thing is that you can do for the customer what?
2) Manage Your Clients
First of all, understand that the purpose of managing your clients is to increase sales, so what is the best way to manage your clients during a visit?
Management requires going through a channel and applying a method.
One channel: through the "customer management card", a detailed understanding of the customer's display, the purchase of goods, sales, as well as competing products at the customer, etc.. According to such a management card, there is a clear understanding of the dynamics of the customer.
One way: to help customers to do the work of merchandise display. The purpose of doing so is not only to be able to enhance the relationship, but also more importantly, to put the product in a conspicuous position to increase sales opportunities, so that the customer earns more profit.
By "educating" and "managing" your customers, you provide them with more advice throughout the process of reaching the consumer and help them realize the conversion of profits, which is the best service for them in the sale.
After-sales service - the end of each visit or sale is the beginning of the next
When a sales rep completes the sales program, is the sale over? The answer is no. Presumably, it costs ten times as much to develop a new customer as it does to consolidate an old one, so the only way to retain a customer and make the sale more solid is through ongoing service.
1, timely replenishment, to ensure that customers can not be out of stock
In each visit to the customer, the sales representative has to record the status of sales, such as two visits a week, the first visit to the goods how much, how much sold, how much the remaining, based on the average weekly sales, to remind the customer