Strange Visit To Customer Etiquette

Marketing people's role: just a student and an audience; let the customer take the role of: a mentor and lecturer; preparatory work: knowledge about the company and the industry, product knowledge of our company and other companies, relevant information about this customer, our sales policy, extensive knowledge, rich topics, business cards, telephone directory;

1, greeting: before the customer (he) did not speak, greeting greetings to customers (him) with a tender tone, such as: "good morning, manager Wang!"

2, introduce yourself: Bing Ming's name and your name and hand over your business card. After exchanging business cards with him, you can express your thanks to the customers. For example, "this is my business card. Thank you for taking the time to let me see you!"

3, voice Narrator: create a good atmosphere to narrow the distance between each other and ease the tension of customers visiting strangers. For example, "manager Wang, I am the introduction of Zhang Gong from your department, listen to him, you are a very easy-going leader."

4.

The structure is: (1), the company put forward the agenda; (2), the statement of the agenda to the customer's value; (3), the time agreement; (4), asking whether to accept; for example, "manager Wang, today I am specially to come to know your company's demand for * * products, after knowing your definite plan and demand, I can provide you with more convenient services, we only need about five minutes to talk, do you think so?"

5, clever use

Let the customer speak once enough.

(1), the design of problem funnel is good, and the real purpose of exploring customer's needs is to inquire customers. This is the most basic sales skill of marketers. When asking customers, the problem should be explored in depth from broad to narrow.

For example, "manager Wang, can you tell us about the general sales trend and situation of your company this year?" and "what are the key needs of your company?"

(2) combine the use of expanded inquiry method and Limited inquiry method; using the expanded inquiry method, we can allow customers to play freely, let him speak more, let us know more things, and adopt the Limited inquiry method, so that customers can always keep away from the theme of talks and limit the direction of customer's answering questions. When asking customers, the marketing staff often make the mistake of "closing the topic".

"What is the product demand plan of your company," Wang said. "This is an enlarged inquiry method. For example," Mr. Wang, like some of the supply plans submitted by us, is it necessary for you to implement it in the following departments after approval? "This is a typical Limited inquiry method. Marketers must not adopt closed topic inquiries to replace customers, so as to cause the suspension of dialogues. For example," manager Wang, you sell products every month about sixty thousand yuan, right? "

(3) summarize and confirm the main points that the customer has talked about; make a brief summary of the contents mentioned by the customers during the course of the talks, ensure the clarity and completeness of the contents mentioned by the clients, and get the unanimous agreement from the customers; for example, "manager Wang, the time I have agreed with you today has arrived, and I am very glad to hear so much valuable information from you today. Thank you very much indeed!

The two is about...

The three is about...

That's all, right? "

6. When you finish your visit, make an appointment to visit the content and time. When you finish your first visit, marketers should reconfirm the main purpose of the visit, and then describe the purpose of the next visit to the customer and make the appointment for the next visit.

Such as: "manager Wang, thank you very much today for giving me so much valuable information in such a long time. According to what you are talking about today, I will go back and make a good supply plan plan, and then I will report back to you. You see, I will bring you the plan next Tuesday morning to let you review it. Do you think so?"