o Business requires persistence

1. What topics do salesmen and customers not need to talk about when chatting too much about technology and theory? What they need is today’s news and weather. Yeah, wait for the topic. Therefore, salesmen must read more books and magazines about economics and sales in their daily life. In particular, they must read newspapers every day to understand national and social news and major news events. This is often the best topic, so that when we visit customers Only then will you not be seen as ignorant and ignorant.

Customer. We can also go to the nearby recruitment market. Generally, the recruitment market will post the name of the recruiting unit and the type of job it recruits at the door every day. We can also analyze what it does by the type of job it recruits, so that we can find us. Wanted customers. We can also go around some large industrial areas. Now almost all factories are recruiting workers, and you can find them through the job advertisements at their doors. We can also browse recruitment websites online, such as Zhuobo Recruitment Network, etc.

The advantage of finding customers from job advertisements is that you can find many new customers first, because there are many new factories that have just opened or just moved here. If we are the first to find them, He was the first to get there. In addition, manufacturers that have the ability to recruit a large number of workers generally have better business, and they are relatively confident about the recovery of payment after successful business in the future.

3. Internet search. We can search by keywords. For example, if we enter the name of the product of the customer we are looking for in Baidu, we can find a lot of customers. We can also find customers through professional websites, such as Alibaba, Huicong, etc. In this way we can find many customer lists. You can also find the boss’s mobile phone number and name.

4. We also often go to the streets to find customers. When we go to shopping malls, I usually go to home appliance shopping malls. They all have packaging, or have the names of brands and companies, and we can record them. Come down, go back and search online. We can judge the business situation of a customer through the sales of 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 introductions through social networks. In the future, doing business will focus on sharing resources. For example, you make wires, I make plugs, and he makes resistors. We are also an audio customer. If we can all share resources and introduce good customers to each other, it will be very easy and worry-free to get a customer in this way. And because our customers are all watching each other, if there is any trouble with the customers, everyone can be on guard, and the risk will be much lower.

6. Another best way is to introduce customers to customers, which has the highest success rate. After a good salesperson has a few original customers, he will serve these customers seriously and become friends with them. Once you are familiar with them, ask them to introduce colleagues or friends to you. At this time, just don't ask them to give you a list. You can find the list anywhere. The most important thing is to ask them to make a call for you. If he makes a recommendation call for you, it is better than you making 100 calls. In the future, you will mainly serve the customers he introduced, and then introduce this new customer in turn, so that you can easily find your customer network.

So we have many ways to find the customers we want, as long as we pay attention. A salesperson must have three things on him at all times, except when taking a shower. These three things are: pen, small notebook, and business card. Others say that salesmen have eight eyes, which makes sense. If you pay attention to everything in life, you can find many business opportunities.

About making phone calls

After we find the customer, the second question is to think about how to make an appointment with the customer. There are also some details here. Just pay attention.

1. Many people will encounter this situation when making phone calls. Before the customer even listened to our introduction, he said no, no, and then hung up the phone. Also, you said you wanted to visit him, but he said he was not available and asked you to fax the information to him or leave the information in the guard room. We must not fax the information or leave it in the security room to him, it will be useless.

When I encountered this situation, I was very depressed at first. Then I thought, maybe the purchasing lady scolded my boss as soon as she got to work today and she was unhappy, so she rejected me. Or maybe the purchasing lady had a fight with her boyfriend today, so she ignored me. I. It's okay, I'll see you next time. Many of my customers have to make multiple phone calls before getting an appointment. Sometimes it's so strange. The purchasing lady said yesterday that she doesn't want it. If you call her again today, she will let you bring samples to see her. Therefore, the success of business often depends on whether you persist or not.

2. No matter how proficient your business skills are, I think it is better to think about what you are going to say when you make a phone call, instead of chatting as soon as you pick up the phone. Because we would forget some of what we were going to talk about while chatting, and we would often have to call one more time just after hanging up the phone. It’s bad for everyone. For those who are new to business, it is best to write it down on paper. This will make the speech more organized.

3. I think it’s better to make a phone call while standing. Because when I stand, I feel more focused and more serious. Also, when I stand, I feel full of energy and my voice sounds better. If you don’t believe me, give it a try. No matter how angry you've just been, it's best to smile when you're on the phone. This way the atmosphere is more relaxed and customers will feel it. Doing business is inherently a stressful job, but our customers don’t need to share the burden with you.

4. We should not wait until we need something from our customers before calling them. We should call them frequently in normal times to chat and greet them. Until he knew it was me as soon as he heard the sound. It's best to make him think about you. Doing business is like falling in love. We can't expect someone else to marry you after just one date. Purchasing is very forgetful, and we need to constantly remind him.

