I'll tell you everything about selling electronic components.

Step 1: Telephone "enthusiasm" (customer's spare time)

Hello, Mr. Zhu! I'm from * * * company! My last name is X, and my name is XX! I'm new here. I'll call you first and give you more advice later! Did you receive the qq message last Friday? Do you remember? Then don't bother (you go first). I'm a diode. I hope to have a chance to cooperate. I'm Ren Yong. See you later.

Don't talk for more than a minute for the first time, and don't invite anyone to avoid giving customers a feeling of disgust.

Step 2: Warm up the phone again (customer's working hours)

The second call came three days after the first call, and the phone content was: "Mr. Hong! Hello! I'm XXX from * * * company! We talked on the phone the other day! Do you still remember me I have been busy delivering goods to customers and processing orders (refunds) these two days. I'll call you as soon as I have time to deal with this matter. It's quite hot these days, so pay attention to temperature tolerance.

The third call was still warm, and the time interval, content and talk time were similar to those in the second step. My friend introduced me to new clients these days. We had a good talk and signed several orders in succession. See you later.

In short, the content of the phone call should be mainly to communicate the whereabouts of the other party in the last two days, and the positive hints such as "customer ordering and collecting money" in the last two days can be appropriately revealed. Of course, it is still determined not to invite, and the time can exceed one minute, but not more than two minutes.

Step 4: Telephone invitation

"Boss wang, what are you busy with? I am XX, from * * * company! ..... (small greeting) By the way, I was just about to tell you. I'm going to meet a client tomorrow, not far from you. If you are here, I will go! You see, I've talked to you so many times, but I haven't been to your house to see it. Of course, if the other person happens to be absent, you can also go downhill: "OK! I was worried that time was too tight! I will invite you again the day after tomorrow! "

Step 5: Talk face to face, and don't talk about your product or company.

When you meet a customer for the first time, remember not to rush to promote our products or start seeking cooperation. The main task of this step is to let him establish a comprehensive and intuitive understanding of you and have a basic understanding of his situation. The first time I go, I can talk for less than 40 minutes, so I can leave on the grounds of "busy business".

Step 6: Talk about our products and companies, not cooperation.

According to your previous understanding of his distribution, when you visit him for the second time, you can only talk about our products from an academic point of view, but the products you are talking about must be the weakest in his existing product line and the easiest for us to cut into. At this point, even if the other party offers cooperation, you can't say what the cooperation conditions are on the spot. You must say it and reply as soon as possible after you go back to study.

Step 7: Cooperation and negotiation based on market operation.

Before talking about cooperation with customers, we need to think of a set of overall market plan for cooperation with them, not our contract terms. Only by letting our customers see the market prospect of cooperation with our company, can we make them accept our cooperation conditions gladly, so as to achieve a win-win situation most likely.

Targeted measures:

Salesperson: Is it General Manager XX? Hello, is this the company?

Customer: Really? Where is it?

Shop assistant: I'm from XX Company.

Customer: What can I do for you?

Shop assistant: I know what kind of products you produce. We mainly make light emitting diodes (brochures and backlights). Can you give us a product introduction? Is it convenient to communicate with you? Who do you think is more convenient to communicate with?

Hello, Miss Luo, I understand that your company mainly makes chargers and may use LED. What specifications do you usually use? Is it the kind with a foggy head? What color (if green is ordinary green or pure green, is it the green of traffic lights). Provide an approximate price. If the price is too high, you can apply to the leader to give you a good price, and you know we have this right. What material are you using? These chips are made up of billions of beams of light. And now the quality of the chip is almost the same. So-and-so company also does this. What are your strengths? Our after-sales service is very good and guaranteed. Who are your customers? We have more customers in Changzhou. Don't quote, provide him with samples for free, and quote after the test results come out. Or ask them if they have original samples or specifications, so that the price can be approved and some unnecessary troubles can be reduced. If the price is provided according to the monthly consumption, what is the monthly consumption? What is the target price? The price is too expensive. It is.

If not, you can answer like this:

1. Have you made any purchasing arrangements in this regard recently? (judging whether there is demand)

2. You can contact us when you need it (can I add a qq number? We provide you with quotations and samples)

Hello, Suzhou Kangshengda Electronics. We are light emitting diodes. Please put me through to the purchasing department of the company. (Your company can use our products for PCB boards and electronic products), no, do you have regular suppliers? We can provide you with quotations and samples as backup supply. Do you have qq? Is it convenient to add up? What's your contact information? (Opposite company name+name+event). What model do you need? Product specification, F3 or F5? Is the color the one with a round head and a foggy edge? What color is it? If green is ordinary green or pure green (the green of traffic lights), do you use it much every month? how much is it?

Hello, is this the company?

B: Yes.

A: What products does your company produce, right? Is it a manufacturer?

B: Where?

A: Suzhou Kangshengda Electronics mainly supplies diodes. Please put me through to the purchasing department.

1. No time, only three minutes:

No, it's okay. I will be near your company on Monday and Tuesday, so I can visit you on Monday morning or Tuesday afternoon! "

Dialogue format: 1 affirmative sentence +2 compliment sentence+open question.

