The first time you communicate with a customer as a salesperson

The first time you communicate with a customer as a salesperson, the impression left by the first meeting often determines the percentage of the other person’s overall impression of you in the future. Thirty, many people have just come into contact with sales, and it is also their first time to go out to do business. So, the following will share the first communication with customers in sales 1.

1. Conversation process.

When meeting for the first time, you need to grasp the flow and rhythm of the conversation. Sales should be a pleasant chat. It is also a technology and a combination of actions based on customer psychology and customer purchasing decision-making process. Sales has its own inherent laws, and they can be learned. Research has found that successful sales are often similar!

2. Build relationships.

When meeting for the first time, you should pay attention to creating a good first impression (building a relationship with the customer). If there is no relationship, there will be no sales. The internationally renowned copyright course "Action Sales" believes that in order to sign an order of US$50,000, you must first establish a relationship worth US$50,000. What is a relationship? The core of a relationship is trust and interest! Salespeople should pay attention to establishing and sublimating relationships with customers during every visit

After all, no one wants to talk to someone they are not familiar with. Talking about business with people who look uncomfortable, who are not punctual or trustworthy, who are unprofessional, who are not trustworthy, who are not interested!!! The way to build relationships is to use some interpersonal skills such as having a positive attitude (Smile/sunshine/humor); sincere praise; customer-centered; address appropriately; show interest or talk about topics of mutual interest; listen...

3. Pay attention to asking questions.

It is particularly important to remind that if it is a complex sale (such as B2B nature), the focus of the first meeting should be to establish a relationship and ask in-depth questions (listen to the customer), and understand the customer's "needs, budget, Timetable, suppliers (competitors) contacted, decision-making related people and decision-making process" and other information... Never be like non-professional salespeople-talk about the company and products at the first meeting (without caring at all) client).

During the first meeting, 70% of the time and energy should be spent on establishing a relationship with the customer and asking questions (especially caring about the customer's needs through asking questions). As for the presentation, only You need to go over it in passing (you can talk about your company, products/solutions in detail during subsequent demonstration visits).

Sales methods to find customers

Common methods to find customer groups: exhibition directories, chambers of commerce directories, association directories, newspapers and magazines, outdoor billboards, industry websites, industry forums, search engines , flyers, customer introductions, friend introductions, etc.

1. Check the company’s contract and see which industries your top three products are in. Then you first develop customers in these three industries.

2. After selecting three industries, you then identify the 10 customers who are most likely to close the deal, and focus on them during this period. The 10 customers are selected based on their own analysis and after making 100 customer calls.

3. If you focus on 10 customers, it is because your energy is limited, and the method of gaining customers through broad planting and small revenue is not suitable for use in the probation period assessment. This is one of them. The second is to save yourself. What should you do if the trial period ends and 10 key customers do not place orders? It is easy to handle. After all, you have spent a lot of effort to understand the basic situation of these companies and tell your boss stories.

4. Use the power of your boss to help you complete sales. The customer is a little bit interested, so he asked the boss to meet the customer and speed up the progress. There are so many benefits. At least your boss should understand what you are doing overall, and let customers praise your diligence (because you said that the company's management is loose, and loose means that it is herding sales and looking at performance at the end of the month). Communicating with customers for the first time in sales 2 < /p>

1. Self-awareness

Salespeople with poor performance: rarely think about how to persuade customers and how to convince customers. They think that doing business depends on the quality and quality of the product. The customer's choice is what they think the customer should do. I don't believe there will be any changes. Always complaining and grumbling, looking for reasons!

Excellent salespeople: Deep down, they firmly believe that doing sales means doing things for themselves, and being their own boss. There is no perfect product in the world, only sales every day. product salesperson. He has a strong sense of advancement and likes to study hard and work hard. This is also in his blood. He will do everything possible to convince his customers.

2. Leisure

< p> Salespeople with poor performance: Watching TV at home, being moved to tears by the plots of soap operas, and imitating the fashion on TV to arm themselves.

Excellent salespeople: When traveling to the market, they do not give up on the goals around them even if they are sitting on the bus or subway, and work hard to get close to them. Ask for their information postcards or introduce your products to the target.

For a good salesperson, movie theaters, coffee kiosks, and swimming pools are the best places to sign contracts!

