Clear goals and objectives.
Everything has a purpose or motive, and so does treating guests. From the point of view of sales: first, there is an immediate commercial purpose; On the other hand, it is necessary to consolidate or enhance customer sentiment. Only when the purpose of treating guests is clear, who should be invited next, how, what specifications, where, what cost to control, what effect to achieve and so on. These problems will naturally be solved.
So, in any case, first of all, we should make clear the purpose of treating guests and decide what to invite according to the purpose. Only in this way can we effectively achieve our goal of "Jianghu".
2. Determination methods and specifications
Now that it's clear, why invite it? Who shall we invite? Then, the next step is to determine the way and specifications of treating guests.
Say the way first. Many salesmen think that treating guests means eating and drinking. This understanding is one-sided. When a salesman of a company entered the Tianjin market, he tried to invite customers in this area to dinner several times, but he was always politely refused. After understanding, he knew that the client was a professor who went to Tianjin University to do business. This customer is not too "cold" about inviting people to dinner, but he likes to listen to symphonies and eat western food after business. Later, the salesman found an opportunity in this respect and invited customers to participate in the performance of the Italian Symphony Orchestra in Beijing. From the beginning of musical taste, they actually became "forgotten friends".
Another salesman ignored the good wine and bold style of men in Northeast China when inviting a customer, and even invited the customer to a coffee shop for coffee. After half a day's business talk, there was no progress. The first thing customers say when they get home is "bring the wine quickly." Today, drinking that black stuff is like drinking medicine. It's terrible! " It can be seen that if the method is wrong, no matter how hard you try.
Specifications are also very important, to meet the identity of the guests and your immediate public relations needs, because entertaining guests is also a continuation of business and a "contest" of wisdom. Xiao Zhang, a salesman of a company, is receiving a customer from Shanxi. Originally, the customer has basically determined that the current cooperation conditions are acceptable, but because the salesman invited a sumptuous dinner in the evening, the customer hesitated. There is a simple reason. You are too kind to him. Sometimes the customer doesn't "catch a cold" and thinks you must need him very much at this time. Sure enough, the customer went back and continued to ask the manufacturer for conditions, which made the salesman very nervous. Therefore, in order to promote customer cooperation, the specifications of the guests are not necessarily as rich as possible, as long as they follow the enthusiasm, atmosphere and propriety, otherwise it will be thankless. For old customers, especially key customers, this method is more important. At this time, it is not a question of inviting guests to dinner, but a question of wits and psychological tactics. Some key customers don't know that they are "big feedback" from manufacturers. Without comparative information, customers still dare not mess around, but if the salesman is too enthusiastic, it is easy for customers to find these important information, and then you get confused. The so-called story of "big companies bullying factories" will definitely repeat itself on you!
The knowledge of ranking three seats
How to arrange seats is a great knowledge for guests, especially at some large banquets such as the annual meeting of dealers. If you don't pay attention to some small details, it will be a joke, but it will hurt the original good customer relationship!
There are two arrangements, one is the popular seating method; The other is "local seating etiquette" which is popular in some areas.
The more popular method is:
* For large banquets, the number of tables depends on the distance from the main table, with the right side high and the left side low.
* deskmate, ranking depends on the distance from the host's seat. The guest of honor sits on the host's right and the guest of honor sits on the host's left. The second seat on the right of the host is the third, the fourth on the left, and so on.
* If the number is small, the salesman mainly determines the position of himself and the guest of honor first, and the others are mainly casual (they can also be sorted according to the position of the guests). The guest of honor is usually arranged in the main seat.
* If the salesman's leader dines with the customer, then the salesman should arrange the guest of honor and his leader to sit on the guest table, and other guests, such as the customer's wife or right-hand man, sit next to the customer. The salesman sits in the position of serving food himself, so he can easily turn the dish over to the host and guest when serving food.
In addition, there are some local manners in some areas. If the salesman treats guests at the customer's place, he can learn about this custom from the local people first, and then treat them. Because the "local pressure" in each place is somewhat different, it is still based on the accurate information you have. It should be noted that when arranging seats, don't be too rigid in this so-called "seating" stress, lest everyone feel too polite and become confused, so that the use of meals becomes more restrained.
The art of ordering food
It is no exaggeration to say that ordering food is an art, and salespeople engaged in sales should be familiar with this common sense. For example, some salesmen invite them to have a big meal, but the cost is not high; Some salesmen spend a lot of money, but they don't necessarily eat well! This is the skill of ordering food. Now many companies have a cost control standard for salesmen to invite them to dinner. Therefore, how to order well, eat well and spend less depends on the art of ordering food by salesmen.
After work, the salesman should spend some time to know the recipes and vegetable prices of some restaurants and compare the dining environment and service level, so as to avoid being at a loss once he wants to treat guests.
In addition, the salesman can also arrive at the restaurant 30 minutes before the appointed reception time. One is comity, and the other is to book a suitable box according to the number of people, and order a few dishes first. Because restaurants generally do well, ordering some dishes first can make the restaurant ready first, so that people don't have to wait for a long time to serve. On the other hand, they can order some special but affordable dishes. If northern customers come to the south, they can order some seafood that is rare in the north but rich in the south, as well as special dishes that are unique in the south but not in the north; For example, Sichuan customers should focus on spicy food and so on. When the customer orders the food, the salesman, out of courtesy, adds two more dishes after evaluating all the orders, which is respect and courtesy to the other party.
It should be noted that the salesperson should not order all the dishes first. Even if the food you order is in line with the customer's taste, it will give people the feeling that you value money too much and want to save money, which will inevitably greatly reduce the effect of treating guests. If the customer refuses to order, you should also try to create an atmosphere of "one or two dishes that one likes first, and then you order the rest". When the customer looks at the menu, the salesman can explain it a little or ask the waiter to explain it. When ordering your own food, you can ask the customers if they like it.
When you do better, you will close the distance between you and your customers. Maybe this time, your relationship with customers will rise from business to friends. In this case, I believe that sales will no longer be a problem.