Ask customer etiquette during business visits

It is very important for a salesman to ask the customer cleverly when he visits a stranger in business. It will allow you to quickly understand the actual needs of a stranger in a matter of minutes, their past experience in distributing related products, and their current experience. Looking for new brands or products that look like, these important information will help a salesperson to develop, amend his negotiating tactics, and increase the success rate of visiting strangers.

How can a clerk visit a strange customer, especially when he visits, how can he inquire about the other side to understand the other side?! The clerk can really improve his business level and ability only if he has mastered this knowledge and he is skilled in practical work. Here's to give you a brief introduction, salesman visit in business, especially to visit strangers how to ask each other's etiquette and skills.

First, what information needs to understand each other?

First of all, the clerk must clearly understand what information the other party needs when he visits a strange customer?! This will provide direction for how to design the inquiry method. According to our many years of marketing practice, when you face a strange customer, there is no need to worry about it. Learn what is summarized in the table.

1, need to understand the information categorized

1) The personal situation of the respondent

Appropriate understanding of each other's personal circumstances, help you choose the right way to establish relationships with the other party. If the other is the business manager or the company owner, you and his negotiating methods and priorities are naturally different.

2) Survey of respondents' companies

Understand some basic conditions of the client company (such as establishment time, history, shareholders, business philosophy, network, management brand and distribution performance, etc.), help you assess whether the client's resources are suitable for your company's agency requirements, and whether the parties have long-term The possibility of strategic cooperation.

3) What brand is represented?

If customers have similar products in the past, understanding their past agent experience will help understand what customers want when they pick up new products. They don't want anything.

4) Motivation and ideas for new products

Asking the other party about the motivations and ideas for picking up new products will help you further evaluate the possibility of cooperation between the two parties and develop a very targeted negotiation strategy.

2, good at grasping the initiative and questioning opportunities:

The clerk understands the above content at the same time, but also understands the timing of the initiative and questioning. I have noticed that some clerk is often opposed to the customer when they are receiving calls from strangers or visiting strangers. All the conditions of his company, including the conditions of cooperation, etc., are clearly understood. The salesman does not know what the company's main business is, and the actual ideas and actual needs of the cooperation.

Therefore, in order to avoid this from happening, the clerk should be good at grasping the initiative to ask questions. Before fully grasping the other party's information, if the other party wants to understand the details of the cooperation, the clerk should avoid talking about the details and can be “bold”. Perfunctory sentence, and then in the answer when the front one continues to ask the other side.

Because only when the other party doesn't know you, the information you know about him is more realistic. Once the other person first grasps your situation, when you ask him questions, his answer often has a certain degree of selectivity and deception. Sex. Therefore, salespersons must not only understand relevant information of strange customers, but also pay attention to the timing of information acquisition. Otherwise, they are easily misled by false information and lose their practical value.