How do salesmen make strange visits?

When a salesman faces a strange customer in his daily marketing work, it is also difficult to attract the customer's cooperation with a few words. Facts are stranger than novels. Every place has different market conditions, and every customer has different personality hobbies. Facing different strange customers, it is impossible for a salesman to ask questions according to a set of fixed procedures, but how to talk to customers according to the specific situation? Your first few words will determine the impression of strangers on you and whether your business negotiation can continue. Experienced salesmen naturally have many means to deal with customers and are versatile in business. They talk with people, talk nonsense, advance and retreat freely, and are free. To achieve this state, of course, not all old salesmen can achieve it. Only by earnestly summing up experience and constantly learning salesmen will have such luck. However, for a salesman who has just stepped into the market and is inexperienced, it may still be difficult to face a strange speech. Do you want to introduce yourself first? Or talk about our company's products first? Perhaps before entering the door of a strange customer, the salesman thought a thousand words in his heart, but he may be speechless when facing a strange customer. I don't know where the words he thought went, like a dog eating the moon, and I don't know where to start. If you meet a cultured customer, the customer may take the initiative to ask questions to the salesman; If you meet a grumpy boss and salesman, if one sentence is inappropriate, the boss will sweep the salesman out of the house and naturally close the door to business negotiations. How do salesmen talk to strange customers? How about starting your business cooperation trip? First, from a smile, like "triumphant", the salesman shows the best benefits of the product to a strange customer. China is the help of etiquette, and pays the most attention to people. Many customers first value whether the salesman is educated, not the product. If the salesman hasn't talked to the customer yet, giving a smiling face will undoubtedly bring a good atmosphere for the salesman to negotiate business, at least the customer will give you a chance to express yourself. If the salesman comes to the door with a sad face like Sangmen, will customers still pay attention to your salesman? Therefore, when a salesman faces a customer, there is no doubt that no matter how difficult or bad things you encounter, you should pile on a smiling face, because the strange customer has not offended you, so why do you look at the ugly face of the salesman? With this kind of good atmosphere, the salesman will lose no time to introduce his purpose to strange customers. "Hello, boss", "Hello, I'm from XX Company. I brought you a product, which I hope will help your business. This product has XX characteristics and has XX advantages in sales policy. If the products of large companies have a certain market influence, customers may only ask the salesman about the product model, price and other marketing policies, but for the products of small companies whose local market has not yet opened, the salesman should first introduce the biggest selling point of the company's products. Whether it is a big company or a small company, the salesman's products must bring benefits to customers, and benefits are the most recognized selling points of customers. As an investment in a new product, the customer's mind is to return, not to be a free porter and lose money to the manufacturer. Therefore, when introducing to customers for the first time, salesmen should show the most beautiful side of their products to customers like "triumphant" and tell the best selling points that products can bring benefits to customers, so that customers will be interested in listening. Such selling points include many things: products, product packaging, sales policies, market management, publicity and so on. If the salesman introduces something that has nothing to do with the customer's interests first, the busy customer may not be interested in continuing to listen, and may politely refuse, "Sorry, I am busy now, please find another place to live." But many business customers often send you away in one sentence, "There are too many markets for this product, so don't do it." If the business fails, you will still be angry. Second, in order to retreat, the salesman flatters the customer first and then transitions to the door-to-door purpose. When visiting a strange customer, the salesman may not know who the boss is, so it is necessary to observe the situation in the store first (large companies are often in office buildings) to find clues, such as the brand of products sold, the appearance of employees, the number of goods piled up, the size of the store, etc. And find out who is directing the work, who is not the boss or at least the manager. Salesmen should not make low-level mistakes. If you meet a manager, you should flatter him as a boss or boss. This is what we usually call PMP (flattery), because many people in China have the same bad habit and like to be praised by others. But the salesman can't talk to the manager for too long, because the decision-maker is the boss after all. Talking to the manager again and again may not have any results, because the manager doesn't know where the