Business School: The Basic Principles For Salesmen To Acquire Customer Loyalty

< p > customer satisfaction is worthless and customer loyalty is invaluable.

Geoffrey git mer < /p >

< p > < strong > 1, < a href= "http://sjfzxm.com/pioneer/" > efforts < /a > training customer trust < /strong > /p >

< p > a company manager once said in his business training for the company's salesmen: "sell products to customers, customers will not return products, and will become your repeat customers. This is really a good salesman."

To make customers your "repeat customers", that is, loyal customers, first of all, we need to win customers' trust.

When mutual trust relationship is established between salesmen and customers, it is possible that there will be opportunities for further cooperation. Only a large number of loyal customers can be obtained by salesmen. < /p >

< p > as a salesperson, the more trust and trust your customer wins, the longer and steadfast the customer's loyalty to you will be. The more cost you can save, the cost of developing new customers and the cost of product publicity.

Of course, the final result is that the more you gain from it.

This includes not only the actual profits generated from the sale of products, but also the stable customer resources and intangible reputation resources.

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< p > < strong > How can we achieve customer trust? Salesmen can start from the following aspects: < /strong > < /p >

< p > (1) developing customer trust without interruption; < /p >

< p > salesperson should pay attention to the cultivation of customer trust when communicating with customers for the first time, and the cultivation of customer trust must be run through every communication process to keep the process as continuous as possible.

If the salesperson just starts to build up the customer's trust in himself, it will be difficult for the customer to form a sense of trust in you.

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< p > (2) to win customers' trust with practical actions; < /p >

< p > establishing mutual trust customer relationship is far from enough by salesmen's efforts.

Some salesmen often say "I am very trustworthy" and other statements, but they do not consider the actual needs of customers at all, and do not take the initiative to provide the necessary services for customers. What is the final result of this?

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< p > to win the trust of customers, we must pay wholeheartedly, genuinely pay close attention to the needs of customers, and make practical actions for the realization of their reasonable needs.

Still use the old saying: without paying, you will never have the harvest. If you do not infect your customers with sincere action in every communication process, then customer trust will never be formed.

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< p > (3) do not harm customers because of immediate benefits; < /p >

< p > salesperson must not be reluctant to lose sight of the small profits and carry out activities which are not conducive to the interests of customers. This will directly lead to distrust of customers. Even if you have already given customers 99% trust in you before, only 1% of these distrust will make a major reversal of the next communication.

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A cheat and injury to a customer can affect a large number of potential customers around the P, and this bad influence is hard to recover by other means.

According to the statistics of Joe Gilad, an American car sales king, on average, there are 250 acquaintances around each person. If a client is harmed, it will probably lose 250 potential customers.

Therefore, salesmen must be careful to weigh their advantages and disadvantages.

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< p > 2, continuously improving customer loyalty < /p >

< p > salesmen need to win the loyalty of their customers. If a salesperson does not have a loyal customer to support him, his sales career will soon be unable to proceed smoothly.

A marketing expert once said: "customers will easily leave a less familiar salesperson, but they will not easily abandon an intimate partner."

For those salespeople who can win customers' lasting loyalty, the relationship between customers and them is an intimate partnership.

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< p > to achieve lasting customer loyalty is a strong guarantee for an excellent salesperson, but it is not easy to do so at one ten.

Although having customer trust is the premise and key to win customer loyalty, if customer loyalty can not be consolidated and improved in a timely manner, it will easily fall short. In this increasingly competitive modern business war, this change is particularly obvious.

Therefore, salesmen should try their best to continuously improve their loyalty to customers. When developing and improving customer loyalty, salesmen should strive to do the following: < /p >

< p > (1) concerned about customer needs and making effective response in time; < /p >

< p > salesmen should learn to understand the needs of customers from various ways, such as prior investigation, sincere inquiry, and later visit.

Once we find customer needs, we must try to respond effectively in the shortest possible time.

The so-called "effective response" is to act in response to customer needs and satisfy customers.

The customer demand mentioned here includes not only the needs of customers in the purchase process, but also some problems encountered by customers after the paction is completed.

Usually, timely solving the problems encountered by customers after the completion of the paction is helpful to improve customer loyalty.

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< p > if sales personnel are only concerned about customer needs on the surface, but do not take any practical actions to solve the needs and difficulties encountered by customers, it is impossible to win customer loyalty.

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< p > (2) establish a sincere and mutually beneficial partnership with customers; < /p >

Paul Hok, author of < p > "business know-how", said in his book: "if you are ready to start business, you must have a noble quality that can be maintained forever. This quality is integrity.

If you start your business with quality and sincerity, you will never fail because any reason for failure will be overwhelmed by this quality.

But once you lose that quality, or you don't really treat your customers at the beginning, it's even harder for you to start thinking about it again.

The value of honesty lies in the fact that once it is lost, it can not be compensated.

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< p > salesperson must adhere to the view that I am always on the front line with clients. If I can not create value for customers, then I will lose the meaning of customers. If I am not sincere enough to customers, then I will always lose customers.

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< p > (3) continue to explore new ways of customer service; < /p >

< p > a few years ago, some domestic manufacturers put forward the idea that "no one has me, others have me", and later some people have added a "person superior to me".

In fact, it is the flexible use of these ideas by salesmen.

Under the situation that product homogeneity is becoming more and more obvious and market competition is becoming more and more serious, if we rely on the function and quality of products or the price of products at low prices, we can not get more customers' favor, nor can we achieve customer loyalty.

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< p > in a severe market environment, salespeople should always pay attention to the service needs that customers may generate, and then find ways to exceed customers' expectations.

If you wholeheartedly provide customers with more thoughtful service beyond expectations, and competitors can not do that, then the customer loyalty to you will naturally increase.

It is also not easy to do this. Not only do we need to be sincere and enthusiastic about customer service, but we also need to go deep into practice and carefully investigate and grasp customer demand information.

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< p > < strong > experts remind < /strong > < /p >.

< p > 1, while selling products, you must sell yourself. Only a customer relationship based on mutual trust can be stronger and more durable.

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< p > 2, salesmen are most afraid of losing money. If we want to maintain a win-win relationship with our customers, we must create the maximum value for our customers while realizing their own interests.

If we only consider our own interests and cheat customers, we can only be abandoned by customers.

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< p > 3, do not just understand the relationship between your customers and the buyers and sellers, but should be close partners with customers.

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< p > 4, when you think of your customers wholeheartedly, customers will also maintain trust and loyalty to you.

Sincerity is the basic principle for a salesperson to gain customer loyalty.

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