挖掘机销售员如何做好客户接触及拜访工作How do excavator salesmen do customer contact and visit.docx

挖掘机销售员如何做好客户接触及拜访工作How do excavator salesmen do customer contact and visit.docx

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挖掘机销售员如何做好客户接触及拜访工作Howdoexcavatorsalesmendocustomercontactandvisit

挖掘机销售员如何做好客户接触及拜访工作（Howdoexcavatorsalesmendocustomercontactandvisit）

Theexcavatorisdifferentfromgeneralproducts,abuyertopurchaseexcavatoristhestartingpointasameansofproductiontomakemoney,soitcanmakemoneyisthefirstfactortoconsider;thetwoexcavatorsarehighvalueproducts,sobuyersinwhendeterminingwhethertobuyalotofotheraspectsofthefactorstoconsider.Therefore,thecustomerdoesnotliketobuyotherconsumergoodsordailynecessities.Afterasimpledecisionismade,thecustomercanmakeadecision.Therefore,foranexcavatorsalesman,itisveryimportanttocontact,contactandcommunicatewithcustomers.

Thisarticlewillbrieflyintroducehowtheexcavatorsalesmancandotheworkofcustomercontactandvisit.

Customercontactprocess

1.customerinformationcollection

Customerinformationcollectionisthepremiseofcontactwithcustomers,sousuallyoneofthemainbusinessstaffistocollectcustomerinformation.Accesstocustomerinformationaregenerally:

theirvisits,friends,oldusers,excavatorexcavator,excavatorinhandandintroducedcentralizedcollection,exchangesbetweenpeersandthroughexhibitions,seminarsandotherformsofassociation,acquisition.Practicehasshownthatcustomerinformationiseverywhere,thekeyisthatthesalesmanmustbepersonal,personal,pro-,andinspecificpractice

Constantlyimprovetheircommunicationskillsandcommunicationskills,andconstantlyexpandtheirsocialscope.

Inadditiontocustomerpurchaseinformation,customerinformationcollectionalsoincludesthefollowingcontents:

Thecompanysellsproductinformationcollection,includingthenumberofholdings,marketshare,equipmentusage,userresponse,etc.;

Competitor'sproductinformationcollection:

competitors'productfeatures,prices,closingconditions,saleschannels,competitionstrategies,userusage,socialtenure,userevaluation,etc.;

Potentialcustomerinformationcollection:

potentialcustomerinformation;

Investment,constructionandrelevantinformation;

Competitorsinthetargetareasofdistributionandsalesforcedistribution.

2.customerscreening

Thesalesmanshouldcultivatethemselvestocollectcustomerinformationtimelycollectionandanalysisofhabits,accordingtothecustomercharacteristicsofcustomerinformationcollection,analysis,screening,andonthebasisofthedevelopmentoftheirowncustomervisits,thetrackingschemecaneffectivelyimprovetheworkefficiencyandtheeffectofsales.Specifictoclassifycustomersaccordingtowhatfeaturescangraspbytheclerkhimselfaccordingtotheactualsituation,canaccordingtothecustomertype,purchaseintention,strongfinancialstrength,sothecredibilityofcustomerswerefinishing,canalsobeintegratedinordertocollectvariouseffectiveclassificationandevaluationofcustomer.

3.developcontactcustomerplan

Toimprovetheworkefficiencyofthemostsimplewayistodevelopworkplans,businessplanstocarryoutvariousformsofcontactwithcustomers,suchastelephonecommunication,SMSgreetings,tovisittheelegantroomtogether,fitnessexercise,sportsactivitiesandsoon,inshortisvariousandcontactcustomers.Theclerkwillmasterthecustomerinformationcollection,classification,screening,todeterminethecontactmodeandprocessaccordingtothespecificcircumstancesofeachcustomer,andthesecontentstothemonthlyplan,weeklyplananddailyplanembodiedthecustomercontactactionoftheirownatthesametimeaccordingtoplanimplementation.

4.clearthepurposeofcontactwithcustomers

Whenmakingacustomercontactplan,thesalesmanshouldfirstmakeclearthepurposeofcontactwitheachcustomer.Generally,thesalesmancontactswiththecustomer,basicallybasedonthefollowingpurposes:

Sellingproducts

Sellingproductsisthemaintaskofcontactingcustomers;

Marketmaintenance

Customerdevelopmentandmarketdevelopmentisacontinuousprocess,salespersonnelshouldnotonlyestablishrelationshipwithcustomers,andtohandletherelatedproblemsintheoperationofthemarket,tosolvethecontradictionbetweencustomers,channels,rationalizetherelationshipbetweencustomers,toensurethenormalandstablemarket,sotheclerkmustbeartheresponsibilityregionalmarketmaintenance.

Buildingguestsituation

Salesstaffintheheartsofcustomerstoestablishtheirownbrandimage,sothatitispossibletobetterwinthecustomer'scooperationandsupportforyourwork.

Informationcollection

Salesstaffshouldkeepabreastofthemarketsituation,graspthelatestdevelopmentsinthemarket,andcontactwithcustomersisthebestandmosttimelywaytograspthemarketsituation.

