12 Tasks For Customer Visits

Visiting as the premise and foundation of sales, there is no sales without visits, but it does not mean that salesmen visit the customers to achieve sales. One visit to ten customers a day is much more likely than visiting a customer everyday.

How do sales people make effective customer visits?

In the implementation of the distribution system, sales personnel usually carry out the regional responsibility system, and manage the market in several regions, a province or even several provinces. They have to visit a large number of customers every month, and visit each customer for a short time.

In a limited period of time, what sales staff should do to help improve sales performance?

Every salesperson visits three customers every time: how much did they sell last month?

How much money can I get back this month?

How much more can you bring in next month?

This is not conducive to the improvement of sales performance.

Every time the salesperson visits the dealer, there are five aspects: 1, sales products.

This is the main task of visiting customers.

2, market maintenance.

The market without maintenance is a flash in the pan.

Sales personnel should deal with the problems in the market operation, solve the contradictions among customers, straighten out the relationship between the channels, and ensure the stability of the market.

3, building customer sentiment.

Sales staff should establish their own brand image in the hearts of customers.

This helps you win customers' support and support for your work.

4, information collection.

Sales personnel should keep abreast of market situation and monitor market dynamics.

5, guide customers.

There are two types of salesmen: one is the person who orders orders from customers, the other is the person who gives advice to customers. Two.

The sales staff of the former type will have a long road to get orders, and the latter type of sales staff won the respect of their customers.

In order to achieve the above five tasks, salesmen should do the following 12 tasks when they visit clients. They should do the following 12 tasks: 1.

Salespeople will lay a good foundation for success before they visit customers.

1, mastering resources.

Understand the company's sales policy, price policy and promotion policy.

In particular, when enterprises launch new sales policies, pricing policies and promotion policies, they need to know more about the new sales policies and promotion policies.

When a company launches a new product, does the salesperson understand the characteristics and selling points of the new product?

Without understanding the new sales policy, we can not use new policies to attract customers. If we do not know the new products, we will not be able to sell new products to our customers.

2, have clear sales targets and plans.

Salesmen work to achieve their goals.

The rule of sales is to make sales plans and sell them according to plan.

Every time a salesperson visits a customer, he must understand what his goal is to visit his customers.

How can we achieve our goals?

Customer visits are divided into sales goals and administrative objectives.

Sales objectives include increasing the quantity or variety of orders required by the old customers; recommending to the old customers the products that are not yet in operation in the existing products; introducing new products; and ordering new customers to order.

Administrative objectives include recovery of accounts, handling of complaints, pmission of policies, establishment of customer preferences, etc.

3, master professional selling skills.

Master sales skills and carry out sales work in a professional way.

4, sort out your personal image.

Sales staff should show their brand image and corporate image to customers through good personal image.

5, with all necessary sales tools.

It is a popular saying in Taiwan's business circles that "marketing tools are like chivalrous Swords".

Salesmen should bring information that can promote sales.

According to the survey, sales staff can reduce the labor cost by 50%, increase the success rate of 10% and improve the quality of sales by 100% when visiting customers.

Sales tools include product manuals, corporate publicity materials, business cards, calculators, notebooks, pens, price lists, publicity materials, samples, clippings, order sheets, rag and so on.

Two, action introspection, sales staff should make a self-examination of their last visit to customers, review, find deficiencies, and improve in time.

Salesmen can be divided into two types: to do or not to do; conscientiously and conscientiously do; summarizing and not summarizing after completing work; improving or not improving; progress and progress.

As a result, the former group succeeded and the latter failed.

1, whether the higher level instructions are implemented as required.

The duty of salesmen is to carry out the instructions of leaders.

Salesmen need to review their customers every time they visit. Did they fully implement the instructions of the leaders when they visited the customers last time?

Which aspects have not been implemented?

How to implement today?

Are 2, unfinished tasks tracked?

3, whether the customer commitment has been fulfilled.

Some salesmen often make mistakes that are "unacceptable promises".

Zhu Xi said, "light promises must be few."

Salesmen must be careful to promise and implement more.

4, plans and arrangements for work in the next few days.

Today's customer visit is the continuation of customer visits yesterday, and the starting point for customer visits tomorrow.

Sales personnel should do well in line planning, arrange work well, make reasonable use of time and improve the efficiency of visits.

Three, compare customer price, the market operation experience shows that the market chaos starts from the price chaos, and the confusion of price will lead to the confusion of the market, so the core of the management market is to manage the price.

To manage prices, salesmen must first understand the implementation of the dealer's pricing policies.

Sales personnel should understand the following aspects: 1, comparison of sales prices of different customers.

Compare the price of several customers in the local market to see the actual price of different customers.

Or compare the company's price policy to see whether the distributor is shipping at the company price.

2, the price comparison of the same customer in different periods.

Make a longitudinal comparison of the price of the same customer and understand the price changes.

3, the comparison between the incoming price and the retail price.

Because the price policy of enterprises is not uniform, many dealers have different entry prices, so salespeople have to look at the dealer's purchase price and retail price.

4, understand competitive price.

If the price of a competing item changes, it is necessary to give feedback to the company.

