What Is a Customer Buying Process?

The sales process refers to the process by which a target customer generates a sales opportunity, and a salesperson performs a sales activity based on the sales opportunity and produces a result. The sales process is a part of the entire enterprise process. The main theme of the enterprise from the inside to the outside is research and development, manufacturing, logistics and transportation, marketing and sales, technical support and service and other processes. In addition to this main process, human resources, financial management and other supporting processes. The marketing and sales processes are shaped like a funnel and include three main processes:

sales workflow

The marketing process is at the very top.

Sales process preparation

Opportunity belongs only to those who are ready

2. The more prepared a person is, the more chances for luck will come to him

3. Prepare for success

(A), physical exercise is one of the most important tasks in your work

(Two), spirit 1. Before visiting customers, review the advantages of our products

2. Familiar with the disadvantages of competitors' products in the same industry

3. Recall the successful case of visiting customers

4. Think about the excitement of meeting customers

(3) A professional and excellent salesperson is a miscellaneous scientist. To become a winner, Shangzhi Astronomy and Xizhi Geography must first become experts who know their products well, and competitor products such as several top salespeople like water :

All kinds of containers can enter

2. Turn into steam everywhere at high temperatures

3. Ice formation is extremely hard at low temperatures

4. In Chapter 73 of "Lao Tzu", "Water is good without everything", "Nothing but nothing," "Nothing but no contention"

5. The ancients likened a woman to water, water is soft, and she is soft, so men conquer the world, women conquer men

6. Water is not qualitative, but there are principles (involving company interests, brands, information)

(IV) Customers

1. Get product information with professionals and buy acquaintance products

2. Customers buy products for the boss and succeed

3 Understand customer details, the more you know about your customers, the greater your chances of success

Sales process mindset

Boss mentality (career mentality), lasting mentality (long-term mentality), positive mentality, gratitude, learning mentality

Sales Process Development Client

(I) Necessary conditions for prospective customers

1. There is a demand for our products

2. Have purchasing power

3 Have purchasing decision

(Two), who is my customer?

(3) Where will they appear?

(4) When will my customers buy?

(5) Why don't my customers buy it?

1. The customer does not understand

2. Customers don't believe

(6). Who grabs customers with me?

(7) Seven characteristics of bad customers:

1. Negative in everything, too negative

2. It is difficult to show him the value of a product or service

3 Even if it is done, it is a small business

4 No follow-up sales opportunities

5. No product witness or recommendation value

6. His business is doing badly

7. The customer is too far from your location

(8) Seven characteristics of gold customers:

1. There is an urgent need for your products and services (the more urgent, the lower the requirements for details and prices)

2. Is there a cost-effective relationship with the plan

3. Be positive about your industry, products or services

4. It is possible to give you a large order

5. Is the core of influence

6.Financial stability and quick payment

7. The client's office and his home are not far from you

(9) Steps to develop customers:

Collection list

2. Classification

3. Make a plan

4. Massive actions

Trust in the sales process

1. Image looks like an expert in this industry

2. Pay attention to basic business etiquette

3. Questioning builds trust

4. Listen to build trust

5. Build trust around objects

6. Use customer testimonials

7. Use celebrity testimony

8. Use Media Witness

9. Authoritative Witness

10. A lot of list witness

11. Testimonies of acquaintances and customers

12. Environment and atmosphere

Sales process customer needs

N. Existing E. Satisfied A. Dissatisfied D. Decision maker S. Solution F. Family O. Career R. Leisure M. Money (Routine-Customers are satisfied with existing products) 1. What is used? 2. Very satisfied with this product? Yes 3. How long did it take? 3 years 4. What was used before? 5. How long have you been to the company? 6. Were you present when changing products? 7. Have you done any understanding and research before switching? Affirmation 8. Will the company and individual generate great benefits after the change? Yes 9. Why don't you give yourself a chance when the same opportunity comes? (The most important question is very lethal)

Product introduction process

1. Money is an exchange of value 2. Matching the needs and values of the other party 3. Introduce the most important and biggest benefits at the beginning 4. Try to involve the other party 5. What benefits and happiness can the product bring to him and reduce any trouble and pain 6. Do competition Comparison of opponents <1>. Do not detract from competitors <2>. Three major advantages and three major weaknesses (comparing our strengths with our opponents' weaknesses and understanding our opponents at the same time) <3>. USP unique selling point: only we have, and Selling points that competitors don't have

Dismissal of sales process

(1) Four strategies to lift objections (selecting the goods is the buyer) 1. Easier to say or easier to ask 2. Easier reasoning or easier storytelling (a sales master is also a storyteller) 3. Western style is easier or Taiji style is easier 4. Opposing him to deny him is easier, or agree with him to cooperate with him to persuade him

(Two), two big taboos 1. Directly point out the other party's mistakes-no face 2. quarrels occur-to the customer face, we need to take care!