boss's bottom line is for the product. If the salesman can meet the boss as soon as he enters the door, it is opportunity and luck, and the salesman needs MPMP (kissing the boss's ass). Of course, this ass should be photographed to the point, and it cannot be fabricated out of thin air. Seeing that the goods in the store are multi-brand, the salesman will brag about his prosperous business and good management, and flatter himself that he is either the boss or the second child in this market. The boss may be a little excited when he hands the cigarette and pours tea to the salesman. A salesman needs to strike while the iron is hot, introduce his products and explain his purpose. When the customer is in a good mood, he will talk about product cooperation and policies quickly. At this time, the salesman is almost half successful. Even if the business can't be concluded, the customer will have a good impression on the salesman and his products, paving the way for the next cooperation. Here, the author warns the salesman to pay attention to the temperature when killing customers, and he can only enlarge it on the basis of the current situation of customers. Don't fabricate facts out of thin air, call small business owners big customers, and don't say that business is light and prosperous, so that salesmen will not only "kill" customers, but also "kill" your business cooperation by customers. Third, let customers speak first, follow the customer's ideas and achieve the purpose of business cooperation. Most successful customers are usually busy. Don't interrupt the customer's business after the salesman comes to the door. Be sure to calm down and wait. When the customer is busy, the salesman also acts as a helper as much as possible, so that the customer will pay attention and ask the salesman what he does, and the salesman will have the opportunity to introduce himself and his products. Note that when introducing products, the salesman should observe the customer's reaction, let the customer ask questions, and then analyze and answer his questions, so as to make the answers closer to his own products as far as possible, so as to achieve the purpose of successful sales promotion. An inexperienced salesperson may make mistakes, stray from the subject when answering questions for customers and forget his real purpose there. Last autumn, the author invited investment for a coating company in Hunan. In Changsha Hongxing Building Materials Market near a big facade of Shaoshan Road, the north-south traffic artery in Changsha, the author saw that the brands distributed by customers were all well-known paints such as China Resources, Mido and Pasteur, and felt that the business of this customer was quite strong. After the author entered the door, I saw that the customer was sweating and coloring the paint, so I stood by and helped him with some color palettes and bucket lids. After the customer finished his business, he asked the author which manufacturer he was from. The author introduced his products, and after listening to them, customers expressed concern about the quality of the author's products. He didn't mention the price, guessing that the price of the author's brand products would not be too expensive. I immediately answered this customer, and I can go to the factory to see the scale and technical strength of my factory, which is located in Hexi, Changsha. In view of the reasons why customers are unwilling to press the goods, the author puts forward the most likely selling point. The factory delivers ten barrels of goods for free at a time, and it is cash on delivery. There is no financial pressure, and the goods can be delivered at any time when needed. After some consideration, the customer finally agreed to the request for cooperation. If customers need the author's products at the right price, they will call to order. Not long after, the business between the two sides gradually cooperated. Fourth, first suppress and then promote, first talk about the shortcomings of customers, and then talk about corrective methods to guide customers to pay attention to their products. Experienced salespeople usually make a rough survey of the local market before visiting strange customers. What brands do customers sell and what products are the main measures? What is the financial strength of client B in the commercial field? Wait a minute. Salespeople should have a well-thought-out plan in mind in order to promote products to strange target customers and help them develop the market in a targeted manner. When a salesman visits a strange customer, he can first hide his true intention and tell the strange customer that if he accepts his marketing ideas, the customer's business may be better. Starting from the existing problems, customers have to listen to what methods are needed to solve them. In fact, customers pay attention to their competitors every day, and they also know the problems in their business. If the salesman can tell the customer's shortcomings in a few words, the customer will definitely listen and think that the salesman is a marketing expert. If you cooperate, your career will definitely go to a new level. Will the salesman be afraid that strange customers will not cooperate with you? . However, not every salesman can practice this trick, and only salesmen who reach a certain temperature can use this trick. If the salesman is talking about the customer's business