So, how can we be a qualified veterinary drug salesman? First of all, it is inseparable from market research. Business personnel should carefully investigate the market (friends, maps, telephone directories of post offices, competitors, poultry sellers in farmers' markets, animal husbandry bureaus, farmers, etc.). ) Before they arrive or not. After arriving in the local area, the salesman can first find a hotel or go to the market according to the actual situation. After the salesman arrives at the destination, he must first investigate the farmers, and he can go directly to the farming community or the village where farming is concentrated. Let's design a dialogue: men can be called master (teacher) or brother, women can be called sister, and older people can be called aunt. We can change our names at any time according to local customs, but we should pay attention to local customs and don't talk nonsense, especially when we meet Muslims. Salesman: Hello, Big Brother (Big Sister). Excuse me, I'm a salesman of XX Company. This is my business card. My name is XXX. I wonder how many chickens you have. What kind is it? Where do we mainly get preventive medicine here? Who gave the chicken? Wait a minute. Be sure to say (and take out promotional materials) after asking: this is our information. Please have a look when you have time. I believe it will help you. If you encounter problems in aquaculture, you can call for relevant information at any time, and we will do our best to help you. In general, farmers who ask about these contents will tell you the truth. Secondly, choose and visit customers purposefully. Only by conducting an extensive and in-depth investigation in the local area can we know how many local dealers there are, who has a certain prestige and influence in the local area, who sells the best in the local area, who has the highest credibility, and so on. In this way, the salesperson can go to the dealer as follows. The following are the conversation skills that I recommend to readers for new marketers to seek distribution agents for reference. If you know who the boss is, you just have to say, "Hello, is boss Wang busy? If the customer is selling goods, the salesman should say: you are busy first! ) "The business personnel should carefully observe which companies mainly sell veterinary drugs in this store, and which one sells the most? At the same time, we should help the boss do some work within his power, such as: helping to package veterinary drugs; Wipe the floor, clean the counter and so on. Don't underestimate these trivial tasks, they will help you get closer to your boss as soon as possible, and may be a door to your successful promotion. In the cooperation with customers, we must actively and seriously collect all the information of the partners and be a qualified KGB (intelligence officer). For example, collect the birthdays, hobbies and favorite topics of the boss and his family, who is in charge of the boss's family, the boss's main customer base and so on. As our business personnel, we must learn to use information flexibly, learn to do what we like, and exchange the minimum investment for the maximum return. For example, hand warmers and gloves are sent to customers in winter, and the boss buys a birthday cake of tens of yuan for his birthday. The following is a set of words about developing new customers, which I have summarized for many years. I hope readers can learn from it after reading it. 1, boss: Please wait a moment (or sit down first; Or you can put the information here first, let me have a look, and I will call you if necessary; Or I don't have time. ) Salesman: Boss, you go ahead. (Then observe the situation of the store according to the above introduction and help the boss do some work within his power) 2. Boss: I have too many pharmaceutical factories and I don't want to sell any other medicines. Salesman: I came to visit you today, not only to promote products, but also because I was strongly recommended by XXX, a farmer in a village, when I investigated the market below. I don't want you to be too busy, which means that you have strong skills and a good reputation. I need to learn from you for this. Boss, you go first. Or: I really want to learn something from you. Can you spare some time? 3. Boss: (After a series of work by the salesman, the boss will often change his attitude, which will narrow the distance between the two sides and make the boss change his attitude). who is that speaking , please? Salesman: I'm XX salesman of XXX company (hand over your business card and all the information quickly). Seeing is not as good as hearing, and technology and reputation are not as good. I really came to the right place. 4. Boss: Tell me about your products! Are there any technicians in your company? Salesman: (Don't talk about products at this time, but ask) Boss, are there many chickens on the chicken farmers at present? (Or ask: What are the common diseases on the market now? ) 5. Boss: There are not many chickens now, or when XX disease comes on, or when it doesn't. Shop assistant: There are not many chickens at present, mainly farmers. I'm afraid bird flu will happen at this time of this year. If it is not common this year, the number of chickens will be as fast as the wind next year. Next year is also a good situation for our aquaculture industry. There were already chickens when I investigated, and they began to increase. At present, I also made a survey in the market, and met your customer XXX in XX village. He also suffered from more XX diseases (the salesman still said: I also made a survey in XX market, and there are many XX diseases in the market at present. Please pay attention to this! ), our company has developed XX products for this disease, such as XXX, the best antiviral drug in the pharmaceutical market. Combining highly effective antibiotics and specific antipyretic factors, we have added advanced cell synergistic factors and other ingredients to form a specific compound preparation. In the pharmaceutical process, we successfully choose selective sterilization technology to add it, so as to separate beneficial bacteria from harmful bacteria, protect beneficial bacteria and kill harmful bacteria, which can quickly make the drug effect faster and more obvious. After drinking water, the spirit of poultry improved obviously and the feed intake increased obviously. Good medicine with good doctors can make your skills better for the people to say! Our products sell well in XX. If you don't believe me, you can call and ask (for example, you can get more recognition from users if you don't brag). Boss: How much is your XX product? Salesperson: report the market price [(price-ex-factory price) ÷ price = 30% profit price] before reporting the ex-factory price, so that customers can fully understand the intermediate profit price. For example, 20 yuan is sold in XXX market, and the ex-factory price is 13.5 yuan. 7. Boss: Your packaging is not very good. Shop assistant: (nodding and smiling) Yes, that's right. I find you have a good taste in art. Next time we change the packaging, we must ask you to be a consultant. 