As a new salesperson, how do you build an effective customer base?

As a new salesperson, how to build an effective customer base?

To put it simply: 1. Target group, you need to know what kind of people the products you sell are aimed at: 2. Customer resources, see if you can search them around or provide them in the company Your customer resources; 3. Customer loyalty. The most effective way to build a customer base is to introduce new customers to old customers. Therefore, you must establish your customer loyalty through good customer service and maintenance, so that you can slowly build up your customer base. customer base. In addition, as a new salesperson, you must strengthen your product knowledge learning, and finally be able to answer customers' questions about the product. As a salesperson, how do you win customer satisfaction?

How to communicate with customers In sales, there are many examples of communication failure, and what are the reasons? In my dictionary, the so-called communication failure is described as follows: "Not accepted by the customer, or the customer I don’t understand, and everything I said is invalid.

How to communicate with customers

In sales, there are many examples of communication failure. What are the reasons? My In the dictionary, the so-called communication failure is described as follows: “It is not accepted by the customer, or the customer does not understand it, and everything said is invalid. The reasons for such communication barriers are that the language expression posture is too weak, the voice, expression or reading skills are insufficient, the wording is inappropriate, or the communication partner simply lacks interest. "In the first contact with customers, it is crucial to establish a bridge of "trust" or "goodwill" with them. At the same time, we should first point out the urgency of the customer's need for this product, and then arouse the customer's interest. Desire to buy. Almost all salesmen believe that communication with customers is the most difficult among all sales-related aspects. In fact, successful communication is difficult because of different environments and different positions.

I have seen this slogan in many salesman training situations: Customers - your opponents. Think about it carefully, is this view accurate? Opponents are meant to be defeated or eliminated. You may think that on the battlefield. This is glorious, but defeating the customer in the business world is a disaster for you.

In fact, real negotiation is gentle and has no murderous intent. The customer also wants to be the winner of the transaction. Winner. Therefore, you must give full play to your communication skills with the other party, face the customer with a respectful and friendly attitude, and at the same time, let the customer fully feel the efforts you have made for him.

Any transaction can only be successful. Only a win-win situation can maintain long-term business relationships. In fact, this is simple common sense. The reason why I reiterate it is because salesmen make this mistake again and again every day.

The salesman’s personal accomplishment also determines it. Can he communicate well with customers? I once met a salesman. During our conversation, he actually spat behind the office door as if there was no one around. My good impression of this salesman disappeared in an instant. , in order to respect him, I did not show any expression of blame, but reminded him to pay attention to hygiene. Unexpectedly, after a while, he picked up a tablecloth under the table and wiped his dusty shoes.

I couldn't bear it and asked him out immediately. Can you imagine if a salesman did something unhygienic in your office, would you still have the patience to communicate with him?

Under normal circumstances, people's eyes are also one of the means of communication. When we meet a stranger for the first time, the moment of eye contact can often determine whether the future relationship will be friend or foe. This may seem incredible. But it is real.

I don’t know if you have ever had this experience. When you meet a stranger for the first time, the moment your eyes meet, you develop a liking for him. On other occasions, When you meet another stranger, you will feel alienated from him in your heart. I have been in this situation many times. Therefore, I think the use of eyes has a great influence on the persuasiveness of words. Enhance the effect! If you want to convey persuasive ideas, eyes and words are equally effective! During your conversation with your customers, it is very dangerous if you avoid looking at each other for a long time. This at least indicates that your conversation has no effect.

When making a sales call, the tone and intonation of the salesperson's speech are also the key to effective communication. The Greek philosopher Socrates said: "Please speak so that I can see you clearly." Because he understood that human voice is an expression of personality, and voice comes from the inner body of the human body and is an inner confession. Words change with the sound. In other words, the tone is hidden in the words, and the tone contains the emotion.

This is the reason why many salesmen are eloquent but unable to convince customers. If a salesperson's tone reveals fear, hesitation, or lack of confidence, it will be a failure.

A person who is as quiet as a virgin must have a low, soft and peaceful voice. By analogy, the voice can really reveal a person's true character! If your voice is low, soft and gentle, it will make others like you. No one wants to listen to loud shouting.

With communication skills, you can persuade others, and it is also possible to achieve excellent communication effects in business negotiations. The so-called communication is an art of convincing others. In fact, real communication is based on mutual exchange. When both parties feel good about the conversation, they will involuntarily show some actions to exaggerate it. Take body language for example. Body language cannot lie! It can usually express inner intentions more clearly than words!