ideas, business cooperation may be immediate; Say the wrong thing, the business will not be discussed, and the salesman will be in an awkward position. In the second half of 2000, the author was in charge of a big brand refrigerator business in Zhuzhou, Hunan. It's just that the market sales in Chaling County in this area have been stagnant, not without customers, but there are still so many customers. Almost every customer who makes refrigerators has this brand, but they don't advocate it. Brand refrigerators are only used as bait to attract customers. What is really sold is other brands, which can be described as "selling dog meat by hanging sheep's head". In order to rectify the Chaling market, the author first investigated the market, secretly looking for a customer who is suitable for promoting his own brand, and made a tour of the Chaling market to get a preliminary understanding of the large and small customers in the Chaling home appliance market. The market has not yet produced a dominant customer who absolutely controls the market, and the strength of each company is mostly equal. After some analysis, the author decided to choose Chaling Baifang as a breakthrough, because this customer's business location is very good, and there is no big refrigerator brand, and other categories of household appliances are also second-tier brands, so it is necessary to use big brands of household appliances to drive business. More importantly, this customer doesn't pay much attention to the profit of product sales. After the author entered the door, he told the truth of the customer in one sentence and said, "Hello, boss, your store location is still good, but it's a pity that the business is not as good as other stores, because there is no big brand to drive the business." When the owner of the home appliance store heard the author's words, he could point out his shortcomings and immediately agreed, and asked the author to propose a solution, hoping to cooperate sincerely with a big home appliance brand. Later, the author told his real purpose, and promised that if the customer operated the author's brand refrigerator, the business would be better than before, and he would immediately find other customers' sources to standardize the sales of the brand in Chaling market. Later, the sales volume of this brand refrigerator Chaling market rose steadily. Due to the strong support of manufacturers, other customers dare not sell goods privately. 5. Silence speaks louder than words. Do other things first, and then choose the opportunity to talk about your business. "The layman looks at the excitement, and the expert looks at the doorway." Many laymen always think it is easy to do business, but only professionals know that it is difficult to be a qualified salesman. The market environment is complex, and each customer's boss has different personality and hobbies. The salesman's way of speaking should conform to the conversation environment according to the place, time, situation, language organization and form. Not only that, but also know astronomy, geography, political sports, gossip and jokes, know a little about almost 18 kinds of martial arts, and can make different tricks for different customers. If the salesman's tricks appeal to the customer, the customer will regard the salesman as a like-minded friend and at least help him, even though they don't have the Jianghu experience of "going to the countryside together, being guns together and going whoring together". The author once helped a condiment company in Hunan invest in Jingdezhen, Jiangxi. Before going, my colleague introduced a client named Li, who likes singing, drinking and entertaining. After I arrived in Jingdezhen, I went directly to this customer named Li. It happened that Li, the boss, was in his hotel, talking to another boss who wanted to enter his hotel to do wine business. After talking about business, the customers who make drinks ask Li to sing. After understanding the author's purpose, Li did not refuse and called the author together. Although the singing is not elegant, I tried my best to show a few songs in front of boss Li. It's time to eat after singing, and everyone goes to the hotel to drink and eat. Although a lady was present, everyone was still telling jokes happily and enjoying drinking together. I don't know how many bottles of beer I drank that night. When I could hardly drink, two friends got drunk and fell to the ground. The dinner lasted until midnight 12 minutes. I went to the hotel to check in. The next morning, the author went to see Boss Li and found him playing chess with other clients. The author's chess skill is also an introductory skill. Later, boss Li had business to do and asked me to play chess with his clients. For two days, we didn't talk about business cooperation. On the third day, he called the author to his office. Due to the emotional preparation in the early stage, the business naturally closed. Although the reward given by boss Li is not much, it can be regarded as developing a new customer in Jingdezhen. However, the author should remind the salesman that this silent method is to achieve his own goal when the customer knows the salesman's purpose and has no obvious refusal. The reason why the customer didn't talk about cooperation with the salesman at that time was because the customer needed to test the sincerity and ability of the salesman to cooperate.