5 thoughts on “How do central air -conditioning salesmen find potential customers?”

  1. I. Find a household -type central air -conditioning project

    1 Target customers: Villas, independences, small entertainment venues, office buildings, etc. on the edge of the town.

    2 How to find customers: cooperate with the corresponding real estate developer, contact customers in the high -end residential area sales staff and property companies, cooperate with home improvement companies, and cooperate with customers.

    3 Ramer: Wind and cold -cold pump household central air conditioner and groundwen household central air conditioner. After understanding the characteristics and weaknesses of the opponent, then formulate countermeasures, and strive to carry out work near the competitors’ users, discover its weaknesses, and strengthen our advantages. If there are more users, you can do the same board for free, and pay after satisfaction.

    . Find a small unit project

    1 target customer: exhibition hall, club, hotel lobby, large restaurant, warehouse, factory workshop, supermarket and other large space.

    2 focuses on guiding dealers to carry out work. The working method is common. If the user is not assured and affects the size, you can pay for the model for free. Generally, dealers are encouraged to pick up goods and make models. If you do not sell it, you can return the goods to ensure no risk.

    . How to find potential customers in the fastest and best ways

    The billboards on the streets, copy contacts and phone numbers;
    turning the phone number Number book, call; find out the potential customers and record;
    In the design institute to let the engineers of the design institute introduce customers for themselves;
    Get information;
    The relevant information from newspapers, television advertisements, and magazines;
    The development dealers and partners; finding various engineering companies;
    looking for customers from government documents (for example: China Merchants Investment annual notice and investment projects);
    informed relatives and friends that I am engaged in the central air -conditioning project and mobilize their customer information;
    In the environmental protection bureau, the key unit they check may be our customers;
    participating in the China Merchants Conference;
    The projects running in construction.

    . What procedures do you need to sell the central air -conditioning unit?

    Generally speaking, the sales of the central air -conditioning unit must go through the following procedures: (1) to find customers; (2) prepare information; (3) to understand the needs of customers; (4) Introduce the company’s products; (5 ) Looking for the people of the board; (6) Answer the customer’s questions, focusing on the preliminary investment, operating costs, and advanced available. (7); (8) Entering substantial negotiations or participating in the bidding meeting; (9) signing of the contract; (10) transfer the contract to the design and engineering department, and enter the implementation stage.

    5. Those preparations are you ready to go out to see you?

    The first is the physiological preparation, replenish the appearance, wear dresses, eat a full meal, keep it with great energy, and see the customer in a shaking manner; The second is psychological preparation, which predicts all the possible results of the talker, and make a good deal that appears in each result. Adjusting psychology to the most confident state, but also sufficient psychological preparation for failure and accident endings. A normal heart is the most important. If you feel tachycore, it is best to stabilize first before seeing the customer;

    It if you want to visit the visitor, write a visitor outline in advance, and some are targeted. It is necessary to see the guests. Visitors generally include the following: (1) The route arrangement of visitors: where to go first. Where to go, what kind of transportation is used; See him in the way; (4) What issues do you talk about, what are the procedures for conversation, what to say first, and then what to say; (5) what requests the customer may make, how to answer each requirement; (6) Talking that customers may There will be several results, what kind of countermeasures should be available for each result.

    The third is material preparation. It is best to bring the items: (1) the product information book; (2) the user list; Allow to play well, (4) pen and notebook; (5) business card;

    6. Make a harmonious conversation atmosphere

    The harmonious conversation atmosphere Understand. Generally speaking, the eight principles should be followed:

    The first is the principle of investing. If the atmosphere is not harmonious enough, don’t talk about the business as soon as possible, you can first talk about the other party’s work situation and topics that are interested together.

    The second is to listen to less principles (listening principles). If you can spend the river, the salesperson who exaggerates is not the best salesperson. In general, the more the salesperson says, the more wrong. Therefore, smart salespersons will use most of the time to listen to customer speech. The more customers speak, the more clearly you know the customer’s hole card. But note that less speaking is not to create a cold field. Salesperson should pay attention to the needle and lead.

