[China Glass Network] Many novice terminal salesmen visit the dealers or terminal retailer customers, because of the "mechanical" visit, too much emphasis on the results and go straight, over-emphasizing technology, speech, and ignoring humanity Do not understand the psychology and ideas and situations of visiting customers, too self-promotion and neglect the actual effect. Especially the strange visits of the terminal, new customer development, and humanized visits will play a very good role in the terminal knocking. Humanized visit refers to the coordination of the actual terminal business process and people's relationship, that is, the development of the business is carried out around the needs of the people, opening the door of the terminal visit, and then the refined visit management. The humanized visit is mainly to visit customers to achieve the customer's psychological satisfaction, mainly the happiness, respect, and long-term goal consensus.
Sincere emotions reveal: grateful smile or look
Many business people often smile and communicate when they are doing terminal visits, but often many expressions are fake, and some are disgusting, unreal, and unable to communicate. The reason is that business people have no confidence in communication and hold a try attitude. How can there be a sincere emotion without a positive attitude? In fact, good communication should start from a smile and a look. The sincere heartfelt exchange of feelings will bring people closer together. So how do you make your expression more humane? I think that the first is a grateful attitude. It feels very lucky to be able to see the intended customers. It is a very lucky thing to communicate with the terminal. From this perspective, people's communication is positive and positive. Rather than having some business people who are slacking, losing, coping with their visits, and dissatisfiing themselves with themselves, how can they have a good attitude to communicate? How do you talk about good results? Therefore, sincere smiles and eyes will naturally reveal through a good attitude, which will make customers feel. Feel the joy and satisfaction of the mind.
Understand the needs of customers, identify key points for communication
At the first visit, the business personnel did not fully understand the psychological requirements of the customers. They began to talk loudly about the selling points of their products, their own requirements for customers, etc. In fact, many times, you may think that the selling points of the products are not good. The customer cares about exactly what you ignore. Negotiations that are not in a humane way, there will be no good visits afterwards, and they will lose interest in each other to discuss the next step. Some did not give correct answers to the customer's requirements and objections, and began to emphasize their own requirements and layout. As you can imagine, I want to be alone in the same way, and put the other side aside, the other party's minimum respect is not Get satisfied, what is the negotiation effect? Therefore, what is needed for formal negotiation is to fully understand the needs of customers, classify the needs of the needs, and weigh the bottom line as much as possible to meet the legitimate needs of the customers, and to give questions that the customers are very worried about. A certain explanation, rather than being able to avoid the objection of customer concern, is fooled, because such problems are inseparable and must be solved. It is also a respect for customers.
Assessment of serious consequences, reminders in advance
In fact, when negotiating and cooperating with customers, customers will imagine good things, but they will be entangled in bad results, such as what happens if they fail. What happens if the promotion is unsuccessful. In fact, some customers are more likely to communicate directly with you, and some do not talk about it. Usually, the general business personnel are afraid to talk about bad results while communicating and avoid the related problems. In this way, the unrest of the customer's psychology will affect the possibility of cooperation and the effect of cooperation. In fact, for the regular cooperation of business personnel, they will also have their own investment and rewards for their customers. The assessment of various risks has long been foreseen and learned from the past, and at the same time, they will understand some problems and risks that can be circumvented. In this case, possible problems will be expected. Self-promotion and analysis will not only win the appreciation and recognition of customers, but also dispel the doubts of customers, increase the possibility and strength of cooperation, and let customers get the satisfaction and attention of security. Will play a very good cooperation push. Let the customer recognize that you are a responsible person and a thoughtful person, will help his career development, do not think that you are not a means of cooperation, evasiveness, and rely on false information to engage in bad business. Honesty will make people's hearts better open.
Have a great development consensus, have a vision of the vision
The idea of ​​a great development consensus seems to be very empty, but for customers who really want to cooperate and want to do business, they have this important string in their hearts. Because the great development consensus is also a responsible and self-confident performance for customers, with a broad development consensus, it is possible for everyone to work together to do things well and achieve a broad development consensus. Even if such a vision cannot be realized in the short term, there is a consensus. Vision, when you start things, you will have more direction and expectation! Many businesses often think that they are very real when they communicate with customers, and they understand the psychology of customers. What "businessmen are pursuing their interests as their own responsibility", "no business is not traitorous", "businessmen are to make money", etc., when communicating products with customers, they will also exaggerate the effectiveness of products to make money, and constantly emphasize how products make money. Of course, this is very concerned about the problem of making money for the "small customers" who are eager for the moment. However, the problem of "continuously making money" and "increasing the money" for the customers with a little vision is actually making money but meaning. But the difference is very different, the former is simply to make a profit. In addition to earning profits, the latter is concerned with the vitality of products, the future of development, the development consensus of long-term cooperation with partners, the expectation of vision and so on. Such a customer needs you to tell him not only how the price difference of the product makes money, but also the strength of your company, the quality of the product, the formulation of the product, the prospect of the product, the prospect of the industry, and the marketing. Thoughts, investment in market operations, division of labor, future development of the company, short-term planning, etc., because he is optimistic about this product but he needs consensus to strengthen his ideas, but also needs a good vision to let him dare Work together.
Communication with customers must understand the psychology of customers, conduct correct communication from the perspectives of satisfaction, respect, happiness, consensus, and development, make communication more humanized, more precise, open the door of visits, let cooperation start, and sail!
Stock Kid'S Shoes,Birkenstock Slippers,Cork Sole Beach Sandals
Meilibao Shoes Co., Ltd. , http://www.tzkidsshoes.com