What preparations do salespeople need to make before visiting customers?

First, make a new customer visit plan. Once the list of new customers to visit is determined, a new customer visit plan should be made: customers to visit, visit time, goals to be achieved during the visit, etc. It is unrealistic to expect sales staff to get orders the first time they visit customers. Many excellent salespeople take obtaining information as their first visit to customers. Therefore, when a salesperson visits a customer for the first time, the main goal should be to collect customer information. Of course, it is better to get the order, but they must understand the customer's hobbies, business conditions and customer needs. Second, prepare to visit. When visiting customers, salespeople usually need to bring some auxiliary materials, such as introduction materials of companies and products, comparative materials of competitors, successful cases of companies, promotion plans, product samples, visual materials, business cards, gifts and a brief self-introduction. Sales staff should carefully consider the information they need to carry according to the visit plan before selling. For routine information, they can make a list, check whether they are fully prepared before each trip, and form a good habit of being careful and meticulous. Sometimes a small omission may have a great impact on the results of the visit. At the same time, if possible, the salesperson must make an appointment with the visited customer before visiting, which can generally be achieved by telephone, letter or email (it is not recommended as the first way because the letter or email cannot communicate directly with the customer) or through an intermediary agency that is familiar to both parties. If it is a telephone agreement: "Hello, Mr. * *! I am in charge of the * * area in the * * company. Our company mainly produces * * products, and you will be interested in our products and marketing plan. I want to visit you on Wednesday. Do you think 10 am or 3 pm is convenient? " Then customers will soon understand your intention to call, and it is easy to choose a time from it. If the customer makes it clear that these two times are inconvenient, then our sales staff should not be at a loss and can calmly take his or her words: "In this case, when is convenient for you?" Third, simulate the visit scene. Some salespeople (especially those who have just engaged in sales work) always feel inexplicably nervous when they visit new customers, thus causing some adverse reactions such as stiff movements, accelerated breathing and confused thinking during the visit, which are all caused by people's inadaptability to the new environment, while people will not feel nervous when they are in their familiar environment or interacting with familiar people. Therefore, salespeople should often simulate some visiting scenes in their own minds or before visiting new customers, simulate possible scenarios and situations, simulate some problems that customers are most likely to raise or pay attention to, and establish various simulation schemes, so that when visiting new customers, they can overcome their nervousness and form a superior psychology at home. Fourth, establish a good first impression. In a letter to her son, Prince of Wales, the Queen of England once wrote: Clothes show a person's appearance. When people determine a person's mentality and impression of this person, they usually judge by her or his appearance, and it is often the case, because appearance is visible and other factors are invisible. Based on this view, dressing is particularly important. The queen is not exaggerating. In real life, whether from a rational or irrational point of view, our first impression of a stranger is based on his or her clothes and appearance. Proper clothes and refreshing image will enhance customers' trust and intimacy, so salespeople must pay attention to their appearance if they want to leave a good first impression on customers. First of all, when visiting customers, salespeople should not wear strange clothes, short fashions or inferior clothes, and their hair should be clean and odorless, and there should be no dyeing, beard and fingernails. If you are a saleswoman, don't dress coquettishly and don't wear too much makeup. It's best to wear light makeup or no makeup. Secondly, how to dress when visiting customers must be combined with regional differences, industry habits, working environment, customer acceptance and so on. When you wear a suit, you must wear a suit. When you need to wear business casual clothes, you must wear casual clothes, preferably consistent with the clothes of the customers you want to visit. Third, prepare mirrors, combs and wet wipes. Before you leave and arrive at the client, you must look in the mirror to see if your hair is messy, your face is clean, your expression is natural, your clothes and shoes are neat and so on. Take a deep breath to relax your nervousness. Don't think this is unnecessary, in fact, it is of great benefit to your visit. Finally, before visiting customers, remember not to eat foods with strong pungent taste, such as onions, garlic and leeks. Brush your teeth regularly to remove microorganisms or smoke that may cause bad breath. Before visiting customers, you can chew some sugar-free mint gum or spray some oral fresheners to keep your mouth fresh. At the same time, don't