20 points for attention when a salesman visits a client company:

? 1. Make an appointment with the customer in advance?

? Before visiting customers, be sure to make an appointment with customers in advance; If you don't make an appointment with the customer to visit the customer directly, it is a kind of disrespectful and reckless behavior to the customer, which will make the customer have a strong distrust of the visitor and lead to the interruption of business cooperation. ?

? The time to visit customers is also very particular. Generally speaking, 9 am to 9: 30 am and 2 pm to 3 pm are very suitable for visiting customers. Visiting customers at this time, on the one hand, customers are at work, and both sides are full of energy and in a very good state of mind; On the other hand, both sides have enough time for in-depth communication and exchange. If it involves developing agriculture, the two sides can make an appointment to have lunch or dinner together and continue in-depth communication. ?

? When visiting customers in other time periods, you need to see who you are visiting and how long you expect to visit before you can make corresponding arrangements. For example, if we visit a very important customer who likes to take advantage of small things, then we should "comply" with the customer's needs and propose to visit him from 10: 30 in the morning to 1 1: 00 in the afternoon, or from 3: 30 to 4: 30 in the afternoon, and then talk for more than an hour directly. In principle, we don't agree to visit customers just after work in the morning or afternoon, because customers are often very busy when dealing with chores and arranging work at this time, and their focus and attention are not on this business cooperation. ?

2. Know the relevant information of customers in advance?

? Customers' name, gender, position, approximate age, right to speak, professional knowledge proficiency, address/driving route, landline/mobile phone, hobbies and other related information, visitors must know in advance. ?

? If the early communication is in place, visitors can also get some information such as the nationality, native place, education and experience of customers. ? This information helps visitors to communicate with customers properly when they visit them formally, thus promoting the achievement of business cooperation. ?

? The most common mistake made by newcomers is that they are "dizzy with blood" when visiting customers, and they "don't know anything about customers". If they think they have passion and feelings, they can win the trust and respect of customers and reach a willingness to cooperate; In fact, this is an eternal "fantasy". ?

? 3. Prepare the visiting materials in advance?

? Visitors must prepare relevant visiting materials in advance. Including: company publicity materials, personal business cards, notebook computers (used to demonstrate PPT and software operation, which need to be equipped with wireless network cards), notebooks (issued by the company in a unified way, soft leather notebooks, atmospheric specifications, used to record customers' problems and suggestions), etc. ?

? If necessary, you need to bring the company's contract text, product quotation, etc. It includes the product type, unit price, total price, preferential price, payment method, cooperation details, service agreement, special requirements and so on provided by the company. ?

? If conditions permit, tourists can also take some small gifts with them and give them to customers. Of course, the value of small gifts should not be too high, otherwise customers will mistakenly think that they are taking bribes and dare not accept them. What we want to express is "courtesy is light and affection is heavy". China people talk about feelings, believe this!

4. Take precautions and prepare the wording to crack down on competing products in advance?

? Know yourself and know yourself, and you will win every battle. Before visiting customers, it is very important for visitors to prepare the wording of attacking competing products, especially major competitors, in advance, and not to "cram for the Buddha's feet". ?

Excellent visitors do a lot of preparatory work before the official visit, and it is easier to know who their main competitors are. Customers usually shop around before making a final decision. Visitors must prepare the wording of these major competitors in advance. Mainly includes: What's the difference between us and our main competitors? What are our strengths? What are the advantages and disadvantages of competitors? What is our comparative advantage compared with our competitors? Preparing these words in advance is very helpful for visitors to "conquer" customers' hearts directly during their visit. ?

Of course, if the visitor doesn't know who the main competitor is before the visit, then we can "pretend" to be our main competitor for the mainstream brands in the market, and then refer to the above and list our comparative advantages, disadvantages and shortcomings of competitors. This can basically ensure that we will not be in a "passive" situation when visiting customers. ?

5. Determine the number of visitors in advance?

? For different customers, the number of visitors is different at different time periods and according to different needs of customers. If it is a general visit, or a visit that does not require too much technical content (such as a visit that does not require high professional knowledge, but only simple marketing communication), the number of visitors can be one. ?

If it is a very formal and important visit, especially one with high technical requirements, the number of visitors should be at least 2-3. A more scientific three-person visit to the team follows the following principles of division of labor: 1 person is responsible for public relations, communicating feelings, and marketing personnel are the leading factor; 1 person is responsible for technical or professional talks, mainly for those high-tech topics, answering and replying to customers; 1 person is responsible for coordination, or the role of assistant, dealing with the coordination and communication between customers and the company. Many foreign companies and well-known domestic enterprises often appear in the form of teams when they formally visit customers. "There is specialization in the industry", and it shows the strength of the company, showing respect and attention to customers. Now, this visiting mode is becoming more and more popular in the industry. ?

