What information do you need to know about customers in sales?

What information do you need to know about customers in sales? We all know that if we want to do a good job, we must put ourselves into it, strive to improve our ability and communication, and be eloquent and know everything. Let's take a look at what information sales need to know about customers, hoping to help you. What information should sales know about customers? 1

Category 1: customer information

1. Information about the boss and actual person in charge of the customer company, including name, telephone number, WeChat, email address, home address, hobbies, birthdays of him and his family, and other important information.

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 him and his family.

3. Information about the internal business division, basic business processes and main products of the client company.

4. Customer's technological process, quality and management requirements, etc.

5. Customer's payment cycle, procurement cycle, quantity purchased, etc.

6. Customer's inventory situation

7. Customer's demand information on cost, quality and service

8. What new product plans and ideas do customers have

9. Customer's strategy.

2. The series and quantity of products mainly supplied, and preferably the price information.

3. Product strategy, sales strategy and sales channels of competing products

4. Quality problems of supplied products

5. Advantages and disadvantages of products

6. Strategic adjustment and dynamics of competitors

7. How do competitors deal with problems of customers?

the third category: information about your own products

1. How many products have you supplied, and what is the share of your customers' total purchases?

2. What are the advantages of your products and the problems that have occurred in your customers? How to deal with it? How is the customer satisfaction?

3. The procurement cycle of our own products, etc.

4. What are the customers' needs or improvement expectations for their own products

5. What can we continue to do for our customers?

these three kinds 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 correct judgments and seize the shortcomings of competitors. From a practical point of view, this takes into account a lot of key information, and it is still very practical. What information should sales know about customers? 2

1. Customer's name

The telemarketers must get 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 decision-making power to buy, they must find ways to get their names, which is very important for salespeople, because they have the decision-making power to buy the products or services they sell.

2. Position

It is necessary to know the position of the operator on the phone, because only knowing the specific position of the other party can confirm his role and judge whether he is the final decision maker. If you know both the position of the operator and the contact information of the decision-maker, there will be rules to follow in the next call.

3. Company name

In addition to knowing the name of the customer company, a clear understanding of the customer's whole company, such as the decision-maker's ideas, company size, structure and organization, personnel composition, sales model, circulation channels, etc., will enable sales personnel to have an absolute advantage in the whole marketing process.

4. Address postcode

No matter who the customer is, whether it is a large-scale corporate customer or a less powerful individual customer, the telemarketers should remember the address postcode of the other party well, which is essential for future contact.

5. Telephone number

Telephone salesmen must remember all the telephone numbers of customers. Besides the mobile phone number, they should also write down the other party's office phone number and home phone number if possible.

6. Appropriate time for the call

When making a phone call, it should be based on the customer's schedule. For example, during the shopping season around the Spring Festival, supermarket owners are as busy as a bee; At lunch and dinner time, restaurant operators will be too busy. At this time, it is undoubtedly inappropriate to make sales calls.

7. E-MAIL

Mass e-mail can make many customers receive emails in a short time. The theme of "After reading this E-MAIL, you can find an effective way to improve your work efficiency, which can be used in your work to help you become the best person" can immediately lock the attention of users and make customers interested in products or services. However, when sending e-mail, every 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 information to many people at once, which will make customers feel that they are not respected by you. To avoid this situation, the salesperson had better use the "blind delivery" function, which can hide the addresses of other recipients.

8. Website

Now most corporate customers have their own websites. Browsing the web page can help the sales staff to know the customer's business content, the company's positioning and other information of the customer in detail, and find the customer's needs.

9 customer's business scope and type

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, it is necessary to fully understand the business scope and types of customers, so as to meet their needs. For example, in advertising, the sales staff should clearly register the customer's layout position, how to typeset, what strategy, what price, the time of last edition and the business characteristics emphasized by the customer, knowing that telemarketing is actually to solve problems for customers.

11. Customer's preference

The preference of decision makers is one of the decisive motives for customers to buy. Therefore, the telemarketer can only fully mobilize his enthusiasm for buying if he fully understands the preferences of the decider.

11. Special speaking speed and intonation of customers

Every customer has his own different speaking speed and intonation. The key for sales personnel to conduct telephone sales is to use the correct speaking speed and intonation synchronized with customers to communicate effectively with customers.