How do sales novices develop customers?

How do sales novices break through customer barriers and win customers' recognition and trust at the fastest speed? The first step: learn to be a man and narrow the distance with customers. Salespeople have to deal with different customers every day. Only when the sales staff handle the relationship with customers well can they have the opportunity to introduce your products to customers, and customers can accept your products. As a novice in business, you should first learn to be a man, constantly cultivate your emotional intelligence and narrow the distance with customers. First of all, a novice should be a confident person. Nothing is impossible in your mind, never doubt your company, never doubt your products, never doubt your ability, I believe you can conquer your customers, and your customers will treat you with special respect. When you first meet one or two customers with a cold or unenthusiastic attitude, the novice should understand that this is just an instinctive reaction before the customers fully understand you, and it's no big deal. Never doubt whether you can continue to work here once or twice when customers are cold-eyed or unenthusiastic. If you have this idea, the result is definitely that you can't do it with this customer. Secondly, a novice should be a proactive person. There will be no pie in the sky, and the fate of a novice entrepreneur is in his own hands. If the customer ignores you, you can actively promote yourself, care about him and the people around him, and infect him and his family with your sincere actions, such as bringing him or his family some small gifts every time you visit. If the customer doesn't tell you the market situation, you can take the initiative to ask the customer some information; The real situation of the market, you can take the initiative to go deep into the front line of the customer market and personally understand the market situation; The customer didn't tell you his basic situation, so you can take the initiative to find out through other indirect ways. Third, a novice should be a hard worker when starting a business. Many customers don't recognize novices who just graduated from school, largely because they suspect that novices can't bear hardships. Business novices can't gain the recognition of customers if they don't have the spirit of hardship. Because in sales, business novices don't have much experience, too many contacts and too much money for meals. The only way is to visit customers longer than others, visit customers more often than others, and visit customers more often than others, that is to say, suffer more than others. Only in this way, personal performance can be improved, personal sales ability can be improved, and it is possible to be recognized by customers. Then a novice entrepreneur should be a trustworthy person. In addition to self-confidence, initiative and hardship, business novices must also make themselves a trustworthy person. Novices in business should strictly abide by the professional norms and operating systems of manufacturers, resolutely do nothing that harms the interests of customers and manufacturers, and distinguish between public and private. At the same time, business novices should have integrity, resolutely refuse to promise what they can't do, and resolutely do what they promise. Only in this way can customers rely on you and get the greatest support and cooperation from customers. Finally, a novice should be a studious person. First, business novices should develop the habit of "asking more questions". Novices in business, don't be afraid to ask "I know everything, customers don't know anything, customers are not as good as themselves", and don't be afraid to ask "too many questions, lest customers laugh at themselves for being stupid". Second, business novices should develop the habit of "listening more". Listening can make you smarter and more respected by others. Step 2: Start simple, so that customers don't underestimate many new business people who just graduated from school. As soon as they leave the market, they want to manage as many areas as possible and do as much sales as possible. It is good for business novices to have these ideas. Due to the constraints of social experience, professional knowledge, sales skills and other factors, it is difficult for novices to operate and manage a county-level or municipal market or even a larger regional market alone at once. When a novice takes over the business, he has to start from the simple, start from the easy, make some achievements, and don't let customers look down on you. 1. Start with the smallest regional market unit. The area where novice business operators start to manage should not be too large. Every industry and manufacturer has its own minimum regional market unit. For example, the smallest regional market unit of fast-moving consumer goods may be streets or communities, and the smallest regional market of feed products is villages or villages. Beginners can choose to start with the minimum regional market unit of the manufacturer. Choosing to start with the smallest regional market unit is conducive to the growth and performance improvement of business novices. One is that the management area is small. For the novice business, the goals and ideas of market expansion and market management are clear, and they know what to do and how to do it. Second, the management area is small, which is relatively easier to operate and has a greater chance of success; Third, it is convenient for business novices to build confidence. 2. Start with the simplest and most basic work. Sales is a complex and challenging job, and its activities mainly include regional market survey, competitor analysis, market development plan, customer credit survey, customer development, customer management and maintenance, terminal network construction, terminal tally and promotion, and product complaint handling. There are also many objects of development and management, including first-class wholesalers, second-class wholesalers, retailers, consumers and so on. However, it is really difficult for a novice to put every sales activity in place and develop and manage customers at every level. Novices in business can start from the basics of visiting retail stores, help retail stores to sort goods and promote sales. One is to accumulate product knowledge and sales skills, and then develop them into retail stores and second batches. The other is to prove to customers that you are the best. Only in this way can we gain the recognition and trust of customers, and finally achieve the purpose of controlling and managing customers and even the entire regional market. The third step: sell with customers, win the full trust of customers with performance, and narrow the distance with customers through being a person. Start simple, and customers will never look down on you again. But in sales, the final result is sales performance, which is the continuous growth of sales volume and the continuous improvement of market share. Next, business novices should go deeper, fully mobilize the passion of customers, develop and manage the market with customers, and obtain good market performance, and finally make themselves partners of customers and make customers feel that they can never leave you. 1. Help customers to re-investigate, analyze and plan the market. Novices evaluate customers' opportunities, threats, strengths and weaknesses through comprehensive market research and data analysis, and formulate customers' current and future market development plans, including business positioning, development areas, network layout and selection criteria, business product positioning and strategy, price strategy, promotion policy, etc. 2. Develop and cultivate outlets with customers. Novices mobilize customers to go to the front line of the market in person or with salesmen, find, discover, develop and cultivate new outlets according to the overall planning and requirements of customer development, and continuously expand the distribution network of customers. 3. Manage the market with customers. Novices take the initiative to help customers manage the market, including channel conflict control, price maintenance and control, offline network management, and the formulation and adjustment of competitive strategies. 4. Help customers improve their management level. Novices should not only help customers improve their business, but also become enterprise management consultants, and help customers improve their financial management, sales management and human resources management through training, on-site guidance, communication, assistance and guidance.