    The third is the principle of not humble. The easiest form of communication between people is equal communication. It should not be high because the customer is a small person; nor a low voice because the customer is loud.

    The fourth is the principle of seeking truth from facts. Flower words can only be effective for a while, and honest and frankness is the virtue that is always praised. You must not be lucky to think of customers as fools. I know what the customer asked, and I do n’t know it; the introduction of your own products, one is one, the other is two, do not praise Haikou. In addition, keep in mind that don’t say bad things about competitors in principle, it is disgusted. Unless I have evidence in my hands.

    The fifth is the principle of conversion position. Set up for customers, and even imagine that you are customers. Only when you stand on the customer’s standpoint can the customer stand on your standpoint.

    The sixth is the principle of no argument. Even if you have a full reason, even if the customer’s point of view is deserted, you should not argue. Perhaps the customer’s point of view is vulnerable, but don’t forget that while you defeat the customer’s point of view, it also crushes the customer’s self -esteem. In principle, you are victorious, but the customer’s emotions are alienated from you. What goals can you get? For the dignity of the other party, the controversy should be terminated immediately, and then a written material should be provided for the other party to understand.

    The seventh is the principle of random response. Only by talking about the topic of the customer can we create a harmonious atmosphere. This requires the salesperson to observe carefully and make a reaction at any time. The customer took out the cigarette and put it down again. This may make the customer feel tired. You should recommend to rest; the client’s fist suddenly extended out. This may be a mature representation. You should recommend signing the contract immediately. In short, if you can catch the psychological changes of customers, you can grasp the initiative of the customer.

    is the principle of appropriateness. Don’t say it once, don’t say it once. Remember, nothing can be done at a time. Eagerness to seek success can only be fast and not. Pay special attention not to force customers too much. No one likes marathon negotiations. Too much things you stuffed to customers will only cause customers to dislike.

    7. What should I do if I can’t find a customer to shoot?

    The method of sideways can be adopted. When calling each other, usually the call must be a clerk or secretary. But say this: I can’t find your boss or leader. I have contacted him a business, why did he see him for a long time. Under normal circumstances, the clerk or secretary is unknown, and the metropolis will help you connect the boss call, or tell your boss’s mobile phone or home phone, and you really have to have a business contact with the boss, and you don’t have to bear the psychological condemnation of false words.

    8. How to quote the customer

    In general, if the customer speaks, the investment fee is proved to prove that the customer knows very little about the central air conditioner. It is best to open the topic first. Talk more about the advantages of the central air conditioner that the other party can understand. If the other party continues to ask the price, then quotes at more yuan per square meter, and emphasizes that the specific expenses will increase or decrease due to the level of the system configuration. It is best to make a detailed request for users, and our investment plan is more accurate.

    This should be remembered that the salesperson who can meet the requirements of the customer is respected, and the salesperson who is satisfied with the customer is often unavailable. Therefore, we should fully understand the difficulties of users and make suggestions.

    . What should I do if the user proposes to ask us for more than 2 years after sales service?

    . Our policy is one year after -sales service. Customers have proposed that we have to repairs after -sales service for more than two years. We generally cannot agree. In this regard, we can use the following reasons to convince customers:

    (1) 1 year of warranty is the rules of the central air -conditioning unit industry, and other large international companies are also a year of warranty; Period; (3) China Economic Law stipulates that the quality objection to mechanical and electrical products should be proposed 6 months after installation and commissioning. We also stipulate the warranty period according to the economic law; (4) the product’s fatigue test and simulation test before exiting the factory, which basically belongs to maintenance -free products. As long as the running -in period of half a year, there is basically no quality problem. This is where the well -known brand is.

    This, the customer is very urgent, but what should we do if we have no spot for the time being?

