When you meet with the customer, the customer's previous impression on you depends on the salesperson's appearance and manners. It includes the following three aspects: 1 your instrument, 2 your attitude, 3 your opening remarks. Although it is often said that you can't judge a person with a positive impression, often our customers often use a positive impression to evaluate you, which determines the customer's willingness to continue to talk to you. So where is the good impression of the sales staff? Advance impressions start with a telephone appointment Unlike the promotion of personal consumer products, industrial customers must make a phone call to make an appointment, which also helps to improve the efficiency of screening target customers. Visits without an appointment will make the client feel abrupt, and most of the circumstances will be rejected or squandered. More importantly, an appointment usually links the salesperson to a serious, professional professional image and is considered to be a sign of respect for the customer. Shape your professional instrument image When you meet with a customer before, the impression you left on him is your instrument and is linked to the products and services you sell. It's hard to convince customers that a salesperson with a poorly dressed hair can provide high quality products and services. Here are a few tips to help you make a good customer a good impression of you: 1 Dressed properly, solemnly. Better than the customer wearing a "small point" can reflect the respect of the customer, and will not open the distance between the two sides; 2 Do not smoke, chew gum or drink in the customer's office; 3 posture is correct, to show confidence; 4 All non-essential items should be left outdoors (such as jackets, umbrellas or newspapers); 5 The customer does not allow not to sit down by himself. You should ask: "Can I sit down and talk?" 6 don't imply that you are just passing through his office; 7 maintain eye contact with potential customers; 8 tightly and actively shake hands with the customer while maintaining eye contact; 9 correctly name the other party's name and title. "Laughter" don't smile "I hope you will assure me that whenever the customer is within ten feet of you, you should smile and look into his eyes and ask if he needs your help." This is the famous Wal-Mart." Smile of eight teeth" Have a warm and positive attitude towards the visit, smile in the sales process, if you have not encountered anything particularly sad, please keep smiling. Smile can reflect a positive image to customers, show your friendliness, and it is also a catalyst for communication with people. Not everyone likes Maitreya, but few people hate Maitreya. Attractive opening remarks a) There are two main types of traditional opening remarks. 1) Associate with the buyer's personal interests: for example: starting with the customer's family problem or the weekend's A-level football game 2) In the beginning of the customer's interests: For example: "Wang, the price of laser printers is almost white now! The price of the original one can now give you three!" SPIN believes that these two opening statements may be useful for small businesses, but not for large business in industrial categories. According to the theory of SPIN, the opening statement in the sale of industrial products, no matter what method is used, should at least reach the following objectives. 1 Defining your intentions: Who are you? Why are you here? 2 Customers are willing to communicate with you and allow you to ask questions. (For example: SPIN background, difficult, implied and demand-benefit issues, find the real needs of customers.) Specific opening remarks should pay attention to the following aspects: 1) Interesting: No matter what the opening remarks are, as long as you can attract customers and make customers interested in you or your products, the opening remarks of desires to further understand are good opening remarks. 2) Concise: Quickly cut into the business topic, especially when you first meet unfamiliarly or meet a key customer such as a busy general manager. Excessive chat with customers may be harmful. In the opening remarks, try to minimize time and chat. 3) Don't introduce your countermeasures too early: state the interest opening is a basic model in small business, but for industrial products, develop customer needs to accumulate value before you provide countermeasures or speak your capabilities. is crucial. Premature discussion of countermeasures can raise objections and reduce the likelihood of a successful transaction. 4) There is no beginning of a solidification: random response is the key, and different customer interviews, for different personality people, different atmospheres, different levels of people, we must make accurate judgments in a timely manner, from talking, behaving, Expertise and other aspects give customers a good front impact, and make a good foundation for the final sales success. 5) Focus on the problem: SPIN believes that in the big business sales, there is no need to regard the opening statement as the more important part of the whole sales talks. The key is the problem: background problem, difficult problem, suggestive problem and demand-benefit problem. 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Industrial buyers are very experienced and have a lot of skepticism about salespeople who start with personal interest. They feel that the seller’s motives are dishonest and deliberately close; also if you only have six minutes of talk time to customers The benefits may be effective as an opening essay theme, but the average talk time for big business such as industrial products is 40 minutes. Introducing your countermeasures too early will induce customers to discuss products with you too early before you build value. Details and price issues.
b) Opening of industrial product sales