How can we do a good job of following orders?

I often divide follow-up into three categories according to different customer situations. 1. Service follow-up. 2. Transformative follow-up. 3. Long-term follow-up. The first is follow-up after a business has been made, and the second is transformational follow-up, which refers to a follow-up method that involves making an appointment or visiting to know that cooperation can be achieved through hard work. The third type of long-term follow-up refers to the follow-up method that is difficult to achieve cooperation in the short term.

The so-called transformational follow-up is determined based on the customer's attitude. The situations are as follows

1. Customers are still quite interested in the product and need the product, but they have different opinions on the price. For follow-up of this kind of customers, it is best to collect the price information of similar products, start from the cost of your own products, and calculate the accounts to the customers to gain recognition of the price of your products. In order to reach an agreement, the original quotation can be reduced.

2. The customer is very interested in the product and wants to buy your product, but cannot do so due to temporary financial problems. For this type of customer, you should coordinate with him and work out a joint solution. A timetable for him to budget for the purchase of your product. Of course, such customers will not directly say that they have no money. You must learn to make your own judgment. Many salespeople will not follow up with such customers. When they think of following up, the customer has already purchased another product. My approach is as long as the customer is reliable, I will give you the product first and then make an appointment to collect the money.

3. Customers do not yet have a deep understanding of your product, and their attitude is ambiguous as to whether they can buy it or not. For this type of customers, we should try our best to explain our products in an easy-to-understand way, and quantify the benefits that the products bring to customers to stimulate their desire to buy. Customers are often most concerned about the benefits your product will bring to their company.

The so-called long-term follow-up means that customers simply do not want to use your product or have already purchased similar products. This type of customer will not want your products or cooperate with you just because you actively follow up. Should we just give up on these types of customers? Practice has proven that big buyers often emerge from this type of customers, but if you follow them too closely, it will cause resentment. The best thing to do is to be a sincere friend with him. A warm text message on weekends, a blessing postcard on holidays, and a small birthday gift on birthdays. As long as you persist, these customers will surprise you.

The above briefly introduces some follow-up methods, which may not be exhaustive. But many methods in sales require you to learn to be flexible, you also need to have a certain understanding of yourself, and you also need to learn to constantly summarize your own experience. Draw inferences from one example and learn from others is the highest level of sales.