Exhibitors' Skills Of Appointing Customers

I. Basic Principles of appointment

1, determine the principles of visiting objects.

Decide which person or person to contact with.

(1) we should try our best to meet clients' decision makers directly.

(2) the reception personnel should be respected.

In order to successfully meet the scheduled objects, we must obtain

(3) preparations should be made before appointments.

If you need to introduce letters, business cards, etc., try to fix yourself and prepare for "attitude and smile".

2, determine the principle of visiting grounds.

The ultimate goal of any sales promotion destination is to sell products, but in order to make the customer easy to accept, the salesperson should carefully consider the reasons for each visit.

According to the sales practice, the following reasons and purposes are available for reference:

(1) recognize new friends;

(2) market research;

(3) formal promotion;

(4) providing services;

(5) liaison;

(6) sign the contract;

(7) collect payment;

(8) seek fame, consult face-to-face, visit etiquette, and deliver letters.

3, determine the access time principle.

Want to think

(1) as far as possible for the sake of customers, it is best for customers to determine the time.

(2) the meeting time should be determined according to the characteristics of the customers.

We should pay attention to the rules of daily life and work hours, so as to avoid appointing customers in the busiest time.

(3) we should look at the characteristics of selling products and services, confirm the time of appointment and negotiation, and show the best time to display the advantages of products and services.

(4) date and time should be chosen according to different visit reasons.

(5) the traffic, location, route, weather, safety and other factors should be considered at the agreed time.

(6) we should pay attention to credit and punctuality.

(7) make reasonable use of time to improve sales.

4, the principle of determining the location of the visit.

(1) take care of customer requirements;

(2) the most frequent and important place of appointment is the office;

(3) the customer's residence is also one of the places where the salesperson chooses to see the place.

(4) you can choose some public places.

(5) public places of entertainment are also one of the locations where salespeople choose.

Two. Appointment method

The commonly seen appointments are:

1, the face is about.

That is, the salesperson and the customer agree to meet in person, the time, the place and the way of meeting.

2. Letter.

That is, sales people meet clients with various letters.

3, about electricity.

That is, sales staff use various modern means of communication to meet with customers.

Such as telephone, electric clothing, telex and so on.

4, the treaty.

That is, the salesperson asks the second party to make an appointment, such as leaving a letter for pfer.

5.

That is to say, we should use mass media to publicize the purpose, content, requirement, time and place of the appointment.

Then we will meet with our customers.

Three, the principle of proximity

1, salespeople must approach different customer groups in different ways.

Practice has proved that successful marketing largely depends on whether the salesperson's sales style is consistent with the customer's purchase grid.

Customers are very different. Salespeople should learn to adapt to customers.

In practical proximity, salesperson can use the role playing method, that is, to change their language style, clothing appearance, mood and mental state according to different customers.

2, salesmen must be prepared mentally.

Because selling is about dealing with rejection.

Difficulties may be encountered at the approaching stage.

But sales staff should fully understand the customers, face difficulties frankly, be good at adjusting themselves, and correctly develop their abilities and levels.

3, salesmen must relieve customers' pressure.

Many years of sales practice shows that when sales personnel approach customers, customers usually have purchase pressure.

(1) indifference or rejection.

(2) deliberately diverting the topic, intentionally or unintentionally interfering with and destroying sales negotiations.

Therefore, under such circumstances, salesmen must try their best to alleviate the psychological pressure of customers if they want to get close to customers successfully.

According to practice, the following methods can be used (for reference):

(1) situational fabrication.

Salesmen do not sell directly to customers, but rather make up a sales target, so that customers feel that salesmen are not selling themselves to others.

(2) non sales decompression.

Such as providing product information, providing help to customers, etc.

(3) soliciting opinions.

The salesperson first tells the client that the purpose of his visit is to listen to opinions and reactions, not to sell them.

(4) direct decompression.

The salesperson clearly tells the customer that if he is not interested in selling suggestions, he can leave himself at any time without being embarrassed.

(5) interest decompression.

The salesperson first let the client believe that the talks were well worth it.

Turn the attention of the customer to care for his own interests.

4, salespeople must be good at controlling time and smoothly pfer to interview.

Four. Several methods used to approach customers in sales practice.

1. Introduce the approach of approach.

It refers to the way salesperson introduces himself or is introduced by the third and is close to selling objects.

The main ways of introduction are oral presentation and written introduction.

2, product approach method.

It's also a physical approach.

It means that the salesperson directly uses the selling points of the products to attract customers' attention and interest, so as to approach the customers.

3, interest approach.

It means that the salesperson draws the attention and interest of the customer through the brief explanation of the interests of the product, and thus pfers to the approaching method of the interview.

The main way of interest approach is to state and ask questions, and tell the benefits of buying products to be promoted.

4, problem approach.

Asking customers directly to arouse customers' interest.

So that customers can focus on energy, better understand and remember the information sent by salesmen, and lay the foundation for stimulating purchase desire.

5, praise the approach.

Salespeople Use people's self-esteem and hope that others pay attention and recognition to arouse interest in conversation.

Of course, compliments must be genuine and skill oriented.

6. Approach the law.

Generally speaking, people will not refuse to ask for advice.

Salesmen should plan carefully when using this method, and organically combine the requirements of teaching with their sales work.

7, curiosity approach.

People generally have curiosity.

Salesmen can use their actions, language or other ways to arouse customers' curiosity so as to attract customers' interest.

8, the gift approach.

Salespeople can use gift presents to customers, thus causing customers' interest and approaching customers.

9. Investigate the approach.

Salesmen can use the opportunity of investigation to approach customers. This method conceals the purpose of directly promoting products and is easier to be accepted by customers.

It is also a very easy way to operate in practice.

10. Continuous approach.

A salesperson uses second or more times to get close to the situation in the first approximation.

Sales practice has proved that many sales activities are caused by customers' attention and interest in marketing, and have been pferred to substantive negotiations, which has laid a solid foundation for future sales success.