Promotion Principle: Not Fighting Unprepared War

　　 I. promotion Visit Main points for preparation

1. is the visit period appropriate for customers?

2. do we have a correct understanding of the upcoming customers?

3. is there any problem with prior telephone or letter correspondence?

4. is there anyone who has the right to decide on this transaction?

5. are there any good reasons for visiting customers?

6. do we have to investigate all data as far as possible prior to this customer?

7. do our customers need our products now?

8. do our customers really have the right to purchase goods?

9. in order to use experience, are there any similar promotional experiences that are similar to those of our customers?

10. can we immediately give more than three advantages to the products we sell?

L1. can we reply immediately when Gu Rong asks for the products he sells?

12. is there any time to prepare for changing topics in response to possible changes in customers?

13. although customers have the intention to buy, but when a fashion can not be finally decided, is there any way to deal with it?

14. is there a first sentence when we are ready to meet customers?

15. can we fully explain the benefits of commodities to customers?

16. are there any objections raised by the customer, without any prior assumptions?

17. no matter whether there is any strong and unexpected objection, are we prepared to have a cool way to deal with it?

18. is there any practice to illustrate the method in order to improve the effectiveness of persuasion?

　　 Two. Preparation Marketing tool

A sales tool is a salesman's information and utensils for sale when he visits customers. Merchandising tools should be generated by the creativity of salesmen rather than others.

Marketing tools are as follows:

1. items for customers to see: product samples, models, manuals, sales statistics, data clippings, subscription books, order letters, photos and photo albums, price lists, customer names, letters of introduction or letters of recommendation, business cards, thank-you letters, certificates of quality, gifts, etc.

2. salesman's own items: quasi customer card, access plan, record book, contract document, printing, ink pad, stamp, price list, etc.

Promotional tools have a good promotional role:

(L) as the saying goes, "seeing is believing," and directly appealing to vision is easy to attract customers' attention.

(2) improve the effectiveness of interview.

(3) to give customers confidence;

(4) all points can be described in a specified order.

(5) make up for the lack of sales promotion and the atmosphere of visit.

　　 Three. Draw up a visit. Customer plan

1. contents of the plan:

(L) who has the right to purchase;

(2) investigate the external reasons affecting customers: whether competitors recommend. People who are unable to help themselves... etc.

(3) investigate the internal reasons affecting customers: the organizational structure of the company, the relationship between the Department and the purchasing department, and the decision makers.

(4) what is the character and interest of a person who holds the right to purchase decision?

(5) the way to attract customers' attention, the excuse of interview, the topic of the interview, how the customer disagrees with the purchase and so on, and plan all the measures and activities.

(6) customers' understanding of the products they sell;

(7) to study the strengths and weaknesses of customers' products;

(8) check the last negotiation results;

(9) settlement of agreed items;

(10) preparation of marketing tools;

(LL) access notification and contact.

2. benefits of the plan

Knowing the place of visit, the object of negotiation, the content of conversation, and the method of discussion are helpful for quick interview.

Systematic thinking can reduce meaningless time during interviews, shorten conversations, and concentrate all mental energy on effective marketing. And when negotiating, you can arrange the most appropriate information in advance, and at the same time train yourself in advance.

3. prepared visits

It is absolutely avoidable to have no chance to negotiate after meeting customers. Planning to meet customers and correctly understand what should be said should be one of the best ways to avoid being blocked by customers.

4. Flexible use of customer information cards

The salesperson should take down the names, addresses and all the information of the customers, plan the interview with the customers' personality and interests as the center, and talk about the customers' interest when they meet.

5., establish a sense of success.

Salesmen should enhance their sense of success, especially before starting a visit to remind themselves to be full of self-confidence and to exclude inferiority complex.

"What I'm going to do now is what's good for the customers!"

"Everyone has a good impression on me!"

"Today's marketing is bound to succeed!"

The salesman read the above points aloud, persuading himself to believe it, and entering the door of the customer with a happy mood.