    (1) Investigation and understanding, clarifying the customer’s situation, based on this, persuade customers to increase or reduce power to persuade customers to switch to other models we have in stock; If you can pay the freight, we can give you air transportation. The general cost is about 40,000 yuan, and we can bear half of it. (3) You can use methods such as helping customers design computer rooms and technical guidance to make customers have fully prepared before entering the implementation stage. Perhaps the customer’s real machine time is not as urgent as he claims; (4) no matter how urgent the goods period, as long as the customer really wants the goods, they must promise first, and the transaction is the most important. In the case of the market’s initiative belongs to the buyer, we should firmly believe that as long as the customer pays the payment, it will definitely meet his requirements

    eleven. R n 1. “Knowing and knowing that he knows each other, not fighting for a hundred wars” This is the motto in the “Sun Tzu’s Art of War” as his own career. Countless successful people today respect this immortal thought. In fact, the grandson’s law not only shows the military thoughts and military methods of the grandson, but also his deeper meaning is to express a highly philosophical realm. He clarifies a systematic dialectical way of thinking and scientific organizational methods.

    In work practice, I deeply feel that I need to know the ability to know and know. If a Sales lacks this ability in his work, he will not have the minimum persuasion ability, so his work will lose glory, let alone any achievement. After I arrived at the company, I continued to cultivate this ability under the guidance of the company. Because I have a strong aggressive consciousness, I gradually developed a habit. When I was in contact with customers, I first learned to control my emotions, maintain a peaceful state of mind, and judge the other party through instant response to judge the other party. Psychological activities, instead to guide each other with my thoughts. During this period, everything should be based on me. It should be noted that only owners in this world can brake everything and create everything. Only love in this world is the most effective weapon to open human heart. In actual work, if Sales can give others more goodwill and love, our customers will feel warm, feel that I want to help him and support him, so I will trust me, and I look forward to it only under my guidance to be able to Solve their final requirements. It can be seen that a very important psychological quality of confidant knowledge and knowing is also manifested in whether “I” has a hot love for the world, all things, and even our enemies.

    2. What is the promotion factor of success and failure? The former is unwavering, and the latter is confused. For sales work, salesperson often finds opportunities in a complicated and confusing environment, has worked hard, eliminated all difficulties, worked hard to promote, and finally promoted the product’s unyielding work spirit to millions of households. Excellent salesperson will always be praised, and people will not forget their lofty career sentiment -love career, love customers, and world’s broad minds. They are the motivation and greatest messenger of the development of the commodity world today. Conversely, those people with poor ideology and psychological quality often cannot show their own image in front of guests during the sales process, sell their words and deeds, and they have repeatedly failed. In the actual work, any slow or hypocritical behavior will be failed. It can be said that the most fatal failure of the loser is that he is Sales and does not know what is the most fundamental job.

    The most fundamental shortcuts of successful people are that they have a strong confidante and knowing the other ability: Do you have any way to solve the problem of unique problems? Is there any way to achieve the best effect on unparalleled negotiations? What way do you have to ensure your analysis, judgment and conclusion to the maximum correctness? A very thorough and correct answer is: the essence must be seen through the phenomenon of things, and the essence of things has a strong understanding and analysis ability. The analysis, judgment, and conclusion of any matter are based on facts. Therefore, when we face an experienced difficulty or an experienced negotiation, as long as we adhere to the principle of knowing and knowing the other, and at the same time, we are accustomed to all facts when analyzing and judging issues. Any difficulty and achieve the best work effect.

    3. Being a successful salesperson, you must not just argue. At the same time, you must have the highest compliment to sell as a loyal listener as a sales customer. Respect. Because in any case, we can learn knowledge from customers’ talks, and at the same time we can learn more about customers, really. Focusing on customers’ speech is extremely important. No other thing makes people happy. In the past, I also had this experience. I would like to negotiate with customers. I wouldn’t keep talking about it, or I directly asked the customer’s needs to destroy the original harmonious atmosphere. At that time, no matter how he returned to heaven.

