Customers are the object of product sales, how much customers directly affect the sales of products. If you don't build new customers, customers will only get less and less, because there is no thing from the sky. So, how do the salesman of the Enterprise Rush Army to compete for competitors for the establishment of new customers? Below we will find out about this problem: 1. "Want to do good things, must be aware of this product" 1. The products sold as salesmen should understand their own products, believe in the value of our products. It may be possible, the salesman should be tried in person before selling, learn how to appreciate the product, compare the product's advantages and products with similar competition, recognize the advantages of our products, have a comprehensive understanding of the value of new products. There is a salesman to go to the door to sell cosmetics. After the necessary etiquette, he explained the intention. The other party saw that there is a good acid in the cosmetics packaging, asking him what this means, what role, this salesman is ignorant, and there is no such thing as if we can understand. Another salesman of another cosmetics company, no matter what the customer is asking, what is the request, and he is in a flow, and try to meet the needs of customers, sales performance is far ahead in colleagues. So, the salesman must be familiar with the product, no matter what customers want to answer, don't give customers such an impression: I don't understand myself, how can we use this product with this product? ? Some salespersons don't have confidence when they don't understand their products, there is no chance to win customer trust, talk about what to compete for customers? 2. The company's salesman should understand their own company. If there is not enough understanding of the company's system, personnel allocation, salesman can make business activities normally? Furthermore, the company's product is a signboard of the salesman, and the company's image and reputation are more famous in the signboard, famous, high-quality, product quality, will increase the customer's trust in the salesman and increase the salesman's confidence. It is also conducive to customer competition. Ji Cheng Company and Erqi Chemical Company Service Department is a company that is running chemical products, but the salesman of the two companies is often subject to different treatments. Sales from the former, as long as one of the mouth introduces yourself is a Ji Cheng company, the other party will give him a white eye, and the latter salesman is in business operation, the other party does not care or not buy, the attitude is very kind, at least Give the salesman a feeling of comfort. The salesman of Ji Cheng Company is very wonderful, why is the customer will be like this? After long-term observation, they finally learned that the original products of their company often have less than two or quality, and even counterfeit goods appear. Do not apologize for customers, not to mention a reasonable explanation of customers. Ji Cheng Company can be "notorious" in the chemical sales market, which brings great difficulties to the normal business work of the salesman. The Diqi Chemical Services Department is exactly the opposite, regardless of what happens, it is considered to be correct. Paying for the customer's payment, a punishment of the salesman, a strict sales system, so that each customer is safe to use their products. We may think that the salesman of Ji Cheng Company is very pitiful and is very sad. At the same time as sympathy, we can't help but ask, you have no fundamental understanding of the company, how can you easily accept your work? Second, the weak salesman of the competitors can fully understand the products and sales of competitors before promoting the products.
If he has a good understanding of the sales situation and weakness of the competitors, it will have a hand, it will be easy to seize the sales opportunity. It will not only compete for the customer's customers, will also make them our products. It has doubt, affecting the company's image. One manager has said: I don't believe that I can do a good job in the unsuccessful business, but I believe that the salesman discussed to discuss competitors is a great mistake. As a result, we can see that the importance of mastering competitors. Mastering the opponent is mainly to master the after-sales service and development speed of the opponent. The real price of the product is how much, the opponent is weak in sales, and the like. Times Zhou Yu will decorate the ship into the flower boat to sway, and the layout and number of people in Cao Bing will be prepared. If you return to the camp, you will actively launched an attack. The salesman who has a heartbeat will understand the extent to which the salesman lost from the competitors, and then seize this opportunity to draw each other's customers. In order to find out the sales situation of the other party, some salespersons will be approved when they recruit salesman or other staff members to the other party. Of course, the latter is a unstead of competition, but we can also know that the opponent has become an effective way to compete for opponents. Third, the iron is also necessary to have a variety of chemical companies in the UK, which is the best product in the market. A small town in the middle area has a company that uses the company's salesman Smith, which can be said to be the fixed of Smith. Old customers. With the expansion of business, Smith is a number of customers who look at this small town because there are not many goods you want each time. He gradually changed the delivery method, unless the company's senior leadership, please eat the gift of night or the gift, or not will not be delivered. Over time, a company's purchase chief representative felt too unlikely to Smith, too, it was a no one, but because of his long-term use of his products, it is not deep, and Dare to train. Justice, another chemical company's salesman Peter came to sell the company's varnish, they tried it, quality can, decide to use Peter's products. Peter has a Tenthrise of Smith, no matter how much customer delivers, it is delivered to the customer's request. We might want to think about it, if Smith treats customers fairly and fairly, there will be no customers' loss. As a salesman, we must improve your own quality, be a marketing person who has fair heart, and justice. 4. Beyond competition, after-sales service, the reputation is the service after the product is sold. The product is sold to the customer, and it is not equal to all the best. The salesman must compete for the customer's customers, the quality of the after-sales service is the key. If the after-sales service is not working, the customer will go away from you sooner or later. Saima salesman Xiao Hao, mainly selling TV, washing machine, etc., each customer must pay, Xiao Hao will personally send goods to the customer, send the goods to the customer, according to the customer's requirements, the customer thinks the most Suitable position, if a customer tells the need to repair, Xiao Hao will arrive in time, quickly and efficiently repair; and another power company's salesman Xiao Chen, also implements delivery to the door, but every time If you send it to the door, you will not wait until you are in the door, but he is late, he is not willing to take a look. After three urge four, please come, but it is not in place, and the repair TV doesn't have a problem. . It's not far from the customer and Xiao Chen's customers, when I haven't chatted, I will pull it on the home appliance, Xiao Chen's customer listened to Xiao Hao customers, and sighed. Introduced, Xiao Chen The customer saw Xiao Hao and experienced his after-sales service.
