Identify your target customers: First, find your own customer orientation according to your own products. Analyze your target customer base and do market research. You can search and publish information about your products through some online platforms to see what everyone is paying attention to. Offline research, using the company's previous customer purchase data to analyze, analyze which industries the customers who mainly buy the company's products come from, and analyze the customers' age, occupation and gender in detail.
Learn to visit customers: first of all, prepare your own words. This speech mainly introduces yourself and your own company. So that customers will be curious about what you are going to say next.
Coping with customers' resistance: Many times, customers are interested in your products. If he doesn't buy it, he may have some misgivings. As a qualified salesperson, we must first judge what the customer's resistance is through the communication between the customer and us. Generally, the biggest resistance is lack of trust. What should I do if I am worried about being cheated or if I buy this product without after-sales problems? These problems are easy to solve. But the premise is that we need to know the specific resistance of customers first.
Specific methods to improve performance
1. Keep customer follow-up records.
The premise of customer transactions is to fully understand customers. Therefore, the salesperson must make a follow-up record. It should be noted that customer follow-up records are not for leaders to see, but to help them judge customer value and do a good job in customer analysis.
Because there are many customers, the daily work of sales is more complicated. Therefore, salespeople can help themselves with information technology. CRM customer relationship management system is commonly used, and customer development, customer follow-up and dunning can all be completed in the system.
2. Keep an eye on the intended customers.
Always remember the purpose of your sales work: find the intended customers and sell the products to each other. Some salespeople try to call customers every day, spend a lot of time developing customers, and work overtime every day, but they just can't get results.
What the salesman has to do is to select customers with good intentions to follow up according to the previous customer stratification, so as to improve work efficiency and transaction rate. We can't waste too much time and energy on customers with little intention, so we can't get results and waste time and energy.
3. Learn data analysis.
Data analysis is not only needed by high-level or enterprise decision-making. Salespeople should also learn to use data to analyze whether their sales work is in place and identify the characteristics of high-quality customers. Which channels have better customers; Which old customers are more capable of bringing new products?
The data analysis report function of CRM system can clearly present these data, and salespeople do not need to do complicated statistical work, but only need to guide their work according to the results of data analysis. Find a suitable development channel as soon as possible, find the customer characteristics that you are good at, find your best sales rhythm, and improve your performance as much as possible.