Wang Zilong: How to collect customer information?

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Hello, I am Wang Zilong, welcome to read the "Sales Wisdom" series of articles, I believe that you can double your income by reading the articles and practicing, and help you become a real gold medal salesman

Without further ado, get down to business

Any professional visit or telemarketing should consist of five steps: preparation, opening remarks, inquiry, output value proposition, reach cooperation, this article, Wang Zilong mainly talks to you about business preparation, specifically we want to talk about two issues

First, what are the types of roles that a real salesperson needs to play?

Secondly, what do we need to do before visiting a customer?

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When I ask the trainees the first question, most of the trainees will silently answer: the salesman is the grandson, and some people will say that the salesman is the nanny; if we can find it through the search engine, the answer given by the Internet is: military master, strategist, technician, etc

But in Wang Zilong's view, a good salesman needs to play three different roles:

First, they are long-term partners and friends of customers, and they can also be called grasshoppers on a rope

Second, they are all the customer's business consultants, when the customer's choice is uncertain, the first person to think of is undoubtedly the sales of the other company, according to this point of view, the salesman must also have a very solid professional knowledge

Third, they are all synergists in team combat

As we all know, zilong has done amorphous nanocrystalline core business for a long time, facing most of the manufacturers are Gree, Midea, Tesla and other super large factories, they not only have to evaluate the overall situation of the company, the requirements for salesmen are also very strict

When I first entered the industry, I was confused, and I wanted to learn something after the sales manager's ass every day, and after a long time, I knew that the original sales manager only knew how to sell the product, and he didn't understand what the core was

Therefore, every day after work at 17:00, I rushed to my home, opened the notebook to check the information about the amorphous nano connection core on the Internet, learned a little, and the next day when I communicated with the customer, I would share a little, and over time, not only did my self-level be improved, but I could also solve the technical problems of the customer

No one doesn't like a salesperson who understands both business and finance

I think the real value of the salesman is not reflected in how to sell the product, but through their own customers to effectively solve what problems, now some large customers whenever encounter the company's technology can not solve the problem, the first time will call me, we analyze together, discuss...

Of course, I have also made a certain reputation in the industry, and customers are very happy to introduce our company to their customers, as well as Wang Zilong, the salesman...

Word-of-mouth marketing is undoubtedly the best way to market today, a product, whether a salesman is excellent, do not look at how he evaluates himself, but to see if his customers are willing to continue to repurchase

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Before visiting a customer, or calling a customer, we must first ask ourselves what this action is for

Is it to work with customers? Or do you want to move on to the next step? Or do you want customers to feel that you are sincere and reliable? Each situation has a different way of expressing it, so ask yourself first...

Thinking about this, I develop a habit every time I make a phone call, or visit a client

Prepare a piece of scratch paper with the customer's name listed on it, followed by the purpose of the meeting, and the relevant process; if you are bare-handed and unprepared to fight, the customer will see your flaws at a glance

As I always say, consumers are the smartest group, and you don't try to fight the unprepared war

Secondly, the customer side, we need to list some questions for customers in order to estimate our chances of this trip, I help you sort out a few now here and share with you:

Do you really have a chance?

For example, do customers really have business needs? If not now, will they have it in the future? What challenges are they facing now, and do you have any good ways to help solve them?

If there is a business need at present, do you have an effective response? Is this solution practical? Can it be justified by the benefits?

Just like I used to do amorphous nanocrystalline core business, the nanocrystalline industry is popular in the domestic market, so far only 20 years, the current market core is mostly based on ferrite material, especially in the Guangdong market; but with the upgrading of science and technology, amorphous nanocrystalline cores will inevitably replace it

Is the client's financial situation guaranteed?

For example, does the customer have stable cash flow or financial guarantee? If not now, was there one when we traded? The customer has a virtuous procurement record, and can it be maintained?

In fact, I often say that the essence of marketing is not to guide but to filter, we do not have to do everyone's business, some customers, we have made samples, goods out of the warehouse, the payment does not come back but more headaches for us

What we need is not a worldwide business, but a business of quality customers or customers who can become reputable customers....

What is the customer's underlying decision-making process?

For example, do you know what the real strategic goals of the customer are? How do they make their decisions? Do you know what the reasons why customers buy your products?

You have to know who the real decision-makers are

Do you understand the customer's schedule? For example: When to issue a request? When is the tender? When to hire an expert?

When doing business with corporate clients, it is very important to understand the client's schedule, because you can judge whether there are new competitors entering the market through the correction of the client's schedule

Finally, before visiting customers, I suggest that you need to take a good look at the relevant information about your competitors

For example: Do you know who the contenders for this project are? Or who could it be? Is this competitor ahead of you in that area? Can you beat him, and for what reason?

You can only make sufficient business preparations under the premise of a comprehensive understanding of yourself, customers, and competitors, and in order to start a good start, the whole process I recommend that you make a list like me, not only efficient but also appear to be extraordinarily professional

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Finally, as we mentioned above, we need to be clear about the role that salespeople need to play when dealing with customers; and before visiting customers, we need to fully understand ourselves, customers, and competitors; we can make a detailed list, which not only prepares us well, but also makes customers feel that they are particularly valued....

Finally, I leave you with a reflection question: How do you start your business? You are welcome to interact with me in the comments section

I'm Prince Dragon, let's talk about it in the next post...