6. Arrive at the place of visit in advance?

Be sure to arrive at the place of visit in advance. Visiting late salespeople is very unpopular with customers and it is difficult to succeed. ? Visitors should first calculate the approximate time to arrive at the customer's location and reserve some maneuvering time. I'd rather arrive early, endure the torment of waiting, and never let customers feel that they don't get enough respect.

Generally speaking, visitors should arrive at the visiting place 10-60 minutes in advance. If the visitor arrives at the place of visit very early, then the visitor can familiarize himself with the surrounding environment, relieve his nervousness, tidy up his image and review the wording of the visit. Visitors should call the customer about 15 minutes before the appointed time, indicating that they have arrived at the visiting place and are waiting for the customer's meeting. Some tourists arrive at the place of visit thirty or forty minutes in advance, and call their customers as soon as they arrive. This is very impolite, and it shows that visitors have no good qualities, which first makes customers feel uncomfortable.

7. Abide by the rules and regulations of the client company?

? Many companies require visitors to register. Even if you have established a good cooperative relationship with customers, you should fill in the registration carefully, which is a basic professional ethics. ?

? The receptionists in many companies are not the ones we want to visit. For these receptionists, we also need to respect them, keep a positive and sincere attitude towards them and repay them with a grateful smile. Don't disturb the receptionist's work, let alone talk endlessly, and play jokes on the receptionist at will, which makes them look poor in quality. Once, an employee of the company went to a large catering group to do catering software training. The training is very attentive and the customers are very satisfied. However, in his spare time, our employee actually gets along well with the waitress of the catering group and flirts with each other during working hours. As a result, the client's boss hit him red-handed and left a bad impression. The company spent a lot of manpower and material resources to "put out the fire". ? In the waiting process, if the receptionist has free time and interest, visitors can briefly introduce their own company, solemnly hand in their business cards and company information, and at the same time get to know the customer company from the side. ?

? 8. Did the customer break the appointment for some reason and say goodbye politely?

? When visiting customers, we often meet customers who have stood up because of busy business or temporary changes. At this time, visitors can understand the reason through the receptionist or communicate with customers by telephone. ?

? If the customer really can't leave, then the visitor should reschedule with the customer, and don't keep the customer waiting for too long. On the one hand, customers really can't keep the appointment because of their busy business, and visitors can't be sure when customers will be free to meet them. On the other hand, if the visitor waits for a long time, the customer will feel guilty and uncomfortable, and always feel a little sorry for the visitor, which will often breed another extreme idea: "This person (visitor) is too rude. I said I had something to do, and they didn't know it was a concession. Do you really think I am easy to provoke? " Customers will become angry from embarrassment, and the waiting of visitors will become "thankless". Even customers will think that visitors' products and technology have serious problems, otherwise, how can they wait for a long time?

? When meeting a customer who has stood up for some reason, the visitor should set a waiting time limit in mind (generally about 20 minutes). After this limit, visitors will leave decisively and politely, but they cannot show impatience. When he leaves, he should say goodbye politely (by phone or through the receptionist) and book the time for his next visit. ?

? 9. Pay attention to the image when visiting?

? During the visit, people's first impression is very important. ?

? If the visitor gives the customer the impression of being steady, down-to-earth and progressive, then the visitor's visit is half the battle, at least winning the minimum respect and trust of the customer, which is the only way for in-depth communication in the later period. ?

? On the other hand, if the visitor gives the customer a very bad first impression, such as crossing his legs, throwing cigarette ash, scratching his ears, leaning against a chair, swearing, lying, etc., the customer will have a strong sense of distrust and boredom, and even distrust of the company where the visitor works. ?

? "Doing business is being a man", so visitors must pay attention to their good image during the visit!

? 10, confident?

? When visiting customers, visitors must have great confidence in their company, products and themselves. ? Doing marketing is being a man. Customers will recognize you first, then your company and your products, so it is the basic condition for customers to trust you. How to make customers trust you? First of all, you are confident. You can express your confidence in yourself and the company through your words and deeds. Your passion, fighting spirit and self-confidence will infect and drive customers, so that customers will have a * * * shock and trust in you. ?

? With trust, then the next business cooperation negotiations can really enter the state. ?

