around HOW TO SELL
In this brief guideline on how to ll we will address four basic steps in the lling process.
The four steps are -
1. Finding customers
2. Qualifying customers
3. Prentation
4. Closing the sale
1. FINDING CUSTOMERS
How do we find new customers? Many different ways. Here are some -
The best candidate for a a current customer. Yes. This makes perfect n y
every single dayet most people forget to continue to ask questions of their current customers. With an existing customer we know who places the orders, what type of business they are in and other important issues. Never forget to always keep asking your customers new questions. Situation keeps changing. Never assume becau a client has bought items from you for a long time that you know all there is to know about their company. Keep asking:
----How is the business going?
----If not very good, is it becau any new competition to them in the market? Who are they? What new items have the competitors brought to the market?
----if it is good, then what items ll better than expected and what are not? Why are the items successful, new colors? New fabric? New technique? Or price issue?
----Referrals: if a current furniture store is buying bedspread from us, then they could buy from us other products as well, like duvet covers, curtains, cushions, table linens, etc. Thi
s is the easiest way/most efficient way to find new increasing point.
2. QUALIFYING CUSTOMERS
What is "qualifying" a customer? This means we simply ask the correct questions to find out information about a potential customer.
This is an important step in the process. We need to ask certain types of questions so we can determine if the person is a potential customer or not.
爱情公寓3主题曲歌词 The key is to ask many, many questions.
If someone walks into our booth what should we say? If we schedule a meeting with a potential customer what should we ask? Let's go over this-
There is no standard t of questions or order into which to ask them . But it is important that we cover all issues.
-----Ask the person who walks into the booth if you can assist them.
----Where are they from?
---- What type of company? Retailers or wholeller? Have they bought hometextile from China and Shandong before?
piluo----if they are wholellers, what type of stores do they ll to? If they are retail stores, how many stores do they have? And what type of stores are they similar to? E.g. Hochbach is like Praktiker, Bauhaus is like OBI. Conforma is like Ikea.
----How many employees(staffs)?
----How long have they been buying hometextile items?
成功的英文
----What type of quantity do they buy? How much volume do they buy from China and Shandong Yearly?
----How often do they buy every year?
----Are they the only person from their company who purchas hometextile items?蛰居的意思
----Are they planning to place orders while at the show?
You can e there are many, many questions to ask. Now of cour we may not get the opportunity to ask all the and other important questions. What we want to do is find out as much as possible and find out the important issues such as who makes the decision the place orders? What type of customer are they? Are they really interested to buy our products or they only want our products for reference, Etc.
中华全国台湾同胞联谊会 Taking notes is important. We may think we can remember all aspects of a conversation but when we speak to many people at a trade shown by the time we get back to our office we usually forget some things. 岗位竞聘演讲稿
We need to u a casual, easy tone with our customers when qualifying them. Some people may not like being asked a lot of questions.
If we find a good potential customer, even we may not conclude business at fair, try to t an appointment for another meeting or a time to call.
Always CLUE to good potential customers!
3. PRESENTATION
This step in the process not only includes prenting your product but you and your company as well. We must be knowledgeable about our product----this is the foundation! If our customer ns we do not know what we are talking about they will lo confidence in ourlves, our company and our products. This is our time to show the customer our professionalism and our great products!
We ba some of prentation on what we have learned during the qualification. The first general part of the prentation is to remind the customer about your company and products. We are Shandong Yinfung/Weihai Yintai. Our company is located in Qingdao, our own factory is located in Wendeng and Weihai.
Tell them we are manufacturer.
南通圆融广场
Tell them how many staff we have and how many machines and what type of machine we have.
Tell them our production capacity, etc.
Remind the customer of the strengths of our company:
They can buy directly from the producer which has over 10years export and production experience.
We are reliable and responsible manufacture.
We have one of the most creative R&D centre in this industry.
We have complete organization to ensure excellent rvice and we also have pasd various factory auditing, e.g. BSCI.
We can even speak to a potential customer about a current customer for verification. But there are common rules to follow:
only refer to our current customer name in front of the potential customer after you get to know who they are. E.g. if you are making prentation to Aldi and you tell them you are doing business with Lidl, then you are out imme.
Do not let them know we are doing business with their competitors, if you want to make successful prentation.
