How to do business?

Nowadays, many sales staff seem very blind when visiting customers. They don’t know what to say or how to say it when they meet. They just introduce themselves very briefly, and then try their best to sell products to customers. , after the customer refused, he left in despair, frustrated, and had no enthusiasm for visiting the next home. It is like this today, and it will be like this tomorrow. Day after day, without much success, I thought about changing my career, but my results in other industries were also unsatisfactory. In the end, I still don’t understand why it is so difficult to develop social customers now? Is it so difficult to maintain customer relationships? In fact, it is not the case. It is not that there is no market or customers. The key lies in the sales person. Are you a qualified salesperson? Have you noticed many things? Have you done this in many ways? If you can think more, be good at copying other people's successful methods, be good at taking action, and be good at summarizing, then it will be easy to win over customers. Based on my many years of front-line sales experience and my current experience in providing consulting services to so many companies, I believe that you can use the following six tricks to get customers: The first trick: professionally win the trust of customers. When talking about customers, first of all, your people contact the customers; We can't change our appearance, but we can change our own quality and professional level. This is very important. It goes without saying that you should make the first impression, and it goes without saying that you should pay attention to your appearance. This is the most basic thing in sales. What I want to say here is that you must rely on your professionalism to win the trust of customers and let them trust you. When it comes to professionalism, I think there are the following points to note: 1. Research before the visit. Before visiting a customer, it is necessary to fully investigate and understand the customer's situation and industry conditions. For example, you need to know as much as possible about the customer's strength, customer's sales situation, customer's interpersonal relationship, customer's personality, etc. 2. Preparation before visiting customers. Everything will be successful if it is foreseen, and it will be ruined if it is not prepared. To visit and develop successfully, preliminary preparations must be made. (1) Document preparation: including company profile, product manuals, samples, price policy table, etc. (2) Appearance preparation: In order to better develop customers, business personnel must appear in front of customers with a good professional image. Including: dress professionally, try to wear professional attire, such as suits, etc., but not too casual; facial image should be professional, full of confidence, smiling, etc. (3) Psychological preparation: As a salesperson of a manufacturer, you must have a good mental state of being able to fight against repeated failures without being discouraged, and be ready to accept various difficulties and challenges that arise during the development process. Therefore, salesmen are also required to constantly adjust and temper themselves and maintain a high-spirited and enterprising attitude. 3. When negotiating with customers, you must always demonstrate your professionalism. Including the introduction of your own company, the introduction of the company's products, the characteristics of the company's products, the characteristics of competitors' products, industry analysis, pricing policies for customers, promotional activities, brand promotion, supply methods, checkout methods, etc., it should be very detailed. Speak skillfully and don't hesitate to make customers think you are unprofessional. Of course, you must also respond flexibly to the conditions raised by customers. If you cannot solve the problem yourself, don't give an answer on the spot. Solve the problems left over from the last time during your next visit. Professional level is obtained through one's own learning and accumulation, which means that you don't fight unprepared battles. Before visiting, you must understand and learn all the information related to the product, company, and industry, and you must be able to use it skillfully to let customers If they think you are professional, customers will have a sense of trust in you and your company. The second trick: Impress customers with benefits. Having a professional level is only to win the trust of customers, which is only the first step in sales. Then the customer will believe in your product, but he may not necessarily cooperate with you because he is also concerned about benefits. question. Therefore, when we sell products to customers, we cannot try our best to show the products to them. We cannot just keep saying how good the products or services are. This will not impress the customers. What they care about is what your products or services can bring to them. Go to what? What advantages does it have over others? Then at this time, our sales staff must "take advantage of them" and try their best to sell "benefits" to customers. They repeatedly explain that selling this product can bring the maximum profit to customers, which is to provide customers with a way to make money and develop. Opportunities seek a win-win situation, thereby arousing the customer's interest and allowing the negotiation to proceed smoothly. In addition, we use case persuasion to impress customers, such as introducing a certain dealer to sell the product and bring better profits, etc., thus paving the way for signing the order.

