The fair gathered a large number of merchants and products. To make their own enterprises and products stand out among peers, let customers remember that the most important thing is to highlight "differences". What should exhibitors pay attention to in order to achieve "differentiation" and win efficient communication in complex exhibitions?
An important purpose of enterprises participating in the exhibition is to communicate directly with customers face to face through the exhibition. But even for professional exhibitions, customers who come to participate in the exhibition cover a wide range: technicians, purchasers and intelligence personnel who are responsible for collecting market information. Because different customers have different concerns, it will be better to solve the problems raised by customers and increase customer satisfaction by sending appropriate personnel to communicate with different customers for consultation. Therefore, enterprises must make full preparations in advance, such as product information, product quotations, business cards of communicators and so on.
Second, ask more questions, listen more, and understand the needs of customers in time.
Some exhibitors have been introducing their products with attractive words since they met their customers, but the customers finally chose to leave. Why? In fact, at the exhibition, the audience does not necessarily come to talk about business first, and then come to a booth. As exhibitors, they must ask visitors what help they need and listen to customers' questions about the exhibits, instead of selling them aimlessly. Obviously, explaining without knowing the real needs of customers will only be counterproductive.
3. What an exhibitor should do:
1. Do you know what this guest will ask for your product?
2. If you meet a guest who doesn't understand the product, you should guide the guest according to your own ideas. Of course, if the customer has made a reservation before the exhibition, then before the customer comes to see the exhibition, he must have a detailed understanding of the products the customer needs in order to give the customer a satisfactory answer. If salespeople always ask customers a lot of questions without introducing products, will it make customers feel uncomfortable? "Positive questioning" is nothing new. You must understand others before you seek their understanding. You should make sure that you understand the customers before responding to them. The basic strategy behind "active questioning" is the concept of "safe area". It urges you to find specific quantifiable information, such as what the customer's goal is, what quantifiable benefits he hopes to get, and what evaluation system he uses. So that customers will treat you as a real expert.
Fourth, pay attention to language when communicating with customers.
An exhibitor once said that attention should be paid to the opening and closing remarks when meeting customers. How to understand the meaning of this sentence? As a salesperson, the most important oral communication is the opening and closing remarks. Because it is easy for people to remember what happened at the beginning and end when communicating. Therefore, when communicating with customers, salespeople should pay special attention to the polite greetings at the beginning and end. At the exhibition, in addition to the company to make an appointment with some customers before the exhibition, there are also some "individual customers" to patronize. Salespeople are often familiar with customers who make appointments in advance and are careless in communication. But in the face of new customers, I am at a loss. Polite hospitality pays attention to immediate response, such as taking the initiative to say hello, so that customers can feel your warm reception; Answer customers' questions accurately and quickly.
How to communicate with customers
1, so that customers can feel enough enthusiasm.
Enthusiasm is the key to effective communication. When you are indifferent, failure begins. The sales staff's love for products will affect customers' decision-making. The success of those top salespeople lies in their inspiring enthusiasm for their own enterprises and products at any time and under any circumstances.
Step 2 respect customers
Respect is a passport to effective communication with customers. Because the deepest desire of human beings is the feeling of being an important person. When you give your customers the feeling of being respected, and your competitors don't give him this feeling, customers will compare in their hearts and then lean in your direction.
Step 3 Make a good first impression
A good impression includes not only decent clothes, but also generous manners and calm attitude. The intrinsic quality of the salesman is actually equivalent to the texture and grade of the product. Every move of the salesman will form an impression in the customer's mind, which will ultimately affect the customer's view of the enterprise and products.
4. Pay attention to customers' needs
It matters if you care. No matter what industry you are engaged in, good interpersonal relationship will give you a great boost. As we all know, Joe girard is a legend. He can sell any product to anyone at any time and place, but he also lost his business because he didn't pay serious attention to the needs of customers.
5. Positive attitude
Some salesmen began to worry before communicating with customers: what if customers refused in every way? What if the sales are unsuccessful? The more worried you are, the more likely you are to have problems in communication, because you will inevitably pass on this negative emotion to your customers, and of course you will not achieve the purpose of effective communication.
6, a comprehensive grasp of product information
Being familiar with the basic characteristics of enterprise products is actually a basic quality of sales staff. Only by fully understanding the characteristics of products can we fully and effectively explain and answer all kinds of product questions raised by customers.
7. Express your views clearly.
Due to nervousness and other reasons, salespeople may be eager to express their sales intentions and ignore their own expressions, and even make mistakes in language expression, which will lead to difficulties in communicating with customers. Therefore, salespeople should try their best to let customers get the relevant information they want to know in the clearest and concise language.
8. Don't go straight to the point.
Salespeople should not rush to launch a sales offensive against customers as soon as they see them. At this time, consumers just want to know more basic information and don't want to make a quick decision. At this point, if the sales staff are too eager for quick success and instant benefit, it will arouse customers' resentment and is not conducive to further communication between them.
9. Patiently listen to customer needs.
Listening is also an effective way of communication. If you want to impress customers in the shortest time, don't just talk about yourself, and say some boring topics to make customers feel bored. We must listen carefully to customers' views and requirements on products, and only in this way can we communicate with them in a targeted manner. Of course, in the process of listening, we should not show indifference and indifference, but should respond or agree appropriately.
10, pay attention to sense motive.
During the conversation, if you find that the customer is not interested in some introductions, stop immediately. When the customer points out that the product does have shortcomings, don't hide it, don't ignore it, and respond positively. For example, when customers suggest that the product's functions are not as complete as the brand, you may wish to affirm the customer's opinions first, and then point out other advantages of the product.
1 1, don't deny the customer's point of view.
Customers may have different views and opinions from us. If we tell them mercilessly that their views and opinions are wrong, it is likely to make them think that we are deliberately refuting their views and opinions, which will also lead to bad conversations. The more you can tolerate other people's opinions, the more you can show that you respect them. Such as answering "your point of view is also reasonable" and so on.
12, don't grab words and don't interrupt.
In conversation, when the other person talks about different views or opinions from himself, he has the impulse to express his own views. If you interrupt at this time, it will give people a feeling of disrespect. You can't talk to each other. You think what he said is not worth listening to. You can silently write down what you want to say or key words, and express your views euphemistically when appropriate.
13, don't expose the lies of customers.
Many people are proud of being able to expose other people's lies and think they have the ability. In fact, this is just cleverness, not great wisdom. In the face of some lies from customers, whether they are well-intentioned or malicious, we should not expose them, just know what they are; Otherwise it will hurt their self-esteem, and the result can be imagined.
14, don't say things you shouldn't say.
When you say something you shouldn't say, you often have to spend a lot of money to make up for it, and even cause irreparable lifelong regret. Therefore, communication cannot be irresponsible and outspoken; But if you don't talk at all, sometimes things will get worse. Therefore, in communication, we should try our best to think carefully before we speak.