Shanghai Zhilang Marketing Planning: Why are you always unable to convince customers to close a deal?

"Many salespeople will complain, why do some customers visit again and again, but they are never able to make a deal?" Gong Yongjun, general manager of Shanghai Zhilang Marketing Planning Company, said that it is because you have not mastered the visiting skills. In the process of promoting the transformation and upgrading of the cooperative enterprise Youxingsha, Gong Yongjun gave full play to the three elements of sales visits - find the right person, have a conversation and do the right thing. Encourage, inspire, and guide the sales team to make full use of the three elements of sales visits. In just one year, Youxingsha's sales doubled, costs dropped by 1 percentage point, and profits doubled. First,
Before going out, prepare sales tools and let the tools speak for themselves.
With the help of Zhilang Marketing General Manager Gong Yongjun, Youxingshark has a must-have "Deal Conversion Toolbox" for sales visits, which includes corporate videos, company introductions, product promotion leaflets, quality assurance agreements, and samples. , corporate newspapers and other complete tools, displayed in front of customers with a standardized, standardized and professional image. Soft power wins the trust of customers. Salespersons are more confident with sales tools that have great sales power. Customers are accepting the information conveyed by sales tools. Later, I had more trust in the company.
Second,
Guide customers to participate in concurrent comparative tests and speak with facts
No salesperson does not say that the quality of his products is good when visiting customers, but what is so good about it? Does it make customers feel the more extended value that good products bring to them? This is a question mark. Therefore, Gong Yongjun, general manager of Zhilang Marketing, advocates that salesmen must guide customers to personally participate in concurrent comparative tests when visiting customers. With a sense of participation, he will recognize the good quality of your products from the bottom of his heart and let him see the products at the same time. What extended value can good quality bring to him, such as how much cost he can save, how much loss he can avoid, how many customers he can deal with, etc. Only through personal experience will customers be deeply convinced and the transaction will be more convincing. .
Third,
Guide customers to inquire through the Internet to understand the brand influence and increase their sense of trust
Many corporate sales teams do not have the confidence to go out for visits. It is not that the products are not good, nor that they are incompetent, but that In the Internet age, no matter how good a company is, no matter how large it is, if there is no online visibility and lack of brand influence, the salesperson can only watch customers being snatched away by a small company that has done a lot of brand promotion on the Internet. Therefore, in the cooperation with Youxingshark, Gong Yongjun, general manager of Zhilang Marketing, has devoted all his efforts to promote the company's network-wide communication and momentum, increase brand awareness and enhance brand influence. When the salesperson visits the customer, he confidently guides the customer to Baidu fuzzy search "puzzle glue". A large amount of information containing the core competitiveness of the company is displayed in front of the customer. The customer's psychological defense line is easily defeated. At this time, the transaction becomes more Simple.
Gong Yongjun finally emphasized that mastering visiting skills is a necessary course for salespeople.