Whenever I hear many salesmen complain that customers are more overbearing than devils and smarter than ghosts, it is difficult to communicate at all and they don't listen at all. It seems that salesmen are fooling them and persecuting them. It is also found that many business people eat, drink, gamble and even wear pants with their customers all day long in order to have a good relationship with them. That relationship was iron enough, but what happened? When the merchants ask these brothers and sisters to get more money back to complete the task, the answers they get are either obedience, verbal commitment but no action, or the merchants exchange gifts, special prices, activities, resources and other conditions, which makes people feel that they are not as good as ordinary customers. Therefore, how to get along well with customers and how to manage their own customers is the biggest headache for salespeople.
What some customers urgently need is the development profit brought by management.
Some customers are in urgent need of profits from employee growth.
Some customers urgently need business ideas to bring them a turn for the better. Therefore, when we communicate with customers, when I plan for customers, when we call customers brothers, we must know what their greatest needs are. What can we offer our customers? Can the suggestions or methods we provide to customers bring value to customers? These are all questions that business people should think about. It's not that you can get customers' recognition and support by constantly striving for resources for customers. In the eyes of customers, it is natural to give them resources or policies in order to sell more or get back more money. If business people want to really have a good relationship with customers, they must put themselves in their shoes and have empathy. When you come to a customer's shop, you should not only stand in the manufacturer's business perspective, but also stand in the customer's perspective to find problems, think about problems, ask questions and solve problems. Only in this way can we have a relationship of interdependence and utilization in the accumulated communication, so that we can get more recognition, support and cooperation in managing customers. For example: Xiao Wang and Xiao Li are business people from different home appliance manufacturers. Xiao Wang's products are much more well-known than Xiao Li's and are deeply loved by customers. But the treatment of Xiao Wang and Xiao Li in front of customers is different from their own products. Why is this? There is a simple reason. Xiao Wang brings the same problem to customers every time, either urging money or complaining about poor product sales, or accusing the boss of not cooperating with the manufacturer's ideas, or criticizing the terminal image for being imperfect.
. I don't want to solve the problems raised by customers in time. In short, either accuse or cheat, or talk to customers. In the eyes of customers, this businessman is simply a hooligan except for fighting for some policies for himself. Where is Xiao Li? Every time, it brings different problems to customers, either proposing some store layout plans or planning some activity plans.
Second, how to manage customers well, and second, what are the needs of its employees? As the saying goes: "Rebecca is aggressive and the kid is difficult." As a business person, although you don't want them to be versatile, at least you can get the support of employees when you get the boss. Otherwise, either your plan with your boss can't be implemented in place, or you will be opposed by the employee curve. As a boss, trusting your employees is more than trusting a business person who left you. Many business people think that everything will be fine with a boss. In fact, business people should know that,
The boss is just a planner, commander, supervisor, etc.
The detailed work is still done by their employees, so whether your business is done well or not cannot be said to have nothing to do with the support and cooperation of your employees. I have seen with my own eyes that many business people either don't care much about the boss's employees and don't explore their needs, or they are as bossy as the boss, which makes people look uncomfortable. Some employees like small favors, some need their own growth or ability recognition, and some employees need respect. Faced with these people at different levels, business people can help themselves consciously or unconsciously and reduce unnecessary obstacles in their business work. For example: Xiao Du has been engaged in sales for more than three years and summed up a rule: talk to the boss to make money.
Make friends with employees. If you want to do business well, be a good person first. So in his area, store managers and warehouse managers
Then issue some certificates, which not only improves the dealer's business ability, but also gets the certificates. Although the gold content of this certificate is limited, it is still helpful for job-hopping in the future. Therefore, these business people are very grateful to Xiao Du for their great support in daily business development. Sometimes this problem occurs,
When the boss thinks this model of product is not good or this promotion scheme is not ideal, but his employees will say something beneficial to Xiao Du and support his work.
Third, how to manage customers, the most important thing is to manage your own customer visits and communication? The most direct way for business personnel to manage their own work is to manage their own services to customers and solve their problems when visiting or communicating with customers. The way business people get along with customers is mostly customer visits or telephone communication. Therefore, when visiting and communicating with customers, business personnel must be strict with themselves in the following three aspects:
1, the purpose of visiting communication should be clear: business people often make the mistake of going through the motions in a hurry when visiting. Visiting is just singing, eating and drinking, urging money and pledging goods. They don't even know the purpose of their visit. Therefore, every business trip should have a clear purpose, knowing what kind of service they can provide to customers, what kind of benefits they can bring to customers, what kind of problems they can find and what kind of problems they can solve. Although they have no idea, they might as well not travel if they are just on a business trip to deal with the company.
2. Regularity should be formed in the work of visiting and communicating with customers: many business personnel either remember the work of visiting and communicating with customers for a period of time, constantly traveling and making phone calls, or forget customers, which is irregular and has a dispensable position in customers' minds. Therefore, in order to leave a deep impression on customers, business personnel should not only provide valuable advice to customers, but also need regular and diligent visits.
3. Ensure adequate preparation for visit and communication: Many business people visit customers with a small bag full of cigarettes and business cards, and then start to visit and communicate with customers, ignoring the needs of customers and terminals. Therefore, business people must prepare enough things needed for this business trip before going on a business trip. For example: terminal materials, terminal personnel training materials, product leaflets, small gifts, solutions to problems raised by customers last time, etc. For example, adzuki bean is an enterprise that operates RSD washing machines in GX area. Its business ability is very good, its sales are quite good, and it is very popular with customers. But other businesses are hard to understand. Every time a monthly business meeting is held, others are always on the phone and busy. What about him? In those two days, nothing seems to have happened below, and there seems to be no such business person. He doesn't make phone calls at all, and there are not many emergencies. It gives people the impression that there is nothing to do except put forward some suggestions, ask for some resources and plan some activities at a business meeting. Business is easy and excellent, which makes other businesses envy. The area it manages is easy to manage, but I don't know how Xiao Dou manages his business and himself, so this phenomenon of "inaction" appears.