The Salesman'S "Dinner Party" Must Learn More.

For a salesperson engaged in sales, it is always unavoidable to invite guests to dinner, but because of the lack of necessary understanding of this problem, many salesmen have lost their points.

I remember a salesperson in a company who wanted to establish a further guest relationship with the customer. But after the dinner, the customer's attitude towards him was obviously cold. The salesman did not know the etiquette of meal etiquette and the vulgarity of his meal when he was having dinner. The customer was also a "cultural businessman" who went to sea, which left a very impolite impression on his customers.

Therefore, customers think of this: the salesmen do not understand the basic social etiquette, and the manufacturers send out to run the "rivers and lakes". What is this factory?

From the business point of view, the purpose of entertaining guests is not only two aspects: first, there are immediate commercial purposes; the other is to consolidate or enhance the needs of customers.

Perhaps a salesperson would think that this view is too utilitarian and lacks human touch, but the fact is that we are engaged in a business activity, and every means is to achieve its business purpose.

It is only clear what the purpose of entertaining is, then, who will be invited, how to please, what specifications, where, where to control what fees, and what effect to achieve, all these problems will be solved.

For example, you need to get important decision information from customers, or whether customers accept their own cooperation plan.

Next, you are not going to invite customers, but some of your customers' right-hand man.

If you want to be a hypermarket, then you are going to invite the manager of the commodity department instead of the general manager or boss of the store.

The customer will not give you any information. You ask for it and ask for it. The more you ask for it, the harder it is to negotiate. On the contrary, if you ask an assistant in your client, everything will be easy.

If you want to enhance your guest's feelings, you should focus on the customers themselves and their family members. As long as the close relationship between the customers and your family is established, you will not worry that the relationship between the client and you will be bad.

A company's salesman has been in Changsha for two years, and has never had a good meal with his customers, because customers run several companies and run around every day.

But the salesman found that Liu boss would make time to call his son in high school even if he was busy every day.

The salesman found a breakthrough. In view of Liu's boss's enthusiasm for learning English, he found out one day a week to invite his children to attend the English Salon on weekends. Not only did the child's English score improve, but Liu boss also looked at the ugly salesman.

In any case, first of all, we must first clarify the purpose of the invitation, and decide what objects to take according to the purpose.

Only in this way can we effectively achieve our goal of "rivers and lakes".

Then, the next is to determine the way and specifications of the treat.

In the first place, many salesmen think it is a bit one-sided to invite guests to dinner and drink.

When a salesperson of a company stationed in the Tianjin market, several times wanted to invite customers in the area to eat together, but they were always politely refused. After understanding, they knew that the customer was a professor who went to business in Tianjin University, and the customers were not very "cold" for those guests to eat, but they liked to listen to symphony and eat Western food.

Later, the salesmen found it in this respect.

Ask the client to participate in the performance of the Italy Symphony Orchestra in Beijing. Starting from the taste of music, the two people turned out to be "forget each other".

Another salesman, when he asked a northeastern customer, ignored the good wine and frank style of the Northeast man. He asked the customer to drink coffee in a coffee shop. After a long time, the business did not progress. The first thing a customer came home was to "get the wine quickly. Today, the black stuff is as bad as drinking medicine."

Specifications are also important, to be consistent with the identity of the guest, and the need for your immediate public relations, because entertaining is also a continuation of business and a "contest of wisdom".

Xiao Zhang, a salesperson of a company, was already able to accept the current terms of cooperation when he was entertaining a client from Shanxi. But the salesman hesitated because he had invited a sumptuous dinner in the evening.

The reason is very simple, you are too good to him, customers sometimes do not "catch a cold", think you will need him very much at this time, indeed, customers continue to give manufacturers the conditions, let the salesman is very puzzled.

Therefore, if you want to promote customer cooperation, the specification of the guest is not necessarily the more abundant, the better, just follow the passion, atmosphere and fit, otherwise it will be thankless.

For old customers, especially the key customers, this way is more important. This is not a matter of eating and drinking. It is also a matter of wits and psychological tactics.

Some key customers do not know that they are manufacturers' "big money back". Without the comparison of information, customers still dare not mess around, but if the salesperson is too enthusiastic, it is easy for customers to find these important information. Next, you will mix the so-called "big business bully factory" story will be repeated on your body!

How to arrange seating is a great lesson to entertain guests. Especially when some large banquets such as distributors annual meeting, if some small details are not paid attention to, they will make jokes.

