Notice To Salesperson

For engaging in sale As for the salesperson, it's always necessary to treat him to dinner, but for this problem Lack of necessary knowledge, many salesman Invited guests but lost points. I remember a salesman in a company who wanted to establish a further customer relationship, but after the reception, the customer was obviously indifferent to him. It turned out that the salesman did not understand the dining etiquette and the dining posture was relatively vulgar, and the customer happened to be a cultural businessman who "went overseas", which left a very indecent impression on the customer.

Therefore, customers are reminded of: salesman They don't even know the basic social etiquette, so the manufacturer sends them out to run the "Jianghu". What kind of manufacturer is that! It can be seen that when wandering in the Jianghu, there are some particular treats.

????? Clarify the purpose and object

Everything has a purpose or motive, please passenger The same is true.

From the perspective of business, the purpose of hospitality is nothing more than two aspects: first, there is an immediate business purpose; The other is the need to consolidate or enhance customer relations. Perhaps some salesmen will think that this view is too utilitarian and lacks human feelings, but the fact is that we are engaged in a business activity, and any means are to achieve their own business purposes, which is understandable.

If the purpose of the invitation is clear, then all the problems will be solved naturally, such as who to invite, how to invite, what specifications to invite, where to invite, what costs to control, and what effects to achieve.

For example, if you want to obtain customer Important decision-making information, or whether the customer accepts his cooperation plan. Then, the next thing you want to hire is not the customer, but some right hand assistant of the customer. If you want to enter the hypermarket, you should hire the manager of the commodity department, not the general manager or boss of the hypermarket. The customer himself will not give you any information, and it is useless for you to invite, and the more you invite, the more difficult it is to negotiate; On the contrary, if you hire an assistant from the customer, everything will be easy.

If you want to enhance the hospitality, you should focus on the object of the reception customer I, as well as his family, as long as the customer's family has established a close relationship with you, I will not worry about the bad relationship between the customer and you. The salesperson of a company has been stationed in Changsha for two years, and has never had a good meal with the customer, because the customer runs several companies, and is very busy running around every day. But the salesperson found that even if the boss Liu was busy every day, he would find time to call his son in high school.

???? salesman He found a breakthrough. In view of the fact that Boss Liu's children are devoted to learning English, he found a day every week to invite his children to attend the "English Salon" at the weekend. Not only did the children's English scores improve, but Boss Liu also "looked at" this ugly salesman from then on.

Therefore, in any case, first of all, we must clarify the purpose of the invitation, and decide what to invite according to the purpose. In this way, we can effectively achieve our "Jianghu" goals.

????? Determination method and specification

Since it is clear why you should invite? And who should we invite? Then, the next step is to determine the way and specifications of hospitality.

Let's talk about the way first. Many salesmen think that entertaining is eating and drinking. This understanding is one-sided. When a salesperson of a company was stationed in the Tianjin market, he was always politely refused to invite customers in the region to dinner several times. After understanding, he learned that the customer was a professor of Tianjin University who went overseas to do business. The customer was not "cold" about the way of inviting customers to dinner, but he liked listening to symphonies and eating western food after business. Later, the salesperson found an opportunity to invite customers to participate in the performance of the Italian Symphony Orchestra in Beijing. From the beginning of their musical taste, the two became "old friends".

Another salesperson, when inviting a customer from Northeast China, ignored the generous style of the Northeast man, and invited the customer to drink coffee in a coffee shop. After a long day of business, there was no progress. The customer's first words when he came home were "Bring the wine quickly. Today, drinking that dark thing is like drinking medicine. It's terrible!" It can be seen that if the way is wrong, No matter how hard you use it, it's useless.

Specification is also very important. It should conform to the identity of the guests and your needs for instant public relations, because hospitality is also a continuation of business and a "contest" of wisdom. When Xiao Zhang, a salesman of a company, was entertaining a customer from Shanxi, the customer had been basically determined to accept the current cooperation conditions, but because the salesman invited a very rich dinner in the evening, the customer hesitated.

The reason is very simple. You are so kind to him. Sometimes the customer doesn't "catch a cold" and thinks that you must need him at this time. Sure enough, the customer went back to the manufacturer to ask for conditions, which made the salesperson worried.

Therefore, if you want to promote customer cooperation, the more generous the reception is, the better. As long as you follow the principle of enthusiasm, atmosphere, and suitability, otherwise you will have to work hard to please. For regular customers, especially key customers, this method is more important. At this time, it is not a matter of entertaining guests for dinner, but a matter of wits and psychological tactics.

Some key points customer Don't know that you are the manufacturer's "big money collector". Without comparative information, the customer still dare not mess around. But if the salesperson is too enthusiastic, it is easy for the customer to find these important information. Then you will mix it with it. The so-called "Shangda bullied the factory" story will certainly repeat itself to you!

????? Seat knowledge

How to arrange seating is a great knowledge of hospitality. Especially in some large banquets, such as the dealer's annual meeting, if you don't pay attention to some small details, you may make jokes or hurt the original good customer relationship!

There are two methods for specific arrangement, one is the more popular seat method; The other is the "local seating etiquette" popular in some areas.

????? The common methods are:

*For larger banquets, the height of the table depends on the distance from the main table, with the right side higher than the left.

*At the same table, the seat level depends on the distance from the host's seat. The guest of honor sits on the right side of the host, and the second guest of honor sits on the left side of the host. The second seat on the right of the host is the third, the fourth on the left, and so on.

*If the number of people is not large, the salesperson mainly determines the position of himself and the guest of honor first, and the others are mainly at will (or can be sorted according to the position of the guest). The guest of honor is usually arranged at the main seat.

*If the leader of the salesperson and the customer are having dinner together, the salesperson should arrange the guest of honor and his/her leader to sit in the guest of honor, and other guests, such as the customer's wife or right-hand man, to sit next to the customer. The salesperson himself sits at the serving position and can conveniently rotate the dish to the guest of honor when serving.

In addition, some regions also have some local customs. If the salesperson treats at the customer's location, he can learn about this custom from the local people before treating. Because there are some differences in the "local stress" of each place, the accurate information you have should prevail. It should be noted that when arranging seats, you should not be too rigidly attached to the so-called "seat number", so as to avoid being too polite and appearing awkward, thus making the use of meals more restrained.

????? The art of ordering

It is no exaggeration to say that ordering is an art. Salesmen engaged in sales work should be familiar with this common sense. For example, some salesmen invited a very generous meal, but the cost was not high; Some salesmen spend a lot of money, but they may not eat well! This is the skill of ordering. Now many companies have a standard of cost control for salesmen to treat guests to dinner. Therefore, how to order well, eat well and spend less money depends on the salesmen's art in ordering.

After work, the salesperson should spend some time to learn about the menu and price of some restaurants and restaurants, and compare the dining environment and service level, so that he will not be at a loss once he has to treat.

In addition, the salesperson can also arrive at the restaurant 30 minutes before the appointed reception time. One is politeness, the other is to book a suitable box according to the number of people and order some dishes first. Because the restaurant is generally very good, ordering some dishes first can let the restaurant prepare first, so that everyone will not wait long after sitting down, On the other hand, you can order some special but affordable dishes.

If customers from the north come to the south, they can order some rare seafood from the north but abundant seafood from the south, as well as special dishes from the south that are not available in the north; For example, Sichuan customers should focus on spicy food. After the customer orders the dishes, the salesperson, out of politeness, adds two dishes after evaluating all the dishes, which shows respect and politeness to the other party.

It should be noted that the salesperson must not order all the dishes first. Even if the dishes you order are suitable for the customer's taste, it will give people a feeling that you value money too much and want to save money