Gathering Information For Basic Sales Moves

Collecting data is like collecting intelligence in combat. Don't neglect this step. The most critical and important way is to get information from customers. It is divided into four steps.

The first step is to develop the inner line, which is the recognition of our customers' value and the willingness to help our people. People inside the customer always have the most information of customers. They can clearly get the use of related products, the organizational structure of customers, the personal data of key customers, the internal activities of competitors, etc.

The second step: collecting personal data Personal data is the most important part, including hobbies and interests, family situations, favorite sports and eating habits, itinerary, everything needs to be clear, and even a few mice at home must count. The collection and analysis of personal data is often the key to developing an action plan.

The third step: right. Customer The organizational structure is analyzed from the client's level The functions and roles played in purchasing will be picked out from customers who are purchasing.

The fourth step: sales opportunity analysis, which determines whether the sale can enter the next stage. If there is no sales opportunity, do not enter the next step, so as not to spend time and resources on customers who do not produce orders. By asking yourself four questions to determine whether there is a sales opportunity: is there a sales opportunity within this customer? Do we have products and programs? Can we win? Is it worth winning?

Like an ancient soldier, a salesman is a home and honor for every soldier. The weakness, despair and abandonment can only make him face the fate of being enslaved.