drink alcohol before visiting customers, and avoid visiting customers with alcohol. V. Establishing a good communicative psychology Research shows that when a person faces a stranger or his own interests, he will have doubts or resistance, which is the "fear of strangeness". Of course, before we understand it, vigilance and putting on an exclusive posture are actually a kind of psychological defense, so our salespeople are strangers in the eyes of customers. At this time, the customer will guess: Who is this person? What's their company like? Are their products reliable? And so on, based on this situation, as salespeople, we must master certain skills to create a good communication atmosphere. First of all, master some approaching skills: the first 10-30 seconds of visiting customers is very important, which usually determines the success of this visit. Therefore, to grasp this 10-30 seconds, you must shake hands with customers firmly, smile, be polite, have a moderate voice and tone, keep pace with customers' emotions, make good use of business cards and introduce yourself; Secondly, listen more and ask less, and master the initiative of communication: salespeople must let customers talk more, instead of talking on their own. We explore customers' concerns and needs, collect customers' information, and let customers contact us more, so as to understand customers' real thoughts. Therefore, salespeople should master some questioning skills in the communication process, such as the rational use of open-ended questions, selective questions and closed-ended questions (the main forms of open-ended questions are: what and where? Mainly to let customers explain their ideas and opinions. , explore customer needs, verify whether your guess is correct, etc. The main forms of multiple-choice questions are: Yes. . . . Still. . . . . Should we order five or ten pieces of this product? Mainly to give customers two positive choices and let them choose one of them. In the case of choosing the answer or deciding for yourself, people generally prefer the former. Studies have shown that this is a natural manifestation of human inertia. The main forms of closed questions are: yes, no, yes, etc. For example, do you agree with this promotion plan? Mainly to get information from customers quickly and verify whether the information is correct. ); Third, correctly treat customer reactions, eliminate customer concerns, and do not argue with customers. Customer reaction includes positive reaction and negative reaction. Positive response is manifested in attracting customers' attention and interest, arousing customers' desires, leaving customers with memories and generating purchasing behavior. The positive response of customers is beneficial to us and needs to be established when we visit customers. But sometimes customers will have negative reactions, such as customers are not interested in what you said, dissatisfied with our products or prices or sales support, customers are a little impatient, customers clearly express disapproval or cooperation, and customers hope to end their visit as soon as possible. At this time, our sales staff must hold their horses, never argue with customers, but take the negative reaction of customers as a positive signal (maybe a customer's demand has not been met, maybe we still have a customer's demand). Finally, ask the customer to place an order or establish a cooperative relationship: in sales work, the transaction is only a natural process, not so mysterious. The only thing to remember is that when placing an order, it is very important for the salesperson to ask the customer. However, unless the customer feels that our products are very suitable for him, what he has always wanted and can bring him great benefits, the customer is hesitant. At the same time, when the interests are not clear, customers will become more conservative, which requires us to help customers make up their minds and do a good job. Therefore, excellent salespeople will never miss every opportunity to cooperate, even a small order. In order to seize customers, we should first choose some products that are suitable for the local market, have a certain sales volume or complement the existing products of customers as the starting point, and persuade customers to try small-batch sales first, so as to lay a good start for further cooperation in the future. We must deal with new customers' orders in time and accurately, no matter how big or small, so that customers can feel his importance. At the same time, we should guide customers how to show our products, how to introduce the advantages and values of products to his customers, form the rapid sales of trial products, and build the confidence of customers' cooperation. 6. Prepare for the next visit and make a summary of this visit. After the visit, whether the cooperation is reached or not, you must make an appointment with the customer for the next visit to prepare for the next visit. After this visit, we should handle customer orders in time, summarize this visit in time, establish customer files, record the contents of this visit in detail, especially the customer's concerns, carefully analyze the customer's concerns and needs, and put forward targeted solutions in the next visit. At the same time, record your own shortcomings in this visit, accumulate visiting experience and improve the quality of future visits.