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Skillful Inspection Of Customers

2008/12/19 16:58:00 41952

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1、對潛在客戶進行全面考察

although

Sale

The staff wishes to sell at every sale.

Communicate

You can get orders with customers' signatures, but in fact, there are not many sales communications that you can actually get your orders, and there are many sales communications that are not clear, and not after you get the order, you have achieved the success of the sale. Maybe the customer simply does not intend to pay the money. If that is the case, are you "losing your wife and folding the army"?

In order to reduce ineffectiveness

Communicate

To avoid the occurrence of bad debts, it is necessary for sales personnel to conduct a comprehensive survey of potential customers before communicating with customers, and then determine the real target customers.

After a series of information collection and preparation, salesmen can basically examine whether customers can become their friendly partners from the following aspects:

(1)

Customer

Is there any demand in this area and what is the demand?

This kind of demand analysis must be comprehensive and profound, not only to find customers who are aware of their needs, but also to find customers who do not have obvious awareness but do have needs.

Of course, we need to filter potential customers who have no demand for a long time.

If customers do not have such demand in a long time, salesmen should not invest too much energy in such customer contact.

Analysis

Customer

The demand for this work is in the whole

Sale

The role of activities is very important.

Once the customer is satisfied with this demand, the salesperson should know how much the customer needs, so as to take appropriate communication strategies.

For example, if the customer's demand is large, there can be some room for quotation. If the customer's demand is small, we must seriously consider the cost that we pay.

（2）你是否能夠滿足客戶的某些特殊要求。

When

Sale

When a customer determines that a target customer is in need of your product or service, you should further inquire about the specific expectations of the customer, so as to know how you can meet your needs. If you can not satisfy some special needs of the customer, you should take the following two ways to solve the problem.

說服客戶放棄某些需求或降低某些要求

It is difficult to do this and is likely to irritate customers.

Therefore, when persuading a customer, the salesperson must first understand the fundamental motive of the customer to produce these demands. If the fundamental motivation is very strong and has been deeply rooted, it is best to use this method carefully; if the customer produces these demands only for some kind of temporary action, and is not very strong, it can be skillfully controlled.

For example:

Customer: "I hope it has a barbecue function..."

Salesperson: "it seems that you like to eat barbecue things, but do you need to barbecue at home?"

Customer: "actually, I usually eat barbecue in a restaurant. I never tried it at home, but there is a barbecue function in my friend's house."

Salesperson: "yes, barbecue at home is time-consuming and laborious, and it makes the whole room full of soot."

Besides, the addition of a barbecue function that is not practical for you will cost almost twice as much. "

向客戶推薦其他同類產(chǎn)品

When you find that customers really care about certain needs and you can't satisfy them, you might as well recommend other similar products to your customers, even if these products come from your strongest competitors.

In this case, the customer will appreciate your approach. Even if he or she does not buy your product this time, you will be the first choice for him or her when he meets your product characteristics. Even he or she will introduce more new customers to you.

（3）客戶是否具有購買決策權(quán)。

Although customer needs are consistent with the characteristics of your products, you should determine if they have the right to purchase decisions.

Specifically, how to determine whether a customer has the right to purchase decision has been described in detail in "skill 9".

Sales personnel need to decide the communication strategy according to their decision making ability.

When making sure that the other party really has the right to purchase decisions, the salesperson should bring the content of communication to the substantive issues, otherwise, it is necessary to find a way to find customers who really have the right to purchase decisions, and then find the right opportunity to communicate.

（4）客戶的實際支付能力和信譽。

These two questions deserve the special attention of salesmen.

If you find that your potential customers do not have enough funds to pay the money, you should be careful to avoid bad debts or bad debts.

If you confirm that your potential customers have such a budget and are fully capable of paying, you should also have a look at their consistent credibility.

If there is a problem in the credibility of the customer, the salesperson can strictly restrict the possible breach of contract when negotiating the contract amount.

If customer credibility is hard to protect, it is better to lose the deal and not to risk it. The larger the paction volume, the more serious the salesperson should consider these problems.

（5）目標客戶可能合作的時間。

After a thorough investigation of customer needs, decision-making power, payment ability and reputation, salesmen should also consider the time schedule that the target customers may cooperate with you.

If a customer can negotiate details with you after a month, you can make use of this month's time to communicate with other customers, or make full use of this month's time to accurately grasp the needs and psychology of customers, so as to develop the most scientific communication strategy.

Too urgent to urge the target customers, on the one hand, is a waste of their time and energy, on the other hand, it may cause their boredom and suspicion.

2、對客戶實行動態(tài)跟蹤管理

Whether they are potential target customers or old customers who have established cooperative relations with you, they are constantly changing and updating in all aspects.

Even the very stable old customers, their demand for products and services is also changing. Therefore, the sales staff should adjust the key management customers' objects at any time, update customer information in time, understand which customers' needs have changed, and which customers have the ability to pay problems.

Salesmen need to follow the management of customers dynamically. Rigid or immutable management mode is hard to achieve good results.

In this process, the sales staff should make full use of the dynamic customer management system of the enterprise, and only by the efforts of the salesperson, it is impossible to grasp the dynamic change of customers one by one.

For those old customers who have been maintaining a stable relationship with themselves, salesmen should take the initiative to inquire about their needs as far as possible. Once customers find certain new demands, they should take appropriate measures to solve them, otherwise they will soon get the other competitors to get ahead.

For those potential customers who demand more, but are unwilling to make up their minds to buy, salespeople need to keep an eye on their latest developments. Once they find information or timing conducive to promoting pactions, they must act immediately.

Dynamic tracking management of customers not only ensures adequate customer resources, but also helps sales staff identify customers in a timely manner in order to adjust their coping strategies more quickly.

For example, some customers with less demand in the past may suddenly expand their production scale for some reasons, and their demand will surely increase correspondingly. Some of the customers you used to persuade didn't work, but now they find that he (she) has a very similar hobby with you. You can thoroughly explore this aspect, which is a chance for you to succeed in sales.

專家提醒

We should fully investigate the needs, decision-making power, payment ability and reputation of customers, and not spend too much time and energy on the obvious ineffective communication.

According to the skillful questioning before the communication and the communication process, we can identify the customers' purchase possibility, so as to reduce the obstacles that may be encountered in the subsequent process.

Tracking sales is a systematic strategy for scientific management of target customers, rather than blindly following customers and making them bored.

The conditions of customers may change at any time. Understanding these changes will help to adjust communication strategies in time.

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