Sammy Mortheu, the master of humorous drama, said: "The body is the glove of the soul. , Body language is the speech of the soul. If our senses are keen and open enough, and our eyes are sharp enough, to capture the information expressed by body language, then it will be much easier to understand body language, which is equivalent to opening a direct path for each other. Communication, an unobstructed avenue.

The tongue is easier to control than the body, and our body language expresses it more clearly than words. The body's response is usually direct and uncompromising, and words can be tactfully expressed. Accidental body movements can cause conflicts and injuries. People who do not use gestures to assist when speaking will be so rigid! Basically, if you want to express a message, it is absolutely impossible without the participation of hands or arms. .

Therefore, understanding the other party’s body language and responding accurately can also lead to effective communication. Also, only those who truly know how to listen with their hearts and observe with their eyes can truly master the true meaning of communication skills.

First, fully understand the customer and his needs. Second, treat the customer as a friend and serve his needs. Third, giving convenience to the customer is giving convenience to yourself.

How to chat with customers as a salesperson

Based on the situation of each customer, targeted sales; but you need to sell yourself first, so that customers recognize you and trust you; start the conversation with the issues that customers care about .

Overcome psychological barriers: worry, fear or unwillingness to take action

Success in sales is to shorten the distance with customers and eliminate them by establishing good relationships. Customer concerns. If you cannot proactively communicate with customers, you will definitely lose the opportunity for successful sales.

Solution: Enhance self-confidence and self-motivation. You can also try to think about the problem from another perspective: the purpose of sales is for yourself. The realization of value is based on meeting customer needs and bringing benefits and value to customers. It doesn't matter if you are rejected. If the customer does not need it, of course he has the right to refuse; if the customer needs it but is unwilling to buy, then just take advantage of this. It is an opportunity to understand the reasons why customers do not buy, which is valuable information for future sales.

Mental barriers: Incorrect understanding of the sales profession and customer service.

Several salespeople despise the sales profession and think that the status of this profession is not high. It is helpless to work in this industry. They feel very wronged. They are always unable to face customers with enthusiasm and fullness, so they are unable to mobilize customers' enthusiasm. Buy with enthusiasm.

Li Gong’s solution: Correctly understand yourself and the sales profession, and determine the correct life goals and career development plans for yourself. Sales is a challenging career that requires you to constantly set goals for yourself and continuously achieve your goals through hard work to gain a sense of accomplishment. Sales is a profession that requires extensive knowledge. Only with rich product knowledge, sales expertise, social knowledge, etc. can one accurately grasp the pulse of the market. As an insurance salesperson, how to find customers

1. First find your customers in the X market (your relatives and friends)

2. Discover customers in the X market (or referrals) Y market customers [friends and relatives of friends]

3 Turn Y into your X, or tap your Z market customers from Y [unfamiliar customer market]

Build your Relationship tree, this is important! As a salesperson, what should I do if my customer calls me ***

You can reply to him, my mother told me that everyone should respect the elderly in their own family and respect the elderly in others. Cultivation has a tutor. How to establish an incentive program for sales personnel

Sales is the core of marketing strategy, and sales personnel are the executors of sales strategies. The performance of sales personnel is directly related to the survival and development of the company. In order to attract and retain outstanding talents, the company has formulated an incentive compensation plan for sales staff to encourage sales staff to achieve good results.

1. New employee incentive system

1. Good start bonus: New employees can sign a new contract within one month of joining the company, and the total contract amount reaches more than 30,000 yuan (inclusive) Receive the "Good Start Award", 500 yuan in cash;

2. Pioneer Award: The new employee who has the most salesperson visits within one month of joining the company (100 is the base) will be rewarded with a car subsidy of 200 yuan; The business manager with the most visits (120 as the base) will be rewarded with a car subsidy of 300 yuan;

3. Maxima Award: Within two months of joining the company, the new employee ranks first in performance and the contract amount can reach 10 Those who earn more than RMB 1,000 will receive the "Thousand Mile Horse Award", which is RMB 1,000 in cash.

4. Promotion Award: According to the market regulation needs, the company will require newly hired salesmen to rank among the best within 2-3 months. Those who excel in the assessment can be promoted to business supervisors; Supervisors who rank among the best in performance within 2-3 months, and those who perform well in the assessment can be promoted to business managers under exceptional circumstances.