(III) Six major resistances 1. Price (pursuit of maximizing benefits, eternal contradiction, buy the best products and services at the lowest price) 2. Functional performance 3. After-sales service 4. Competitors 5. Resource support 6. Guarantees and guarantees

(4) Removal of resistance routine 1. Determine the decision maker; 2. Patiently listen to the resistance raised by the customer; 3. Confirm the resistance; 4. Identify true and false resistance; 5. Lock the resistance, "Mr. So, is this you? The only reason why you ca nt make a decision? What else is there? 6. Get the customer s promise, If we solve the problem, can you make a decision right away? 7. Again, I know you Is a man of words "8. reasonable explanation

(5) The series of price processing methods is too expensive: 1. Never talk about the product without establishing a sense of trust; never talk about the price before shaping the value of the product (is price the only issue you consider? If the product is not For you, there is no difference between a dollar and 10,000 yuan, are you right? Let us first see if the product is suitable for you ...) 2. Too expensive is a mantra 3. Understanding price is a measure of unknown products Method 4. When it comes to money, you and I are the focus of each other's attention. The most important part is left later. Let s see if the product is suitable for you. I own a lot of expensive products; the quotations are from high to low; intentionally report an error and use high to low 6. Why do you think it is too expensive? 7. Shaping the value of the product by shaping the source of the product 8. Pride in expensive prices (Mercedes-Benz principle) 9. Very expensive-good only expensive, have you heard of cheap? 10. Big numbers are afraid of algorithms-the distribution of benefits behind high prices, and then counted up to 11. Every day. Yes, our prices are very expensive, but thousands of people are using them. Do you want to know why? Social Identity Principle 12. Have you ever bought anything without spending money? Have you ever regretted saving money and buying and going home and using it, do you disagree with it? We can't give you the cheapest price, but we can give you the most satisfactory quality and service! 13. Franklin's Contrast MethodA white paper comparing the pros and cons; 14. What price do you think is more suitable? Can be traded (don't promise too fast, don't tell your friends, bring a few friends); Barely traded (try to grind the price as much as possible, can add some plus some); Non-traded price ; You must have your reasons, what is your comparison? Almost there is a difference; find differences, compare products, shape value; elephants do not equal yes; "you look first", talk to others) 15. You said The price is more important, the effect is more important, or the quality is more important 16. The production process does not come easily 17. Do you only care about the price? 18. Price Cost 19. Feeling, feeling, and later discovering (I fully understand your feelings, many of our old customers feel the same way when we first see our prices, and later find it very worthwhile)

Sales process transaction

1. Key terms for transaction: signing & not; confirmation and approval; purchaseowning and taking home; spending moneyinvesting; commissionsthe boss will give some service fee; contract, contract, agreementwritten Documents, confirm; the first installmentthe first installment; the problemthe challenge, the concern, the focus; 2. Assume the closing methodMr. So, if we are going to close today, what else do you care about? Silent closing methodwhoever speaks first will die first. 3.Before closing . Belief a. The key to closing a deal lies in daring to close b. After a total of five rejections. C. Only the closing can help the customer. D. The closing is his loss. Ready Tools: Receipts, invoices, computers, etc. . Occasional environment; time is not enough, the occasion is not right, the environment is not right, and the deal is not closed. , Submit order, nod, smile, shut up 5. After the transaction: Congratulations, transfer introduction, change topic, leave

Introduction to Sales Process

1. Confirm the benefits of the product 2. Require customers of the same level 3. Refer to one to three people 4. Understand the background 5. Require a phone number and call on the spot 6. Surely praise the other person on the phone 7. About time and place

Sales process customer service

Concepts 1. If you don't take good care of customers and serve customers, your competitors are willing to do it for you. 2. I am a service provider! The quality of my service is directly proportional to the quality of my life and my personal achievements! 3. What I have gained today is the result of what I paid in the past. If I want to increase tomorrow's gain, I will increase what I pay today! 4. Three services that impress customers: Proactively help customers expand their careers . Care for customers and his family sincerely Do services that have nothing to do with the products you sell 5. Three levels of customer service . Internal services (customers think you can do it) . Marginal services (do or don't do it) (customers think you are good) services not related to sales (customers think they are good value for money)