Is there any way to do business?

I learned my business from the market, not books. \x0d\ once collected a confession of an old salesman. \x0d\ I want to share it with you. \x0d\ I hope it helps you. \x0d\ 1。 When chatting with customers, the salesman needs today's news. Therefore, salespeople must read more books and magazines about economy and sales, especially daily newspapers, so as to understand the news and news events of the country and society, which is often the best topic, so that we will not be considered ignorant and knowledgeable when visiting customers. \x0d\\x0d\ customer. We can also go to the nearby job market. The general recruitment market will post the name and type of work of the daily recruitment unit at the door. We can also analyze what he does by the type of job he recruits, so that we can find the customers we want. Also, we can visit some big industrial areas. Now almost all factories are looking for jobs, and we can also find them through the job advertisements at their doorsteps. We can also look at online recruitment websites, such as Zhuo Bo Recruitment Network. \x0d\\x0d\ The advantage of finding customers from job advertisements is that you can find many new customers first, because there are many new factories that have just opened or moved here. If we find him first, we will get there first. In addition, manufacturers who can generally recruit a large number of workers are doing well, and they are relatively confident in paying back money after successful business in the future. \x0d\\x0d\3。 Internet search. We can search through keywords, such as entering the product name of the customer we are looking for in Baidu, and we can find many customers. We can also find customers through professional websites, such as Alibaba, HC and so on. So we can find a list of many customers. And you can also find the boss's mobile phone number and boss's name. \x0d\\x0d\4。 We often go to the streets to find customers. We go shopping. I usually go to the appliance store. All have packaging or brand and company names. We can record them and go back to the internet to find them. We can judge a customer's operation by the product sales in the shopping mall. This also reflects one of his economic strengths. \x0d\\x0d\5。 But personally, I think the best way to find customers is to introduce and develop customers through social networks. We should pay attention to the era of enjoying resources when doing business in the future. For example, you make wires, I make plugs, and he makes resistors. We are also customers of audio. If we can share resources and introduce good customers to each other, it will be very easy and worry-free to enter a customer. And because our customers are looking at each other, the risk will be much lower if the customers have any trouble. \x0d\\x0d\6。 Another best method is to introduce customers, with the highest success rate. After having several original customers, a good salesman will seriously serve these customers and make friends with them. When you get familiar with it, ask them to introduce you to peers or friends. Just don't let them give you the list at this time. You can find this list anywhere. The most important thing is to ask him to call you. If he calls you for recommendation, it's better than you calling 100. You will mainly serve the customers he introduced in the future, and then let this new customer introduce by analogy, so that you can easily find your customer network. \x0d\\x0d\ So we have many ways to find the customer we want, as long as we put our heart into it. A salesman should have three things on him at any time except when he takes a bath. These three things are: pen, notebook and business card. Others say that salesmen have eight eyes, which makes sense. If you pay attention to everything in your life, you can find many business opportunities. \x0d\\x0d\ About calling \x0d\\x0d\ After we find the customer, the second question is how to make an appointment by phone. There are also some details in it. Just pay attention. \x0d\\x0d\ 1。 A lot of people do this on the phone. The customer didn't finish listening to our introduction, just said no, and then hung up for life. And you said you were going to visit him, but he said he was not available, and asked you to fax him the information or put it in the guard room. We must never fax him the information and give it to him in the security room. It's no use. I was depressed at first when I met such a situation, and then I thought, maybe the purchasing lady was scolded by the boss as soon as she went to work today, so she refused me because she was unhappy, or maybe the purchasing lady quarreled with her boyfriend today, so she ignored me. It doesn't matter. I will find you next time. Many of my clients have called for appointments many times. Sometimes it's just so strange. The purchasing lady refused yesterday. Call again today, and you can take samples to see her. So the success of business often depends on whether you stick to it or not. \x0d\\x0d\2。 No matter how skilled your business skills are, I think it's better to think about what you want to say when you call, and don't talk as soon as you pick up the phone. Because we can chat and forget something we have to say, we often have to call again after hanging up. It's not good for anyone For friends who have just started a business, it is best to write it on paper. This will be more organized. \ x0d \ x0d \ 3。 I think it's better to make a phone call standing. Because when people stand, I feel more focused and serious, and when I stand, I have a full atmosphere and a better voice. Try it if you don't believe me. No matter how angry you were just now, you'd better smile when you call. This kind of atmosphere is more relaxed and customers will feel it. Doing business is an indignant job, but our customers don't need to share it with you. \x0d\\x0d\4。 