挖掘机销售员如何做好客户接触及拜访工作How do excavator salesmen do customer contact and visit.docx
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挖掘机销售员如何做好客户接触及拜访工作How do excavator salesmen do customer contact and visit.docx
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挖掘机销售员如何做好客户接触及拜访工作Howdoexcavatorsalesmendocustomercontactandvisit
挖掘机销售员如何做好客户接触及拜访工作(Howdoexcavatorsalesmendocustomercontactandvisit)
Theexcavatorisdifferentfromgeneralproducts,abuyertopurchaseexcavatoristhestartingpointasameansofproductiontomakemoney,soitcanmakemoneyisthefirstfactortoconsider;thetwoexcavatorsarehighvalueproducts,sobuyersinwhendeterminingwhethertobuyalotofotheraspectsofthefactorstoconsider.Therefore,thecustomerdoesnotliketobuyotherconsumergoodsordailynecessities.Afterasimpledecisionismade,thecustomercanmakeadecision.Therefore,foranexcavatorsalesman,itisveryimportanttocontact,contactandcommunicatewithcustomers.
Thisarticlewillbrieflyintroducehowtheexcavatorsalesmancandotheworkofcustomercontactandvisit.
Customercontactprocess
1.customerinformationcollection
Customerinformationcollectionisthepremiseofcontactwithcustomers,sousuallyoneofthemainbusinessstaffistocollectcustomerinformation.Accesstocustomerinformationaregenerally:
theirvisits,friends,oldusers,excavatorexcavator,excavatorinhandandintroducedcentralizedcollection,exchangesbetweenpeersandthroughexhibitions,seminarsandotherformsofassociation,acquisition.Practicehasshownthatcustomerinformationiseverywhere,thekeyisthatthesalesmanmustbepersonal,personal,pro-,andinspecificpractice
Constantlyimprovetheircommunicationskillsandcommunicationskills,andconstantlyexpandtheirsocialscope.
Inadditiontocustomerpurchaseinformation,customerinformationcollectionalsoincludesthefollowingcontents:
Thecompanysellsproductinformationcollection,includingthenumberofholdings,marketshare,equipmentusage,userresponse,etc.;
Competitor'sproductinformationcollection:
competitors'productfeatures,prices,closingconditions,saleschannels,competitionstrategies,userusage,socialtenure,userevaluation,etc.;
Potentialcustomerinformationcollection:
potentialcustomerinformation;
Investment,constructionandrelevantinformation;
Competitorsinthetargetareasofdistributionandsalesforcedistribution.
2.customerscreening
Thesalesmanshouldcultivatethemselvestocollectcustomerinformationtimelycollectionandanalysisofhabits,accordingtothecustomercharacteristicsofcustomerinformationcollection,analysis,screening,andonthebasisofthedevelopmentoftheirowncustomervisits,thetrackingschemecaneffectivelyimprovetheworkefficiencyandtheeffectofsales.Specifictoclassifycustomersaccordingtowhatfeaturescangraspbytheclerkhimselfaccordingtotheactualsituation,canaccordingtothecustomertype,purchaseintention,strongfinancialstrength,sothecredibilityofcustomerswerefinishing,canalsobeintegratedinordertocollectvariouseffectiveclassificationandevaluationofcustomer.
3.developcontactcustomerplan
Toimprovetheworkefficiencyofthemostsimplewayistodevelopworkplans,businessplanstocarryoutvariousformsofcontactwithcustomers,suchastelephonecommunication,SMSgreetings,tovisittheelegantroomtogether,fitnessexercise,sportsactivitiesandsoon,inshortisvariousandcontactcustomers.Theclerkwillmasterthecustomerinformationcollection,classification,screening,todeterminethecontactmodeandprocessaccordingtothespecificcircumstancesofeachcustomer,andthesecontentstothemonthlyplan,weeklyplananddailyplanembodiedthecustomercontactactionoftheirownatthesametimeaccordingtoplanimplementation.
4.clearthepurposeofcontactwithcustomers
Whenmakingacustomercontactplan,thesalesmanshouldfirstmakeclearthepurposeofcontactwitheachcustomer.Generally,thesalesmancontactswiththecustomer,basicallybasedonthefollowingpurposes:
Sellingproducts
Sellingproductsisthemaintaskofcontactingcustomers;
Marketmaintenance
Customerdevelopmentandmarketdevelopmentisacontinuousprocess,salespersonnelshouldnotonlyestablishrelationshipwithcustomers,andtohandletherelatedproblemsintheoperationofthemarket,tosolvethecontradictionbetweencustomers,channels,rationalizetherelationshipbetweencustomers,toensurethenormalandstablemarket,sotheclerkmustbeartheresponsibilityregionalmarketmaintenance.
Buildingguestsituation
Salesstaffintheheartsofcustomerstoestablishtheirownbrandimage,sothatitispossibletobetterwinthecustomer'scooperationandsupportforyourwork.
Informationcollection
Salesstaffshouldkeepabreastofthemarketsituation,graspthelatestdevelopmentsinthemarket,andcontactwithcustomersisthebestandmosttimelywaytograspthemarketsituation.
