Seven processes of sales reception, sales are the lifeblood of every organization, without them, our company will eventually cease to exist, and the sales process is a repeatable stage sequence, so here are seven processes of sales reception for everyone.

Seven processes of sales reception 1 Step 1: Mining

Clues need to be mined, which is also called clue generation. Your company can explore potential customers in many ways, mainly in two ways:

Mode 1: inbound marketing mainly refers to the dissemination of content marketing related media such as blogs, broadcasts, videos, e-books, news subscriptions, white papers, specific products, SEO, SEM, social media, etc., to meet the needs of consumers, provide content and resources, and attract customers to do business.

Mode 2: Outward marketing refers to the active way for enterprises to expand customers. The most commonly used are telemarketing, mail marketing, direct mail advertising, exhibitions and traditional advertising (TV, magazines, newspapers and radio).

Inbound marketing has been proved to be a more effective and cheaper way to create qualified sales leads.

The mining process helps to determine whether potential buyers are interested in your product or service according to their demographic data, industry or other characteristics.

Step 2: First contact and clue qualification verification

No matter how you get the lead, the sales representative needs to make initial contact with them. This can be done by phone, email or social media. In the first interaction, the goal of team members is to collect key information to determine whether the lead is in line with your product or service. Qualified leads usually meet BANT (budget, decision maker, demand and time point). Therefore, it is necessary for marketing and sales personnel to clarify the quality of sales leads in order to assign qualified sales leads to sales teams for tracking and transformation as soon as possible.

You can use the lead management tool to:

Sales management can better judge the possibility of potential customers or customers making purchases, and find hot sales leads more quickly. Take special action on high-quality clues to increase the chances of closing the case.

Salespeople will no longer need to be distracted to track inquiries that are not clues, but can concentrate their time and energy on sales.

Sales managers can listen to and evaluate communication records, and gain the ability to deal with clues and non-clues, so as to continuously improve internal systems.

Clue verification can generate more clues. When sales are verified, digital marketing activity reports become more transparent and accurate.

When the lead is a qualified prospect, your sales representative can continue with the demand assessment. Depending on your product or service, this can be done by phone or in person in a separate interaction.

Step 3: Needs Assessment

At this stage, the sales representative needs to prepare a series of standard questions to ask potential customers. This will prevent them from forgetting to ask any important details when guiding the conversation. In addition, it also makes them more professional in front of potential customers. These questions should be open-ended to encourage potential customers to discuss. In addition, at this stage of the sales process, sales representatives must listen more and talk less. Although they may be tempted, they should not start discussing products at this time.

The purpose is to thoroughly understand the situation of potential customers and make it easier for your team members to adjust their sales plans or presentations according to each specific potential customer. In addition, it allows them to predict any objections by understanding the reasons that may prevent potential customers from continuing to use your solution. Examples of problems at this stage may include:

What do you like (dislike) about your previous suppliers?

What business problems do you want us to solve?

Describe your present situation.

Tell me, what will happen when you solve the current business problems?

After discussing all the problems, it is important for your sales representatives to make sure that they have understood what the potential customers told them. For them, the best way is to repeat what they have heard to ensure that the representative is at the same level as the potential customer before moving on to the next step. If necessary, you can ask other questions to clarify the misunderstanding of the delegates.

Step 4: Promotion or product display

Now it is time to clearly convey the value of the solution according to the needs, challenges and expectations of potential customers. This can be achieved effectively by linking the needs of potential customers with the corresponding characteristics and advantages of products. This is why delegates must clearly understand what will be discussed in the needs assessment stage. In addition, the following points are important before and after the scheme demonstration:

Be prepared to realize the significance of our project demonstration to customers, and prepare for the demonstration of the scheme and exchange of possible products and technical knowledge;

Find out the real decision makers and understand their personality characteristics and work characteristics;

Set the time and agenda in advance. Determine the end time of the meeting in advance to find out whether everyone can participate in the whole process;

Set expectations and results. What do we want from account team members? What do they expect from us? What progress do we hope to make at the end of the presentation? Is everyone expecting the same result?

Scheme demonstration. Explain how our suggestions solve the most important problems, show how the products can reduce the pain of customers, and let everyone ask questions openly.

Based on the principle of "customer-centered", it is acknowledged that the advantages of products are relative, and different customers pay different attention to different performances of products. We should pay attention to the aspects that customers pay attention to and highlight the performance of these aspects.

