Customer Visit
1. Appointment to customers
In order to improve the success rate of appointment visits, here are 5 methods as below:
A. Preparation: psychological preparation and preparation for the conversation script.
B. Interpretation of doubts: How to answer customers' doubts.
C. Value: This is why customers seeing you.
D. Cost: How to reduce the cost for customers to see you.
E. Control: control the entire interview conversation, ask more questions, speak softly, and speak slowly.
2. Guiding Expectations
After the appointment is successful, it is time to meet with the client.
The first is the opening. Generally, there are four things to do: self-introduction and company introduction (PPT company introduction and customer company visit), warm-up. This link is a very, very important step in understanding customer expectations.
3. Establish advantages during the conversation
When displaying products, the core of the display is value. In addition to presenting advantages, there are two products: one is a product or solution, and the other is a company. Sales must be productive the company and deliver the two products to customers together.
4. Solve customer concerns and obtain commitment to
Instead of arguing with the client, discuss with the client how to eliminate his concerns and how to satisfy his personal interests. Therefore, there must be methods and skills to obtain commitments.
5. Visit evaluation
There are two things to do in evaluation: one is inspection and the other is preposition.
The evaluation process turns the visit step into a closed loop. Evaluation is for preparation, and preparation is for advancement. This closed loop forms a complete visit process and makes sufficient preparations for the next visit.
According to the closed-loop mode of visits, each visit has goals, questions and answers. Each visit summarizes the previous visit and paves the way for the next visit, and pushes the order to the end one by one. — sign the contract.
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