Instructcustomers

Therearetwotypesofbusinesspeople,onewhoonlywantsordersfromcustomers,andtheotherwhogivesadvicetoclients.Theactualworkeffectofthetwobusinesspersonnelisverydifferent,theformerwaytoobtainordersislongandfaraway,

Thelatteriseasytowinrespectforcustomers.

5.determinethecontactmode

Accordingtotheactualsituationofthecustomerandthedegreeofcommunicationwitheachother,thesalesmanshoulddeterminethespecificcontactmodeofeachcontact,andadoptastep-by-stepapproachtograduallynarrowthedistancebetweenthecustomerandthecustomer.Therearemanywaysofcontacting,whichcanbegraspedbythecustomersthemselves.Suchas:

telephonecommunication,SMSgreetings,letters,visits,banquets,participateinsportsandrecreationalactivities,seminars,exhibitions,TourismAssociation,organizationandsoon,thewayallcommunicationexistsinsocietycanbealmostassalesandcustomercontact.Ifthesalesmancaneffectivelygrasptheactualsituation,theuseofthesecommunicationtools,andbusinessworkmaybedonewithease.

6.preparebeforecontactwithcustomers

Inordertoensurethateverycustomercontacteffect,theclerkmustdothepreparatoryworkaccordingtotheselectedcontactincontactwithcustomers,includingtherequiredinformation,knowledge,smallgifts,recordingtools,regulatingtheatmosphere,props,stories;astovisitorothercontacttomeetdetermineyourclothing,instrumentform,transportation,workneedsofthevariousothertools,formsandcharacteristicsoftheclientsaccordingtothemeeting.

7.customercontact

Lettingcustomersacceptyouandacceptingtheproductyourecommendistheprimarypurposeofthecontactbetweenthesalespersonandthecustomer.Howeffectiveisthecontactandwhetherthecustomercanacceptyouinmanycasesdependsonthesalesperson'sown.Howtoletcustomersacceptyourproductandyourecommendintheshortestpossibletimewhenrequiresalotofskills,theseskillsinvolvinglanguage,appearance,expressionofeachway,customerpsychology,marketingandotheraspects,theeffectiveuseofthesetechniquescanhelpyouachieveamultipliereffectofcontactwithcustomers.Inthisrespect,itisimpossibleforanewsalesmantobeprofessional,butattheveryleast,dothefollowing:

Themodestattitude,bukangbubei;

Articulateclearlyandexpressclearly;

Begoodatlisteningandrespectingcustomers;

Dresswellandshowgenerousmanners;

Theempathy,reasoning;

Theemphasisonefficiency,good.

8.contactanalysis

Salesstaffandcustomersinvariousforms,variouspurposesofcontact,andsomepurposes,acontactmaybeachieved,andsomepurposesneedmanytimes,in-depthcontacts,itispossibletoreach.Nomatterafteracontactourgoalhasnotbeenreached,wemustcarryonthedetailedanalysisofthecontact,thebetterplacestofindthecontactprocesswehaveerrorsaswellasobviousornotobvious,throughtothecustomerbehaviorandthespecificperformanceanalysisofcustomerpsychology,providethebasisforthedevelopmentofthenextcontactplan.Atthesametime,wecangraduallyimproveourrelevantstandardsonthebasisofconstantlysummingupexperience.

9.followupcontact

Onthebasisofanalysisandsummaryofthelastcontact,makeplansforthenextcontact.Ofcourse,theplanstillincludesthepurpose,mode,environment,location,implementationtimeandsoon,andfollowupandimplementaccordingtotheplan.

10.contactanalysis

Analyzeandsummarizetheeffectoffollowupcontactforfurtherfollow-up.

11.followup

Followup,continuetoanalyzeandsummarize,andconstantlydeepencontactsuntilthefinalgoal.

12.trackingservice

Whenacontactisreached,anewcontactisfollowed,andonthebasisofthepurposeofcontact,thesalesmanwillcontinuetocontactthecustomer.

Two.Salesvisitprocess

Thesalescallisforthepurposeofsellingproducts.Thepurposeofthevisitisdefinite,themotiveisbrightandtheadvertisementisnotmadeup.Thegeneralsalesstaffvisitthecustomeraccordingtothefollowingprocedures:

1.lookingforcustomers

Lookingforcustomersisthebasisforsalescalls,thecustomeristhetargetofsalesvisit,toachievethepurposeofsalesvisitatthetimeofsales.Salesmansalesproductsmuststartfromlookingforcustomers,evenifthecustomerdoesnotknowwhere,whenthesalecannotbementioned.Infrontofthecontent,wehavetalkedaboutourcustomerbase,whichshowstheuseofexcavatorsandparkingthemostconcentratedplaces,atthesametimeintroducewherethesalesmanshouldgotofindcustomers.Aslongastheintentions,infact,customersarenotdifficulttofind.Inordertodobusinessbetter,customersalsoadvertisethemselvesatanytimeandplace,theycannothidethemselves,letustryhardtofind.

2.customeranalysis

Theprocessoffindingcustomersistheproces