Let's not wait until we need our customers. Call, chat and greet them often at ordinary times. Until he knew it was me as soon as he heard the sound. Better let him think about you. Doing business is like falling in love. We can't expect others to marry you after one date. Purchasing forgetfulness, we should constantly remind him. \x0d\\x0d\ Visiting a customer for the first time \x0d\\x0d\ 1. Never neglect the preparation and planning work before promotion, only when you are prepared can you win. Prepare samples, catalogues, pens and notebooks. Before meeting the customer, think about the opening remarks, questions to ask, words to say and possible answers. Usually, you must learn and remember the information, brochures and advertisements related to the company's products. At the same time, we must collect competitors' advertisements, promotional materials and brochures, conduct research and analysis, and achieve "know yourself and know yourself". \ x0d \ x0d \ 2。 Being late for an appointment means, "I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call to apologize before the appointed time. I believe that going out early is the only way to avoid being late. \ x0d \ x0d \ 3 really attack him until you go in, and then the rest will be easy. This will give you an 80% share in the headset industry. We will switch to other industries and copy. It's like fishing. Look at the big ones. Fishing one by one is very comfortable. Bold, cautious and thick-skinned. When I was a child, chasing girls said that we were bold, cautious and thick-skinned. In fact, doing business is like chasing girls. \ x0d \ x0d \ 2。 It is estimated that 80% of business is done because of friendship. The competition is fierce now. The same quality, the same price, the same service and so on. If you want to compete with your opponent, you must rely on friendship. If you treat your customers more attentively than your opponents, you will form a friendship. So who can take your order? So where you spend your time, you get what you want. So friendship is a kind of wealth. \ x0d \ x0d \ 3。 Be enthusiastic. Enthusiasm can infect customers Maybe many of our salespeople will be enthusiastic at first, but when you achieve certain results, they will become old-fashioned and lose their enthusiasm in the past. Sometimes they feel that the order is not very good. If you are too enthusiastic, you will lose a deal; if you are not enthusiastic, you will lose a hundred deals. Enthusiasm is far more infectious than rhetoric. \x0d\\x0d\4。 There must be a probation period. Clients do it like a man marries a woman. Looking for a client is like looking for a dream lover. From making a phone call to placing an order, just send a love letter to getting engaged. If you are really married, you have to have a honeymoon before you can live seriously. So we're going to spend our honeymoon with our clients, and we don't want to grow up all at once. The novelty of falling in love with marriage at first sight is hard to maintain afterwards. We should all give our customers and us some time. Check each other's credit, service and so on. \x0d\\x0d\ About completing the transaction \ x0d \ x0d \ 1. When many salesmen start their business, they are often aggressive. They don't know what to do when they find customers, send samples and quote prices, and often all their efforts are in vain. In fact, you should always ask him when your order will be placed, and always ask him until there is a result. In fact, purchasing is waiting for us to ask him. The crying child has milk to eat. Just like a child doesn't cry, how do we know he is hungry? So we have to ask customers to buy. However, 80% of the sales staff did not ask the customer for a transaction. \ x0d \ x0d \ 2。 If the transaction fails, the sales representative should immediately arrange the next meeting date with the customer. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be even more difficult to meet the customer later. \x0d\\x0d\3。 My feeling is that when doing business, we should keep tracing, tracing and tracing. If you need to contact customers five to 10 times to complete a business job, you should listen to buying signal 10 times at all costs-if you listen attentively, when customers decide to buy, you usually get buying signal from them. Listening is more important than speaking. \ x0d \ x0d \ Doing business is a series of activities aimed at concluding transactions. Although agreement is not everything, there is nothing without agreement. \x0d\\x0d\ About Collection \x0d\\x0d\ 1. Don't save face in business. When it comes to collecting money, many people will think that I am too familiar with purchasing, and I feel embarrassed to chase his money all day long. So I rarely chase money or chase it a few times, so I don't chase it. As a matter of fact, we have to get the payment to get the commission. It is only natural to pay back debts. If you owe him too much, your business will not last long. I usually chase money, not to let him arrange it, but to say. Mr. * *, you help me arrange the payment on Wednesday, and I'll pick it up this afternoon. He sometimes says when is not good, and then I say, Tuesday is fine, and he often says Wednesday is fine. \x0d\\x0d\2。 For yourself, before being a customer, you should know everything about the customer carefully. For example, who did he do business with before, that is, who is your competitor. Knowing this, you can quote and make countermeasures. Understand why customers want to do business with you. If others refuse to supply him, then we can ask him to make cash. He is sure to default. If it is the fault of the opponent, such as poor quality, high price and poor service. You can make corresponding countermeasures to deal with him. If you do better than your opponent, let him do it with you, then you will know how to do it later. \x0d\\x0d\3。 The best way to prevent customers from delaying payment is to investigate before reaching a deal with customers. We should carefully examine all the information of the customer, including the salary level of his employees, whether the salary is paid on time, whether the factory is owned or leased, and where the boss is. Is the product sold or exported in China? It is best to know some customers' old suppliers, so as to know their credit status. \ x0d \ x0d \ books, it is necessary to read more. I usually take time to go to the bookstore, where there are many books about business.