For example, when I was selling cosmetics, when I met my boss, my first sentence would be: "Hello, boss, I'm glad to visit you today. I'm here to recommend a way to make money to you. No. "Do you want to hear it?" Then the boss will generally not reject you directly. He will at least be interested in hearing your introduction. This is a simple application of the benefits sales method. The third trick: Infect customers with your attitude. Talking to customers is not easy, so you must be mentally prepared. Even if someone falls, our faith and spirit cannot collapse, so this is also very important when talking about customers. We must always maintain a positive and optimistic attitude, do not bring the emotions of the previous family to the next family, be full of passion and vitality, and show our broad mind and firm attitude and will in front of customers. Customers can reject your offer product, but he cannot refuse you as a friend and must have this kind of thinking. When I was doing business in a cosmetics company, I often encountered difficulties. When I encountered customers, I ignored them or even said unpleasant things. But every time I would treat them with a peaceful attitude. No matter what the customer's attitude was, I would never give up. Don’t bring the emotions of this company to the next customer, because we are bringing opportunities and money to the customer. If he does not accept it, it is his loss, so we have to change our concept. We are not begging customers, but equality. The purpose of negotiating with customers is to pursue a win-win situation, so it is normal for the customer not to accept it. It means that his strategic vision is not enough, and it is not because of me. If you can have this idea, then there is nothing to be upset about. We need to show our personal charm, show our mental outlook, infect customers with a positive attitude, and make them feel that you are always full of vigor. Then it means that you are very confident, you are very confident in the company, and then your products will be Not bad. The fourth trick: Move customers emotionally. Everyone is an emotional animal of flesh and blood, and so are customers. Some customers may be very cold on the surface, and they won’t cooperate when you visit them once, twice or three times. But maybe you can succeed if you persist a little longer. The customer may not only be When comparing your products, we are also examining your character, so you must learn to use emotions to impress customers. We can often send messages to customers, make phone calls, give gifts on holidays, birthdays, etc. Let the boss become your friend first and then discuss cooperation. Some customers cannot be cooperated with just a quick visit, and some require continuous visits and follow-up. I remember there were two customers in Huoqiu and Shucheng in Lu'an. I worked with them for more than a month before we finally cooperated. After the first visit, I felt that I was interested, and the customers were very smart. They were all making comparisons and did not give a clear idea of ??whether to do it or not. I thought I must follow up. So I often make phone calls. When I visit, I don’t talk about cooperation directly. Instead, I care about the customer, their business, life, etc., so that he can feel that you are a friend he can make. So the first step It was successful. So then I "attacked" through text messages, often sending some blessing and greeting text messages. If you want to keep you in the customer's mind every day, then you are very close to success. Finally, you can send greetings and blessings on the phone and text messages. After a month, the order was received. Huo Qiu’s boss said that he was willing to make our products because he thought I was a good person. In fact, doing business is like falling in love. You have to persist. If you bring out the spirit and persistence to pursue girls, then the possibility of success in doing business is very high. Unfortunately, many salesmen are unwilling to persist. They forget about old customers when they have new customers. , in fact, this is because they have not noticed that interested customers are not only comparing products, but also comparing your character and the credibility of your company. Therefore, we must be proactive and be good at touching customers with emotion and sincerity. Step 5: Convince customers through action. We must not only impress customers, but more importantly, we must be good at taking action and thinking about customers. We should not just think about getting customers to buy goods, but also find ways to help customers sell. There are relatively practical and feasible ways to help customers achieve sales. What I mean by helping customers here is that you can help them sort out their inventory, help them rearrange displays, help them put up posters, or help them plan a party. Promotional activities, etc. Don’t think that doing these small things has nothing to do with getting your boss to make your product. In fact, it is not the case. It is very likely that your actions will impress him and convince him that he will make your product. In the concept of many salesmen, they believe that doing business is to get customers' money in their hands, which is the ultimate goal. In fact, this is the most primitive and elementary sales. When doing business, you must consider it from the customer's perspective, serve customers, help customers sell products, and guide customers to sell products, rather than just thinking about getting money back.

In the process of doing business, I have infected many customers through my sincerity, rather than relying on rhetoric to convince them. For example, the customers in Huoqiu and Shucheng mentioned above passed on their sincerity. Give it to them, let them feel that I am not selling products but making friends, and my attitude is sincere, so the chance of closing the deal will be high. I was visiting a cosmetics store in Suzhou. When I went there, the boss was very busy and was doing business. I did not disturb him, but waited nearby. At this time, another salesman came to deliver the goods. Since the boss could not get away, the salesman He unloaded the goods at the door, so I helped move the goods into the store. I thought it was just a trivial matter, but I didn't expect it to be noticed by my boss. So when I went to talk to him after he finished his work, he readily agreed to make our product. Afterwards, my boss told me that he felt that I was very polite, took the initiative to help move things, was diligent, considerate of customers, and was good at serving customers. This moved him. This is why it is important to be able to cooperate. one. In the process of doing business, we must treat dealers as friends and help them sell products instead of scheming against them and forcing them to pay back money, because only the dealer's goods reach consumers. Only by holding the goods in his hands will he continue to purchase goods. If he relies on accumulating the dealer's inventory and forcing payment, but the goods are not moving in the dealer's warehouse, then the interests of the manufacturer will ultimately be harmed. Sixth tip: Use your heart to achieve customers. As mentioned above, I think the most important thing is that as a salesperson, you must be truly attentive, give sincerely, think hard, be good at summarizing, serve customers sincerely, and truly help customers. To achieve sales and development and realize profits, you must be considerate, think more from the customer's perspective, and be good at grasping the customer's psychology to "strategize". In addition, you need to pay attention to the following "minds": 1. Concentrate for ninety minutes with high concentration; Time without distractions is more productive than a full day of random work. People can waste hours every day on irrelevant activities. If you can make good use of the previously wasted hour every day, you will have 365 extra hours a year, or 45 extra working days. In other words, if you can concentrate and don't waste time on lengthy phone conversations and unorganized work, you will greatly increase your productivity. 2. Open heart In the role model discussed by sociologists, the development of salesmen and the development of children are equally important. In the groups in which people live, people can often find people who are more outstanding than themselves. Those people inspire people to strive for higher goals and make us more humble. Therefore, you must have an open mind, listen and learn from everyone you come into contact with in life, and accept ideas from all sides. 3. A compassionate heart: You must be able to put yourself in others’ shoes. Although it's impossible to know exactly how someone else is feeling, you still have to make the effort to try regularly. I feel that as long as we use concentration, sincerity, sincerity, kindness, and carefulness, and use the "five hearts" together, we can win over customers, achieve success with them, and ultimately achieve ourselves