Visiting customers for the first time

1. The preparation and planning work before sales must not be neglected or underestimated. Only by being prepared can you be sure of victory. Have samples, catalogs, pens and notebooks ready. Before meeting a client, think about your opening words, questions to ask, words to say, and possible responses. Usually, you must work hard to study and memorize the information, instructions, advertisements, etc. related to the company's products. At the same time, you must collect competitors' advertisements, promotional materials, instructions, etc., and study and analyze them in order to "know yourself and the enemy." Really know yourself and your enemy.

2. Arrive for appointments on time - being late means: "I don't respect your time." There is no excuse for being late. If you cannot avoid being late, you must call and apologize before the agreed time. I believe that leaving early is the only way to avoid being late.

3. Really attack him until you get it right, then everything else will be easy to do from now on. This way you can capture 80% of the headphone industry. Let’s move to other industries and copy it. Just like fishing, look for the big ones. Fishing one by one is very comfortable. Bold, careful, and thick-skinned. When we were young and chasing girls, the older ones told us that they should be bold, careful and thick-skinned. In fact, doing business is like chasing girls.

2. It is estimated that 80% of business is completed due to friendship. Nowadays, the competition is very fierce. Under the same quality, same price, same service, etc., you can only compete with your competitors based on friendship. If you treat your customers more carefully than your competitors, you can form friendships with your friends. Who can steal your order? So where you spend your time, that's what you get. So friendship is a treasure.

3. You must be enthusiastic. Enthusiasm can infect customers. Maybe many of our salespeople will be very enthusiastic at the beginning, but when you achieve certain results, you will become stale and lose the enthusiasm of the past. Sometimes it feels like it is not that easy to do single work, and you will be overly enthusiastic. If you lose a certain transaction, you will lose a hundred transactions due to lack of enthusiasm. Enthusiasm is far more contagious than rhetoric.

4. There must be a trial period. Once a client is established, it is like a man and a woman getting married. Discovering a client is like discovering a dream girl. The time from phone call to order is like the time from sending love letters to getting engaged. When you actually get married, you have to finish your honeymoon before you can live a serious life. So we and our customers also have to go on a honeymoon, and we don’t want to be big all at once. The novelty of getting married at first sight is hard to maintain after it wears off. We should all give our customers and us some time. Check each other's credit, service, etc.

About the transaction

1. When many salesmen start doing business, they are often very motivated. They find customers, send samples, and quote prices, but they don’t know what to do. All previous efforts were wasted. In fact, you should keep asking him when will your order be placed, and keep asking him until there is a result. In fact, the purchase is just waiting for us to ask him. Children who cry are fed by milk. Just like a child doesn't cry, how do we know he is hungry? So we have to ask customers to buy. However, 80% of salespeople do not make transaction requests to customers.

2. If the transaction cannot be concluded, the sales representative should immediately make an appointment with the customer for the next meeting. If you cannot make an appointment for the next meeting when you are face to face with the customer, you will have to think about it in the future. Meeting this client is even more difficult.

3. My feeling is that when doing business, you need to keep tracking, tracking, and tracking again. If you need to contact customers 5 to 10 times to complete a piece of business work, then you have to do it at all costs. That 10th time listening for buying signals - if you listen carefully, it will usually give you a hint when the customer has decided to buy. Listening is more important than speaking.

Doing business is: a series of activities carried out for the purpose of closing a deal. Although a transaction does not mean everything, without a transaction there is nothing.

About collection

1. Don’t care about face when doing business. After the business is completed, when it comes time to collect payment, many people will think, I am so familiar with purchasing, and I feel embarrassed to chase his payment all day long. Therefore, I rarely pursue payment or I don’t pursue it after several pursuits. In fact, we have to get the payment before we can get the commission. It is natural to pay back debts. If you owe him too much, your business will not last long. When I usually ask for payment, I don't ask him to arrange it, I just tell him. Mr. **, please arrange payment for the goods to me on Wednesday, and I will pick them up that afternoon. Sometimes he would say that it would not work on any day, so I would say Tuesday, but he would often say Wednesday would work.

2. For yourself, before becoming a customer, you should carefully understand everything about the customer. For example, who he did business with before is also who your competitors are. Knowing this, you can make quotations and make countermeasures. Understand why customers want to do business with you. If others refuse to supply goods to him, then we can ask him to pay in cash. He will definitely default on the bill. If it is due to the opponent, such as poor quality, high price, or poor service. You can then take appropriate countermeasures to deal with him. If you are better than your opponent in something and make him do it with you, then you will know how to do it in the future.