2. Reward system for teams with outstanding monthly performance

1. The team that ranks first in the monthly team performance contract amount (based on team tasks) will be rewarded with 1,000 yuan in cash and a liquidity bonus Red flag;

2. Team members take a group photo and post it in the championship column.

3. Monthly, quarterly and full-year performance reward system

1. The top three monthly performers, and the bottom-line contract amount of the current month is above the task line, will be given 300 yuan and 300 yuan respectively. Rewards of 200 yuan and 100 yuan;

2. The top three performers in each quarter, and the contract amount is above the task line, will be given rewards of 800 yuan, 600 yuan, and 400 yuan respectively, and communicate with the general manager ***Dinner;

3. The top three in annual performance and completing the annual tasks will be given rewards of no less than 5,000 yuan, 3,000 yuan, and more than 20XX yuan respectively.

4. Rewards for major performance

1. Teams or individuals that exceed the target within the specified period will be given heavy rewards (depending on the actual situation);

2. Individuals whose sales set a monthly record for the past year will be given a generous reward (not less than 1,000 yuan in cash).

3. Personnel with outstanding performance and excellent assessment results will be given priority for promotion as reserve personnel.

5. Long-term service incentive bonus

For sales staff who have served for two years (within the contract), 0.5 of the total performance will be withdrawn every year and deposited into their long-term account, and will be paid in one lump sum when they leave the company. , based on their years of service, the proportion of the total account amount that can be paid is as follows. (See Attachment 1)

6. Bonuses for additional staff

Sales staff can be introduced after two months of employment. Once hired after being assessed by the company, old employees can receive the following bonuses: Member bonus.

1. The introduced sales staff can meet the conditions for becoming a regular employee after entering the company. After becoming a regular employee, the old employees can receive a staff increase bonus of 300 yuan (paid in three months, 100 yuan/month).

2. Old employees can receive 0.5 of the total performance of the introduced personnel in the first year as a Bole Award.

7. Salesperson Benefits

1. Contract salespersons can enjoy basic commercial insurance with a base value of 100 yuan after becoming a regular employee.

2. After joining, you will enjoy a monthly transportation subsidy of not less than 200 yuan and a telephone subsidy of not less than 100 yuan, depending on the position.

4. Personnel above the manager level can enjoy the car subsidy stipulated by the company for the use of their own cars.

5. After joining the company, you can enjoy team activities sponsored by the company.

6. If the sales staff's quarterly performance exceeds the task of the quarter by 20, they will enjoy travel commendation: that is, one domestic trip and a travel subsidy of 20XX yuan.

7. Sales staff whose annual performance exceeds 20% of the total tasks of the year will enjoy travel commendation: that is, one trip abroad and a travel subsidy of 5,000 yuan.

8. Employees with outstanding performance can enjoy the general manager’s special care bonus. (For example: employee marriage, death of immediate family member, and other situations approved by the general manager)

8. Each salesperson who has worked for more than one year will enjoy seniority wages, that is, 100 yuan for one year. 200 yuan for two years, 300 yuan for three years, and so on, with a cap of 1,000 yuan. As a salesperson, how to receive skeptical customers?

I think skeptical users do not trust you and your company, even in the early stages.

They may doubt the price of your product High, poor product quality, etc.

It is best to provide evidence to prove your product price and product quality. Your company's successful cases are the best proof.

Talk to him The story of successful cooperation with old users. How do salespeople build customer trust?

How do salespeople build customer trust? Always remember that the most important key to sales is to build trust with customers. During the sales process, you must spend at least half your time building trust. The first step in building trust is to listen. Many salesmen think that salespeople (top salespeople) are good at talking. In fact, real salespeople seldom talk, but sit there and listen carefully. To be a good listener, first, you must ask good questions. The best salespeople start by asking, "What are your interests?" or "Why did you buy the car you have?" "Why do you do what you do?" Open up the conversation and let the customer do the talking. . Everyone needs to be understood and recognized, but the best way to be recognized is for someone to listen to him carefully. Because in modern life few people are willing to listen to others and everyone is eager to express their opinions. So assuming that you can do a good job of listening from the beginning, a sense of trust between you and him has begun to be established. The second step to increase trust is to praise him and praise him. For example, "You look so beautiful and handsome today!" And it's a sincere compliment, not a perfunctory compliment. Remember, compliments build trust. The third is to constantly identify with customers. What the customer says may not necessarily be right, but as long as he is right, you will start to agree with him. The fourth is NLP, which is the "imitation" talked about in the "Neuro-Linguistic Course".

