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Attend Exhibitions, Communicate With Customers, And Pay Attention To Language.

2010/12/22 18:03:00 78

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Attending Exhibition Customers

[case] Miss Lee is a buyer of a company, every building, household or stationery.

Exhibition

Miss Li is going to patronize some of the company's plans.

Material Science

Or office

equipment

。

At the furniture fair in Shanghai, the reporter met Miss Li, who was purchasing, and groped for the furniture show with her.

On this trip, Miss Li is going to choose a conference chair for the company.

While browsing nearly half of the exhibition hall, Miss Li stopped in front of a very interesting exhibition hall to browse Chen Shipin here.

The exhibitors were very enthusiastic. When she saw Miss Lee watching a table, she went to Miss Li and said, "you really have a good eye.

As you can see now, the design of this conference table and chair is superb.

Material Science

The table of quality and luxury can be placed in your company, which will greatly enhance your company's temperament.

Miss Li answered softly, "I don't think much of this.

Can you tell me about its concrete structure, such as height, corner, and so on?

Exhibitors enthusiastically replied: "of course, this set of desks and chairs design is very unique, the corners are to adopt the European retro style......"

Miss Li shook his head, interrupted him, and smiled, "you don't seem to be interested in what you say.

I am more concerned about... "

The exhibitors immediately took her, saying, "I know what you want to say! This furniture has taken the most elegant Ivory violet, and it is made of superior wood, and there are protective layers on the outside. I guarantee that its life span is absolutely over 20 years."

Miss Li was very helpless, and repeated again, "I believe all of these things, and you can feel them.

However, I think you misunderstand me. I am more concerned about it. "

Obviously, Miss Li would like to say, "I am more concerned about whether it is suitable for the enterprise I am in. How much is the relevant chair for this table?"

However, before she finished, the salesman robbed her, saying, "our company has specially equipped some tea sets for this set of tables and chairs.

So, no matter what you do.

staff

Or you can use it when you meet the customer.

Besides, if you buy the full set, we can give you a discount price...... "

Miss Li interrupted him, "I'm sorry, I don't think I need it, thank you."

Why is this?

Exhibitors

So many advantages, such as quality and price, failed to attract customers, but also dispelled the enthusiasm of customers.

How to communicate with customers is the most headache problem for many exhibitors, and is also the most difficult to grasp.

And how do we do that? When we face our guests, we should be more active and occupy a favorable position to communicate with our guests.

International sales

The staff of the Department spoke about their feelings and opinions.

and

Customer communication

It varies from person to person.

Reporter: from

Exhibition

From the point of view, effective communication is the marketing personnel.

Exhibition

It is an effective way to keep in touch with potential customers and introduce products to customers in time.

So, in

Exhibition

How should exhibitors communicate with customers?

Reed International Sales Department: Industry

Exhibition

A large number of products and businesses are gathered. It is important for enterprises and products to stand out in their peers and keep their customers in mind. The most important thing is to highlight "differences".

Interviewer: how to use "difference" in the same way?

Exhibition

What kind of matters should exhibitors pay attention to before they gain effective communication?

Reed International Sales Department: an important purpose of exhibitors is to pass the exhibition.

Exhibition

Face to face communication with customers directly.

But even professional.

Exhibition

The customers who come to attend the exhibition are also covered by a wide range of technical personnel: purchasing personnel, and responsible for collecting.

market

Information intelligence personnel.

For technical personnel, the most important thing is to understand the latest research and development schedule and price of the latest products; for the purchasing staff, finding the product supplier is their biggest goal; and for the intelligence personnel, the aim is to collect the latest information about the research and development plan, product performance and so on, and make comparative analysis on this, so as to help enterprises carry out production research and development.

Due to the different concerns of different customers, it is better to solve the problems raised by customers and increase their satisfaction by sending appropriate personnel to communicate with different customers.

Therefore, enterprises must make adequate preparations beforehand, such as product information, product quotation, communication card and so on.

This is

Exhibition

The best response made by the exhibitors to different audiences has also increased the impression of customers on the enterprise.

We need to ask more questions and listen to the needs of customers in time.

Reporter: as mentioned above, we can see that salespeople have been introducing their products from very attractive words from seeing Miss Li to her leaving.

But Miss Li finally chose to leave.

Reed International Sales Department:

Exhibition

On the other hand, as Miss Li is facing many sales people, in their communication with their customers, they did not reach agreement with the customers, and the customers soon lost.

actually

Exhibition

It is not always necessary for the audience to come to talk about the business before they come to every booth. As an exhibitor, they must ask more about the needs of the visitors and listen to the customers' questions on the exhibits.

You can't get information without purposeful needs.

Obviously, Miss Lee met with the exhibitors, who did not understand the real needs of the customers before they talked and talked aimlessly, and the result was just the opposite.

Reporter: what points should we do as exhibitors?

Reed International Sales Department: first, we need to know what requirements the guests will have for your products. Secondly, if you encounter customers who do not know the products, you must guide your guests according to your own thinking.

Of course, if

Exhibition

Before you have made a reservation for a good customer, you have to have a detailed understanding of the products you need before you come to the exhibition.

Reporter: if sales people are always asking customers a lot of questions without introducing products, will they make customers feel uncomfortable?

Li Ju international sales department: "positive questions" is nothing new.

Before you can understand others, you have to understand others first.

Before you respond to customer's words, make sure that you understand how these words affect his ability to achieve goals.

The basic strategy behind "positive questions" is the concept of "safe zone".

It motivates you to find specific information that can be quantified, such as what the customer's goal is and what he chooses.

standard

What are the quantifiable benefits he wishes to get and what assessment system he uses.

In this way, customers will treat you as a real expert.