Zhang Chao: Don't Want Everyone To Be Your Client.

Many of the salesmen who have just joined the work are under pressure and are eager to gain a foothold. Everyone who seems to meet will become their own customers. Everyone may buy their own products or services, because the training teacher also says so, all customers will be persuaded!

Perhaps in your opinion, all customers are very likely to accept your product or service, and your own ambition is also great. Let's not let go of anyone who can develop into our customers! market The early sunrise results are also necessary. But if you want to improve the quality of your performance, not just the number of customers, and do not want to run so hard, but you get very little, then you have to use your head and think of some strategies.

In some training courses for salesmen, the training teacher may encourage us to say: as long as confidence is 100%, we can convince all our customers. When reading some inspirational books, the author will teach you that all customers will be persuaded. This assertion is a great encouragement to salesmen. It seems that the world is at our feet and our customers are in our hands. In this world, only our salesmen are the real overlord. This incentive may be beneficial to the change of a salesperson's mental outlook, but when we carry out our daily business work, we will realize that the actual situation is not mentioned in training, but there are always customers who we can not persuade.

In the specific business practice, if you have a statistical analysis of the customers, you will find that the 1/3 customers of your customers are the customers you must persuade and will persuade, while the other 1/3 customers are only potential customers who only have the intention to purchase, and there are 1 /3 customers who you will never be able to convince.

There is a skill and order to persuade customers.

When we get a large number of Customer list After that, it is necessary to verify all the customer information first, which is one of the compulsory courses for many companies to train new business people.

Some of these customers are people who really have the intention of trading. They really hope to achieve the success of the transaction through your bridge. While some other customers may not have the intention of trading at the moment, but they hope to become business partners with you, and will be able to find you and get your help when they need to trade, so as to achieve the intention of trading. The rest of the customers are worthless. They are dead information. They may have concluded the transaction, and there will be no possibility of transaction later. Some have changed the phone and address. If the other side is a company, even its nature has changed, and it is not in line with the industry you are currently engaged in; some simply dial the past is empty, the company is also empty, it is able to dial, may also have been a household, rather than a company.

The proportion of these three types of customers is about 1/3.

The screening of customers is a job that salesmen must do. For unqualified customers, we must know how to give up. This is not our ability to do business, nor is it too difficult for clients to cope with. It is the objective reason that we cannot predict and resist. Knowing this, you won't be confused.

A place business The backbone talked about a failure when he first joined the bank.

In my first year of marketing, my search for customers was a heavy blow. Once, in a client, I made more than 4 visits. However, when I finally decided the offer, the customer simply felt it was impossible to accept it. In the end, I failed to convince him. On the contrary, on the contrary, it was a foreign-funded enterprise. They signed the contract directly to the product that I only offered 5% price discounts, but I only visited once. Maybe this is just a kind of luck, but I prefer to believe that there are some inevitable factors in it.

My failure is due to finding inappropriate customers, wasting time and energy invested in this customer, lacking a standard assessment of qualified customers, making it possible to identify potential customers and cause inaccurate positioning.

I believe that many people will have similar experience. This situation is much more. We will easily come to the conclusion that if we choose our customers, we will be very economical. In fact, customer list, contact information, home address and so on are simple customer information. What we are looking for is not just these, but more importantly, to define your customers' scope.

This shows how important it is to search and investigate customers.

Analyzing and collation of customer information and identifying your customers' scope is the first step in successful persuasion. To a large extent, this determines our future goals and direction.

Remember, the greater the deviation between your direction and your goals, the less success you get. This is just like a "enclosure movement". If you delineate a barren land, you will never get a bumper harvest.

About direction choice:

1. choose the right industry. You need to be clear about which industry has the biggest demand for products, or what products and services are designed for them. These industries have large demand and product acceptance and purchasing power.

2. what is the positioning of the product? Is it a low end, a middle end or a high-end market? What kind of nature and size of enterprises have such demand capability?

3. who is the best customer who can give full play to the value of our products and services, that is, who is the best customer?

Answering these questions will help the salesmen to clearly define their offensive direction.

The author introduces:

Zhang Chao, an expert lecturer. He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on. He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat. Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on. ]