The theme of the first session of the course, the 4 key elements of the inspection visit.
As LED sales, inspection visit is very common in a daily work, whether it is a strange visit, or cooperation during the customer maintenance visit, mastering the visit skills is very important, only to do a good job every effective customer communication, in order to let our sales work continue to move forward.
That visit before we should be how to fully prepared?
We will discuss 4 aspects from the appointment preparation, data preparation, scenario control, image management, which is also the section of the four elements of the strange visit.
I. Appointment preparation
Let's talk about the appointment preparation, about the department of strange visits, there are generally two cases, one is the case of contact information to make an appointment to visit, and the other is to find contact information can not be found in the case of direct visits.
1, about the first, we can try to make an appointment before the visit, the tone should be humble, and concise.
You can say: (words) Chen Director Hello, I am Xiamen BaoTai sales Zhang San, I heard that you have a plan to fluorescent project recently, I hope to have the opportunity to meet with you to talk about it, I do not know whether the time is convenient recently?
If the director is convenient to determine a good time to visit on time, if the owner is not convenient, that is, the next appointment.
2, about the second, we know nothing about the case of unfamiliar visits.
First of all, we have to understand the situation of the department through the hospital website, before entering the department, we can also take a look at the department posted at the door of the department of the department of the department of the introduction, some departments do not have access to the door can be directly into the.
However, when you visit a department, sometimes because of access control and the need to call for an appointment these two issues, blocking you from further visits, many people are discouraged by this situation, and sometimes just walk away.
For this problem, we recommend that you take the following three ways:
① grasp the visit to the object of leaving the door and enter the door time, such as daily commuting time, is not it possible to run into him, or the original meeting back to the time point can also wait for him. (Question: What is the doctor's commute time? When is he busy? Which time points are free?)
② through friends in the industry or other teachers to find the contact information of the object of the visit, it is not possible because of the door on the visit, no other set of circumstances, this is the most direct and effective way.
③ Many times even if there is a door, in fact, in and out of the people are also a lot of people, you can through the people in and out of the people to bring you in, if he is not willing to do so, you can find an excuse.
For example, tell the teacher that you are coming over to do a return visit, pretend that you have already cooperated, and then go to the director after entering.
Of course this trick we need to organize the language according to the specific situation, do not let the other side to notice.
3, before visiting the visit to understand the situation
① Points of interest: It is generally recommended that you go out to visit the director before you can look for relevant dealers or friends to inquire about the background of the subject of the visit, including what he likes to do, what are the points of interest and other basic points of interest.
② Characteristics of the person: In addition, you can go to inquire about how he is a person, his character, personality, temperament, etc.
② Characteristics of the person: In addition, you can go to inquire about how he is a person, his character, personality, temperament, etc..
③ Procurement plan: Of course, it is best to understand the director of the department for the current new procurement plan or to carry out the new project ideas, and to contact information, so that we can do a good job in advance to be fully prepared, the efficiency will be higher.
④ Mindset calm: One thing we must pay attention to, before we start visiting, we can not frame the impression of visiting customers in our minds, because this is only what we think, we do not know that the understanding is not true, so to say is to tell you, when you formally visit the customer, you may be rejected, which is very normal, and may be good, but the next time people do not want to see you again. It's normal to be rejected when you formally visit a client, or you may have a good conversation, but the next time they don't want to see you.
Because you do not understand the director, or that the director was actually in a bad mood, etc., so you have to know that many times you are not familiar with the director, or you can not pinpoint the director's mind, when you have these cognitive time, sometimes encountered the initiative to not see, we know that in fact, there may be the director is not in a good mood, and you are not too familiar with him, this is normal, we will be the next appointment to come again is. The next time you make an appointment to come back again is it.
Of course, it is also possible that you do not have a good grasp of yourself, is not sophisticated enough, and did not express what the director wants to hear, or that you are not in a channel, which will need to continue to practice, more speculation and practice. This piece is our appointment preparation before the visit, it is also the basic skills.
