Ten Visiting Steps In Sales

I. plan and preparation

1.

2. Preparation of sales tools

Benefits:

It is easy to attract customers' attention and interest.

Make sales instructions more intuitive, concise and professional.

Precautions against introductions

Shorten

Raising the rate of concluding

Content:

Catalogue of products

List of customers that have been concluded and put into use

Picture and Company album

Map map

Name card

Customer file

Calculator

Note taking equipment

Latest price list

Visiting gifts with company logo

Blank "promotion plan", "contract application form" and other professional forms.

3. Information collection of competitive brands

Content:

Competitive internal adjustment of brand competition vendors

The competitive brand is the adjustment of sales policy.

Product price adjustment for competitive brands

Competitive brand new product launch plan (with sample pictures)

Competitive brand promotion activities

Competition brand new advertising campaign

Competition brand new POP (with samples)

All other competing brands' information {page_break}

4. Preparation of customer information

You must first decide the purpose of your visit to prospective customers, so that you can prepare appropriate words and materials to approach customers, so that customers can accept the reason for your visit.

Benefits:

Define your purpose of visiting customers.

The purpose of visiting clients for the first time:

Customer interest

Establishing interpersonal relationships

Understand the current situation of customers.

Provide some product information.

Introduce your company.

He asked for further investigation to make proposals.

Request customers to visit the exhibition.

Offer price or order.

5. Make sales plan.

Content:

Arrange the itinerary (when, where, who to visit)

Clear objectives and practices

Prepare common customer objections.

Two, greeting

1. The way to greet people.

2. How to attract attention

Three. Store inspection and inventory.

1. Understand store conditions (shelves, varieties, products and so on).

2. Competitors' situation (variety, pricing, display location, etc.)

3. Understand the basis of stock as the basis for replenishment and replenishment {page_break}

Four, merchandising display

1. Good display position.

A, strategy

B, tactics

2. The largest display area.

3, centralized display

4, ensure reasonable pricing.

5. Regularly clean up shelves and damage.

6, through POP materials and other commercial display layout.

Five, opening remarks

1, instrument (clean, clean and generous)

2, introductory techniques (compliments, concerns, greetings, polite words, giving small gifts, etc.)

Six. Sales statement

A and AIDA mode

A (Attention) - causing attention

B (Interest) to make customers interested.

D (Desire) to stimulate purchase desire

A (Action) to order

B and LSCPA deal with objections.

L (Listen) - listen to the objection

S (share) to share and share customer objections.

C (clarify) - clarify clarify essence

P (presentation) - declarative statement solution

A (ask) - Request for {page_break}

Seven, closing sales

A, selective order

B, special paction

C, trial order

Eight. Collection

A, understand customer's financial structure and status.

B, explicit payment agreement

C, confirm payment and date with customer when placing order.

D, understand customer's payment habit.

E, in accordance with the client's possible excuse for booking receivables.

Nine. Complete reports

A, daily report

B, itinerary

C, customer file table

D, market feedback form

E, new point follow up list

F, job summary sheet, etc.

Ten. Result analysis

1, summary

Placement rate, display, inventory, sales tools, price, training, etc.

2, 5W1H

What what?

Who who

Where is Where?

When is When?

Which which one?

How mode