The art of visiting strange customers

The following is a case study of Jiuding dialect.

The prologue is what the salesperson will say two minutes before meeting the customer (if the telephone sales is 30 seconds before), which can be said to be the customer's first impression of the salesperson (when meeting the customer, the customer's first impression of you depends on the clothes and the words and deeds of the salesperson); Although it is often said that you can't judge a person by the first impression, our customers often judge you by the first impression, which determines whether the customers are willing to give you a chance to continue the dialogue.

When the salesperson came to the customer's office as promised, he said, "Hello, Mr. Chen! Thank you very much for taking time out of your busy schedule to receive me! (Thanks to the customer) Mr. Chen, office decoration is so concise but has good taste. I can imagine that you should be a very capable person! This is my business card, please give me more advice! (Meeting for the first time, exchanging business cards to introduce myself) Has Mr. Chen contacted our company before? (Pause) Our company is the largest company in China that provides personalized office solutions for customers. We know that enterprises now not only pay attention to increasing market share and profits, but also pay attention to how to save management costs. Considering that you, as the person in charge of the enterprise, must be very concerned about how to configure your office equipment in the most reasonable way and save costs, I want to have a brief talk with you today to see if our company can help. (Introduce the purpose of this visit and highlight the interest of customers) Which brand of office equipment does your company currently use? (End of question, let the customer speak)

The client can't refuse your opening remarks.

Customers can't refuse you.

1. If the customer says, "I don't have time!" Then the salesman should say, "I understand. I never have enough time. But as long as 3 minutes, you will believe that this is an absolutely important issue for you ... "

2. If the customer says, "I'm not available now!" The salesman should say, "Sir, Rockefeller, an American rich man, said that spending one day a month is more important than working for 30 days!" " We only need 25 minutes! Please set a date and choose a convenient time for you! I will be near your company on Monday and Tuesday, so I can visit you on Monday morning or Tuesday afternoon! "

3. If the customer says, "I'm not interested." Then the salesman should say, "Yes, I totally understand. Of course, you can't be interested in something you can't believe or don't have any information at hand. It is reasonable and natural to have doubts and questions. Let me explain something to you. What day is suitable? ……"

4. If the customer says, "I'm not interested!" Then the salesman should say, "I understand very well, sir." It's really hard for you to be interested in not knowing what is good. " That's why I want to report or explain it to you in person. Will I come to see you on Monday or Tuesday? "

If the customer says, "Would you please send me the information?" Then the salesman will say, "Sir, our materials are all designed outlines and drafts, which must be modified according to the personal situation of each customer according to the instructions of the staff, which is tantamount to tailoring them to his own situation." So I'd better come to see you on Monday or Tuesday. Do you think it is better to wait in the morning? "

6. If the customer says, "Sorry, I have no money!" Then the salesman should say, "Sir, I know that only you know your financial situation best." However, it will be most beneficial for the future to help make a comprehensive plan now! Can I call on Monday or Tuesday? Or, "I understand. After all, not many people want what they want. Because of this, we are now choosing a way to create maximum profits with the least money. Isn't this the best guarantee for the future? In this regard, I am willing to contribute my strength. Can I come to see you next Wednesday or weekend? "

7. If the customer says, "At present, we are not sure what the business development will be." Then the salesperson should say, "Sir, our marketing should be worried about the future development of this business. Please refer to it first to see where the advantages of our supply plan are and whether it is feasible. " Is it better if I come on Monday or Tuesday? "

8. If the customer says, "If I want to make a decision, I have to talk to my partner first!" Then the salesman should say, "I totally understand, sir. When can we talk to your partner? "

9. If the customer says, "We will contact you again!" Then the salesman should say, "Sir, maybe you don't have much desire at present, but I'm still happy to let you know if you can participate in this business." It's good for you! "

10. If the customer says, "Say it or sell something?" Then the salesman should say, "of course I really want to sell you something, but I will only sell it to you if it can bring you something you think is worth looking forward to." Can we discuss and study this problem together? I'll see you next Monday? Or do you think it's better for me to come over on Friday? "

1 1. If the customer says, "I have to think about it first." Then the salesman should say, "sir, haven't we discussed the relevant points?" Let me ask you honestly: What are you worried about? "

12. If the customer says, "I'll think about it and call you next week!" Then the salesman should say, "Welcome to call, sir. Do you think it will be easier? " Shall I call you later on Wednesday afternoon, or do you think Thursday morning is better? "

13. If the customer says, "I want to discuss it with my wife first!" Then the salesman should say, "Yes, sir, I understand. Can you invite your wife to talk to you? About this weekend, or which day do you like? "

There are many similar rejections, and we certainly can't list them one by one. However, the treatment method is actually the same. The purpose is to turn rejection into affirmation, so that the customer's willingness to refuse will be shaken, and the salesman will take the opportunity to follow up and induce the customer to accept his suggestion.