Customer development skills

First, schedule an hour every day.

Sales, like anything else, requires discipline. Sales can always be postponed, and you are always waiting for a more favorable day. In fact, the timing of sales will never be the most appropriate time.

Second, make as many phone calls as possible.

Never forget to take the time to define your target market accurately before looking for customers. In this way, the person who communicates with you by phone will be the person who is most likely to become your customer in the market. If you only call the people who are most likely to become customers, then you have reached the potential customers who are most likely to buy your products or services in large quantities. Make as many phone calls as possible within this hour. Because every call is of high quality, it is better to make more calls than to make smaller ones.

Third, keep the phone short.

The purpose of making a sales call is to make an appointment. You can't sell complex products or services over the phone, and you certainly don't want to bargain over the phone. Telephone sales should last about 3 minutes, and you should concentrate on introducing yourself. Your product should understand the needs of the other party, so that you can give a good reason for the other party to spend precious time talking to you. The most important thing is not to forget to make an appointment.

Fourth, prepare the list before calling.

If you don't prepare the list in advance, most of your sales time will have to be spent looking for the name you need. You will always be busy, always feel that you are working hard, but you haven't made a few calls. Therefore, you should always prepare a list of people who can use it for one month.

Fifth, focus on work.

Don't answer the phone during sales hours, don't receive guests. Make full use of the marketing experience curve. Just like any repetitive work, the more times you repeat the work in adjacent time periods, the better it will become. Sales promotion is no exception. The second call will be better than the first call, the third call will be better than the second call, and so on. In sports, we call it. Get into the best condition? . You will find that your sales skills have not actually improved with the increase of sales time.

Six, if the use of traditional sales time doesn't work, it is necessary to avoid the telephone rush hour for sales.

Generally speaking, people make sales calls between 9 am and 5 pm. So, you can also set aside an hour for promotion at this time every day. If this traditional sales time doesn't work for you, you should change the sales time to off-peak telephone hours or increase the off-peak sales time. You'd better arrange the sales between 8:00-9:00 am, noon 12:00- 13:00, noon 17:00- 18:30.

Seven, change the call time.

We all have a habitual behavior, and so do your customers. It is very likely to attend the meeting every Monday 10. If you can't get through to them at this time, you should learn a lesson and call him at other times of the day or other days. You will get unexpected results.

Eight, the customer's information must be sorted out. Use the computer system.

The customer management system you choose should be able to record the customers that your enterprise needs to follow up well, whether it is three years later or tomorrow.

Nine, before you start, you should foresee the results.

This suggestion is very effective in finding customers and developing business. Your goal is to meet, so your wording on the phone should be designed around this goal.

Ten, don't stop.

Perseverance is one of the important factors of sales success. Most sales were made after the fifth telephone conversation. However, most salespeople stop after the first call.

Related reading? Four Strategies and Skills for Salespeople to Develop Key Accounts

First of all, adequate customer visit preparation.

Many salesmen, once they find the target customer, immediately pick up the phone or turn around and visit with information, which is often rejected by the customer because of insufficient preparation. The correct way is to know as much as possible about all kinds of information of big customers, especially their needs, before making the first phone call or visiting customers, and at the same time, think about the questions that the other party may ask, the focus of possible disputes, the bottom line of concessions and so on. The more prepared, the higher the chance of success.

Second, become an expert on the products you sell.

Big customers are different from ordinary customers and have high professional requirements. Therefore, whether the business personnel know enough about the products they sell, whether they are professional enough, and whether they can give customers confidence has become a key factor in the transaction. We are all easy to accept the advice of experts in a certain field, and it is easier to believe the words of professionals. Therefore, becoming an expert on the products you sell is very helpful to promote business. On the contrary, you don't even know your own products.

Third, create value for customers.

Assuming that only your enterprise can provide the goods that customers need, do you still need business personnel? Do you still need us to develop customers? Of course not. At this time, customers will naturally come to you for cooperation, because the value you provide to customers is unique. Like Microsoft, we have little choice. Therefore, we seldom see Microsoft promoting their operating system. But there are not many companies like Microsoft, and we don't have to demand unique value. As long as we take commodities as the carrier, we can provide more value to our customers, and it is easy to talk about big customers. Only valuable cooperation can last. Don't think that you can have this big customer for a long time by reaching initial cooperation or catching a key person in charge. If you want to cooperate for a long time, the only way is to create value for the organization of big customers. When you are valuable, important or even irreplaceable to the organization of a big customer, you can have this big customer for a long time even if you don't maintain the key person in charge. Of course, unless the person in charge is the business owner himself, the maintenance of his personal relationship should not be relaxed. Grasping the key decision makers of key customer institutions is a routine means that everyone is familiar with and accustomed to, so I won't go into details here.

It is difficult for business personnel to provide great value to customers, which depends on the strategic thinking and decision-making of an enterprise organization, which is the key to the long-term survival and development of an enterprise. What business people can do is to enjoy some valuable industry dynamic information, sales data and marketing suggestions with big customers every day.

Fourth, pay attention to competitors.

Why don't big customers cooperate with you? It's not that they don't have demand, but that your competitors meet their needs better, so it's very important to pay attention to their competitors. When we develop big customers, we often regard them as rivals and put all our strength here. In fact, it is the competitors in the same industry who really affect whether we can reach a deal with big customers. We basically beat it, and we have big customers.