there is market demand, the market is selling in the market economic environment, sales is the lifeline, that brought a force for the development of enterprises, but also keep alive in the enterprise itself, it is the enterprise. And the lifeline of sales personnel engaged in the sale and also naturally become an important factor in the survival and development of enterprises to become a qualified salesman, and ultimately create value for enterprises, especially for the novice to the clerk, the following three aspects:
is particularly important
? A, choose the customer link
? No matter what industry sales work, have to adapt to its target customers, according to customers can produce different value, we put the target customers into three categories: Class A, class B and C customer customer customer. A high price, customer demand, customer orders B rich; the higher price or quantity, the order is rich; C customer needs occasional orders, intermittent, the price is not high. In the process of business development, C customers most easy to see that the B class of a class of the most difficult; every business people are very smart people, will analyze the customer’s quality, all want to get the best customers, but not any clerk can do under a customer because of this, business experience and professional level enough, because his demand for more, visit the relevant business staff will, when he learned a little knowledge of words from each person, he is very professional, so the initial stage usually do business are from C the client starts with the accumulation of experience gradually to B and a customer development. But for those who have business experience, like me, do not need to do so, as long as a wide range of customers, and make a record, the customer will be classified.
? When I come to a new environment and have started to visit customers, I usually use two methods: one is a hungry predatory customers. At the beginning of a business, customers do not have, had no place in the factory, did not speak at the component, treat customers is a kind of non selective absorption, so called starvation plunder, in order to make the order is the most important, do not care about the quantity and profit demand, they do not lose money, the company agreed to do orders are received, temporarily not to care what the royalty, even knowing that it is possible to make customers willing to follow, in order to maintain business confidence, make you can stick to it. When the first order to do down, with a zero breakthrough, the business will be a huge change, which is the previous article said the ice breaking, then everything will be better. For example, TC technology, 30 cotton padded clothes, although I know there is no profit, but I still clung, as long as there is little hope will not give up, is the hope that through this method the accumulation of customers, to achieve the increase in the number of. Two is the selective elimination of customers. The first stage to a large increase in the number of customers, because the quality is uneven in quality customers, all very difficult to take care of, service in place, customers ready to be lost, this time only in accordance with the comprehensive situation of customers, such as the types of customers, pick models etc.. Use selective elimination, Service >