See how compressor sales staff develop new customers

See how compressor sales staff develop new customers

At present, with the acceleration of economic development and industrialization, compressors are more and more widely used in production practices. At the same time, it is precisely because of the rapid progress of the machinery industry that related companies are trying their best to achieve their own breakthroughs, starting from technological development. , Scientific and technological innovation, enterprise transformation, etc., spare no effort to make efforts to gain a place in the fierce market competition. However, good products need to be sold even more. Therefore, how companies can display their own advantages and the uniqueness of products and be accepted and favored by the market and users has undoubtedly become the most concern of current companies. The problem.

　　 In the process of an enterprise's efforts to win the market, a key question has surfaced, that is, what are the professional qualities and sales judgments and skills that the company's first-line salesperson needs to "equip"?

So, this article starts from the experience summary of sales personnel in the compressor industry on how to develop new customers in the actual sales process and further seeks to improve development skills. Aiming at the actual experience of practitioners in the industry in their actual work, initiates the industry’s Solicit opinions, let's take a look at some of the experiences you shared in the sales process!

　　 As a salesperson in the compressor industry, Mr. Chen Jiang believes that successful sales are directly related to customer quality. Therefore, the most critical step in sales is to find exactly who needs your product or service. However, not every company can clearly tell its sales staff how to develop customers and find people who need their own products and services.

　　Here are some of his experience and skills summarized in the process of sales, especially in the process of developing customers, I hope it will be helpful to everyone:

　　 One, one hour a day. Sales, like any other thing, requires discipline. Sales can always be postponed, and you are always waiting for a more favorable day. In fact, the timing of sales will never be the right time for z*.

　　 2. Call as many times as possible. Before looking for customers, never forget to take the time to accurately define your target market. In this way, the person you communicate with on the phone will be the most likely person in the market to become your customer. If you only call the people who are most likely to become customers, then you reach the prospective customers who are most likely to buy your products or services in bulk. Make as many calls as possible during this hour. Since every call is of high quality, more calls are better than fewer calls.

　　 Three. Keep your phone short. The goal of calling a sales visit is to get an appointment. You can’t sell a complex product or service on the phone, and you certainly don’t want to bargain over the phone. Sales by phone should last about 3 minutes, and they should focus on introducing yourself, your products, and roughly understand the needs of the other party, so that you can give a good reason for the other party to spend precious time talking with you. The most important thing is not to forget to make an appointment to meet with each other.

　　 Fourth, prepare a list before calling. If you do not prepare the list in advance, most of your sales time will have to be spent on finding the name you need. You will always be busy, always feeling like you are working hard, but not making a few calls. Therefore, always have a list of people on hand that can be used for one month.

　　 Five, focus on work. Do not answer the phone or receive guests during sales hours. Make full use of the marketing experience curve. Just like any repetitive work, the more times the work is repeated in adjacent time segments, the better. You know, your second call will be better than the first, the third will be better than the second, and so on. In sports, we call it "getting into the best state". You will find that your sales skills will actually continue to improve as sales time increases.

　　6. ​​If the traditional sales hours are not effective, you must avoid peak telephone hours for sales. Generally speaking, people make sales calls between 9 am and 5 pm. Therefore, you can also free up one hour every day for new customer development.

　　 Seven, change the calling time. We all have a habitual behavior, and so do your customers. It is very likely that you will have to attend the meeting at 10 o'clock every Monday. If you can't connect to them at this time, you will learn a lesson from it and call him at other times of the day or on other days. You will get unexpected results.

　　 8. The customer's information must be in order. Using a computerized system, the customer management system you choose should be able to well record the customers that your company needs to follow up, whether it will be followed up after three years or tomorrow.

　　 Nine. Foresee the result before starting. This advice is very effective in finding customers and business development. Your goal is to get the opportunity to meet, so your wording on the phone should be designed around this goal.

　　 Ten, don't stop. Perseverance is one of the important factors for sales success. Most sales are made after the 5th telephone conversation. However, most salespeople stopped after the first call.

　　 Netizen dyc2005 believes that in the process of developing customers, it is generally more effective to call. Of course, do not rush to find a customer, even if you first find a person responsible for the factory, it is a victory. However, on the phone, your way is often blocked by the front desk. To deal with these "filters", he usually uses the following methods:

　　 One, language and tone:

　　 1. From the very beginning, declare your home, such as: "I'm from XX company, I hope you can help me transfer equipment, factory affairs, etc.", in a sincere tone.

　　2. Ask directly, such as "please transfer XXXXX for me". If you encounter resistance in contact, you can say in disguise, "We are technical exchanges, not to promote products. If your company's equipment fails, we can solve it for your company" and so on. Because the front desk often receives a lot of calls for advertising and promotion, as soon as I hear it, I think it is a sales promotion, so I find some topics that they are not sure about, whether it can bring benefits to the company and solve problems, and they will usually help them Connected.

　　3. To cheat contact persons in good faith, such as the common surnames of Zhongwang and Li, and then ask "please transfer me to Wang and Mr. Li of the equipment department". If there is no such person, the front desk will have questions and tell you that they do not have this person but only "XX". At this time, a contact person cheated. As for the future development, it is a question of their own level.

　　 2. Contact time period:

　　 1. Generally Monday is not suitable, mostly busy.

　　 2. Friday afternoon is not suitable, my heart is lost, thinking about the weekend.

　　 3. The effect of contact in the afternoon during the rest of the time is better than that in the morning.

　　 In addition, he suggested that newcomers may wish to sell small products such as post-processing. One is to understand the market conditions and enhance their basic business skills through on-site surveys at customers and technical personnel to solve problems together. When you have reached a level in all aspects, you will find that you have more language to communicate with customers, and you can use examples to increase the persuasiveness of your products.

　　 Compressor sales is actually a well-balanced job, and the building of self-confidence in this process is very important. There is no order for a day, maybe nothing, but for a long time, for a person who wants to make progress, his self-confidence will be swallowed a little bit in the face of various pressures, and his ability to regulate becomes particularly important. Don't care about all this, as long as you work hard, there will be rewards. Some potential customers will patronize hardworking and hardworking people.