There are two ways to make arrangements in detail: one is the relatively popular seating method; the other is the "local seat etiquette", which is popular in some areas.

The more popular methods are:

* for larger banquets, the height of the table depends on the distance from the main table, and the right is higher than the left.

* the same height on the same table depends on the distance from the host's seat.

The guest of honor sits on the right side of the master, and the second guest sits on the left side of his master.

The second right side of the host is third, while the left side is fourth.

* if a small number of people, the salesperson mainly determines the location of himself and the guest of honor, others are mainly random, or can be sorted according to the rank of the guest.

The guest of honour is usually arranged at the table.

* if the salesperson's leaders and customers are dining together, the salesperson will arrange for the guest and his leader to sit at the main table, and other guests, such as the wife or the right-hand man of the customer, sit next to the customer.

The salesperson is sitting on the table. When he is serving dishes, he can turn the dish to the guest.

In addition, some areas also have some local characteristics. If a salesperson is to entertain guests at a customer's place, he can understand the custom to the local people before he entertain guests.

Because each place's "local stress" is somewhat different, it should be based on accurate information.

It should be noted that when arranging seating arrangements, do not be too rigid about this so-called "seating arrangement", so as not to feel too polite, but appear to be divided, so that the use of meals is more restrained.

It is no exaggeration to say that ordering is an art.

Salesmen engaged in sales should be familiar with this area of common sense.

For example, some salesmen invited meals to be very expensive, but the cost was not high; some of the salesmen spent too much money, but they did not necessarily eat well! This is the skill of ordering dishes.

Now many companies have a cost control standard for entertaining guests. Therefore, how to do well, eat well and spend less depends on the art of ordering food.

In addition, the salesperson can also arrive at the restaurant 30 minutes before the appointed time. One is the question of politeness, the other is to set the right box according to the number of people, and to order a good portion of the dishes first, because the restaurant generally has a good business. First, ordering a portion of the dishes can make the restaurant prepare for the first time, so that it will not be long after serving seats.

For example, if the northern customers come to the south, they can order some rare but abundant seafood in the north, and some special dishes that are not featured in the north in the south. For example, the customers in Sichuan should be spicy and spicy.

When the customer orders the dish, the salesman is polite, after evaluating all the dishes, he adds two dishes, which seems respectful and polite to the other.

It should be noted that salespersons should not avoid ordering their dishes first. Even if you order dishes that are suitable for customers' tastes, they will give you a feeling that you value money too much and want to save money, which will virtually reduce the effect of guests.

If customers refuse to order, you should try to mobilize the atmosphere of "one person first order one or two dishes that you like to eat and the rest to you."

When the customer is looking at the menu, the salesperson can explain it slightly or ask the waiter to explain it nearby.

When ordering dishes, you can ask the customers whether they like them or not.

Two main points should be paid attention to when dining. One is to pay attention to toasting.

One is to pay attention to the etiquette of eating.

In toasting, we first need to propose a toast to everyone and propose a toast to the individual.

When drinking to an individual, you should first clink with the guest of honor, and then clink glasses with other guests in order.

If there are too many guests, we can only propose a toast.

You must not jump in the order of toast, do not propose a toast with the guest, or just toast with some people.

Don't be too polite when you propose a toast. Be warm, sincere, and say a few sincere toasts. You can't ask the guests who don't drink, or ask for it.

It's uncivilized to drink too much.

Of course, if your client is a straightforward northeastern man, then you will enjoy your toast even though you have a lot of courtesy.

Let's talk about etiquette for salesmen.

When dining, you should pay attention to the following basic etiquette:

* the salesperson should sit upright and not to eat alone. Generally speaking, every guest must first taste the guest and give a brief explanation. If he is not familiar with it, he can also ask the waiter to explain it.

* do not use your chopsticks to bring food to your guests.

* guests may not toast to the guests while they are eating or eating. When the guests propose a toast, the salesperson should stop eating and smile with a toast.

* the salesman can not use his mouth to bowl, he should pick up the food and eat.

* when you take something far away, you should ask someone else to bring it over. You can't get out of your seat.

* have food in your mouth, do not open your mouth to talk with others.

* civilized speech does not affect neighbour guests.

* drink soup with a spoon, do not make a sound; do not leave food residue on your lips and face; do not force others to drink for various reasons.

* do not wave the chopsticks while talking; use the other hand to stop your mouth when you pick your teeth.

At the end of the meal, the salesman smiled politely to ask the guest if he wanted any more food. After that, he asked the waiter to serve the tea, the fruit plate and the bill.