Skills of managing dealers

In ancient times, management was strategic, and shopping malls, such as battlefields, also needed to be strategic in sales. When selling with customers, salespeople can only be sure of success if they master all kinds of sales skills skillfully. So here are my skills in managing dealers. Come and have a look with me. I hope you will be satisfied. Thank you.

Four skills of managing dealers:

Skills of managing dealers. Be a low-key person and do high-profile things.

When the salesman first went to manage the dealer, he needed an understanding process in the early stage because he didn't understand the personality characteristics of the dealer boss and his sales team. He must learn to be a low-key person, respect the dealer boss and his team, learn to be low-key rather than aggressive, and first integrate into the dealer company before he can talk about managing dealers, doing things with high profile and going to the market by himself. Struggled with the dealer business team for several months, and achieved the style of leading things. First, let the dealer know that you are a down-to-earth person. People who do practical things have the right to speak only if they have research and insight into the market, and then they can talk about managing dealers.

Skills of managing dealers. Talk to the dealer boss more about the data.

In fact, dealers are very practical. Most of them start from the grassroots level and know a lot about the actual market. It is only because of the gradual development of the company and the increase of business that the market gradually shrinks. If the market is small, the grasp of the market is not very accurate, and it is often based on the market information provided by his salesman. However, due to the lack of specialization and insufficient ability to summarize and sort out, the data provided by grassroots salesmen are scattered and cannot effectively reflect the core problems and solutions of the market. As manufacturers, business personnel themselves shoulder the executors of market analysis and solutions. When you are in the front line, you should learn to collect and sort out data, analyze data, come up with solutions and implementation schedules, and talk with dealers about operations with detailed market data and solutions, so that dealers will attach importance to you and feel your value and responsibility. With the degree of cooperation, the follow-up work will come naturally, and it is very promising to avoid empty talk. Dealers are most concerned about solving the current problems, and they can't eat hot tofu in a hurry. Things are done bit by bit, and one bite is not fat.

Skills of managing dealers. Go to the market

Many novice salespeople always find it difficult to leave their own products and pay no attention to other products of dealers every time they talk about the market with customers. Even when dealers talk about their other products, they seldom participate. This is all wet! In fact, in the process of visiting the market, I formed a habit, which is to look at other categories related to us distributed by dealers, help record some data, and also provide some suggestions for dealers, which will play a certain role in the product mix strategy and market structure construction of dealers, and also jump out of myself and pay attention to the formation of dealers' operating conditions? Care? Culture, on the basis of not affecting the essential work, also gives some suggestions or opinions to dealers, and can also show its special value and narrow the distance with dealers. Of course, you can't work for a dealer as a part-time job, then you will be worthless. Selfless attention to the dealer's business, this is the real intention. It is also easier to win the trust of the dealer boss and enhance the emotional integration of both parties!

Skills of managing dealers. Actively participate in dealers' meetings and activities and integrate into their teams.

Dealers purchase goods, and dealer teams sell goods. The so-called management of dealers is to mobilize the enthusiasm of dealers, thus affecting the dedication of their sales team to selling products and integrating into the dealer team. A good reputation in the dealer team will affect the dealer boss's view of the factory employees. Therefore, if possible, attend the morning meeting and evening party of dealers, get together and blend in, establish good customer relations with dealers and teams, and bring incentive policies, holiday gifts and good sales thinking training to dealers and teams.

Skills of managing customers:

Comprehensive customer information database

No matter how smart your brain is and how good your memory is, it is impossible to remember every detail of your customers, so it is necessary to have a customer database, which is also the first step for you to start your work. Some people may have a big head when they see that they want to create a database. In fact, it is not difficult to create a database. The simplest customer database is your mobile phone address book, but I don't recommend you to use your mobile phone address book as your customer database here, because it is too simple to input the customer database information you need, which can't meet the daily work needs. You can search online if you like. There are many softwares similar to customer database available.

Second, group customers.

How to measure customer value? How do I allocate my customer maintenance time? This makes use of the address book grouping function of Kenwei free office platform. Address books can be grouped according to needs, such as family, friends, important customers, ordinary users, group customers and so on.

In the address book database, group loyal and profitable customers according to your standards, and then use different strategies for special treatment, or allocate working hours according to profitability, so as to win more commercial profits.

Different industries have different standards of measurement. For example, in the financial industry, whether the customer has bought many different wealth management products, whether there are many loans and how much money the bank has earned from him can be used to judge the value of the customer.

You can also carefully observe the needs and habits of customers and record them in detail. These records are the details that customer service needs to pay attention to in the future. This method costs little, but it works well and is often praised by customers.

Three, customer maintenance 28 theory

Life is limited, and time is more precious. How to balance time cost and profit? Maybe the 28 th theory can give you some enlightenment, and combine the grouping function of this platform to maximize your time.

In many industries, 20% of the most valuable customers can bring 80% profits to enterprises. On the contrary, many customers have low value to the enterprise. Enterprises should pay more attention to the work of these 20% people, which may cost a lot of money, but it is worth it. In addition, 20% of 80% customers are wasting the resources of enterprises, so it is necessary for enterprises to give up decisively for them; For the remaining 60% customers, they will not lose money or make money, but they can maintain the scale of the enterprise, and the enterprise must find ways to keep them. Therefore, we should study and find out what the characteristics of those 20% people are, why they are loyal to this brand, and what strategies should be adopted to maintain their loyalty and generate profits for the enterprise.

Have an idea? Turn all disloyal customers into loyalty? It doesn't make much sense. Even if some customers become loyal customers, enterprises may not be able to make money from them. Because they only value the continuous price reduction and promotion of enterprises, this loyalty can not bring profits to enterprises. Of course, for those potential and high-value customers, we should improve their loyalty and make them loyal and high-value 20% members.

Four, customer maintenance success or failure analysis

For the lost customers, we must first find the crux of the problem: why do customers lose? What kind of customers are losing? When did you lose it? We should pay more attention to the crux of the problem rather than the lost customers. Then dig deep according to the problems found and prescribe the right medicine. For example, a sales manager found that customers were dissatisfied with their services and orders dropped. Only after the investigation did I know that because the company wanted to go public, a lot of systems and approval procedures were added, and customers were too troublesome and felt that it took too much time. More importantly, they think that their partners no longer value themselves, so some orders turn to more flexible companies. After discovering these problems, the company changed its handling methods in time in order to re-establish the brand image in the eyes of customers.

5. Contact or visit customers frequently.

Sending SMS and multi-choice email can easily send SMS or email greetings to customers on holidays. Always keep in touch with your feelings and don't let the customer think that you have forgotten him or her. After all, this is a tradition in China!

Some users can call regularly to say hello. More important customers should visit and communicate at home, and bring small gifts from the company to entertain important customers at critical moments; Add the birthdays and home addresses of customers, especially big customers, to your customer database in time. After all, important customers account for most of your sales, and it is right to pay enough attention to them. When paying a return visit to customers, the sales staff should keep abreast of the customer's use of products; Understand whether customers have new demands in the near future, so as to find new sales opportunities; Promote new products to customers and create resale opportunities.

In addition, pay attention to the seriousness and easygoing of your formal dress and speech, which is necessary when meeting customers, that is, to improve your image and show respect for customers.