My five years of sales experience in Shenzhen

My five years of sales experience in Shenzhen
About myself
1. What topics do not need to talk too much when the salesperson and the customer chat. With regard to the topic of technology and theory, what is needed is today's news, weather, and other topics. Therefore, the salesman must read more books and magazines about the economy and sales in the daily life. In particular, he must read the newspaper every day to understand the country, social information, and news events. This is often the best topic, so we are visiting customers. It will not be seen as ignorant and shallow.
2. About the salesman's four hours in the evening. The achievement of a salesman depends largely on how he spent the four hours in the evening. The worst salesman is holding a TV at night, or complaining, going out to play, etc. Such a salesman has no interest. The general salesman goes to the customer for entertainment, drinking and chatting. Such a salesperson will have a single, but I personally think it is difficult to achieve high achievements. A good salesman sorts out the information at night, analyzes the customer, and makes plans. Such a business is a good business and should have a future. The best salesman I think is to keep reading an hour's book after doing the job as a salesman. I feel that this kind of business is very promising, and I have the opportunity to be a boss in the future.
3. About the salesperson itself. Many people think that the salesman is best tall and handsome. The salesman must be eloquent, can say that the mouth can spit out oil to call the eloquence. The salesman must smoke, and he will carry the cigarette at any time. The salesman must drink alcohol, white wine, and a thousand glasses of beer. In fact, I feel that these are not important. Personally, I am less than 172mm tall. I was very inferior when I first started running my business. I didn’t speak fluently, let alone eloquence. I never smoked, I drink a bottle of beer at most, and I am drunk when I am more. However, I was able to make up for it. When I first ran my business, in Huizhou, just three months ago, I took a few clothes and went to the younger brother factory in Dongguan for a few days. An industrial area, an industrial area runs. In this way, I walked for three months, the customer also ran a few, but the shoes also rotten a pair, the black is like a black carbon head. I am now opening my own factory. I often go to the salesman, the first three months of the day is not a person's day, after you have passed it. So the business office is outside the factory.
About finding customers

The first three months of doing business into the company is the most critical three months to test the success of the salesman. These three months can be said to affect the future business of the salesman. The first of these is how to find the customer's question about how to find the target customer. Generally speaking, after entering a new company, the new salesperson will find a customer to visit after familiarizing himself with the product knowledge for about 1 week. If you don't have a business manager or a boss to provide customer resources, you can find customers by the following methods.
1, yellow pages, the general company has a lot of yellow pages, such as "Shenzhen Yellow Pages" and so on. We can find our original target customers according to the above classification. Now there are many professional yellow pages in Shenzhen, such as yellow pages of home appliances, yellow pages of toys, etc. It is best for salesmen to find such yellow pages to collect first-hand information. These yellow pages are available in large libraries. You can take a copy of it and you can copy it there.
2. Browse job advertisements. Just like in Shenzhen, the Shenzhen Special Zone Daily has a large number of job advertisements every day, and the Southern Metropolis Daily has job advertisements every Monday. We can get the customers we want by reading the job advertisements. We can also go to the nearby recruitment market to see the general recruitment market will post the name of the recruitment unit and the recruitment type of the job at the door. We can also analyze what he is doing through the job he recruits, so that we can find us. The customer is there. And we can go around some big industrial areas, and now almost all the factories are recruited, and they can also find them through the recruitment advertisements at their doorsteps. We can also go online to see recruitment websites, such as Zhuobo Recruitment Network.
The advantage of finding a customer from a job advertisement is that the first time you can find a lot of new customers, because there are many new factories, he just opened, or just moved in, if we first find him first, it is the first step. In addition, the manufacturers that have the ability to recruit a large number of employees are generally better in business, and they are relatively confident in the recovery of goods after successful business.
3. Internet search. We can search by keyword, for example, enter the name of the product we are looking for in Baidu, we can find a large number of customers. We can also find customers through professional websites, such as Alibaba, such as HC. This way we can find a list of many customers. And you can also find the boss's mobile phone number and the boss's name.