Second, the section visit before the preparation of information:
Section of the unfamiliar visit, we need to prepare the following information: personal business cards, product information, notebooks and so on.
1, personal business cards: many friends often forget to bring business cards before going out, in fact, we can put some in the bag or car in advance, business card holders in the file package in the most convenient location.
When handing out business cards, we should take out the two corners of the business card with both hands, the company name towards the customer side.
2, product information preparation: product information is just a tool for us to publicize, the most important thing is that we need to know how to introduce themselves, the company and the company's products, and not read from the book.
We must be professional when talking about the product, mainly to make clear the advantages of the product.
3, with a notebook: to learn to visit after the visit to record our visit to the process of understanding the key information, such as the department's current instrumentation, cooperation, specimen volume, internal relations and so on.
Now every cell phone has a memo, we can visit the end of the section of the memo, in order to go back to be organized. That's your core market information.
However, we still recommend that you use a notebook, so you can not only write down the department equipment, etc., but also write down their own summary of the problems of each visit and thinking.
Years later, this is actually a wealth of your record, but also a summary of the process of personal growth.
Of course, with a notebook or with a cell phone memo, in fact, also look at the habit.
Third, visit rehearsal (scenario control)
Each visit should be taken seriously, if each visit is aimless visit, in order to complete the task, in fact, on their own to improve and not much help, but a waste of time.
Therefore, in order to ensure the efficiency of the visit, we should do some preview beforehand. All things come beforehand, but not beforehand. In fact, it also tells us that we need to have plan b, plan c, because many times when we talk about plan a, the director is not necessarily interested.
1, for example, we can set up some scenarios:
① If you go to the director is very busy, we can wait a little while to see the director. In general, the director has more free time in the afternoon.
② If you go after the director is not interested, we can talk about some other topics, first enhance the relationship, try to leave a deep impression.
③ If the director is willing to exchange products, we have to have a professional attitude, so that the director knows that we are professional sales, their own company and competing companies are very well understood.
2, in addition, we must separate the two things chat and say things:
Chat is purposeless, unmotivated, multi-topic, no conclusion of a way.
Saying things is logical, professional, argumentative, action-oriented, possible results.
For example, if you visit the head of the department, and there is no one in the department, how long are you going to spend with the two people?
Contact and understanding are from the chat out, we are not the past to send a fruit, and then said that I hope the director of more help me use our products, if you are doing this, basically no chance.
Chat must remember, you can tolerate how long awkward chat is very important, that is, your monologue can say how long, how interesting?
When you feel that chatting is not difficult, you will always be based on his state, now popular things for the transformation of multiple topics, chatting will be longer and longer.
3, chat scenarios control:
① Chat as much as possible multiple topics.
② awkward chat on the time to show your charm, if you are difficult to go, you really waste.
③ Do not set yourself the purpose of chatting, the purpose of chatting is to have nothing to say, have something to say,
④ When you chat do not go to talk about your work, do not go to talk about the cooperation, to chat and talk about these two things separately.
⑤ Do not give any conclusion to the chat, the more prepared you are before the visit, the more you gain after the visit. If you feel that every time you prepare, once you arrive at the scene or nervous, do not know how to express, it shows that you exercise enough, not enough to summarize, mentality adjustment is not in place, which requires us to carry out a number of visits to exercise, accumulation of experience and the ability to combat.
Many times the first few visits are actually very critical, each speech director of our situation, there will be a positioning in mind, so visit before the preparation, and continue to feel and learn is very critical.
Fourth, image management
Before the visit, do a good job of image management.
The image we are talking about does not necessarily require you to wear formal dress, so it is difficult to establish a calm atmosphere, people may look at you still blocked panic.
① It is important to dress calmly, others look at you feel more refined
② If you smoke or say that the breath is relatively large, you can come to a chewing gum before entering the door.
In fact, we maintain a good image, but also can give points to visit the work.
This course is here, this course on the preparation of the visit to do a very detailed explanation.