    4. Recently, through several customer interviews, no matter which interviews, think carefully, the ability of “knowing and knowing the other” has a update significance. Persuading customers to use our products should absolutely avoid debate with customers from different standpoints. The debate is like a plague. There are nine times ten times. After the debate, everyone who argues is more confident that he will never be wrong than before. The debate cannot persuade anyone, even if you are absolutely good, if your debate makes the other party’s useless, so, you make him feel weak, you hurt his self -esteem, he will oppose your victory and will not explain any reason. Essence

    5. When negotiating with customers, you must be confident, but you must not be stubborn. When we think that something or a sentence is wrong, we should have the courage to admit it. If you know that others are thinking or wanting to say that they oppose you, he will take a generous and forgive attitude to reduce your mistakes. This must be said to be the application of “knowing and knowing the other” in practice.

    6. The method of warfare said, “Knowing knows and knowing each other can fight all the best. Those who know and know each other are confidantes, including knowing their own products. The advantages and disadvantages, how to avoid the strengths and shortcomings, and have any ways to get the trust to the customer. It is the customer who is willing to accept themselves, how much love for the customer, etc. The market understanding, the current situation, the analysis of customer psychology, and so on. The methods I currently use include:

    (1) Love, with a sincere attitude and enthusiastic help to deodize Customer.
    (2) Use the confidence of brand -name products to influence customers.
    (3) indirect persuasion method to ask new customers to consult the old customers and let customers persuade customers. .

    7. To improve your ability to “know and know”, you must first improve your ability to “see”, “ask”, “listen”, “prove”. See the customer’s movement and psychology from the expression of the customer’s manner; “ask” is to “ask” to the customer and ask the customer to know what they are thinking, what to worry about, and what to ask; The client said, from his talk about his views and attitudes of things; “prove” is to integrate “see”, “ask”, “listen”, and then make logical reasoning and comparisons based on the situation of control, and make a logical reasoning and comparison. The correct judgment. And whether this judgment is correct, it must be verified by practice. Summary: To do a good job of “knowing each other”, visitors are very important. The information that can be learned on the phone is indeed very limited. Talking about it can know more.

    8. To become the greatest salesperson in the world, you should have a firm belief, tenacity perseverance, humble care and love, and at the same time Should always reflect on the real reason for their success and failure. I have to repeatedly ask themselves: Why don’t people listen to me? How to attract their attention? Why don’t they wait for me to say that I have closed the door behind? Why are they not interested in what I said and retreat? Why do many people call me to come again in a few days? What are the fear in my heart? What method to overcome it? R n
    9. Individuals have to change from poverty to wealth. There is no chance of a career than a salesperson. But a successful salesperson must first prove that you can live the life of a salesperson. Think that that is that that way. It is not an easy job. If a person is successful, the remuneration is great, but the reason why the remuneration is great is because there are not many people who have successful. Many people have failed, and they do not know that they already have the hair. All the conditions of Da Cai. There are many people who are afraid and hesitant to encounter obstacles on their way to the road of success. They treat them as enemies. In fact, these obstacles are friends and assistants. If success, there must be obstacles. ,, In the sales career, just like in some important businesses, only by experiencing many struggles and countless failures, and then victory. Every time you fail, every time you struggle, you can hone your skills, increase your physical strength, improve your courage, test your patience, cultivate your ability, and improve your confidence. Therefore, every obstacle is a driving force, forcing you to succeed, otherwise you will only fail. Every setback is an opportunity to move forward. You can lose your future.

    The most important quality of a successful salesman is to have a firm belief and tenacity perseverance.

    12. Salesman full of caring is a successful salesperson

    The friends who praise them and make them a brother. I often find a reason to appreciate others, and never find a reason to show right and wrong. Using love to relieve the hatred around the world, replace the bridge, so that their love can enter their soul.

    With love, it will increase the cohesion of 100 times, and it will increase the sales of hundreds of times and become a great salesperson; without love, even if it has a great ability and knowledge, it will also fail.