4. We also have to go to the streets to find customers. When we go shopping, I usually go to the home appliance store to see if they have the packaging, or the name of the brand and the company. We can record it and go back to the Internet to find it. We can judge the operation of a customer through the sales of the products in the mall. This also reflects his economic strength from the side.
5. But I personally think that the best way to find customers is to develop customers through mutual introduction of the network. In the future, do business and pay attention to the era of resource sharing. For example, you are a wire, I am a plug, he is a resistor. We also make an audio customer at the same time. If we can all share resources and introduce good customers to each other, it is very easy and worry-free to enter a customer. Moreover, because our customers look at each other, the customer has something to blow. Everyone can beware, the risk is not much lower.
6, the best way is to introduce customers to customers, which is the highest success rate. After a few original customers, the powerful salesman will seriously serve these customers and be friends with them. When you are familiar with it, let them introduce your peers or friends to you. At this time, don't let them give you a list. The list can be found there. The most important thing is to let him call you. If he helps you make a referral call, it's better than you call 100. You will mainly serve the customers he introduced in the future, and then let the new customers introduce them in order, so that you can easily find your customer network.
So we have a lot of ways to find the customers we want, as long as we have to be careful. There are three things on the salesman's body at all times. In addition to the shower, these three things are: pen, small notebook, business card. Others say that the salesman has eight eyes, which is also very reasonable. You can find many business opportunities when you are in your life.
About calling

After we found the customer, the second question was to think about how to call the customer. There are also some details in it. Just pay attention to it.
1. Many people will encounter such a situation when they call. The customer has not listened to our introduction, and said no, don't want to, then hang up the phone. And you said that you are going to visit him. He said that he has no time, let you fax the information to him, or put the information in the guard room. We must not fax the information and put it in the security room, it is useless. When I encountered such a situation, I was very depressed at first. Later, I thought about it. Maybe the purchasing lady would smash the boss when she got to work today. If she was unhappy, she would refuse me, or I might think that the purchasing lady had a quarrel with her boyfriend today, so I ignored it. I. It doesn't matter, I will find you next time. Many of my clients have been calling for many times before they get an appointment. Sometimes it is so strange. The purchasing lady said yesterday that she would not, and today I can let you take samples to see her. So the success of business is often to see if you insist on not insisting.
2. No matter how skilled your business skills are, I feel that it is better to call and think about what I want to talk about. Don't talk when you pick up the phone. Because we will chat and forget some of the things that we have to talk about, often just hang up and call again. Everyone who does it is not good. For friends who are just doing business, it is best to write it down on paper. This will be more organized.
3. I feel that it is better to stand and call. Because when people stand, I feel more focused, more serious, and when I stand, I am full of gas, and the sound is better. Do not believe to give it a try. No matter how much you have just received, it is best to have a smile when you call. This atmosphere is more relaxed and the customer will feel it. Doing business is inherently tempered, but our customers don't have to share it with you.
4. We should not wait until we have a customer, then call them. We often call them, chat, and greet greetings during normal times. Until he heard the sound, he knew it was me. It is best to let him remember you. Doing business is like falling in love. We can't expect someone else to marry you after a meeting. Purchasing is very forgetful, we must constantly remind him.
First visit customer
1. Preparations and planning work before sales promotion must not be neglected and scorned. Prepare samples, catalogues, pens, and notebooks. Think about the opening statement, questions to ask, what to say, and possible answers before you meet the customer. In general, the materials, brochures, advertisements, etc. related to the company's products must be studied and memorized. At the same time, competitors' advertisements, publicity materials, manuals, etc. should be collected for research and analysis in order to achieve "knowing ourselves and knowing each other". Really know ourselves and know each other.
2, on time to pay - late means: "I do not respect your time." There is no excuse for being late. If you can't avoid being late, you must make a phone call and apologize before the appointed time. I believe that going out early is the only way to avoid being late.
3, clothing can not be perfect, but the impression of the first time to give people, 90% from clothing. Etiquette, instrumentation, talk, and manners are the source of good and bad impressions of people getting along with each other. Sales representatives must work harder in this area. I don't like my salesman wearing a red and green T-shirt to see my customers. I am at least asking for a shirt. There is also a briefcase that must be leather.