? Of course, tourists should not be blind and confident; If there is no reason to be confident, it is a sign of conceit, arrogance and blind obedience, not real "confidence"; To have real self-confidence, visitors must have a clear understanding and correct evaluation of themselves, a deep understanding of their own company and enough pride, and a full understanding and strong confidence in their products, which together constitute a kind of "self-confidence" that visitors show to customers. ?

? A visitor without self-confidence cannot win the respect and trust of customers; Of course, let alone cooperation! ?

? 1 1. Find the topic that customers are interested in first?

? When visiting customers, don't rush to introduce products, performance, functions, prices, services, etc. As soon as customers meet, just like when eating, everyone should drink some soup first, and then eat with the main course and wine. ?

? Every customer is tired of visitors who introduce their products in a hurry. The more eager visitors are to recommend products, the more bored customers are. ?

? When visiting customers, visitors should first "warm up" with customers, quickly understand the interests of customers through simple introduction and communication, and then focus on topics of interest to customers, thus establishing a good communication atmosphere with customers. People will always be attracted by people who have the same interests and hobbies as themselves, which can achieve twice the result with half the effort. ? Common means of visiting include: first introduce yourself in the simplest words, exchange a few pleasantries with customers, and then make customers feel comfortable by praising each other for being young and promising, or especially young and capable; Then take this opportunity to ask the other person's native place and experience, and gradually extend it to understand the customer's education, hobbies, nationality, family and so on. , and then find the same topic. ?

? Of course, when visiting customers, don't spend too long to find the same topic, because after all, everyone knows that business cooperation and negotiation are the most important! Generally speaking, it takes no more than 3 minutes to discover the customer's interests or topics of interest; Communication around topics of common interest should not exceed 10 minutes. Next, it is the formal cooperation and communication between the two sides. ?

? 12, ask a few more why, and understand the real needs of customers?

? The real needs of customers are the premise of successful business cooperation. The problem is that most customers will not fully expose their true thoughts. When visiting customers, visitors must listen more and ask more questions in order to find out their real needs. This is very important. ?

? Asking more questions will help visitors find the real needs of customers faster, rather than being subject to some superficial statements from customers. Nowadays, many enterprises advocate the "five whys", that is, customers ask "five whys" continuously when they make a request. This method is also feasible in reality. Simply put, it is to find the real needs of customers through the way of "getting to the bottom"! ?

? Often the real needs of customers are much simpler and easier to realize than we think; However, our mistake is that there is something wrong with our working methods, and we have not really found the real needs of our customers, thus spending a lot of money! ?

? 13, correctly guide customer needs?

What you bought is not as good as what you sold. Many times, customers are ignorant or have little knowledge. Therefore, visitors' requirements for customers must be treated differently, and they can't just be at the mercy of customers, and the gods can't meet the needs of customers. ? This truth, customers are actually very clear; The reason why the customer makes so many unreasonable demands is that he doesn't know what to do. He is worried about being cheated by the "seller" (here is our visitor and the company where the visitor is located), so he deliberately finds faults more, and then hopes to get more real, comprehensive and useful information by "making things difficult" for the visitor. ?

Visitors must understand this and correctly guide customers' needs in order to truly meet customers' needs and optimize their own interests.

? 14. Talk to the real purchasing decision maker?

? When visiting customers, the most taboo is that the object of visit is not the purchasing decision maker, or even the "customer" who has internal contradictions with the purchasing decision maker. When visiting customers, you must talk to the real purchasing decision maker, that is, how big the "customer's right to speak" is. ? Many times, visitors can know whether the interviewee has real decision-making power through communication and exchange before visiting. This situation is of course very good for tourists. ?

But sometimes when visiting customers, customers will arrange several people to talk to us, and we didn't know who the purchasing decision maker was in the early stage. This requires our visitors to rely on their own experience and intuition, coupled with the flexibility of the scene, quickly find the purchasing decision-maker, and then prescribe the right medicine to finalize business cooperation. Here, I won't list the ways and means to quickly find out the real decision maker. ?

In short, one thing is clear: purchasing decision makers are generally 1-2 people. By grasping the internal needs of this 1-2 purchasing decision-maker, business cooperation is basically determined. Visitors must not treat every visitor as a purchasing decision maker, which will inevitably increase a lot of public relations expenses, waste a lot of time and cost, and make customers look down on themselves. ?

Learn to listen?

Everyone likes to express, and has the desire to express and the "need" to expect others to recognize and praise him. When we visit our customers, we must learn to listen and really listen. ?

? Many new salespeople are used to using a lot of self-narration to relieve their inner tension and anxiety, and even take the silence of customers as a default and appreciation. In fact, at this time, customers have been very disgusted, but out of a reserve, they did not directly "hit" the "fragile heart" of visitors. ?

