拜访客户SOP

SOPofvisitingclient2010年3月11日FivestepsofsalesStep1.PrepareformeetingStep2.ApproachclientStep3.SearchrequirementStep4.ProductpresentationStep5.FoundbusinessrelationPreparatorywork1.Relevantinformationandpromotionalmaterialaboutourcompany.2.Thecompany'sproductinformation3.Relevantinformationofourclient4.PredictedresultsofthosevisitsVisitProcessStep1:Greetingandself-introductionStep2:Seekbreakthrough,includingtheintroduction,knowingmorecustomer’sinformation,agreeingtimeandcontentofthenextvisit.GreetingIneachothernotopeningsfront,greetingeachotherwithkindtone,introduceourcompany,andhandhimabusinesscardwithbothhands.ApproachCreateagoodatmosphere,narrowthedistancebetweeneachother,andeasethetensionofcustomersPrologue1.Putforwardagenda2.Tellclientthebenefitsoftheagenda3.Timeconventions4.AskingwhethertheycanacceptusornotForexample:“xxx,Hello,I‘mheretodayspeciallytofindoutwhattheexactneedsareintermsofourproducts.Besidesthese,wewillprovideyouwithmoreprofessional&convenienceservices,so,wouldyoumindmehavingafive-minutestalkwithyouplease?”销售有五大步骤UsingtheInquiryMethodsTactfullyandLettheCustomerSpeaks1.Firstly,wecanabsorbmorerelativeissuesfromthecustomerswhiletheyarepresentafreespeech.2.Besurethatthecustomers’answerscandirectlyhitthethemeallthetimeduringmeetingbyusingthelimitedinquirymethods.3.Inordertoreachthefinalagreement,wehavetosummarizeandconfirmtheviewswhichcomesfromourcustomers.Whatshouldbedonewhenthevisitingisending?Makesurethatwhetherwehavegottheexpectedtargetwhenthevisitingisending.Describethecontentsforthenextvisitaswellastheexactvisitingtime.SecondVisitPreparatorywork1.Orderprovideinformationaboutthelasttime,doacompletesolutionorresponseoptions.2.Familiarwiththecompanyrelatedproducts,informationandcustomerdetails.VisitingflowConfirmandappointthroughcallingTalkingfacetofaceIntroducetheapproachtosolvingandthefeatureofproductsPromiseandestablishbusinessconnectionsThestructureofopeningremarks1.Confirmingtheclients’needs2.Introducingourproductionsortheimportantfeatureofprogram,andbringmuchmoreprofittoourclients3.AskingwhethertheycanacceptusornotIntroducefeaturesofourproducts1.confirmwitheachrequirementofourclients.2.Summinguphowtomeetclients’needs3.Introduceeverysolutionsandsomefeaturesofourproductions.4.Foreachofthesolutionsandproducts,clientsbenefitoftheconsentagreement.5.SummarizingFoundrelationship1.Recheckthebenefitofclient2.Suggesthowtodothenextstep3.AskwhethertoacceptusTHEEND