In addition, the additional information that needs to be mastered at this stage is based on a better understanding of the company and industry of potential customers. This will provide additional background and contribute to higher quality promotion or display. In addition, make sure that your sales representative remembers which potential customers are the most enthusiastic. At the end of this phase, arrange a mutually agreed date to submit your proposal (solution).

Step 5: raise and handle objections

Not all products and services need a separate proposal. If your customers need it, you should tailor it for them according to the needs, challenges and motivations of potential customers that your sales representatives have learned so far. They want to focus on the most valuable aspects for potential customers and emphasize how this will help them achieve the expected results. After a suggestion is made, potential customers usually ask questions or doubts, which is also called objection.

If someone is not 100% satisfied, ask how to make him feel 100% satisfied. Write down these requirements and answer them one by one. If there are difficult requirements, please ask other members of the team to provide their own opinions to help solve them.

If you can't answer now, it can be used as a reason for our next meeting. Only when we are sure that every question has been answered or dealt with can we continue. Remember, successful project presentations are interactive. If they don't ask questions, it's probably because they don't want to buy them.

In addition, for any given quotation, there are usually some repeated objections. Record these problems and find out the best way to solve them. Sharing this information with your sales team will ensure that your sales representatives are not caught off guard by objections and are always ready to respond most effectively to remove any obstacles that hinder the completion of sales.

Step 6: Close

This is where potential customers promise to buy or stop the process. This is just one step in a long sales cycle. Although this seems to be the most important step, it will only succeed if the previous steps are completed correctly and orderly.

There are hundreds of different closing techniques, tips and tricks:

Direct bill settlement method: when the consultant shows obvious bill settlement signal, or there is no obvious bill settlement signal, but there is no doubt that it is confirmed, the bill settlement method is adopted at this time.

Suppose a deal is reached: when the consultant has relieved all doubts in his heart and showed great recognition or confidence. The psychological hint that the other party has decided to buy, and then discuss the next vision to continue the other party's psychology and achieve the purpose of closing the order.

Opportunity acquisition: when the consultant's question is clearly answered, re-emphasize the vision of using our products or services, list similar cases to attract each other, and at the same time arouse their interest, and clearly tell him that this is the best opportunity, discount or way, which should not be missed!

Trading under pressure: It is difficult for an unconfident and hesitant consultant to "pull" with positive persuasion, so it is necessary to present all the realistic pressures he faces to him and severely crack down on his situation, thus prompting him to act.

There are also playing hard to get, life experience, economic accounting, taking backwards as progress ... the most important thing is to remember that this is not an independent event. After the transaction is completed, potential customers will negotiate your terms and prices for mutual benefit. Resolve all objections and finalize all details of delivery, realization or related actions. This may also include introducing others in your company who are responsible for these next steps.

Step 7: Follow up, repeat customers and introduce.

Happy customers are the best people to recommend other services. By cultivating a continuous relationship with them, they are often willing to buy additional products or services and visit again. The most important thing to cultivate relationships is to know customers, establish sales files for each customer, and record all the information of customers, including children, hobbies, education, position, performance, places visited, age, cultural background and any other information related to them. These are all useful sales information.

All these materials can help you get close to customers, and let you effectively discuss problems with customers and talk about their own topics of interest. With these materials, you will know what they like and don't like, and you can make them talk, be cheerful and dance ... As long as you can make customers feel comfortable, they won't let you down!

Besides, they are a good source of recommendation! A good way to maintain these relationships is through marketing communication, such as new product updates, industry news, electronic communication or some form of interactive reward program. When customers or friends have related needs, they will always think of your company first.

So, you have mastered the seven-step sales process. Is this suitable for your business? Some enterprises need a shorter process consisting of 3 to 5 steps, while others need a longer process. No matter how many steps your process requires, it is very important for the success of the company.

Seven processes of sales reception II. Welcome customers to your home.

Attention: 1, warm reception

2. Ask whether you have been here, whether you have telephone consultation, etc.

Second, introduce the project

Note: 1. Introduction to sand table.

Step 2 ask about customers

Third, show the scene.

Note: 1. Don't neglect customers on the road.

2. Make the best route in advance. 3. Find out the advantages of huxing and introduce them to customers.

Fourth, purchase negotiation.

Attention: 1, hospitality

Step 2 test customers

3, the selective introduction of huxing

4. Use of atmosphere and props.

5, more than 70% of the desire to buy, comfortable.

Verb (short for verb) has not made any deal yet.

Note: 1. The materials are ready and handed over to the customer.

2. Keep contact information with each other

3. Appoint a time for the next negotiation.

4, enthusiasm to the door

Six, fill in the customer data sheet

Note: 1, must be detailed.