Instructcustomers
Therearetwotypesofbusinesspeople,onewhoonlywantsordersfromcustomers,andtheotherwhogivesadvicetoclients.Theactualworkeffectofthetwobusinesspersonnelisverydifferent,theformerwaytoobtainordersislongandfaraway,
Thelatteriseasytowinrespectforcustomers.
5.determinethecontactmode
Accordingtotheactualsituationofthecustomerandthedegreeofcommunicationwitheachother,thesalesmanshoulddeterminethespecificcontactmodeofeachcontact,andadoptastep-by-stepapproachtograduallynarrowthedistancebetweenthecustomerandthecustomer.Therearemanywaysofcontacting,whichcanbegraspedbythecustomersthemselves.Suchas:
telephonecommunication,SMSgreetings,letters,visits,banquets,participateinsportsandrecreationalactivities,seminars,exhibitions,TourismAssociation,organizationandsoon,thewayallcommunicationexistsinsocietycanbealmostassalesandcustomercontact.Ifthesalesmancaneffectivelygrasptheactualsituation,theuseofthesecommunicationtools,andbusinessworkmaybedonewithease.
6.preparebeforecontactwithcustomers
Inordertoensurethateverycustomercontacteffect,theclerkmustdothepreparatoryworkaccordingtotheselectedcontactincontactwithcustomers,includingtherequiredinformation,knowledge,smallgifts,recordingtools,regulatingtheatmosphere,props,stories;astovisitorothercontacttomeetdetermineyourclothing,instrumentform,transportation,workneedsofthevariousothertools,formsandcharacteristicsoftheclientsaccordingtothemeeting.
7.customercontact
Lettingcustomersacceptyouandacceptingtheproductyourecommendistheprimarypurposeofthecontactbetweenthesalespersonandthecustomer.Howeffectiveisthecontactandwhetherthecustomercanacceptyouinmanycasesdependsonthesalesperson'sown.Howtoletcustomersacceptyourproductandyourecommendintheshortestpossibletimewhenrequiresalotofskills,theseskillsinvolvinglanguage,appearance,expressionofeachway,customerpsychology,marketingandotheraspects,theeffectiveuseofthesetechniquescanhelpyouachieveamultipliereffectofcontactwithcustomers.Inthisrespect,itisimpossibleforanewsalesmantobeprofessional,butattheveryleast,dothefollowing:
Themodestattitude,bukangbubei;
Articulateclearlyandexpressclearly;
Begoodatlisteningandrespectingcustomers;
Dresswellandshowgenerousmanners;
Theempathy,reasoning;
Theemphasisonefficiency,good.
8.contactanalysis
Salesstaffandcustomersinvariousforms,variouspurposesofcontact,andsomepurposes,acontactmaybeachieved,andsomepurposesneedmanytimes,in-depthcontacts,itispossibletoreach.Nomatterafteracontactourgoalhasnotbeenreached,wemustcarryonthedetailedanalysisofthecontact,thebetterplacestofindthecontactprocesswehaveerrorsaswellasobviousornotobvious,throughtothecustomerbehaviorandthespecificperformanceanalysisofcustomerpsychology,providethebasisforthedevelopmentofthenextcontactplan.Atthesametime,wecangraduallyimproveourrelevantstandardsonthebasisofconstantlysummingupexperience.
9.followupcontact
Onthebasisofanalysisandsummaryofthelastcontact,makeplansforthenextcontact.Ofcourse,theplanstillincludesthepurpose,mode,environment,location,implementationtimeandsoon,andfollowupandimplementaccordingtotheplan.
10.contactanalysis
Analyzeandsummarizetheeffectoffollowupcontactforfurtherfollow-up.
11.followup
Followup,continuetoanalyzeandsummarize,andconstantlydeepencontactsuntilthefinalgoal.
12.trackingservice
Whenacontactisreached,anewcontactisfollowed,andonthebasisofthepurposeofcontact,thesalesmanwillcontinuetocontactthecustomer.
Two.Salesvisitprocess
Thesalescallisforthepurposeofsellingproducts.Thepurposeofthevisitisdefinite,themotiveisbrightandtheadvertisementisnotmadeup.Thegeneralsalesstaffvisitthecustomeraccordingtothefollowingprocedures:
1.lookingforcustomers
Lookingforcustomersisthebasisforsalescalls,thecustomeristhetargetofsalesvisit,toachievethepurposeofsalesvisitatthetimeofsales.Salesmansalesproductsmuststartfromlookingforcustomers,evenifthecustomerdoesnotknowwhere,whenthesalecannotbementioned.Infrontofthecontent,wehavetalkedaboutourcustomerbase,whichshowstheuseofexcavatorsandparkingthemostconcentratedplaces,atthesametimeintroducewherethesalesmanshouldgotofindcustomers.Aslongastheintentions,infact,customersarenotdifficulttofind.Inordertodobusinessbetter,customersalsoadvertisethemselvesatanytimeandplace,theycannothidethemselves,letustryhardtofind.
2.customeranalysis
Theprocessoffindingcustomersistheproces
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