Home >

Apparel Sales Need To Understand Several Stages Of Customer Relationship Development.

2014/7/17 15:58:00 40

??? 日本語 Fran?ais English 中文

Sales Customer Relations Clothing Market

here the world is < a target= "_blank" href= "http://www.91se91.com/" > clothing < /a > a target= "_blank" href= "_blank" > shoes < < hat net "Xiaobian introduced to you is sales need to understand the five stages of customer relationship development.

customer relationship is a very important part of sales work, and the core work of salesperson is to establish and develop relationship with customers. Then we should first understand the whole process of customer relationship from establishment to development, and also to customer relationship life cycle.

the concept of customer relationship life cycle is extended and developed from the product life cycle.

Generally speaking, we divide customer relationship into five stages.

strong > 1, unfamiliar period

at this time, we basically have no connection with the < a href= "http://www.91se91.com/news/index_f.asp" > Customer < /a >, and we know little about each other.

At this point, our salesman's task is to find relevant information of customers, understand customers, and try to establish contacts with customers.

Therefore, we have two tasks during this period: client planning and telephone solicitation.

1. customer planning is to collect the market and customer information, understand the basic situation of customers and the market, through analysis to identify the main customer groups, and collate the basic information of the main customer groups, forming the basic information of the customer information management system.

2. telephone solicitation is to help customers find problems in the enterprise, through telephone communication with customers, so that customers realize the urgency of the problems faced by enterprises, and produce the desire to solve problems and meet the needs.

At the same time, let our customers know that we have the experience and ability to solve such problems, thus creating a desire to further contact with enterprises.

two, establishment period .

through our visit and introduction, customers have established contacts with us and have a basic understanding with each other.

prior to making telephone communication with customers, our customers are interested in our ability to help customers solve problems. We hope to be able to communicate with us further, so we confirm the time and place of the first meeting.

In this period, we have three tasks: client visits, preliminary investigations, and preliminary plans.

1. for customers, they have deeply realized the problems faced by enterprises.

However, on the one hand, he has no clear judgement on the possibility of solving this problem, and how to solve this problem is not known.

He hoped to find the answer in our meeting.

On the other hand, the customer is not very clear about our company's strength. He hopes to see us further through the meeting.

In the early stage of 2., we had a certain understanding of customer information through market research, but these information was too broad for sale items.

By meeting with customers, we can learn some important information that can not be obtained from outside.

3. we through customer visits and preliminary research, to show the company's basic information to customers, and to provide customers with constructive solutions, so that customers can help us solve problems.

However, the proposals we offer are fragmentary. Customers hope that we can try to submit a preliminary idea of a more complete solution to them.

three, and inspection period .

after we have established the basic contact with the guest room, we will inspect each other with our customers.

We will examine whether our customers need our products, whether they have the ability to pay the price of our products, whether the customers have good reputation for payment to suppliers, and so on, while customers will inspect the reputation, reliability and after-sales service of our products.

In this period, we have two tasks: programme demonstration and technical exchange.

1. demonstration shows that our salesmen and technicians introduce our design solutions to our internal staff.

Through the introduction of interactive communication processes such as introduction, questioning, answering and discussion, we can help our internal customers to have a better understanding of our plan.

2., we must actively participate in technical communication on the basis of presenting cases to customers, and help project procurement teams to establish technical standards for project procurement.

four, growth period

with the increasing number of contacts between the two sides, the two sides have gradually established feelings and trust, and the relationship has been developing step by step.

Trust is the sign of the growth of bilateral relations.

To the specific level of operation, customers are willing to chat with us when you are looking for customers. When our customers come out to dinner, our customers are willing to keep the appointment.

By P, customers agree with our strength and agree to submit our formal design.

In this period, we have three tasks: demand analysis, formal plan design and project evaluation.

1. before proceeding with the formal design of the project, we will determine the needs of the customers according to the contents of the tender notice, ensure that we understand the requirements of customers, and there is no understanding bias, including performance, technology, products and project schedule.

2. customers will compare different suppliers and evaluate the solutions submitted by them.

What we need to do is to carry out in-depth needs analysis, design formal plans, write bidding documents and participate in bidding.

3.. On the premise that bidding documents have already met the procurement standards, they have established a tendentious customer relationship with the members of the project evaluation team.

five, maturity > /strong > /p >

the relationship between the two sides develops to a certain extent, and customers will buy our products. If both sides are satisfied after the purchase, they will repeat the purchase. Signing the contract is the only sign of the maturity of the relationship.

After all, sales are a kind of work that pays attention to the results. Without signing the bill, other results can be harvested more, and it is also a failure.

In the period of , we have two tasks: business negotiation and contract signing.

1. we will consult with our clients about the details of the project price, arrival date, implementation schedule, after sale service, payment method and overall proposal, and form the contract terms.

2., the project is successfully signed, and the two sides interact with each other. Finally, the conditions and modes of payment are clarified, thus forming a legal guarantee.

Zhu Qianghua thinks that these five stages are promoted one by one, and can not be leaped. For example, I can't have signed a bill with clients without knowing the customer.

Customers can't sign a bill with a mistrust. After all, it's tens of millions of businesses. No one will be so hasty.

finally, I would like to remind you that although these five stages can not be leaped forward, they may terminate at any time.

For example, when we look at customers and find that the customer is not able to pay, we are obviously not a customer signing, and conversely, the customers will refuse to go on with the a href= "http://www.91se91.com/news/index_s.asp" > /a >.