3. The best way to prevent customers from delaying payment is to conduct an investigation before closing a transaction with the customer. We need to carefully examine all the customer's information, including the salary level of his employees, whether wages are paid on time, whether the factory is owned or rented, and where the boss is. Whether the products produced are sold in China or exported. It is best to get to know some of the customer's old suppliers so that you can learn from them about the customer's credit situation.

As for books, it is necessary to read more. Take the time to go to the bookstore to read. The bookstore has many books on business.

Answer: linxr728 - Tongjinshi Born Seventh Level 1-14 10:12

Business is learned from the market, not from books

Take it out and share it with you

I hope it will be helpful to you

1 When salesmen and customers chat, what topics do not need to be talked about too much about technology and theory. What are needed are today's news, weather and other topics. Therefore, salesmen must read more books and magazines about economics and sales in their daily life. In particular, they must read newspapers every day to understand national and social news and major news events. This is often the best topic, so that when we visit customers Only then will you not be seen as ignorant and ignorant.

2. Regarding the salesperson’s four hours at night. A salesperson's success depends largely on how he spends those four hours at night. The worst salesmen spend their nights watching TV, complaining, going out to play, etc. Such salespeople have no future. Ordinary salesmen go to socialize with customers, drink and chat. Such a salesperson will have orders, but I personally think it is difficult to have high achievements. Better salespeople organize information, analyze customers, make plans, etc. at night. This kind of business is a good business and should have a future.

I think the best salesman is one who persists in reading for an hour after finishing his job as a salesman. I think this kind of business is very promising, and I can be the boss if I have the opportunity in the future.

3. About the salesperson himself. Many people think that it is best for a salesperson to be tall and handsome. A salesperson must be eloquent and well-spoken. Only if he can spit oil out of his mouth can he be said to be eloquent. The salesperson must be able to smoke, carry a cigarette with him at all times, and hand it out to everyone. The salesperson must know how to drink, liquor and beer. In fact, I feel that these are not important. Personally, I am less than 160mm tall. When I first started running the business, I felt very inferior and could not speak fluently, let alone be eloquent. I never smoke. When I drink, I can only drink one bottle of beer. If I drink more, I will get drunk. But hard work can make up for failure. When I first started working in Huizhou, in the first three months, I took a few clothes and went to my brother's factory in Dongguan for several days. An industrial area, an industrial area running. In this way, I walked for three months and got a few clients. However, my leather shoes were also rotten and my face was as black as black carbon heads. Now that I have my own factory, I often tell the salesmen that the first three months are like human life, and that it will be fine after you get through it. So the business office is outside the factory.

About finding customers

The first three months after entering the company are the most critical three months to test whether a salesperson can succeed. These three months can be said to have the greatest impact. The business work after becoming a salesman. The first problem we face is how to find customers, how to find target customers. Generally speaking, after a new salesperson enters a new company, he will have to find customers to visit him after he has familiarized himself with the product knowledge for about a week. If there is no business manager or boss to provide customer resources at first, you can find customers through the following methods.

1. Yellow Pages. Generally, companies have many yellow pages, such as "Shenzhen Yellow Pages" and so on. We can find our original target customers according to the above classifications, etc. Shenzhen now also has many professional industry yellow pages, such as home appliances yellow pages, toy yellow pages, etc. It is best for salesmen to find such yellow pages to collect first-hand information. These Yellow Pages can be found in most large libraries. You can just take a notebook and copy it there.

2. Browse job advertisements, just like in Shenzhen, "Shenzhen Special Zone Daily" has a large number of job advertisements every day, and "Southern Metropolis Daily" has job advertisements every Monday. We can pass Read job ads to get the clients we want. We can also go to the nearby recruitment market. Generally, the recruitment market will post the name of the recruiting unit and the type of job it recruits at the door every day. We can also analyze what it does by the type of job it recruits, so that we can find us. Wanted customers. We can also go around some large industrial areas. Now almost all factories are recruiting workers, and you can find them through the job advertisements at their doors. We can also browse recruitment websites online, such as Zhuobo Recruitment Network, etc.

The advantage of finding customers from job advertisements is that you can find many new customers first, because there are many new factories that have just opened or just moved here. If we are the first to find them, He was the first to get there. In addition, manufacturers that have the ability to recruit a large number of workers generally have better business, and they are relatively confident about the recovery of payment after successful business in the future.