4. It is impossible for us to reach a deal with every customer we visit. He should try to visit more customers to increase the percentage of transactions. When visiting customers, one of the principles we should believe in is "to catch a handful of sand even if it falls." This means that sales representatives can't return empty-handed, even if you visit one of them for the time being, there is no demand and you can't make a deal. Also think of ways to let him introduce a new customer.
5. For the customer. Always pay attention to the topics that customers like and his hobbies. He likes to talk to him more. Pay attention to his every move. You can vote for it. The outcome of the conversation is not important and the atmosphere of the process is important. When we chat with us, we often pay attention to the content of the conversation, and always say no topic. In fact, we have to pay attention to the process and atmosphere of our conversation. If we talk happily and harmoniously, our feelings will be very close. After many days, we often forget what we were talking about at the time, just remembering that we had a good day. In fact, the same is true for procurement. The price we will have a quotation for him, quality we have a quality recognition book for him, we will stamp the signature back to him. So we can just do things outside of the business, and talk about the issues that are of interest to you.
How to maintain customers
1. The salesman is doing fishing, not sprinkling the net. The most effective and comfortable way to run a business is to use the fishing method. Just like when we first started chasing girls, would we chase a few girls at the same time, and then have a success in Bota? We tend to look at one and pursue her with all her will until she succeeds. I run the business like this myself. I will choose an industry. For example, if I want to do the earphone industry, I will pick three or so people in the industry and seriously attack him until I can do it. After that, the other ones will do very well. This will allow you to account for 80% of the headset industry. Let's move to another industry and copy it. Just like fishing, look at the big ones. One by one, very comfortable. Bold, heart-thick, thick skin. When we were young, we chased girls, and the experience we told us was: daring, careful, and thick. In fact, doing business is like chasing girls.
2. It is estimated that 80% of the business is completed due to the relationship. Now the competition is fierce. In the case of the same quality, the same price, the same service, etc., you have to compete for the opponent, only by friendship, if you treat the customer more carefully than the opponent, and form a friend relationship with friends. So who can still steal your order? So where do you spend your time, what do you get. Therefore, friendship is a treasure.
3, must be enthusiastic, passionate can infect customers. Maybe we have a lot of salesmen who will be very enthusiastic at first, but when you achieve certain results, you will become old fritters, lose your past enthusiasm, and sometimes feel that you have not done so well, you will be overly enthusiastic. Losing a deal, but losing a hundred transactions due to lack of enthusiasm. Enthusiasm is far more infectious than rhetoric.
4. There must be a trial period. A customer does it, just like a man and a woman get married. Discovering customers is like finding a favorite dreamer. From calling to placing an order is as long as sending a love letter to getting engaged. When you really get married, you have to finish your honeymoon before you can really live. So we and our customers have to spend their honeymoon, we don't have to do it all at once. At first sight, the freshness of marriage is difficult to maintain. We should all give time to customers and us. Check each other about credit, services and more.
About the deal

1. When many salesmen start to do business, they often have a lot of momentum. They find customers and send samples. If they report the price, they don’t know what to do, and they often give up. In fact, you should always ask him, which time do you want to go down, ask him constantly, know that there is a result. In fact, procurement is waiting for us to ask him. The crying child has milk to eat. Just like a child doesn't cry, how do we know that he is hungry? So we have to ask customers to buy. However, 80% of the salesmen did not ask the customer for the transaction.
2. If the transaction is not completed, the sales representative should immediately make an appointment with the customer for the next meeting date. If you and the customer are face to face, you can't make an appointment to meet the next time. If you want to meet with this customer later, you can It’s harder to add.
3, my feeling is that to do business, we must adhere to tracking, tracking, and tracking. If you need to get in touch with your customers 5 to 10 times to complete a business job, then you have to go to the 10th listening signal at all costs - if you are listening attentively, when the customer has decided to buy, usually Will give you hints. Listening is more important than speaking.
Doing business is a series of activities carried out for the purpose of dealing with transactions. Although the transaction is not equal to everything, there is nothing without a deal.