Your sale outstanding achievement, decide your duty field value. Find right method, you also need not be troubled for outstanding achievement again, the sale needs a technology, it is good to want a technology only, no matter environment or object are different, can make you agile apply same set (4 dimension clinch a deal law) technology, create admirable business performance!
-- [expert of big client sale] Meng Zhaochun
Meng Zhaochun of expert of big client sale: The keyword that tells today is " invalid action " . Compared with the skill that visit, the clerk needs to learn the skill of the demand of listen respectfully client more, use as far as possible visit a frequency the least to achieve the goal that clinch a deal.
In business category, the most important is " see a thing from the client's viewpoint " . Stop the sale style that itself adjusts on the client's footing, with build objective evaluation to reach grow for a long time have absolutely concern. Each reader whether often because market a phone, or it is abrupt to the bagman that visit, and feel to be able to 't bear its faze? On the contrary, do yourself or following have why had not taken same action?
A lot of be thought " business actual strength is very strong " company, namely big client, follow the end that big client contacts for the first time, " just meet " just.
"The time that gives us 5 minutes is OK. "The time that gives us 5 minutes is OK..
"We will hit an accost to go. "We will hit an accost to go..
"Just hope to exchange a calling card... "
Say of course, meet visit this thing itself to be not provided actually any value. One pile is without collect the client calling card of the hope, the possibility that clinchs a deal finally also practically negligible. Visit the person that clinch a deal impossibly, spends time, energy, funds, can saying is " invalid waste " . Go out to visit a client, want a flower to say less a long time, many time of a day. Calculate the person that forcing those clinch a deal impossibly to meet with oneself, also be make a futile effort only just.
Of course, be enlightened crosses beforehand analysis, single out 100 percent prospective client is impossible thing. The ability when partial information wants to meet really sees clue, but must realize constantly in our head " visit a likelihood to be without the effect " this thing, analyse the sale method in the past afresh.
Outstanding clerk to use limited time effectively, won't imprudent ground makes an appointment with a person to meet. On the contrary, they still can reduce these to the utmost " invalid " visit, get greatly " see which client is in when should meet " insight and skill. Here at the same time, they can use phone, QQ, email, small letter effectively to wait a moment, with a lot of visit the means beyond to master a client really.
E.g. , the client says to them " but since talk face to face " when, they can reply:
"What what needs to help to have excuse me? "What what needs to help to have excuse me??
"Do you begin your means already formally should research use our product? "Do you begin your means already formally should research use our product??
"About the contract, what kind of problem do you have? What kind of problem do you have??
They had learned to use these query skill through effective ground, will judge " whether be necessary to run " .
Hear " but since talk face to face " , reply immediately " good! I go immediately now " clerk, can waste time in " invalid " visit above, lose the potential client that is necessary to talk face to face truly possibly instead finally. Such difference, can show clearly of course in " outstanding achievement " on the result.
We must realise " cannot bring clinch a deal finally of the result visit, it is disabling action " , and abolish " prep before is in a company just is serious work " business culture. Smooth before the time that wastes is used on more hopeful client body, can let outstanding achievement saltant sex rises.
Big client sells an expert to tell all clerks: Compared with perseverance, efficiency is more important. Want a lock to decide the most prospective client.
Want to eliminate " visit the operation invalidly " , undertake more effectively selling, I suggest each clerk attention is the following at 3 o'clock:
1, visitting itself is not a purpose, clinching a deal just is a purpose. Should learn judgement to clinch a deal hard the ability of possibility discretion.
2, " meet certain and useful " the idea is a mistake. Even if met, the client also won't buy the thing that does not need, leave bad impression possibly instead. To eliminate invalid operation, the client that wants a lock to will surely bring outstanding achievement undertakes visitting.
3, the time that visit won't become direct ratio with sale outstanding achievement. Do not use visit assess a clerk frequently quickly.