    The successful salesperson must have a broad mind; it will summarize experience and lessons from failure, and will not hover in the shadow of failure. Essence It is not important to surpass the career of others. The cause that exceeds self is the first.

    . Let customers feel psychological balance

    The customers often require “reasonable”. “Reasonable” can be said to be psychological. Because transactions are equal and mutually beneficial to both parties. How to make customers feel that it is not suffering from doing this transaction and signing a contract with satisfaction? The important point is how to eliminate the support point of the other party and how to make customers psychologically balanced.

    For example, the price problem, blindly concession or “crispy” to the lowest price for customers, is not advisable. Because customers always think you are still valuable. You have to make customers feel that 1%of discounts are not easy to come by his psychological balance. Sometimes the customer is arguing with you in the payment method. It is nothing more than getting a discount (concession) in a certain aspect. If you do a little retreat at this time, not only the business can be successful, but the other party feels very satisfied. The implementation of one -step project can be actively cooperated.

    The central air -conditioning system involves many majors and types of work. In the process of business negotiation, if there are related technical personnel among customers, they should intentionally praise their professional level and guide them to actively participate in it. It is an expert, so as to actively cooperate with us unconsciously in the implementation of the plan or the implementation of the project.

    It 14. Self -training guidelines for sales staff

    1. Self -preparation

    Conneys to renovate the hair, brighten the leather shoes, wear neat r r r r r r r r r r r r
    Psychological and physiological preparations: Style, full of physical strength, must eat a rich breakfast when going out in the morning
    Sales tools and materials: Prepare various materials in the briefcase

    2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 2 Skills closer to customers

    The technology that allows customers to be willing to accept access
    I think this visit is completely for the benefit of customers
    The first visit to as much as possible
    Good at observing the face of the other party, in time and retreat
    The research topic, and caters to the ever -changing customer interest with rich topics
    Mreasted words of praise
    softly to soften customers ‘feelings, relieve customers’ wishes, and smile with a smile. , Bright and happy
    don’t feel inferior, visit customers with the same attitude. If you have a chair, you should immediately introduce yourself and the company. n as much as possible to introduce people
    In the common point with customers or common fellow friends and relatives n when there are souvenirs or gifts, be sure to bring it

    3. Talk Precautions

    The pre -arrangement order of speaking
    Id the evidence and documents you want to use
    when you should ask questions
    n Opportunity to arrange bouncing in advance
    Stap phone
    Considering whether the other party should eat
    n Using Tongwei to solve some things

    4. Self -review

    Whether the information is recorded immediately after access
    Whether the success or failure is immediately reviewed
    whether Prepare for tomorrow or next interview

    5. The attitude when you leave

    Whether the interviewee accepts the product you sell To leave a deep impression on him
    , no matter what the attitude of the other party, I would like to thank him for giving you the opportunity to give you this conversation
    a even if the other party becomes your client, to show an attitude of not humble, so as not to make others light lighter. Look at you
    The footsteps to leave must be stable, the attitude must be calm, and close the door, indicating your style and cultivation

    6, the habit of

    计划的习惯)rn  控制行为的习惯(克制的习惯)rn  培养能力的习惯(进修的习惯rnrn  7、签约时应留意的问题rn
    Don’t worry, don’t panic
    The decisions of things as much as possible
    contract matters Be sure to write it down
    In the gossip to avoid giving away
    The contract and deposit to confirm each other
    Conclusion failure and the reasons for the failure to review the failure for future reference!

    The sales of fifteen and 80%are from the tracking of 4 to 11 times!

    Remember that when I was working in Europe in 1995, my previous American boss said to me: Hi, guy, sales, you have to learn to track.

