Do not treat "community" as "customer"

[China Glass Network] "Doing sales is to be a customer." Nowadays, more and more companies have paid more and more attention to customer relationships and have established and maintained good customer relationships as an important task. However, in the actual work, many salesmen confuse the good relationship with the customer, and the result is half the effort. The author has deep feelings about this.

"Communication" is not "customer"

The author is a grassroots worker who often deals with all types of clients. Once there was a client, the author thought that he had established a good relationship with him, because the author often helped him to move goods, tally, and even help him to transport goods, which is diligent and meticulous. He is also caring for the author, sometimes even Please eat, please live, very polite. Once, the company added a new business, and the author talked with the customer about the business. As a result, he replied: "If it is your private business, I will pay for it, if it is a company. I can't do business without money." And over time, such customers have encountered more and more. Finally, the author understands: friendship is not a customer, your courtesy will only make customers feel good, but will never produce respect.

Trading is difficult to "win-win"

The author has a friend who is a salesman of a manufacturer. Once he complained to the author, he said that the factory attaches great importance to the relationship between the customers. He also attaches great importance to the relationship with the customer, and also has achieved some results because of good relationship with some customers. Nowadays, many customers have begun to avoid talking to him about business, which makes him miserable. The author asked him how he did it before. He said that in the past, there were more promotional items in the factory and the management was loose. He gave all the promotional items to the customers. Sometimes, in order to better handle the customer relationship, he even got extra promotional items from the factory to get Win-win, that is, customers take benefits and get their own performance. But now the factory has strengthened the management of promotional items. He can't get extra promotional items, but the work still needs to be done, but the customers, including those who have had good friendships, are becoming more and more indifferent to him. He feels very annoyed.

I have encountered similar things, the author's feeling is: betray the "rear" benefits (essentially trading), win-win with customers, customers may have a good relationship with you, will help you, but only if you want to give He has more promotions to make him profitable. On a small issue, maybe he will remember that you have helped him and moved you. Once you have a vested interest and you can't give him benefits, your friendship will be gone.

Professional customer wins

Friendship is helpful for business, but the effect is limited, and sometimes there are even side effects. The truly meaningful customer is professional.

Professional clients need a good foundation of interpersonal relationships. They must learn to deal with various clients and learn to make friends with them. Therefore, the relationship with the customer can not be too cold, too cold will be unfamiliar, the necessary entertainment should not be less; but it can not be too hot, to maintain a certain distance, let customers have scruples, keep a cool head, work hard, cooperate with the market .

Professional customerism is based on respect and is maintained by professional sales knowledge. The eternal topic of the customer is profit, so it is necessary for the customer to feel that you are doing things seriously and professionally. You are better at doing business than him. You are more professional than him. You can teach him a lot of ways to do business and help him. Create sales and profits. Only at this time, the customer will respect you, believe in you, will cooperate with you. After all, all relationships are based on commercial interests.

The author believes that to be a guest must follow these principles: adhere to the interests of their own company, be more proficient in sales knowledge than customers, learn to deal with all types of customers.

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