3. Social circle (thought)

Performance Bad salespeople: They are relatively withdrawn and don’t like to communicate with everyone. The circle of salespeople with poor performance is mostly poor salesmen, and they also refuse to associate with excellent salesmen. Over time, the mentality becomes our bad luck or bad luck. If you have bad luck, or the product is really difficult to make, and you have a mentality of incompetence

The thinking becomes "I am not good" and "This customer may not cooperate with me", and what is made is That is, the pattern of unsuccessful sales caused by external factors such as the customer or the company or the product. Everyone talks about how to get the goods every day.

Price reduction, communication about how to make the product more perfect to meet the different needs of all customers, communication about the lack of promotion and publicity momentum of the product, etc., although it is conducive to training planning "ability" !But your vision will gradually be limited to such trivial matters, and your ambition will be wasted. Forgot what your essential job is. Slowly become a kind of utopian!

4. Learn

Salespeople with poor performance: learn other people’s rigid methods. Follow the script! What do you not like to learn or don’t know how to learn?

Excellent sales staff: Learn other people’s good sales ideas and other amateur knowledge related to selling products to expand your knowledge. Learn the customer's method! Be good at learning

5. Time management

Salespeople with poor performance: They are very busy all day long, have no clue, and always have something to do or not to do. Work, write endless plans and plans for clients. Even meal time is spent inside. Can a person who can't even take care of food be a good consultant to customers? The time of a salesperson with poor performance is worthless, and sometimes even unnecessary. How to mix things up without getting annoyed. If you can be annoyed because you spent an extra penny to buy a pound of cabbage, but don't feel sad about wasting a day, this is the typical thinking of a salesperson with poor performance. The first way to communicate with customers in sales 3

The first way to communicate with customers in sales is to praise the other party

Start with the avatar: Once I added a beautiful woman and found out through the avatar Her mouth is very similar to Shu Qi's mouth, so I asked, has anyone said that your mouth looks like Shu Qi's mouth? She replied: You are the eighth person to say this. I think the other person must be happy. After complimenting me, I I continued to send a small red envelope, and the other party directly said that he was a sensible child and had a deep impression on my friend.

Start with the circle of friends: if the other person posts about the dog, he must like the dog very much, so you can praise the dog. The dog is very loyal and kind, which also means that the owner is kinder and more beautiful. If the other person shows off their child, then praise the child, wow, your baby’s eyes are so beautiful, they look so much like yours. For such a handsome baby, the father must be very handsome as well, right? While praising him, he also digs out information about the other person. Let’s talk about whatever the other person posts, so I won’t give examples one by one.

Let’s start with the signature: Yesterday, someone nearby had a signature that read: Fight for a spring, summer, autumn and winter, and win a life without regrets! Come on! I added her verification: I’m cheering for you, all of a sudden It passed. Being able to write such a signature shows that this girl is motivated, dares to work hard, and has dreams. So what should you do after reading this information? Praise her for having a dream, and she is a friend worth making. Then, through chatting, you can learn about the other person’s work and dig out the other person’s dreams. Even better, cheer for her and make her feel I am still very charming, and I have fans...

However, when you praise the other person, you must be sincere and not exaggerated, otherwise it will be too fake and the other person will not want to continue chatting with you.

The first way to communicate with customers in sales is to cater to the other party’s interests

This seems to be somewhat similar to complimenting the other party, but it is not exactly the same. For example, if the newly added person is a student, then you may want to start the conversation from school life, complaining about teachers, or the recently hotly discussed college entrance examination topics; if it is a mother, then you should start the conversation from the perspective of the baby's healthy growth or praise the baby. Topics such as cuteness cut into the theme; if it is a white-collar worker in the workplace, then it is necessary to cut into the scene from workplace life.

In short, take the time to study his circle of friends to see what kind of content is most common, so that you can have a rough idea of ??what her career and life are like. Only in this way can we find the most common topics in a targeted manner. Don’t underestimate this part. Wechat business is about friend business and trust economy. These are the best ways to cultivate feelings and establish connections.

The first way to communicate with customers in sales is to care about each other

Carnegie, the greatest spiritual teacher in the United States, once said: Only if you truly care about others can you win their attention, help and Collaborate, even with the busiest VIPs.

From Moments, you can discover many small details of the other person’s life. If you seize these details to truly care about the other person and make the other person feel valued, you must be very happy. For example, if you post a cold in Moments, Well, there is no one to accompany you. In fact, this kind of circle of friends tells you that you need to be cared for and valued. At this time, you show up with a sincere heart. If it is still after early morning, I think you can easily attract the other person, because People are most emotional at this time.

Especially when someone else is in a bad mood, you just need to listen quietly to care about them. She may be reluctant to share with friends, but may be more willing to share with a stranger. So be a good listener when necessary.