What's more, "if you talk too much, you will lose", and the new salesperson "turns a blind eye and turns a deaf ear" to the customer during the visit. Instead of getting useful information and real needs from customers, they tell customers all their cards. How can such "cooperation" succeed?

In addition, there is another group that urgently needs to strengthen the ability of "learning to listen", and that is our technical or professional personnel. As mentioned above, in some official visits, our visitors also include 1-2 technicians or professionals. When answering customers' questions, such people often "stop" and give customers "scientific and technological knowledge popularization" for two or three hours, which makes customers sleepy and other visitors can only be in a daze. The whole interview ended in vain, and the parties were still tainted. ?

This situation is quite common, so in order to improve the efficiency of the visit, enterprises must emphasize that all visitors should learn to listen before visiting, otherwise there will be no good results. ?

Relatively speaking, during the visit, the customer said two sentences and the visitor said 1 sentence, which is a good atmosphere.

16, go with sincerity and speak with sincerity?

When visiting customers, you must go with sincerity and relax your mind a little. You must not be eager for quick success and instant benefit, not to mention selfish thoughts at the expense of others. Otherwise, even if the business is concluded, it will be difficult to continue next time and it will leave a bad reputation. ? When visiting customers, be sincere and don't be full of lies. Of course, you definitely need to observe what you say, do what you like, praise and praise your customers appropriately, and don't let your customers think you are "empty" or "fake". Everyone wants to be respected, recognized, praised and praised by others, but visitors' praise and praise to customers must conform to the "actual situation of customers" and have a basis. Don't flatter yourself or talk nonsense. Otherwise, once the customer thinks that your speech is insincere, the praise and praise of the visitor will become a kind of "satire" to the customer, and everything the visitor has done will be in vain! ?

Every customer likes to deal with "real people", so visitors must play the role of "real people"

? 17. Be cautious in quotation?

? Marketing, in fact, has always been around products and prices. Price is very important to every marketer. When visiting customers, visitors must pay enough attention and caution to the quotation. ? The best time to quote must meet two preconditions:?

? (1) customers have a full understanding of the products and services of the enterprise; ?

? (2) The enterprise (marketer) has fully communicated with the customer, and understood the real needs and psychological price of the customer. ?

? When the customer knows nothing about the products of the enterprise, the visitor must never ask for a quotation. He must guide customers, so that customers can be familiar with and understand the products, technologies and services of the enterprise first, and then fully communicate before formally talking about the price. ?

? As long as tourists do the above two points, the quotation will become very reasonable and quite competitive. ?

? 18, do a good job?

? Except for a few industries such as insurance and direct selling, in other industries, generally speaking, customers will not sign cooperation agreements with visitors immediately when they visit, because most customers need to go back to study and make collective decisions, and all enterprises need to go through a process and take time. ?

? However, once visitors find that customers have the intention to buy or cooperate, it is very important to ask customers to have a very clear or relatively clear willingness to cooperate. If visitors can get this clear willingness to cooperate from customers, it shows that this visit has achieved very good results and achieved the goal requirements before the visit. The next thing is that the two sides will continue to keep in touch and discuss the details of cooperation. ?

? Everyone has self-esteem and pays attention to a "reputation" and a "psychological balance". Once most customers have verbally made clear their willingness to cooperate, the next cooperation will come naturally, unless there are unexpected factors. This is the purpose of our visitors' visit!

? 19, details of farewell?

? It is unrealistic to realize customer cooperation on the first visit, which requires visitors to visit customers many times. When saying goodbye, make an appointment with the customer for the next visit; If the customer's time is difficult to determine, then be sure to hint to visit again next time, such as "we will visit you again next time to discuss the details"; At the same time, customers can also be invited to visit their own enterprises to express their confidence and sincerity. ?

When saying goodbye, talk and behave as respectfully as visiting; Even if the visit is not very successful, say "thank you"; Thanks again before, gently close the door; If there are disposable paper cups on the table, learn to get up and take them away. ? The details of farewell may make customers have a better impression on us, thus promoting business cooperation. ?

20. "Kung Fu is outside class"?

The vast majority of business cooperation, especially business cooperation with a relatively large amount, is not in the office, nor when visiting, but after class! ?

The so-called "extracurricular" is simply an occasion outside the company where both parties cooperate in business. For example, after work, visitors call customers at home to communicate, or invite customers to bars, cafes and teahouses to "communicate alone". This means different things. ?

Visiting is more a courtesy, a process of mutual understanding and contact; You can't really sign a business contract in an office or a meeting place! ?