Do not use foul language or other bad habits when talking to customers. Make your customers think you are polite and honest. Just my own opinion on this aspect. "Reprint" Qingpian: Bian married, red, contempt, regret, changed, Bao, Beijing, shrunk, disturbed Hongta, deserted, inspected, Shan Yayou, shallow running stick, floods, Anhui, Qibi, demoted, teased, opened the pole, embankment, covered Ha Ge, Shi Jun, read stagnant, Hunsha Gou Ru grieved and plowed the tube, Zhou Hong soft Di dialed the button, the butterfly gourd leaned on the butterfly gourd, was blasted and coaxed to pieces, and was exposed to the fans. He shed tears and stiffed his aunt and daughter-in-law. Jingzao is normal temperature, lack of fat, narrow contracture, Fujian touch, urge body, vine, curse, scorpion, wisdom, silicon tide, make the eyes look congealed and bow down to the four cones. Tingfu Yi Piaolang Shashen City Xianghong sunbathing men alkyne screening degree radium drinking Angpu hidden wings germanium fiber does not smoke fear of Ke's suicide plan wrong stove broke into a building tax helmet Li wrapped naked family members cotton stalk shameful news Ge Luwei Waterfall was not completely wiped out by the cyanide force. Dieter bowed to the letter and paid Zhuo the rotten wall and swamp, but he politely urged the family Wei to cheat the plum and sell piles. How do salespeople build customer trust? Guilty, shameful, Shaohu, Zhao Zhenzhen, ant admonishment, rope view, Renjinjun's photo, leaping and beating the edict with precision. Seeing off the husband, it's like burning four cabinets, paying homage to the technique, far style, seducing the sword, yarn, antelope, holding the scale, looking at the canzao, writing the stockade, ruins, and abandoning it. The hat pulls the belly, the ginseng, the rice, the rice, the dong, the rope, the crack, the waste, the screen, the city sighs, the arrows, the arrows, the frequency curtains, the cabin is closed, the cabin is stable, the old man is fooled, the old man is dead, the temple is restored, the firefly Jiuzha is wiped, and the arm paste is wiped. The sacrifice neck is flat and glutinous, the winter platform is poor, the whale tank is full of vegetables, and the stock is noisy. Stop the sound, sneeze and chant, the wind hums, throws the pot, and complains about the appointment. We all know that people can speak fast or slowly. I personally speak relatively fast, so usually I can communicate with customers who speak faster. I will lose a lot of trust and influence with customers who speak slowly. So... Mixed porridge, Mo said, tile forging, Xuan tail, clear hissing, Hu lifting, pinching tweezers, smashing culverts, vinegar posts, pottery grids, no planting, selling sauce, Ou Chao, ugly, dull, Ru lemon, convulsing rails, cup drop, eye bait, hissing grapes, Geng slander, cut by chapter. Fu Zijie and the medical doctor poked at the fu, and the young and the simple, and the garbage and the heirs talked about the box, guarding the pier, and checking. Slander, criticize, be careful, be careful, be careful, be strong, forge, heal, see, bewilder, tungsten, you are enough, Shang dry, pen splash, stop Wang Cui'an, Zhu Yu, Cao Shebao station, Pan move, Yu Qi, Chu, inquire, stop Wu withered tomb, eight plows, beams, spinning, waterlogging, greedy class thief. Shoveling Zhentan area, abusing the mud, destroying the committee, Fang Miaoran, Dunle kiln, brittle, muddy, roasted, arguing, shouting, monkey eyelashes, deafness, bullying, Zhangfa, Yue Muhu, and pavilion, Yangtian temple, Yin Zhongfan Lingtan, Germanium, Li Feeder, Crying dirt, Tan Xiaoshi, Suihu, Lengxi, Jealous, Jun, Prostitute, Policeman, Pengluo steam. As a car salesperson, how to maintain the relationship with customers

First, start from the needs of customers.

Second, contact customers frequently to understand their recent changes so as to better interact with customers

Third, improve your automotive expertise in order to gain customer satisfaction. Trust and dependence

Fourth, improve your interpersonal communication skills in daily life