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Marketer, You Are Not Perfect Ten Links.

2008/8/1 13:58:00 41856

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1, appointment of customers

Friends who have been marketing know that meeting clients is the first step in developing marketing.

There are many skills for clients to meet. The general customers will say that they are very busy and unwilling to receive. Then try to make an appointment with the more intense and infectious voice when they meet. The details are: "choose the 1 rule of 2 election".

Is it convenient for you to have 9 o'clock or 10 o'clock?

(the answer is between the two, and the probability of producing other answers is small).

2. Preparation for visitors.

It is said that good preparation is half the success. Dress preparation, psychological preparation and material preparation are all necessary to make preparations.

Data have daily company standing information and personalized information for the customer.

Also: don't forget to bring a little gift.

Maybe it will be the key to your success.

3. Establish trust.

Many marketers are good at doing this part, that is praise.

There is always resistance and distance between strangers, especially to a salesperson.

Praise is a good way to solve this problem.

Of course, most of the bosses are tired of listening to him and his office.

More innovation, more attention to details, praise his elegant hobbies.

Example: a salesperson who first knows Feng Shui, knows that his boss has this hobby, and praises his boss's factory as "tiger standing in a dragon, hiding wind and getting water, and five elements not missing".

4. Customer needs analysis

Many marketers, including senior and senior marketers, forget about this link and start talking about products directly, which is a taboo.

In the process of greeting with customers, we gradually find the needs of customers. At this time, we have targeted "medicine" and hit the nail on the head.

The doctor's "hope, smell, ask, cut" is the best example of customer demand analysis.

5, about products

This is the basic skill of marketers. Familiarity with their products is best for interactive interpretation.

Do not give the lecture to the customer as well as the lecture, especially pay attention to the explanation should be popular, interlacing, such as mountains, customers do not understand your profession, so customers will fall asleep.

You can understand your product's 80 year old and 10 year old children. That's what they do.

6. Analysis of competitors

After the product is finished, it can be concluded once, but the customer often puts forward how "certain company" is more than you.

Competitors' analysis should be objective and aggressive attacks on competitors can only bring customers' antipathy to you.

One principle is to say only one's own good, not to mention others' bad; only to talk about the status quo of the industry, not to whom.

7. Handling of objections.

At this point, customers already have the intention to sign the bill, but he will pick some products or price problems.

This is the common nature of any consumer. So don't panic. When we go shopping, we will ask "can we make it cheaper?"

The problem of the product can be repeated to the customer again.

Price, we must learn to adhere to the price, if the customer offers a discount, you immediately discount, this business is basically no game, customers will think that your first offer is too empty, and even feel that your people are insincere.

8. Conclusion

The most important part of sales.

Many marketers talk to customers, but they don't sign clients.

Just with the customers' boundless beauty, until the customer says, "go back first, I'll think about it!"

The right time to "sword" is an important part of marketing courses.

It is not only very fast but also possible to enlarge the list at the point where customers are most excited.

This is also the rule of 2 election 1 rule: you can ask the customer, "are you cash or check?"

Let's pass the contract on our way.

Or when you want to sign a contract, say: your company's full name is "a certain company limited?"

It is taboo to sign a contract directly with the customer, because the contract is involved in the legal effect, and the customer will be vigilant, resulting in a series of problems.

9. Customer service

Signing the contract is not the end of the service, but the beginning.

The service of the product itself is the most fundamental.

Besides: Weekly SMS, monthly return visit, every customer related holiday brings surprises to him, etc.

10, customer introduction

This is a magic weapon for excellent marketers to continue to make outstanding achievements.

In the process of continuous service communication with customers, win the hearts of customers and let him introduce his friends to buy your products.

The higher level is: asking customers to introduce, which is a sales mentality. Many people can not take this step because they become friends with customers.

Summary: the above is a simple, 10 link in the sales process. I call it the "perfect sales rule". It has been tested frequently in my work.

I hope one of them will help some of the salesmen.

This is not an explanation of sales skills, so it is not very exciting, but it is a sort of sales process. It is more important than blind action.