What information do salespeople need to collect from customers?

To improve the sales turnover rate, we must first collect customer information and know customers in detail, which is also the best way for salespeople to improve the sales turnover rate. So what information do salespeople need to collect from customers? Come and have a look with me. I hope you will be satisfied. Thank you.

Three kinds of customer information that salespeople need to collect:

Customer information that salespeople need to collect. Complete customer information

The complete customer information mainly includes the following contents.

Basic customer information: customer's name, gender, age, address, telephone number, fax number, e-mail number, etc.

Contact information: contact person's name, gender, age, hobby, position, friendliness, decision-making relationship, etc.

Customer source information: market activities, advertising impact, business personnel development, partner development, old customer recommendation, etc.

Customer business information: industry, demand information, price information, customer questionnaire, etc.

Customer value information: customer credit information, value classification information, value status information, etc.

Customer communication information: communication records, transaction history, service history, etc.

Complete customer information can not only effectively support salesmen to carry out their work, but also accompany the establishment of business rules, so that salesmen can gradually dig deeper in the sales process and constantly improve customer information to form a virtuous circle. The more thoroughly you know the customer's situation, the easier it will be for the salesman to carry out his work and get twice the result with half the effort. Customer information can be divided into individual customer information and group customer information.

Customer information that salespeople need to collect. Customer's detailed personal information

To collect customer information, we should not only collect basic information, but also collect detailed information of customers. Only when you are familiar with these can you be targeted when talking to customers.

The detailed personal information of the customer mainly includes the following contents.

Name: Name is a literal symbol of human beings and an extension of human life. If you want to establish a good relationship with customers, you should first remember their names, which is very important for your future sales work.

Native place: In the sales work, it is the success of many salesmen to make friends by using the relationship of fellow villagers.

Family background: It is also the key to the success of many salesmen to know the customer's family background in advance and prescribe the right medicine.

Education and experience: knowing the education and experience of the sales target will help to close the distance between the two people, and put forward the purpose of your visit at any time, and the transaction will naturally come.

Hobbies: Being familiar with customers' hobbies, loving their interests and praising them are also the key to successful sales.

In addition, it is necessary to know more about the nationality, address, age and official title of customers, so that there is nothing to say in the conversation, thus improving communication.

Customer information that salespeople need to collect. Detailed group information of the customer.

Group information mainly refers to the collective situation of customers, including the following contents.

Operating status: mainly refers to the credit status of customers.

Procurement practice: Understand the people involved when customers make purchase decisions, such as initiators, influencers, buyers, users, decision makers, etc. Only by getting through these links will your transaction become easier. In addition, in order to win the initiative in the sales process, the salesman should also know the name, nature, scale and internal personnel relations of the company where the customer is located.

Salesman's method of maintaining customer relationship:

First, SMS.

From the perspective of telemarketing, SMS will also be a better way to keep in touch with customers for a long time. One thing to pay attention to when using SMS is to use product and service introductions carefully. When the seller is going to introduce products or services to customers by SMS, it is best to tell customers in advance. If you blindly get some mobile phone numbers from any channel and send them short messages, it will only attract complaints from mobile phone users.

Second, letters and postcards.

Car sales champion Joe? In order to keep in touch with her customers, Gillard sends 15000 postcards every month, so that customers will never forget him. Even if you don't change cars for the time being, you will take the initiative to introduce customers to him. This is Joe? One of the key factors of Gillard's success.

Telesalesmen can also keep in touch with customers in this way. Now the development of IT technology and Joe? Gillard's time is very different. Many sellers use e-mail instead of postcards and handwritten letters, which will reduce costs and improve efficiency. However, traditional handwritten letters and postcards can give customers a unique feeling.

Third, mail gifts.

When the festival is coming, if conditions permit, it is best to mail some practical gifts to customers, which is a necessary link to implement emotional marketing. For example:

The account manager of a company called the customer many times, but the customer couldn't see him. Later, he gave him the phone number of a new company. When he called the customer again the next day, the customer's attitude changed a lot. Someone asked the key account manager: What is the main reason? The key account manager thought for a moment and said, maybe he thinks I really care about him and care about him. ? That's exactly what happened. A small gift, not necessarily expensive, can make customers feel your concern and accept you immediately.

Fourth, customer friendship.

Nowadays, in order to better serve customers, many enterprises have set up their own big customer clubs, and regularly hold customer networking activities with various themes to further strengthen customer relations. This method is especially suitable for those marketing industries that are relationship-oriented and have obvious business areas. For example, the telecommunications industry, the financial industry and so on.