What adequate preparations should be made before the sale?

Before you get a blockbuster, you must be prepared for boredom. The preparation and planning before the sale must not be ignored, and only when you are prepared can you win.

The ancients said: "Everything is established in advance, and it will be abolished if it is not planned." Doing a good job of preparation before sales is the premise and foundation of our sales success. Frank Berg, a top salesman in American insurance industry, spends half a day planning and an hour preparing. Don't go out to do insurance business until you have made a good plan and completed the preparation. Don't think it's a waste of time. It is because of perfect planning and preparation that he can maintain long-term success.

As a salesman, when visiting customers, he usually makes psychological preparations the night before, designs the way of visiting and anticipates the effect of the visit. However, sometimes when he goes out, he often leaves the most inconspicuous and important things behind. I didn't notice it before I went out. I didn't notice it until I talked with my client about business. When signing the contract, I found that there was no contract, or the pen was out of ink. For an enterprise manager with strict work style, it is very likely that he will choose to cancel this business with you in the face of this situation, because he may regard your behavior as that your enterprise management quality is low and the salesman talks about business without contract and quality certificate ... This is not only a joke, but also a very important sales responsibility accident.

It can be seen that it is unimaginable that there is no adequate work plan and preparation before sales. As a salesperson, you must know who your customer is, where he lives, what he does, what his hobbies are, and how to get in touch with him ... All these problems must be clearly understood in advance. You also need to know about the industry, your competitors and your short-term and long-term goals. Only with planning and preparation can we win the final victory.

Jack sells in a big company, and every sale he makes is very successful. He is not only rich in product knowledge, but also fully prepared before each visit and knows the needs of customers very well. Jack always has some basic information about customers before visiting them. Jack often makes an appointment with customers by phone first.

Today is Thursday. Just after 4 pm, Jack walked into the office in high spirits. He is 35 years old and 6 feet tall. His dark blue suit is full of energy without any wrinkles.

Jack starts his day's work at 7 o'clock in the morning. Jack never stops except when eating. Jack has an appointment at half past five. In order to make use of the time from 4: 00 to 5: 30, Jack called the customer to make an appointment for a visit so as to arrange a sales visit next week.

After the phone call, Jack took out dozens of cards, which recorded the customer's name, occupation, address, telephone number and information source. The customers on the card all live in the business district in the northeast of the city.

Jack's criteria for selecting customers include annual income, occupation, age, lifestyle and hobbies.

Jack's customers come from three sources: first, new customer information provided by existing customers; The second is the information collected by Jack from the people's reports in newspapers and periodicals; The third is to find customers from the occupational classification.

Jack must know his name before visiting the client. For example, if you want to visit the executive vice president of a company, but don't know his name, Jack will call the company and ask the operator or public relations staff for the name of the vice president. Knowing his name, Jack didn't carry out the next sales activity.

Jack has a plan to visit customers. He chooses all the customers he wants to visit in a certain area, which can reduce the time of going back and forth. According to Jack's experience, it takes 45 minutes to call before a visit, and enough customers can be selected for a one-day visit in a certain area.

It is precisely because Jack is well prepared that every marketing is very successful.

The time for salespeople to really face customers is very limited. Even if you have time, customers won't have much time. In fact, most of the time is spent preparing. Good preparation will enable you to visit customers most effectively; Can let you know the customer's situation before selling; Help you quickly grasp the sales focus; Save precious time; Plan a feasible and effective sales plan.

Sales preparation is very important, which is directly related to the success or failure of sales activities. Generally speaking, sales preparation mainly includes the following aspects:

1 project preparation

There is a saying in the business circles of Taiwan Province Province that "sales tools are like the sword of a knight". Salespeople should bring all materials that can promote sales. Commodity preparation includes: product samples, company and product information, quotations, contracts, business cards, small gifts, etc. The contents of these items can be collectively referred to as visiting bags. Before visiting, you must carefully check the visiting bags to prevent missing necessary items.

2 Information preparation

Mainly information about customers, but also information about competitive products. Know yourself and know yourself, and you can have a definite aim.

3 image and psychological preparation

Be sure to check and adjust your image and mentality before visiting, which is an important factor in the quality of sales staff's visit.

4 preparation of product knowledge

Before selling, salespeople should know and study the products they sell. If you don't know your product, people will be angry with your lobbying. It is important to get everything ready for the product before departure. What are the characteristics and selling points of the new products launched by the company? Without understanding the new sales policy, it is impossible to attract customers with the new policy; If you don't know new products, you can't sell them to customers.

Make clear the purpose of the visit and then decide the focus of the speech.

We all know that before selling, we should make a sales plan and make clear our sales goals. The so-called goal is our inner description of the expected result when we finish a job. Salespeople must set goals when visiting.

Every salesperson should make good preparations for the above aspects before selling, so as to know fairly well, be a shoo-in, and improve sales performance.

Before selling, you must be prepared. Even if you are a stranger, you should not knock for the sake of knocking. You should do some research to make sure you knock on the right door. Prepare according to the different products or services you provide. Although this kind of preparation or basic work is a waste of time, it must be done. You should be good at finding as much information as possible from potential customers in order to "prescribe the right medicine". When you make careful preparation, the customer will easily accept your solution, and he will not hesitate to buy your things without much effort. This is the best sales method, which will make customers obey your wishes and benefit you.