The name 1. sounds familiar. Is there an office in Shanghai?

Our side is from Suzhou office.

2. What brand do you make?

We made it ourselves. There is no brand.

The price of transparent led lamps is lower than that in foggy days. The short-angle price of Huai 3(45-60 yuan) and Huai 5 (short-angle 55-70-foot 55-70 yuan) are different from 5 yuan. Say the quotation is high, is it the price including tax? How much is the tax rate? Give the price excluding tax directly without issuing a tax bill. Higher prices in the early stage set the stage for price reduction in the later stage.

For products with braids, the processing fee is per k 15 yuan.

When quoting, discuss the payment method and time, please pay in the same month (30 days for settlement, 60 days for settlement).

As a salesperson, you must know the following points after receiving the phone call:

1, name, age, position, responsible affairs, e-mail, MSN, QQ and extension of the other party;

2. The other person's personality and way of thinking;

3. Does this customer have current demand or potential demand?

What are the conditions for customers to choose our similar products, such as price, quality, function, etc.

5. The other party refuses to talk to you or likes to talk to you;

6. Whether the other party has teaching personality and can let you know the internal information of the other company or help you facilitate the transaction during the teaching process;

For similar calls, concentrate on making calls at the same time, and listen to the important calls with your ears and listen to the details; Speak, communicate and repeat with your mouth; Write by hand, remember the key points (record the time and date of the call), make a phone call at the appointed time, and communicate with the phone for no more than 8 minutes.

If you are a customer developing this city, the purpose of calling is to invite an interview.

Developing foreign customers means that the other party is interested in your products and willing to see the product information or samples you sent them.

If you are a customer who is developing in other places, because of the distance, he introduces you on the phone and wants to see the information you sent him, or you say to send him a sample and he wants to know.

Let the other person answer your phone, and I feel in a good mood.

Is the content of the speech, generally a little more standardized content includes four parts:

1. Who am I?

2. What should I do?

3. What can I bring?

4. Determine the meeting time and place (leave an email and send a message elsewhere).

Because a customer, as long as he answers the phone, no matter how busy he is, will definitely talk to you. What are the two words?

1. Hey, where are you? 2. What can I do for you?

For example:

What is the name of the purchase? -Is the purchase in your company? What do you call it?

What is the target price-what price is acceptable?

Have a designated supplier-send samples and quotations for reference.

When you are free, read a book in the morning or evening. Just like a schoolboy reading a textbook. 1. Slow first, then fast. 2. Emotional. 3. Pay attention to cadence. Stick to it for a month, and you will find that your expressive ability will be much stronger. When you speak, you will be very emotional and infectious.

The third point of telemarketing skills: find the best excuse.

Let me ask you something. What do you think is the biggest concern of a boss sitting in the office every day? Sales performance profit

Yes, how many orders did you take and how much money did you make?

1. How to improve performance? 2. Reduce costs. 3. What are the competitors doing?

Such as double-sided tape, how to find the best excuse.

Salesperson: a manager, we make double-sided tape.

Guest: No need.

Salesman: Yes, we have a customer who works in your company. They used someone else's products before, but later they learned that they used our products. Every month, they save 5000 yuan on tapes.

Customer: Really? How did they do it?

Shop assistant: How about this one? When you have time, I'll take a sample to tell you about the advantages of this product and how to save costs.

Yes, our price is indeed higher than others. If so, don't deny that you can say so. Yes, our price is indeed higher than others. But I'm sure you've heard the saying that you can't convince X if you buy it wrong and don't sell it wrong.

Remember, there is no corner that you can't dig.

If you can't make a fuss about products, you must make a fuss about people. For those of us who just started a business, we won't do this. Besides, we can't treat ourselves with one month's basic salary. Besides, he doesn't know you, and he doesn't lack food.

There are many ways to build relationships, rich and poor.

It is very important to establish contact.

If you have enough funds for activities, you can give gifts to your clients.

If you have no money, you should care more about him emotionally.

Just like if you are a rich second generation and you have money, if you have nothing to do, you can give her a watch, a bag, a car and so on, which will suddenly make you sit up and take notice.

Pay more attention to her if she has no money, and ask her if she has eaten, is she tired, and is she happy?

I don't know you, and I don't even want to answer your phone.

Can you send text messages? On weekends, will there be a holiday greeting?

The rich use money, and the poor use action.

Face to face sales

1, knowledge. 2. skills. 3. process. 4. system.

Knowledge is divided into:

1, industry knowledge (knowledge).

2. Industry knowledge (that is, competitors know each other).

3. Business ceremony.

Skills are divided into:

1, customer development (finding target customers and decision makers).

2. Telemarketing (invitation to meet).

3, product introduction (explain the value of the product, to achieve * * * knowledge).

4. Objection handling (solving customers' doubts)

5. Transaction control (control sales cycle and make sales forecast).

These two big pieces are moves, and you must learn to do a good job in sales. The next process and system is the method. Then let me talk about the industry knowledge in the knowledge first.

