拜訪客戶

拜訪客戶的5大重點,想成為超級業務的你一定要知道!

最後修改於 2020-12-13 by Ted Yang

事前預約

聯絡

當拜訪任何一位客戶的時候,我們在這之前要做的是確定時間以及地點,很多人在拜訪客戶的時候,總覺得如果不經意的拜訪客戶,不但可以製造驚喜、甚至可以節省時間,不過客戶如果打從一開始就對你的產品或服務沒有興趣,那麼其實我們反而是在浪費自己的時間,所以事前透過電話預約,除了確定好時間地點之外,我們也能在電話當中,感受的到顧客的需求,或是對產品感興趣的程度,往往在客戶決定與你見面的那一刻,其實這筆交易你已經成功了一半,因為客戶的心裡已經不拒絕跟你見面,也願意聽你說你的產品、服務,或是你能給他什麼幫助,所以事前預約並不是一個多餘的動作,不管再熟的朋友,我們也都應該做到事先告知才行。

好印象

好的印象並不是與客戶見面的時候才開始的,其實在電話拜訪客戶的時候,就已經在建立我們的形象以及專業度了,不管今天接聽電話的是總機、櫃台、或是公司任何部門的任何一位員工,都有很大的可能影響該公司對於我們的評價,所以在電話裡,或是走進對方公司的那一刻起,我們就要時時拿出應該有的專業形象來面對每一位潛在的影響決策者,這些外在的形象,對方就能決定給予你的信任分數是幾分了,之後的詳談也可能因此受到這些分數而改變,所以建立起好的印象,也是拜訪客戶非常重要的一個環節!

觀察力

好不容易費盡千辛萬苦約到的客戶,也終於見了面,可是一見到對方的主管或老闆,我卻不知道從何說起,這就是絕大多數業務員遇到的瓶頸,想成為超級業務,那麼我們就得必須突破這個瓶頸,我知道很難,當在進公司的那一刻起,一直思考等等怎麼介紹產品、有什麼樣的方案、優惠……等,根本沒有時間注意周遭的東西,但往往這就是話匣子的開始,很多時候多多觀察,我們就能發現一些特別之處,例如:對方公司的規模、設計,主管或老闆身上的配件、手錶,桌上的獎狀……等,當你提到對方在乎的重點,他終於開始訴說自己的事情時,代表他又更信任你了一點,人嘛!總是希望跟自己志同道合的人相處,所以業務員往往都在訓練自己的觀察力,而本身就像孫悟空一樣,訓練自己的七十二變,知道不同客戶的應對方式,這一切都是從觀察開始。

資料的準備

準備資料

接下來這個拜訪客戶的重點,是我覺得不必要,但卻非常重要的一點,因為這關係到售後服務,我們通常在跟客戶,尤其是新客戶洽談新的合作,或是新的產品的時候,客戶可能會有很多的疑問,可能關於事後的一些流程,或是期限,遇到突發狀況如何處理之類的問題,所以我個人會喜歡在出發前,先去思考客戶可能想到的問題,並且找到答案,打成一張A4,因為我相信一定不只這位客戶有這些問題,一方面是預防客戶日後打電話詢問的次數,另一方面也是給予客戶一個保障的感覺,增進雙方的信任度!

成交的原則

在很多網路上的教學,或是影片當中,相信很多人都會看到一些關鍵字,例如拜訪客戶一定要讓客戶知道急迫性、或是嚴重性,要讓客戶知道現在非買不可,其實我認同這些說法,但事前提是客戶足夠信任你的狀態下,因為我也不會希望客戶買了一個自己不需要的東西,所以對我來說,業務員就像客戶的醫生或是顧問一樣,我們真正在做的不是銷售,而是協助客戶解決問題,去了解他們,真心的交朋友,也用朋友的角度看待事情,把他們的事看成自己的事,所以千萬不要在第一次見面就急著成交,有時候你覺得賺到了,但其實我覺得你虧大了,損失了一個朋友也損失了未來的收益!所以最後這個重點我想告訴大家的是,每個人成交的原則都不一樣,但要堅持自己的原則,時間久了,你自然會有一群喜歡你的客戶。

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我每週都會更新兩篇文章,如果喜歡什麼主題也歡迎跟我說。

by Ted-業務人生

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