Four, understanding customer inventory and understanding customer inventory is the basic responsibility of salesmen.

1, the ratio of inventory products to sales.

How much do you know about your inventory and sales?

How big is the proportion of inventory to sales?

In order to find out the problem.

If the ratio of inventory products to sales is too low, it may be out of stock and out of stock. If the proportion is too large, it means that the product has a tendency to backlog. Sales staff will have to use their brains to help customers digest their inventory.

2 and their products account for the proportion of inventory products.

Look at the proportion of our products in customer inventory.

It is the iron rule of sales to hold the warehouse and funds of distributors.

3, which products are fast and slow?

Because of the different market conditions, the sales of the company's products will vary from place to place.

Find out which kinds of products are sold fast and which are slow at customers, so that they can guide customers to do well in sales.

4, stock quantity and variety have obvious change.

Understand what changes have been made to the quantity and variety of our products in the latest period, and grasp the sales dynamics.

Five, understand the customer's sales situation, only by understanding the specific circumstances of customer sales, can we find out the problems, guide and sell well.

What are 1, company's main selling products, profitable products, and unsalable products, which account for the proportion of total sales of customers and how much sales of competing products can be sold.

The purpose is to know which products sell well and which are not sold well in the local market.

2, whether we can do the monopoly of the counters, whether the samples are placed, conspicuous or replaced according to the regulations.

Are 3, company logo and advertising materials complete and the environment clean and refreshing?

Is 4, guide buyer service standardized?

Six, check customer accounts, sales staff not only to increase sales, but also to increase the gold content of sales.

Reducing the risk of payment is an important way to improve the gold content.

1, check the customer's bottom line, check the customer's actual floor number, collateral and its quantity.

2, written confirmation of customer's outstanding payment, advance payment and receivables.

3, clean up historical problems in time, and clarify creditor's rights and liabilities.

4, regularly check accounts with customers, and do the ordering immediately when the price is reduced.

Seven, check the after sales service and promotion policy, understand the situation of the distributor's service to the two group of retailers and retailers.

Do customers provide services to customers according to their service policies and systems?

The promotion policies for the two batch of retailers and retailers should be implemented through distributors. Salesmen should understand the situation of dealers' implementation of promotion policies. Are there any problems, such as embezzlement of promotional items?

Eight, collect market information 1, understand the prospective customer information.

The customer team of an enterprise is constantly adjusted, and sales personnel should understand the information of potential customers in the local market.

When an enterprise adjusts its customers, reserve customers' resources can be used.

2, through visits to customers and other media, to investigate competitors' channels, prices, products, advertising promotion methods and market share.

3, understand and implement banner ads, POP, etc., organize on-site promotion.

4, investigate customer credit and changes.

Nine, it is recommended that the customer order, the sales staff, on the basis of understanding the customer's sales and inventory, introduce the product and sales intention to the customer, such as the company's new sales promotion plan, answer the questions raised by the customer, and recommend the customer's order according to the safety stock number.

Ten, customer communication and communication with customers, can help us to close our relationship with customers. Sales practice shows that big problems can be solved through good communication.

The contradiction between enterprises and customers is caused by poor communication.

1, introduce enterprise information.

Let customers understand the situation of enterprises, recent developments, to describe the company's development prospects to customers, help to establish customer confidence.

Dealers choose products according to the three principles of good product, good company and good company.

Let customers understand the dynamics of enterprises, not only to enable customers to discover new opportunities, but also to set up corporate image in the minds of customers.

2, introduce sales information.

To introduce our company's successful experience in some regional markets, introduce some sales experience and promotional methods to our customers.

3, competing information.

Introduce information about competitors' products, prices, channels, promotions and personnel changes to customers, and then work with customers to find ways to deal with them.

It is a win-win practice to help customers find problems and put forward solutions when visiting customers. Eleven.

When a company is training, a sales manager of a company, visiting customers every time, does not sit in the client office and gossip with customers. Instead, it looks at the storefront and warehouse of the customer, goes to the market, wholesalers and retail terminals, talks with the people under the dealer, and then goes back to the dealer office to work together with the distributors to solve the problem and expand sales.

The experience of a good salesperson is to invite customers to do a hundred meals, so it is better to do something for the customer.

1, training.

When I was training in a company in Sichuan, a salesperson of the company was very successful.

One of his successful experiences is to spend one or two hours every time he visits a dealer to train his salesman.

He has 8 years of sales experience and loves learning. He talked about marketing methods and sales methods, and soon won the favor of customers.

Every time he visits a dealer, he is respected as "teacher" from the boss to the salesman.

When customers regard you as a teacher, don't they push your product vigorously?

2, consultant sales.

Give customers more advice and try to find ways to be an indispensable and powerful arm in the business field.

3, service.

Salesperson should be a solution to customer problems.

When customers encounter problems, they can find salesmen, and sales staff can help customers solve problems, so that they can win customers' respect.

4, handling customer complaints.

Dealing with customer complaints correctly is the basic skill of salesmen.

Correctly handling customer complaints = improving customer satisfaction degree = = increasing customer's enthusiasm to promote products = rich