How can we quickly close the relationship between customers?

I have seen too many project salesmen (including many big bosses who brag about their super sales ability) who are used to boasting about their products and services eagerly when visiting strangers. They never seem to put themselves in others' shoes. If he is a customer himself, how suspicious and boring he will be when he hears every supplier boasting like this with limited time and energy.

Therefore, the most common sentence of customers who have seen more is: "Leave the information (or quotation) here and we will inform you if there is any news."

This is actually a common obstacle for salespeople. To solve this kind of problem, you first need to reflect on yourself:

Do you fully understand each other's division of labor, responsibilities and rights in this project?

If you know little about it, why not care about it first?

If you know enough, why not help each other finish the work more successfully first? For example, first put aside your own immediate interests and use your rich industry experience and professional knowledge to help the other party predict and avoid all kinds of risks that he may encounter in his work, and get favorable comments.

Why do you have to talk about your various technical advantages and service advantages and be indifferent to the real customer interests?

What if you do the above in good faith, even if the customer's needs still don't match your company's solutions? Frankly let customers know the real situation, and generously say that you will give up this project and then look for opportunities for cooperation. What can you do?

I can't remember how many times I took my sales staff back to demonstrate the above process to customers after they met strange visits.

In most cases, we can gain the gratitude and trust of customers, and even a considerable number of customers' requirements do not conform to the solutions we provide, and actively try to adjust their requirements to approach our solutions.

With more than ten years' experience in leading the project sales team, the above process is definitely not competent for a novice salesman, even if I take you to the customer for many times to demonstrate. But this is one direction. As long as you focus on real customer needs and constantly accumulate your own industry experience and professional knowledge, your ability to help customers will naturally become stronger and stronger, and you will gain more and more trust from customers.

What should you do next when you gain the trust of customers through strange visits? Many salespeople will go back to make plans or quotations, and then make an appointment for delivery.

In fact, at this time, we should ask our customers out while the iron is hot. The main purpose is not to treat them as gifts and talk about kickbacks, but to better help them do their jobs, learn a lot of things that are inconvenient to understand in the office, and then plan corresponding solutions with them-this is also the time to further demonstrate your project operation experience.

As for some clients' personal needs beyond their work needs, they often happen naturally. Imagine that when the other person doesn't trust you enough, he dares to accept your personal gift casually. Do you think such a customer is reliable?

In my opinion, this kind of cooperation mostly ends in capsizing. Sometimes you capsize, sometimes he capsizes, sometimes they capsize together. Of course, it does not rule out the small probability that you are lucky.

Salespeople often face all kinds of problems. For newly developed customers, the most critical problem is how to find the starting point of the topic and quickly close the relationship with customers, especially the novice Xiaobai. If he is not ready for the right topic, he will visit rashly, and nine times out of ten he will be turned away.

Therefore, before visiting customers, you must be prepared, think about what to talk to customers, and prepare more words. Only in this way, when you chat with customers, there will be no awkward situations such as silence, and what you say will not be empty nonsense, so that you can get useful information in every visit and quickly draw closer the relationship between customers. So how do we do this?

Share a friend's case with you:

background

My friend's name is Alian, female, and she is a sales representative of building materials. Because of the small customer base, she urgently needs to develop new customers, so she asks for help in many ways. One day, her old classmate A called her:

A: Lian, a friend of mine is the person in charge of this project. His surname is Zeng. His telephone number is 13xxx. Don't tell him I recommended him. I can only help you here. The rest is up to you.

Lian: Well, well, I'll never tell him! Thank you, thank you!

After getting Zeng Zong's phone number, Alian didn't call immediately, but sent a short message to the other party first: "Hello Zeng Zong! I'm Lian, the sales representative of building materials. Nice to meet you!

The other party replied: I don't know you. How did you get my phone number?

Lotus: From Bodhisattva (smiling face)

Next, I will send a short message to Ceng Laoshi at 4: 30 every Friday afternoon: Have a nice weekend, Ceng Laoshi! A Lian Bai Shang

Two weeks later, Alian didn't call about Zeng because there were several short messages to clear the way. Under normal circumstances, calling again will not be rejected, and then she appointed a visit time and went to the appointment on time.

After meeting Ceng Laoshi, he spoke first: How on earth did you get my contact information?

Alian: Mr. Jin Yong's Duke of Luyi once said, "It's useless to call yourself a hero if you don't know Chen Jinnan. You are well-known in the industry, so it is not difficult to know your phone number. " .

Say that finish this sentence two people smile at one another.

Look, this technology can be used directly. This is the skill, which not only makes customers happy, but also lives up to the entrustment of old classmates. The customer understands that it was introduced by others, but will not pursue it again.

The plot continues:

Lian: Manager Zeng, I'm from Hunan. Do you think people with your accent are from Hunan?

Manager Zeng: Yes, I am from Shuangqing, Shaoyang.

Lian: What a coincidence! I'm also a double cleaner.

Next, the fellow villagers got to know their fellow villagers and began to chat in their hometown dialect, which further narrowed the relationship and deepened their trust step by step.

Lian: I'll quote you the price of our building materials. You can make multiple inquiries and then tell me the psychological price. I'll see if our factory can continue. I hope our cooperation can save you costs.

At this time, customers will definitely want to save costs? It is good for me. It's good.

PS: We must always talk about cooperation from the customer's point of view, so that customers can feel your sincerity, instead of just talking about your products.

Lian: Since you are a fellow villager, I will call you Brother Zeng from now on (laughs)!

Manager Zeng: OK, OK!

In this way, the relationship between the host and the guest has gone further.

Later, Alian told us that after the visit, she mastered the customer's birthday, birthplace, customer's previous work experience, current work situation and other information, and gained a lot!

Have you found that when Alian chats with customers, there is basically no unnecessary nonsense, all of which are useful information. Although she met a fellow villager, it was just a coincidence, but her chatting methods and skills and texting tactics can be used for reference.

Therefore, you must be prepared before visiting customers, so as not to be driven out as soon as you meet! Remember that opportunities are reserved for those who are prepared!