Step 2 keep it safe

3. Divide the customer level and adjust it in time according to the tracking situation.

Seven, customer tracking

Note: 1, the tracking record should be detailed.

2. Prepare your speech in advance.

3. Pay a timely return visit according to different customer levels.

Eight, clinch a deal to subscribe for

Note: 1. Explain the product situation to customers in detail.

2. Explain the terms of the agreement in detail.

3. Fill in the agreement carefully.

4. Do a good job of on-site sales control in time.

Nine, sign a contract

Note: 1. Improve the filling of contract contents.

Before the customer visits, the articles needed for signing the contract should be prepared.

3. Avoid disputes with customers due to contract terms.

X. Check out after signing the contract

Note: 1. Ask the customer the reason for checking out.

2, according to the situation to determine whether it meets the check-out conditions.

Don't conflict with customers because they check out.

Seven processes of sales reception 3 sales part

When customers walk into the store and start to notice the jewelry sold in the store, it marks the first stage of sales, which is the first step of sales success!

Customer psychology:

"Blind browsing" means that customers walk into the store to understand and browse at will. At this time, there is no "demand" and the desire for goods is very low.

Sales focus:

"Eye-catching" is to break the balance of "no demand" and find a breakthrough. At this time, the best sales method is "selling in one sentence", that is, summarizing the highlights of each kind of jewelry in one sentence, attracting the customer's attention and stimulating his interest in one sentence. Explain in time when customers look around.

Sales group 2

Customer psychology:

"Curious" and an open mind show that they are curious about the accessories and are willing to let the sales staff introduce them.

Behavioral characteristics:

Stop, stare, try it on or ask some simple questions.

For example, "What material is this?" Sometimes I ask, "How much is this?" It should be noted that the inquiry at this time is generally not serious and rational, and it is often just a signal of interest in the goods!

At this time, if the shopping guide is in a hurry to quote, the other party will say "too expensive" 99% of the time, because at this time, the customer's cognition of the value of the goods is still relatively low, perhaps less than 50%. At this time, the salesperson who talks about the price is obviously at a disadvantage. If the sales staff can't communicate effectively, they may fall into the quagmire of price negotiation prematurely, which will have a great negative impact on the results.

Sales focus:

"Introduction", on the basis of the sales in one sentence just now, further tells several selling points of this jewelry in concise language, and strengthens the strength and credibility of the sales in one sentence with a supporting point of view. At the same time, the most important thing at this stage is to "stimulate interest" through product perception, and customers can be invited to try it on.

Only when customers have a full understanding of the goods can they further generate the desire to buy. Customers will never buy products they don't know much about, but if they just listen to the salesperson's explanation, their perception is only 10%, while touching, showing and trying on can make the product perception reach 90%.

Sales group 3

Customer psychology:

"Interest", the intimacy and affection for goods, began to unconsciously imagine: "If I also have ..."

Behavioral characteristics:

At this stage, customers sometimes reveal a lot of their personal information, such as occupation, family, hobbies and so on. The more customers take the initiative to talk about such topics, the deeper their goodwill and trust in the shopping guide, and the greater their positive influence on the subsequent sales communication. Therefore, if the shopping guide politely shows interested listening and encouraging eyes, the customer's conversation will be more intense.

These seemingly unrelated conversations have a great influence on sales success, which is the "halo effect" of psychological research, that is, spreading their own advantages to other aspects. Because of "being easy to talk", it spreads to people who believe in the recommendation of sales staff and think that they are people with the same taste, and then they are convinced of the proposal or scheme of sales staff, which is why customers like to buy from "easy to talk" sales staff.

Sales focus:

For example, if the new products that the customer is interested in are out of stock, then show him some new product brochures. After you bring them, they will be "very beautiful and charming" Customers will naturally imagine what effect this jewelry will have on themselves. At the same time, China Jewelry Merchants Network suggested that if there are similar styles in the store, it is necessary to recommend or try them on in time.

Sales group 4

Customer psychology:

"Express love" means showing love for goods, but without purchasing power, that is, "moving without moving".

Behavioral characteristics:

At this time, "ask the price carefully" shows that customers measure demand through price.

Sales focus:

"Enhance desire", emphasize the brand and quality of jewelry, and explain the price intelligently at the same time, for example;

1, "value-added" price explanation method, that is, a more in-depth and professional explanation of jewelry selection, design and workmanship is the best, the best and the best value for money.

2. "Deepening the demand" price explanation method, that is, the price of this kind of jewelry is higher, but it can solve the very important problems of customers and meet the very urgent needs.