What is the best way to communicate with customers when visiting them?

We all know that there are actually five steps in making sales: advance preparation, approach, demand exploration, product introduction and display, and conclusion of business relationships, and all of these tasks are based on visiting customers. above. Therefore, as a professional marketer, how to establish your own professional visiting method and then successfully use it will become an important weight to break through customer relationships and improve sales performance! Taking Xiao Zhou's situation as an example, we might as well set up two modules: stranger visits and secondary visits to explore marketers' customer visit skills.

Unknown visit: Let the customer talk

The marketer’s own role: just a student and listener;

The role the customer is asked to play: a Mentors and speakers;

Preparatory work: knowledge about the company and the industry, product knowledge of the company and other companies, relevant information about this customer, the company's sales policy, extensive Knowledge, rich topics, business cards, telephone directories;

Visiting process design:

1. Greeting: Before the customer (him) opens his mouth, greet the customer (him) in a friendly tone. Say hello to (him), such as: "Manager Wang, good morning!"

2. Introduce yourself: state the name of the company and your own name and hand over the business card with both hands. After exchanging business cards with (him), Express gratitude to customers for taking the time to see you; for example: "This is my business card, thank you for taking the time to let me see you!"

3. Break the ice: Create a good atmosphere to get closer The distance between each other eases customers' nervousness about strangers visiting; for example: "Manager Wang, I was introduced by Mr. Zhang from your department. I heard from him that you are a very easy-going leader."

4. The structure of the opening statement:

1. Propose the agenda; 2. State the value of the agenda to the customer; 3. Agree on the time; 4. Ask whether you accept it; For example: "Manager Wang , today I am here specifically to learn about some of your company's needs for ** products. After knowing your clear plans and needs, I can provide you with more convenient services. Our conversation only takes about five minutes. Do you think that’s okay?”

5. Use questioning skills skillfully to let customers talk;

1. Design a good question funnel;

Achieve the purpose of exploring customer needs by asking customers The real purpose is to use the most basic sales skills of marketers. When asking customers, the questions should be explored in depth gradually from wide to narrow. For example: "Manager Wang, can you introduce the overall sales trends and situation of your company this year?", "What aspects does your company have key demands for?", "Can you introduce your company's demand for ** products?" ”

2. Use a combination of expanded inquiry and limited inquiry;

Using the expanded inquiry method allows the customer to express himself freely, let him talk more, and let us know There are more things, and the use of limited inquiry method keeps customers from the subject of the conversation and limits the direction in which customers answer questions. When asking customers, a mistake that marketers often make is "closing the topic."

For example: "Manager Wang, how is your company's product demand plan submitted for review?" This is an expanded inquiry method; for example: "Manager Wang, some of the supply plans we submitted need to be approved by you. Can it be implemented in the following departments later?" This is a typical limited inquiry method; marketers must not use closed-topic inquiry methods to answer on behalf of customers, so as to cause the interruption of the dialogue, such as: "Manager Wang , your monthly sales of ** products are about 60,000 yuan, right?”

3. Summarize and confirm the key points mentioned by the customer;

According to the discussion process , the key points you wrote down, briefly summarize what the customer talked about, make sure it is clear, complete, and unanimously agreed by the customer; For example: "Manager Wang, the time I agreed with you today has arrived. I am very happy to start from today. I’ve heard so much valuable information here, thank you very much! What you talked about today is about... one is about... and the other is about..., that’s all, right? ”

6. At the end of the visit, agree on the content and time of the next visit;

At the end of the first visit, the marketer should reconfirm whether the main purpose of the visit has been achieved, and then describe it to the customer. The purpose of the first visit and the agreed time for the next visit. For example: "Manager Wang, thank you very much for taking such a long time to provide me with so much valuable information today. Based on what you talked about today, I will go back and make a good supply plan, and then come back to you." Report, you see, I will bring the plan over next Tuesday morning for your review. Do you think that’s okay?”