What is the industry knowledge in knowledge?

Let me take tape as an example:

1。 What is the production equipment of adhesive tape? How many kinds of equipment are there, which brands are there, and what is the difference in performance?

2. What is the raw material of the adhesive tape and what is its price?

3. How many kinds of adhesive tapes are there and what models are there?

4. What is the process of tape making? Problems are easy to occur in the production process. Where is the place that needs to be controlled?

If you know these things well, why not try to talk about customers and see what happens?

I don't know 1 and 4, because I have never been to the factory, but I work in the marketing department, which is not the same place as the factory.

What you need to know is all the knowledge related to your product, from equipment to raw materials to products.

Because you know all the links of the whole product, you are impeccable.

No matter who asks you, you always answer. It's strange that people don't trust you. He will definitely say, damn it, I have never seen such a professional salesperson. If I don't cooperate with him, who will I cooperate with?

Industry knowledge.

You can Baidu it.

Mainly in our line of work, we have to secretly go to other people's shopping malls to see the prices.

If you know how to do it, do it. Of course it won't hurt.

Brand and price, as well as activities to know.

When chatting with customers, don't talk about the following topics: politics, military affairs, sports, religion and pornography. The first four topics are particularly prone to confrontation, and the latter is too vulgar. Why can't we talk about politics, military affairs, politics is either left or right, military affairs is either you or me, sports is either you like this or you like that, and religion is either materialism or idealism? These topics are particularly prone to confrontation.

Talk more about gas, family and career.

For example, why chat? Because there are only two ways to affect people's mood: 1. weather 2. What has happened or will happen soon.

For example, it's hot outside. When you visit customers, you will never be stupid enough to say, Oh, it's so hot. You can't speak in different ways. It's comfortable and cool here.

For example: you are sitting in the office, and I push the door in and say to you, Oh, it's so hot, please experience your mood. If I say, Oh, it's so cool here, what's your mood?

Men like to talk about ball games. Unless you know what kind of ball he likes and which player he likes.

General search term for searching information: search for blogs about what (sales, finance, life)

Name and nature of the company (trade is no longer linked) What kind of things (small household appliances) do domestic and foreign investors produce?

Switch the website of home appliance industry from switchboard to purchasing or call the engineering department. Price, target price, quantity, payment method, delivery date and accounting period.

As a salesperson, you must know the following points after receiving the phone call:

1, name, age, position, responsible affairs, e-mail, MSN, QQ and extension of the other party;

2. The other person's personality and way of thinking;

3. Does this customer have current demand or potential demand?

What are the conditions for customers to choose our similar products, such as price, quality, function, etc.

5. The other party refuses to talk to you or likes to talk to you;

6. Whether the other party has teaching personality and can let you know the internal information of the other company or help you facilitate the transaction during the teaching process;

1. If the customer says, "We don't have any plans in this regard at present", the salesman should say, "Sir, the products we introduced to you are very marketable, and we are very confident about it. Please send me an email and I will send you a document. Please refer to it first to see where the advantages of our products are and whether it is feasible. Shall I contact you on Monday or Tuesday? "

If the customer says, "Would you please send me the information?" Then the salesman should say, "sir, our materials are all designed outlines and drafts, and they must be accompanied by instructions from personnel, so we'd better talk about them first."

busy

-When are you free? Will it be 10 tomorrow morning? How about 2 pm?

It's too expensive

Besides price, quality is equally important, isn't it?

It seems that Mr. XX is also a person who pays great attention to quality. You and I both know that price and quality are always linked. If you want to have good quality, you need high cost, right?

If the customer says, "I'll think about it and call you next week." Then the salesman should say, "Welcome to call. Let me see if it's easier. " Shall I call you later next Wednesday afternoon, or do you think Thursday morning is better? "

Specify a supplier-we can be your backup supplier. Guess what? Why don't you leave an email and I'll send you some information. You can contact us when you need it.

The price is too expensive. What is your psychological price?

No, it's okay. I will be near your company on Monday and Tuesday, so I can visit you on Monday morning or Tuesday afternoon! "

Targeted measures:

Salesperson: Is it General Manager XX? Hello, is this the company?

Customer: Really? Where is it?

Shop assistant: I'm from XX Company.

Customer: What can I do for you?

Shop assistant: What kind of products do you produce? Are you a manufacturer? We mainly make diodes (brochures and backlights) and would like to recommend products to you. We can provide you with samples and quotations. Do you want plug-in LED or SMD LED (if you are interested, he will ask you some questions, such as: what is your price, it is too expensive, what materials do you use, so-and-so company also does this, what advantages do you have, which customers do you have, and so on. )

If necessary, F3 or F5, I don't know, who do you think is more convenient to communicate with? Tell you what, put me through to the purchasing department and contact the purchasing department or the engineering department. What is the name of the purchase? ) Is it the kind with a foggy round head? What color is that? If the green is ordinary green or pure green (it is the green of traffic lights).

Yao company? If you want to buy something, I'll call you this afternoon. I'll call him when the landline is bought.