[China Glass Network] led two new salesmen to visit the original customers directly. The former salesman took me over and ended up eating the door. I was very angry because it was not only for me for a long time. Time is wasted, and it seems that our company is very unprofessional, giving people a very amateur feeling. Because of the inadequacy of prior communication, let us go to the thrill and return.
This is a very small paint company, but when we have to work hard to reach the indication site, it is another small factory. It is a ship model company, and does not say whether the address is real or not. For the customer, the efficiency of our trip is zero.
Because these two salesmen are another department of our company, I am also occasionally interested. In the process of discussing business processes with the company CEO, the boss asked me to teach my success experience, so I gave birth to them directly. Visit old customers (the company's existing customers), let them enter the business environment as soon as possible, familiar with the process of changing from non-business role to salesman identity, complete the all-round transformation from psychological to identity.
In my anger, I suddenly found that I seemed a little anxious. The salesman did not do the preparatory course for this section. I did not teach what kind of "pre-study" should be done when visiting the door.
Bringing a team has never been a simple matter, it is a very complete process. From the preparation before the visit, there is a process that should be taught. We bring the team not only to impart knowledge and teach methods, but also to support the horse and send a ride.
What should I do before I visit?
Four things to go out: learn knowledge, bring good equipment, implement information, and make plans.
To learn knowledge well is to learn two aspects of knowledge, one is knowledge of services or products, and the second is knowledge of business. The knowledge of services and products for our products, including color and color paste expertise, color principles and solutions, problem solving and processing, and so on. The business knowledge mainly includes: business social etiquette, marketing speech, product knowledge transfer methods and methods, how to explore the potential needs of customers, help customers develop is also to help themselves improve and so on.
With good equipment, I emphasize that it is necessary to have effective equipment for doing business in a targeted manner. In terms of equipment, I generally integrate it in the "Helping Handbook" and display tools. Equipment is generally divided into: necessary equipment (business card and company product manual, etc.), enhanced equipment ("Helping Handbook", specific product use knowledge or inspection certificate - special offer for manufacturers, necessary contract quotation text, etc.), feeling Equipment (for the promotion of our products include: samples, color special tools, color cards, color formula manuals, color software, etc.), family equipment (cigarettes, holiday gifts, etc.).
To implement the information, we must fully communicate with the customers before the visit. I will not repeat the specific communication methods. The key is to implement the specific time of the visit, the location of the exchanges, the exchange of personnel, and the general topics including the agreed conversations. Wait.
Do a good job of pre- planning, that is , before we visit, we must prepare several sets of plans, implement the customers that we visited on the same day or in the near future, and do a targeted visit and purposeful output.
Only by doing so can our visits be better. Everything is pre-emptive and unpredictable. Unprepared battles, even if they are victorious, are often victorious and not worthy of rendering.
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