First, the selection criteria
1. The positioning of customers should be accurate.
2. The individuals and target customers who visit should be accurate and accurate.
3. Don't spend limited time and effort on a wrong customer.
Second, feel it clear
1. Understand the customer's company profile and the entire procurement process and the company's operating status and planning for later development.
2, to find out the customer's personality, hobbies, personal style of work, the usual means. You can know what kind of person the customer is through the customer's friends or subordinates, cronies, or business with the customer.
3, find out in the entire procurement process, those work links must be done, how to be implemented smoothly.
4. Find out about our supporters and opponents, find out who has supporters and opponents, and make supporters more determined; let opponents stop talking bad things.
5. Find out the status of the competitor in the customer's mind and the customer's preference for it and the opponent's working methods and the customer's current thinking.
6. Find out who the customer and the customer want to operate (relatives or agents or the company); identify the authorities or family members who can influence the customer or the unit leaders who have direct influence on their families. For example, if a client's wife wants to be promoted at a school, we can do her wife's work by doing the work of her wife's school principal, and influence her work for us through her wife.
7. Find out the investment and implementation cycle in this purchase.
Third, stare
1, how to stand up, what method to use to stare. How to do not affect the advancement of other work in the process of marking.
2. How to make customers not bored with you during the process of marking, and can start accepting you, recognize you, and help you.
3. Do you want to put an internal line to help us stare at the process of marking; how to be more intelligent in the process of marking.
Fourth, make it clear
1. How to be more interesting in the process of saying, let customers be more willing to talk to us, and more willing to help us.
2, clear the purpose of each visit to the customer, today want to explain the points, what kind of effect is achieved
3. How to express your main meaning in a simple way. Let customers understand and follow your wishes to implement follow-up work.
Five, push the move
1. When it comes to important links, do you consider whether people go to the house or find someone to help us push it.
2. Whether to push the work forward through various channels, methods, others, etc. Other agents, authorities and other resources as touched in the previous period.
3, in the process of pushing, let the customer follow our thinking; instead of the customer holding our nose to go, do more.
4. How to shorten the entire operation process during the push process. Make the process simple. For example, the public bidding will be converted into a negotiation bid, and the bidding process will be transformed into the technical department to confirm the selection, and the others are only the operation process. However, it is necessary to speed up the progress of the process, otherwise there will be more night dreams.
Sixth, get it
Learn to fight hot, because all the above work is for this part. As long as the customer's interests and intentions are mobilized, they will immediately use the enthusiasm of the customers to apply various sales techniques and strategies, and try to complete the contract signing and payment as soon as possible.
Seven, the opening of the shop
The contract was signed and the money was collected, but the guarantee has a sustainable market. This requires us to maintain our existing customers, use our existing customers to radiate to the surrounding areas, promote to the relevant main industries, and extend to other industries in the margins. Do a point, line, surface, network of a market layout and customer promotion of three-dimensional network; of course, in the entire market promotion not only by our customers to complete, but also rely on other external resources to help us complete. Such as "authoritative departments, industry associations, agents, interests to win, and so on.