3. Internet search. We can search by keywords. For example, if we enter the name of the product of the customer we are looking for in Baidu, we can find a lot of customers. We can also find customers through professional websites, such as Alibaba, Huicong, etc. In this way we can find many customer lists. You can also find the boss’s mobile phone number and name.

4. We also often go to the streets to find customers. When we go to shopping malls, I usually go to home appliance shopping malls. They all have packaging, or have the names of brands and companies, and we can record them. Come down, go back and search online. We can judge the business situation of a customer through the sales of 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 introductions through social networks. In the future, doing business will focus on sharing resources. For example, you make wires, I make plugs, and he makes resistors. We are also an audio customer. If we can all share resources and introduce good customers to each other, it will be very easy and worry-free to get a customer in this way.

And because our customers are all watching each other, if there is any trouble with the customers, everyone can be on guard, and the risk will be much lower.

6. Another best way is to introduce customers to customers, which has the highest success rate. After a good salesperson has a few original customers, he will serve these customers seriously and become friends with them. Once you are familiar with them, ask them to introduce colleagues or friends to you. At this time, just don't ask them to give you a list. You can find the list anywhere. The most important thing is to ask them to make a call for you. If he makes a recommendation call for you, it is better than you making 100 calls. In the future, you will mainly serve the customers he introduced, and then introduce this new customer in turn, so that you can easily find your customer network.

So we have many ways to find the customers we want, as long as we pay attention. A salesperson must have three things on him at all times, except when taking a shower. These three things are: pen, small notebook, and business card. Others say that salesmen have eight eyes, which makes sense. If you pay attention to everything in life, you can find many business opportunities.

About making phone calls

After we find the customer, the second question is to think about how to make an appointment with the customer. There are also some details here. Just pay attention.

1. Many people will encounter this situation when making phone calls. Before the customer even listened to our introduction, he said no, no, and then hung up the phone. Also, you said you wanted to visit him, but he said he was not available and asked you to fax the information to him or leave the information in the guard room. We must not fax the information or leave it in the security room to him, it will be useless. When I encountered this situation, I was very depressed at first. Then I thought, maybe the purchasing lady scolded the boss as soon as she got to work today and she was unhappy, so she rejected me. Or maybe the purchasing lady had a fight with her boyfriend today, so she ignored me. I. It's okay, I'll see you next time. Many of my customers have to make multiple phone calls before getting an appointment. Sometimes it's so strange. The purchasing lady said yesterday that she doesn't want it. If you call her again today, she will let you bring samples to see her. Therefore, the success of business often depends on whether you persist or not.

2. No matter how proficient your business skills are, I think it is better to think about what you are going to say when you make a phone call, and don’t start talking as soon as you pick up the phone. Because we would forget some of what we were going to talk about while chatting, and we would often have to call one more time just after hanging up the phone. What we did was bad for everyone. For friends who have just started doing business, it is best to write it down on paper. This will make the speech more organized.

3. I think it’s better to make a phone call while standing. Because when I stand, I feel more focused and more serious. Also, when I stand, I feel full of energy and my voice sounds better. If you don’t believe me, give it a try. No matter how angry you've just been, it's best to smile when you're on the phone. This way the atmosphere is more relaxed and customers will feel it. Doing business is inherently a stressful job, but our customers don’t need to share the burden with you.

4. We should not wait until we need something from our customers before calling them. We should call them frequently in normal times to chat and greet them. Until he knew it was me as soon as he heard the sound. It's best to make him think about you. Doing business is like falling in love. We can't expect someone else to marry you after just one date. Purchasing is very forgetful, and we need to constantly remind him.

Visiting customers for the first time

1. The preparation and planning work before sales must not be neglected or ignored. Only by being prepared can you be sure of victory. Have samples, catalogs, pens and notebooks ready. Before meeting a client, think about your opening words, questions to ask, words to say, and possible responses. Usually, you must work hard to study and memorize the materials, instructions, advertisements, etc. related to the company's products. At the same time, you must collect competitors' advertisements, promotional materials, instructions, etc., and study and analyze them in order to "know yourself and the enemy." Really know yourself and your enemy.

2. Arrive for appointments on time - being late means: "I don't respect your time." There is no excuse for being late. If you cannot avoid being late, you must call and apologize before the agreed time. I believe that leaving early is the only way to avoid being late.

3. Clothes cannot make a perfect person, but 90% of the impression you give someone when you meet them for the first time comes from clothes.

Etiquette, appearance, conversation, and behavior are the sources of good or bad impressions of how people get along with each other. Sales representatives must work hard in this area. I don't like my salesmen wearing red and green T-shirts when they go to meet my clients. I at least want a shirt. And the briefcase must be made of leather.