The first time with customers face to face communication and effective customer visits, is the first step to sales success.Learning skills for you to visit it under a success.
Step One - Preparation before visit
The first time with customers face to face communication and effective customer visits, is the first step to sales success.Only in full preparation for the next customer visit to be successful.Assessment is the key to success or failure of marketers to see how many of each month developed an effective new customers, sales performance has been much improved.How, then, successfully come to visit it?
The image of a successful visit
"As long as willing to work, you can sell" concept has become obsolete! Replaced by a "careful planning, saving time and effort!" Participants only when customers visit, in order to make progress with a critical eye first to see theirahead, and then decide what to do.
In particular, customers come to visit is the first time customers come to visit, there will inevitably Xiang Hu Yi Dianer wary, not easy to relax and therefore should pay special attention to our marketing staff left to others the first impression, the image of successful visits can help you find the road to success.
● external image: clothing, appearance, mannerisms and even the expression of movement will strive to nature, you can maintain a good image.
● Control of emotions: negative emotions are the enemy of success, we must learn to remote control their emotions.
● compatibility relations: Clear Customer psychological barriers, the establishment of a compatibility relationship can be established and customer communication.
● sincere attitude: "To know know it, I do not know as I do not know," This is the old man the old saying tells us the basic truth.
● mental confidence: confidence comes from psychological, only to do "believe the company, that the product, believe in yourself," self-confidence before they can establish a strong psychological.
Contact is an important step to facilitate transactions for the marketing meetings, the visits contact is established cornerstone of our success.Marketing staff before visiting the customer, we must lay a good foundation for success.
Plan prepared
1) Program Objective: Our sales model is continuous so the site visit is intended to promote themselves and their corporate culture rather than products.
2) Job: Marketing staff first task was to "Stranger off" position and a short time into a "buddy position."Mind to clearly communicate with customers on the phone when the Qing Xing, a preliminary analysis of customer personality, communication selected entry point, the number of programs to promote their products, the best phone calls, send letters, communication train service.
3) The planned route: according to the planned route for good visit, made a visit to plan! Today's customer is a continuation of yesterday, visiting customers, but also the starting point to visit the customer tomorrow.Line sales staff to make the rules, the unified arrangement of a good job, rational use of time and improve call efficiency.
4) The opening program: how the door is the biggest problem we encountered, a good start is half the battle, and can control 75% of the opportunities.
External preparation
1) Instrument Preparation: "vain" is used to warn people say, and "90% of the first impression is good or bad depends on the instrument," home visit to be successful, we must choose suitable clothes and personality to reflect the professionalimage.Good personal image through the display to customers and corporate brand image.
Best results are to wear company uniforms, making customers feel the company is very formal, corporate culture is good.
Grooming: man wearing a company uniform coat, and wearing a company uniform tie, the next wearing dark trousers, black flat shoes to avoid the long hair, dyeing hair issues, do not wear any jewelry.Ladies wearing a company uniform coat, wearing a company uniform tie, wearing dark trousers or under skirts, black shoes, to avoid dissemination, hair and other hair, do not wear any jewelry.
2) data preparation:
3) tools to prepare: "we must first of its profits," an excellent addition to marketing staff Qierbushe spirit, a complete set of sales tools are absolutely indispensable to combat weapons.Spread the word business in Taiwan is the "marketing tool like a paladin of the Sword", anything that can boost sales information, sales personnel must take.Survey showed that sales staff in the call to customers, marketing tools, can reduce 50% of the labor costs and improve the success rate of 10% and improve the quality of 100% of the sales! Sales tools including product brochures, corporate promotional materials, business cards, calculators, notebook, pen, price lists, publicity materials.
4) Time to prepare: If an appointment in advance with the customer a good time should arrive, to give customers early increase in certain pressure, to convey to customers over the party, "I do not respect you" message, but also let the customer havemistrust, preferably 5-7 minutes in advance, make the door preparation.
Internal preparation
1) confidence Preparation: Facts have proved that the psychological quality of marketers is to determine the important reasons for success, highlighting their most excellent character, so that their cute, but also to maintain a positive and optimistic attitude.
2) knowledge of preparation: come to visit is warming up before the sale, the most important at this stage is to create opportunities, create opportunities for the other way is to put forward a topic of concern.
3) to refuse to prepare: Most customers are friendly, another angle to think about, usually in the early stages of contact with strangers, everyone will have an instinctive resistance and to protect yourself, find an excuse to refuse you nothing more, not reallyhate you.
4) Smile for: stress management, human management, if you want others to treat you, you must first how to deal with others.
Many people envy those who are always successful, that they are always so lucky, while he is always unfortunate.Facts have proved that - good luck is there, but the problem of preference for honest good luck, and passionate people!