current situation

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Salesman visiting clients say? If visiting businessmen say business customers, explained what he wanted, the following I do not know what to say.
Customers who visit often face confusion over: In addition to policies about sales, trading conditions, to bargain with customers, we must also say what is good?
sales staff to visit every customer, can not all talk about details of the transaction. Sales activities are not mechanical movement, transactions outside of talk about some of the topics, but also to promote sales.
1. aroused the attention and interest of customers.
customers will not put down all the work and dedication to listen to sales personnel. Sales staff must be a topic of interest caused by the customer, to focus on your body.
2. sell themselves to customers and win the goodwill and trust of customers.
by some appropriate topic, to win customer acceptance.
However, many common mistakes sales people in three aspects:
left error:
; sales staff met with the client the point, to sell products directly to customers. In this regard, Japan's leading sales experts, Futami Astoria, commented,
Right Error:
sales staff using circuitous strategy, met with clients many, Yunshanwuzhao, incomprehensible, wasting valuable time customers.
also wrong:
some sales staff, met with the client explained what he wanted after they do not know what to say, no words to find words, as quoted in can not afford to customer interest, they would feel embarrassed. What business is saying
:
failed for a reason, the success makes sense. Business is business, business, businessmen say words. Sales staff to visit clients, there are many appropriate topics, to promote sales. The following 10 categories of topics, allowing sales staff can not only lead to attention and interest of customers, but also impress clients and win customer favor.
1. On the customer's sales
sales staff can ask the client company's sales:
sales situation, the keystone?
sales situation is bad, the problems lie?
client company's products, which sell well?
customers what plans recently, have any plans?
... ...
2. On the situation of their company's sales staff to become
trumpeter enterprises, multi-pass to the customer company proactive and positive information. Customers not only have confidence in the product, but also the enterprise confidence. When customers find your business are strong, promising, naturally, also have interest in cooperating. Therefore, more sales staff to customers about the company, including:
companies to formulate the new development goals;
company's new production line into operation;
company introduction of new equipment;
technical invention of the situation;
enhance management capabilities, such as recently passed ISO9002 certification;
superiors to inspect the company;
leadership of the company was rated as model workers, or elected as NPC deputies and CPPCC members;
regional market in which the company has recently been very successful;
company next step in marketing, management will be introduced on the big move;
of the customer's good news;
... ...
3. On the Products of
; the company's new product development situations;
company plans to launch any new products;
product advantages, unique selling points;
Which part of the new products to meet market demand?
market opportunities for new products at the point where?
the kinds of products, sales rise style? What downturn?
new competitive brands out there? What are the advantages and disadvantages of its new products?
we should develop any new products?
... ...
4. On the customer (user)
consumption characteristics of the local market, what customers ? Example is the re-brand or re-sales?
adjacent markets What are the characteristics of customers?
what customers like the variety, function,to their own space to be reproduced Oh, style?
local rage? consumption characteristics of different levels of customer
What's the difference?
consumers to buy local customs and what psychological impact?
body in customer anecdotes?
second groups of business situations;
the case of the terminal stores;
... ...
; 5.
market information about a marketing guidelines to comply with the Japanese business community: Customer sales staff with admiration. Sales staff can provide information to customers, including -
national industrial policy changes and the impact on sales;
News this product ;
adjacent to the operation of the market;
competitor trends;
other similar local market product sales;
industry prospects and development opportunities;
... ...
6. On experienced sales staff can provide customers
introduce some meaningful, inspiring, can learn from the successful experience -
other customer success stories;
other markets, our products sales experience;
described mode of operation of the relevant format;
Introduction sources and security interests;
cooperation with the relevant format to save money;
What good experience competing products;
What other industries good promotional methods;
in books, newspapers, magazines, television or other corporate officer that the new promotion methods;
; practical methods of marketing and management experience;
customers are concerned about an immediate solution to the problem and experience;
; he recently been inspired to do anything for that;
themselves from what the book was nothing useful experience;
of customer marketing and management some of the issues on the suggestions for improvement;
... ...
7. On the process of service delivery and management system
; I'm lecturing at a home business, when I saw this scene: Regional Manager, customers and aircraft noise is coming from. Originally, the company fax to dealers early next year a new sales policy. As the two sides for many years and trust each other very, happened at the regional managers are clients, customers do not look to the policy, so that you can explain the regional manager. Regional manager of the company's new sales policy made some introduction. By year end, cash dealers to the company policy, that rebate was a few million. It turned out that listening to customers in understanding the interpretation of the regional manager of sales policy and the policy of the company's actual discrepancy, the dealer explained that the regional manager was wrong, so he and the regional manager of noisy aircraft coming from. Therefore, when the company introduced a new sales policy and promotion policies, sales staff visiting customers, we must introduce to our customers, explain clearly to avoid ambiguity, unnecessary misunderstanding. Specifically including:
company rebate payment process;
promotion application process;
apply for other resources procedures;
shipping logistics management procedures;
warehouse operations manager;
... ...
8.
advising Procter & Gamble Fengji Peng, vice president of Greater China, said: Shelf fee than to each other more effectively. problems, make recommendations;
introduce themselves to customers of the market operation of the program;
... ...
9.
sales to customers who seek humbly ask our customers for our products,bailey button ugg, services, product promotion, promotions and other aspects of comments and suggestions. Feed companies require a well-known sales staff visiting customers, do not call customers Confucius Advice to customers and more sales staff,cheap uggs for sale, both can win the respect of customers can also benefit from the views of customers, why not?
sales staff can explain to the clients own work plans and intentions, customers and more advice. When the problems encountered in the work, you can consult to customers. Life, family and individual development issues, but also assumed a low profile, advice to customers. The altar of the customer into the altar with the teacher, the customer will feel comfortable.
Japanese sales staff visiting customers business requirements, you should use The proposal is too precious, and I benefited, thank you.
10.
gossip about customers interested in gossip about, the sales process is a necessary part of the sales staff about the art of gossip is also a sales An important aspect of art. Sales staff visiting customers, he said some customers are interested in gossip, to put the customer happy happy, the customer will not let you down.
2000 years, I owned a Honda, a corporate training company, the company introduced me to a sales manager for the popular Japanese business sales technique, Selling. Is salesperson and the customer can talk about the weather, talk about the weather, talk about the news.
sales staff and customers can talk to the gossip, including:
climate, season;
Association, students , peer;
common friends and relations and recent developments introducer;
holidays, current situation, Memorial, health, and health;
; love, art, skill, fun;
news,mbt footwear, travel, experience, and natural disasters;
television, home, movies , drama;
companies, car, economy;
name, the older generation, work;
fashion, origin, housing, children's education;
... ...
be noted that, marketing is a customer-centric, therefore, must be talking about gossip is the customer interested in gossip. Visit a salesman for a lot of customers do business, how to impress clients? He learned that the customer is a football fan to Heart of a meter, a box of specially printed cards, printed above the big When he handed the business card customers, the customers look, Thus, the relationship between the two sides from the stranger, has become a