Visiting Customers' Skills And Etiquette

　 One Visiting customers Three points

(1) important visits should be agreed on time.

In the process of visiting customers, in order to achieve the purpose of transaction, often need to communicate with customers repeatedly. In this process, if there are important things to do with customers Communicate We must make a good appointment. Only in this way can we ensure the smooth progress of the visit plan.

(2) saving customers' time

Everyone's time is a valuable resource. For your customers, many of them are leaders of enterprises or institutions. Their time is more valuable. They must save time in the process of visiting. In general, the greeting phone calls do not exceed 1 minutes, and the maximum number of visits can not exceed 3 minutes. The product introduction or service introduction telephone should not exceed 5 minutes. If you negotiate with important customers, the phone call to establish customer relationship usually does not exceed 15 minutes, otherwise it will no longer be suitable for telephone calls.

(3) spend time on decision makers.

The purpose of visiting a client is to reach an effective agreement with the client, and the right to decide on the agreement is generally in the hands of the decision maker. These decision makers mainly refer to the person in charge of the company, the chairman, the general manager, the director and so on. For the organs and institutions, they are mainly Party committee secretaries, directors, directors, directors and directors. In this regard, at least you have to find the relevant project leader, who has the right to decide who will spend more time on it. Of course, it does not exclude the auxiliary role of other personnel, but the main energy should be placed on the decision-makers, so the efficiency of visits will be greatly improved.

　　 2. five easy to ignore details

In addition to products, sales personnel in the visit to some details of customer handling, the success rate of sales also has an important impact.

(1) only a little better than customers.

Experts say that the best way of dressing is "customer +1", which is better than customers. It not only reflects the respect for customers, but also does not open the distance between the two sides. The contrast between the dress and the respondents is too big, but it will make the other party uncomfortable, virtually the distance between the two sides. For example, the building materials salesperson often visits the designer and the general contractor's construction manager. Of course, the former should wear a shirt tie to show your professional image. If the latter is similarly dressed, there is something wrong with it. Because the environment of the construction site is limited, the staff can not dress up. If you wear good clothes to run the construction site, do not talk with customers, you may find it difficult to find places to sit.

(2) do not answer telephone conversations with customers.

The telephone is mostly the characteristics of the salesperson. It is not very realistic to have no telephone conversation with customers. However, most of our salesmen are very polite and will ask for permission before receiving the call. Generally speaking, the other side will be generous enough to say no problem. But I tell you, the other person will be in the bottom of his heart: "it seems that people on the phone are more important than me, and why he will talk so long." Therefore, the salesperson will never answer the phone when he first visits or visits. For example, if you call someone who is important, you should connect with a few simple phrases and then hang up quickly.

(3) replace "I" with "we" or "we".

Salespeople say "we" will give the other side a psychological hint: salespeople and customers are together, thinking from the perspective of customers. Although only a word more than "I", but a little more intimate. Northern salesmen have some advantages in working in the south. Northerners like to say "we". Southerners are used to saying "me".

(4) carry notepad with you.

It's a good job habit for the salesperson to write down the time and place and the name and title of the customer, write down the needs of the customers, promise the customers to do things, visit the next time, including their own work summary and experience. Another advantage is that when you take the time to make notes and listen to your customers, you can encourage customers to speak more about their needs. A sense of respect also arises in the hearts of your customers. Your next sales job can not be bad.

(5) maintain the same way of speaking.

This young sales novice should pay special attention. You have quick thinking and eloquent speech. You can't talk about objects as fast as you start off. You can't keep up with customers when they are old. They don't know what you are talking about at all. It's easy for customers to feel sick. Wang Tianlei has a salesperson who specializes in project sales. He is neither talkative nor selling technical skills. But he is very closely related to engineering supervision. Generally speaking, supervisors are old engineers who are about to retire at the age of 60, and he is very concerned about the psychology of the elderly. Finally, the old engineers became the strong supporters of the product in this project.