8. Boss: Your advertisement is not well done. Shop assistant: (nodding and smiling) Yes, that's right. I find that you know a lot about marketing. Can you give a lecture in the marketing department of our company? If the boss agrees, say thank you. I'll introduce you to our manager when I get back. Can you make an appointment? ) 9. Boss: Are there any technicians in your company? Send technology to cooperate with you! Shop assistant: (nodding and smiling) Yes, that's right. Our company can send technicians according to the sales volume. Boss, our company does not advocate sending and recruiting technicians in principle, because our company has done market research. The main job of technicians should be to help the boss improve his technology, teach you the company's culture and product knowledge and the diagnosis and treatment scheme of market diseases, so that you can make full use of the lifelong benefits and let the farmers fully recognize you (usually three months). But at present, many companies try their best to sell drugs, which does not help our partners to improve, and once the technicians leave or transfer, it will harm the interests of our partners. Because ordinary people recognize people, once they are recognized, they will not see a doctor here, so our company generally does not send technicians. Boss, I suggest you consider whether to let your relatives learn technology to prevent this from happening. I can serve you wholeheartedly! 10, boss: the product is too expensive to sell! Shop assistant: (nodding and smiling) Yes, that's right. I find that you are a man of high taste, with high taste. I know you are a user of high-end products. Or: We all like products with good quality and low price. At first, that's what I thought. With a deeper understanding, we know the value of a penny, and a penny is worth a penny! Good goods are not cheap, and cheap goods are not good. We pay more attention to the evaluation of farmers after use. When we first started dealing with XX customers in XX county, the situation was the same as ours. Since we finally used it, we have sold 4-5 pieces every month, and the lowest is 2-3 pieces! Do not believe you ask? (Once again, it is proved by examples that the product value and effect are extraordinary). Shop assistant: In order to make our cooperation more successful, we will always aim at a win-win situation, so that everyone can make money. We will provide you and your store with a series of value-added services. This is our company's service tenet (persisting in winning and providing value-added services to customers). For example: giving lectures, mailing newspapers and so on. The difference between our company and other companies is that salesmen should take whoever sells products as their working standard. If what we say is different from what we do, please call the complaint number in our newspaper, which belongs to the general manager of our company. Please use it if you don't believe it, or ask our partners. 1 1. Boss: How do you trade? After paying the bill at the end of the month, the salesman of the factory left the goods for several months without money. Salesman: Boss XX, I know from below that you are very strong. You don't need us, don't you think? In my opinion, each company's system is different, and I very much hope to put the products beside you for free; But I've only been working for a few months (or I haven't had any money for a long time), but I really hope to cooperate with you. You think that if you pay less, I will send it to you more times, so it won't cause you financial pressure. What do you think, XX boss? Show weakness to customers on the pretext of having no money or just starting a job. 12, boss: I can't sell it and I can't find you. There are so many such companies now that we don't want to give you cash (or cooperate with you). Salesman: We will help you carry out a lot of publicity for farmers, so as to improve your reputation, expand your market and improve your efficiency. We will achieve a win-win situation, which proves that selling reputation is not selling products. If you think I didn't do it, you can do it with just one phone call, otherwise, you can complain to our manager (the mobile phone has been published in the newspaper for a long time, and this is our company's business and service supervision phone XXXXXXXX). Salespeople can also express this according to customers' questions: I believe that good products and good promotion will definitely be recognized by farmers. Our company's marketing philosophy is: selling reputation rather than selling products. If our mobility is poor, where can we get credibility? Only by improving the credibility, products will not worry about no market; As good as your reputation among the farmers below, who do you want to talk to if you have any questions? This is credibility. Our company will help you bring our products to the market, and there will never be a situation where some company salesmen just sell goods and don't return them whether they sell them or not. Our company calls this phenomenon "transferring inventory", which is a serious violation of our company system and also an act of dishonesty, and will be punished by the company. Our company advocates "adhering to * * * to win and providing value-added services for partners". Only when everyone earns money can they enjoy the happiness and happiness brought by money and realize that their hard work has not been in vain. This is the connotation of our company, Meguiar, and we send you good and auspicious wishes! Only when we cooperate can we reap more benefits and our life become happy and beautiful! Boss XX, are you right? "Doing medicine is being a man! Doing business is heart to heart! " This is the aim of our production and operation, and all our production and operation activities are guided by this. Drugs are like personality. I hope our cooperation will be as sincere as friends. There is an old saying in China? "Lu Yao knows horsepower and sees people's hearts for a long time." It will take some time to see whether what I said is true or not. 13, salesman: I'm very sorry for wasting a lot of your precious time today! Talking with you, I learned a lot and benefited a lot. Do you think I can deliver the goods you ordered in a few days? Boss: OK. The salesman finally said, I'll trouble you next time. Please ask XX boss to teach more knowledge then! Thank you again for your warm reception and hope our cooperation with by going up one flight of stairs. Third, we must pave the way for our next visit. It is worth noting that as a marketer, you must leave a topic for the next visit to customers, write down the contact information of customers, and send a thank-you message to your boss in your spare time. I believe that as long as you can use the knowledge you have learned flexibly, you will become an excellent marketing expert. Finally, please remember the following words. 1, seek survival within eight hours, seek development outside eight hours, and win when others are resting; If you don't kill the cause, the cause will kill the result. Be sure to remember; As long as you cooperate with customers, you should pay close attention to the actions of competitors and customers. If your competitors engage in activities, you should first know and report that your superiors and customers strive to engage in activities one or two days ahead of your competitors, so that their activities can no longer flourish. If you win opportunities for customers, customers will be very satisfied and you will have more development opportunities. 4. Always help your customers make more money or provide value-added services for your customers, and customers can give you better returns! There are no eternal friends, no eternal enemies, only eternal interests! Remember: the three ways to increase your sales overnight are all based on the above: ① increase the number of customers; ② Increase the average transaction volume of each customer; ③ Increase the number of transactions returned by customers.