當你第一次遇到一個潛在客戶，你能夠做的銷售行動可能只有不到一分鐘的簡短介紹。
這是一個簡短的演講，介紹你自己和你的公司，並提供一兩個好處。一個良好的簡短介紹，讓潛在客戶想瞭解更多關於您的產品。這樣，他會向你索要更多的資訊，而不是讓你要求他繼續進行。簡短介紹是一個很好的作法來，即使你不積極追求銷售，特別是在網絡事件和類似的功能來介紹自己。
這樣見面時的介紹也可以作為電話拜訪開頭短語。但是一旦你對潛在客戶感興趣，你就應該轉向提供更豐富的資訊。電話拜訪的音調比見面說話的音調高要長，但它仍然意在誘使潛在客戶而不是立即結束銷售。理想情况下，你的電話拜訪會給你足够的資訊，希望他能和你同意你的拜訪約會。
在銷售初期會傷提供太多資訊會害到你，因為潛在客戶可能决定他是否聽到了足够多的資訊，或是他根本不感興趣。
最後，一旦你有一個與同意進行銷售約會的潛在客戶，是時候全力以赴，並給出一個完整的銷售簡報。
在這一點上，你之前已經和潛在客戶談過至少一次，並且有時間問他一些相關的問題並做一些研究。你現在應該意識到潛在客戶的最重要的問題和對你產品的需求。如果你試圖在沒有資訊的情况下做一個完整的銷售報告，那你就瞎了眼，因為你不知道對潛在客戶最需要的利益是什麼。
另一個危險是在你與潛在客戶的關係發展的初期，就進行長時間的陳述，是缺乏信任的表現。當你和一個潜在客戶交談時，你總是會面臨著幾乎所有人都對銷售人員持的否定態度。有意識地或無意識地，每一個潛在客戶都認為銷售人員都是立即開始推銷，試圖達成交易。如果你在第一次談話或兩次談話中，不要急迫拖延了推銷，你就可以减少那種刻板印象。
無論在什麼場合，你和人面對面說話的間距是大致相同，但是你的做電話拜訪時的間距會根據潛在客戶而略有不同，而且你的完整的銷售簡報會根據你從潛在客戶中得到的資訊而發生很大的變化。你可以通過為每一個新的潛在客戶插上正確的語言來勾畫出一個基本輪廓，從而簡化你的演說簡報。
簡報文稿的基本結構將始終保持相同，使您更容易定制您的起點，而不必每次從頭開始。
每種類型的推銷都是銷售人員的關鍵工具。根據你銷售的產品類型和你想要的客戶群，你的音調的精確風格會有所不同。請記住，即使是完美的音調也應該定期修訂，因為用同樣的作法說同樣的話太多次，就會挺起來像似背誦，會很呆板。。定期調整，也可以幫助你發現更有效的方法來獲得和保持潛在客戶的關注。
Practice of Sales Contact
Different situations require different types of "promotion" or sales presentations. In some cases, an adequate marketing practice is inappropriate and more likely to annoy or offend a potential customer than to adopt his sales plan. As a rule of thumb, the fewer relationships you build with a given potential customer, the easier it will be to sell.
When you meet a potential customer for the first time, you may be able to do a sales action with less than a minute's brief introduction.
This is a short talk about yourself and your company and offers one or two benefits. A good short introduction will let potential customers want to know more about your products. In this way, he will ask you for more information, not for you to ask him to continue. Brief introductions are a good way to introduce yourself, even if you don't actively pursue sales, especially in network events and similar functions.
This introduction can also be used as an opening phrase for telephone calls. But once you are interested in potential customers, you should turn to providing more information. The tone of a telephone call is longer than that of an interview, but it is still intended to entice potential customers rather than end sales immediately. Ideally, your phone call will give you enough information to agree to your appointment.
Too much information can hurt you in the early stages of sales, because a potential customer may decide whether he hears enough information or is not interested at all.
Finally, once you have a potential customer who agrees to make a sales appointment, it's time to go all out and give a complete sales briefing.
At this point, you've talked to potential customers at least once before, and have time to ask them some questions and do some research. You should now be aware of the most important problems of potential customers and the need for your products. If you try to make a complete sales report without information, you're blind, because you don't know what interests potential customers most need.
Another danger is that in the early stages of your relationship with potential customers, long statements are a sign of lack of trust. When you talk to a potential customer, you always face the negative attitude of almost everyone towards the salesperson. Consciously or unconsciously, every potential customer thinks that the salesperson starts selling immediately and tries to reach a deal. If you don't rush to delay sales in your first or two conversations, you can reduce that stereotype.
On any occasion, the spacing between you and people is roughly the same, but the spacing between your phone calls varies slightly depending on the potential customer, and your complete sales briefing will vary greatly depending on the information you get from the potential customer. You can simplify your presentation by drawing a basic outline in the right language for each new potential customer.
The basic structure of the presentation will always be the same, making it easier for you to customize your starting point without having to start from scratch every time.
Each type of sales promotion is a key tool for salespeople. Depending on the type of product you sell and the customer base you want, the exact style of your tone will vary. Keep in mind that even the perfect tone should be revised regularly, because if you say the same thing too many times in the same way, it will stand up as if you were reciting, and it will be stiff. Regular adjustments can also help you find more effective ways to gain and maintain the attention of potential customers.
沒有留言:
張貼留言