What information should sales know about customers? As we all know, if you want to do a good job, you must devote yourself wholeheartedly, strive to improve your ability and communication skills, and be eloquent and omniscient. Let's take a look at what information sales need to know about customers, hoping to help you.
What should sales know about customers 1
The first category: customer information
1. Information of the boss and the actual person in charge of the customer company, including important information such as name, telephone number, WeChat, email address, home address, hobbies, birthdays of him and his family.
2. Information of the person in charge of the customer docking department and key business personnel, including important information such as name, telephone number, WeChat, email address, home address, hobbies and birthdays of myself and my family.
3. Information on the internal business division, basic business processes and main products of the client company.
4. Customer's process, quality and management requirements, etc.
5. Customer's payment cycle, purchase cycle and purchase quantity, etc.
6. Customer's inventory
7. Customer's demand information on cost, quality and service.
8. What new product plans and ideas do customers have?
9. Strategic direction and trend of customers
The second category: information of customers and suppliers (competitors)
1. Contact information of major suppliers and responsible persons.
2, the main supply product series, quantity, etc. , it is best to have price information.
3. Product strategy, sales strategy and sales channels of competing products.
4. Quality problems of supplied products, etc.
5. Advantages and disadvantages of the product, etc.
6. Strategic adjustment and dynamics of competitors
7. How do competitors deal with customers' problems?
The third category: information about your own products.
1. How many products did you supply, and what was the share of the total customer purchases?
2. What are the advantages of your product and what problems have customers had? How to deal with it? How is the customer satisfaction?
3, their own product procurement cycle, etc.
4. What are the customers' needs or improvement expectations for their products?
5. What can we continue to do for our customers?
These three types of information cover the main information of customers, competing products and their own enterprises. The more comprehensive and true the information collected, the more helpful it is for us to make a correct judgment and seize the shortcomings of our competitors. From a practical point of view, this takes into account a lot of key information and is still very practical.
What information should a salesperson know about customer 2 1 and customer name?
Telesalesmen must obtain the customer's name accurately through the requirements of telemarketing management system, so that future telephone calls, letters and even face-to-face communication can go smoothly. Especially for customers who have the right to buy, they must find ways to obtain their names, which is very important for salespeople, because they have the right to decide whether to buy the products or services they sell.
Step 2: Location
You need to know the location of the operator on the phone, because only by knowing the specific location of the other party can you confirm his role and judge whether he is the final decision maker. If you know both the location of the operator and the contact information of the decision maker, there will be rules to follow in the next call.
3. Company name
Besides knowing the customer's company name, clearly understand the customer's whole company, such as the decision-maker's idea, company size, structure and organization, personnel composition, sales model, circulation channels, etc. , will let the sales staff occupy an absolute advantage in the whole marketing process.
4. Address and postal code
No matter who the customer is, whether it is a large-scale corporate customer or a weak individual customer, the telemarketer should remember the address and zip code of the other party, which is very important for future contact.
5. Telephone number
The telemarketer must remember the telephone number of the customer. In addition to the mobile phone number, if possible, he should also write down the office phone number and home phone number of the other party.
6, the appropriate time to make a phone call
When you make a phone call, you should follow the customer's schedule. For example, during the shopping season around the Spring Festival, supermarket owners are as busy as a bee; During lunch and dinner, restaurant operators will be as busy as a bee. It is undoubtedly inappropriate to make a sales call at this time.
7. Email
Mass mailing allows many customers to receive emails in a short time. The theme of "After reading this email, you can find effective ways to improve work efficiency, which can be used in your work to help you become the best person", which can immediately lock the attention of users and make customers interested in products or services. However, when sending e-mail, each letter to each customer often needs to be copied to another customer. If you use the cc function, the copied email will be accompanied by the addresses and names of other recipients, which will make customers find that the salesperson sends messages to many people at once and make customers feel disrespected by you. In order to avoid this situation, the salesperson had better use the "blind delivery" function, which can hide the addresses of other recipients.
8. Website (the host station of the World Wide Web)
Now most corporate customers have their own websites. Browsing the web page can help the sales staff to know more about the customer's business content, company positioning and other customer information, and find the customer's needs.
9 Scope and type of customer business
Customers want to buy products or services because they can solve their problems and meet their needs. Therefore, to sell products or services to customers, we must fully understand the business scope and types of customers, so as to meet their needs. For example, advertising, sales staff should clearly register the customer's layout position, how to typeset, what strategy, what price, the time of the last edition, and the business characteristics emphasized by customers, knowing that telemarketing is actually to solve problems for customers.
10, customer preference
The preference of decision makers is one of the decisive motives for customers to buy. Therefore, telemarketers can fully mobilize their purchasing enthusiasm only if they fully understand the preferences of decision makers.
1 1. Special speaking speed and intonation of customers.
Every customer has his own different speed and intonation. The key of telemarketing for salespeople is to communicate effectively with customers with correct speech speed and synchronous tone with customers.