Since then, Xiao Chen's customers will introduce them to Xiao Hao when they need to buy electrical appliances every time I encounter relatives and friends. Not long ago, the home appliances added by his son were almost sold from Little Hao's company. A paint plant has used a quality problem with the results of the toluene of the salesman of a chemical company, and the produced paint just brushed on the door. The person in charge called Xiao Zhang, letting him come over and see, and find that it is a problem with his toluene, but he doesn't want to compensate for huge losses. If you talk about it back and managers, the result is not Back. Under the helpless, the old payment will call another chemical company. The salesman Xiao took the phone. After careful attention to the toluene, it was found that the methanol content inside was too high, and the remaining a few barrels of benzene After that, after, the old toluene is small. 5. There is a interactive interest relationship between the salesman and the dealer with the dealer. If I am a salesman of a cosmetics company, I have to dealers' sales relationship with other company's sales officers before I go to the product, and have a certain customer. Of course, I still don't know the dealer. Have you, after meeting, this possible dealer is my relative or good friend, then the two words before this "possible dealers" can remove. The salesman and I have no relationship with me and this dealer. If the dealer will leave the product's product, but this product is definitely placed in a position, or It is far from my product counter, and when I encounter customers asking the cosmetics or buy that salesman's products, the dealer will tell him that the person under the hand will introduce my product according to the dealer, to promote the transaction success. From this we can understand that the sales relationship between salesmen and dealers is also a major key to compete for customers. 2 The dealers believe that this salesman, this leader and even this company is very respectful and attaches great importance to it. The direct visit to leaders will make the dealers produce a psychological comfort. San Panasonic Group Branch, due to improper operation of salesman Apologize, and compensated for distributors, sincerely moved distributors, distributors and sales and salesman, and feelings have become more strong, and the risk of loss of dealers. Xiao Liu is a salesman of a cosmetics company. As a competency of her competitors, Xiao Luo has a certain understanding of Xiao Liu's dealer. Xiao Luo has also went to sell its own company's products, but the effect is not too good. Have a colleague proposal, why not let your manager try, Xiao Luo wants to tell Wang Manager, Wang Manager is also very good about this practice, so you can promote this possible dealer to promote this Pen business. Sudden visit of Wang Manager made him a pet, see how respect me in people's company, given a considering, Wang Manager is pleased. Two days later, this possible dealers called Xiaolo to deliver the goods and successful competition. As a salesman, you may wish to try it directly to face the dealer. You must know that the leaders are bigger than you, sometimes you can't do anything, if there is a leader, there will be changed, because leaders and salesmen, dealers are more happy to accept leaders. In fact, no matter which customer is like this. 3, use the external factors, first start to work for strong Xiao Li is the dealer of the Afqing Company.
On this day, he went to this food company asked to make product advertisements to improve the sales efficiency of the product. Miss Feng, Miss Feng, who came in this company, was busy putting down the information in his hand into the drawer, entered the manager office. Xiao Li waited for about five minutes, Miss Feng came out, and he got up and walked around. He found a product promotion planning book in the drawer of Miss Feng. Miss Feng finally came out, she told Xiao Li, did not have advertisements for the time being. Just Xiao Li is also a dealer of a food company. He is a good relationship with the salesman of Company B, the next day, he went to visit Xiao Wang, after the cold, Xiao Li asked Xiao Wang: "A company has recently Nothing? "Xiao Wang shook his head. "I didn't move quietly. I went to the Jia Dishi. I went to the Jia Dishi to do things. I accidentally found that they were doing product promotion planning ..." Xiao Wang told the manager, the manager held an emergency meeting immediately, and rushed the promotion overnight. Planning books, promotional activities more than one step in advance. There are many companies in the same day to participate and sign the purchase order. The external factors are like a pair of intangible hands, the impact is not usually imagined, so once the chance is to start, occupy the effective time, capture the business opportunity. 4, secretly cage dealers' business backbone to raise a simple example: well known, every hotel or hotel has a variety of drunk in the window for customers to choose. Xiao Zhang is a salesman of Grab. Xiao Li is a salesman of Bank. The waiter is Miss Sun, Xiao Zhang and Sun are close than Xiao Li. There are customers who want to drink alcohol. What will Miss Sun will do? She will definitely say: "We are here new here, everyone reflects the strong wine, better taste, you can taste it." Then remove the A. This is also common in this situation in pharmacy. In the market economy, sales relationships are multifaceted. If you contact different people, you have to do a good relationship with different people. Use their influence to obtain customers, the salesman is also like this, and in this case, maybe " It is not possible to say. 6. Using the internal adjustment of the other party, osmotic squeezing into the world is constantly changing, the company is also the same. Almost every company has to conduct agency or personnel adjustment every year, as a salesman, to compete for the competitors, it is a great time, because the company's adjustment period or system is not perfect, or the person is not in place, it is easy to penetrate Squeezing, occupying customers. A food company in Shanghai recently released an announcement of the institutional adjustment personnel to change, and the company has come to the leadership. Some people in the company are all somewhat. The salesman has no time to take care of business and customers, and the leadership is not awkward. As another food company's salesman, I made this timing. I made a re-arrangement for my business plan. When the opponent has no time to guard, the layout is carried out one by one, and the opponent's customer base decreases much. The above is a way to compete for the competitors' customers. However, while selling sales efficiency and competing for competitors, we should also prevent our opponents to compete for our customers, which is a difficult to lead to customers. task. As for what kind of method, it is necessary to determine the customer and its own actual situation. Source: China Marketing Communication Network