    In order to further explain the problem, the boss gave a vivid example: someone saw our recruitment advertisement, and on the last day of the application, he voted to us his resume (the last day submitted the resume on the last day The purpose is to enable his resume to put it at the top of a bunch of application materials). A week later, he called to ask us if we received his resume (of course, safely). This is tracking. Four days later, he came for a second phone call and asked if we were willing to accept his new recommendation letter (Westerners attached great importance to recommendation letters). Of course, our answers were yes. This is his second time. Two days later, he faxed the new recommendation letter to my office, and then he followed him to ask if the content of the fax was clear. This is the third track. We were very impressed with his professional tracking work. He now works in our American company.

    since then, I have experienced the importance of tracking work. Until a week ago, after I saw the statistical report of the American Professional Marketing Personnel Association and the National Sales Executive Association, I re -reflected on the tracking of sales. Please see vivid statistics:

    2%sales are completed after the first contact,
    3%sales are completed after the first tracking,
    5 %Sales is completed after the second tracking,
    10%sales are completed after the third tracking,
    80%of sales are completed after the 4 to 11 tracks!

    This almost in sharp contrast is that in our daily work, we found that 80%of sales staff no longer conduct second and third tracking after tracking. Sales personnel with less than 2%will persist until the fourth track.

    The tracking work makes your customers remember you. Once the customer takes action, first think of you.

    The final purpose of tracking is to form sales, but it is by no means “how do you think about?” We must pay more attention to its correct strategy:

    In more special tracking methods to deepen the customer’s impression of you; find a beautiful excuse for each tracking; pay attention to the two tracking time interval, too short meeting is too short. Bading customers, too long will make customers forget, and the interval we recommend is 2-3 weeks; do not show your strong desire every time you track, and want to make this order. Adjust your posture, try to help customers solve their problems, and understand what your customers are thinking recently? What is the work progress?

  2. (This is the most practical, society is the personal circle)
    The places, so as to smoothly sign the bill. How can we become an excellent salesperson, because alone is not necessarily to help you become a good salesperson, the survival of the fittest, they sometimes work to work late at night. Ask him to know so many people, he replied: To do business is to help people, that is, the sales staff should have an indomitable, or they are still negotiating with customers when others get off work.
    The first two places, not relying on “luck” or skills (although luck and skills are sometimes important).
    or in other words, the reason why excellent sales staff can encounter good luck is because they always go out early and return early, and many people know that business is a person, so you can believe it, give you some small suggestions:
    1. Do each job carefully.
    Of course, doing a good job is not just because of a firm belief that people he knows will be there. Two days later, they will definitely be on the customer. “
    (This is efficiency and integrity)
    one of the best character most needed by sales staff is” hard work “, and you can also do every job carefully, more rich interpersonal relationships, thoroughly secrets The work plan, you can help others, others help you! Whether you are large and small enterprises
    , you will glow when you are gold.
    Therefore, when you want you to visit customers, try to know as much friends as much as possible. Interpersonal relationships are the ways to do business.
    3. Personal ability!
    In how to communicate with customers. But this point. It is the key to making you a good salesperson. He can hold the cornerstone of the customer’s heart
    You can have a firm belief to support your business career. R n, you must know that there is no free lunch in the world. First of all, you ca n’t get the order, and you ca n’t become a salesman who has performed well.
    Im I remember that there was a business written by a person. After this, I found it for everyone to read. You have to do your best to do your best first
    At that time, even if his skills are more and better: your personal ability is to keep learning by yourself. Being a good person can do a good job? Studies have shown that one thing is important.
    If sales staff cannot get orders from customers, sales staff should not be afraid of failure as athletes, and even at the last moment, they should not give up their efforts. R N Outstanding sales staff often believe in the products they and they sell. They are usually very confident and firmly believe that their decisions are correct; they are very eager for transactions and usually adopt each of each of the law and moral permission. This method is made to make the transaction success. If they say that they will meet with the customer after 2 days, but if you cannot complete the business work, you will never have to ask others about this question. Remember, I believe that big enterprises can satisfy your fist feet. Stretching
    ~ haha ​​
    2. Do a good job of interpersonal relationships!
    friends, first, you can encounter many “acquaintances” on the street. Do your best to do your best,
    society to improve, you can’t speak to teach, but he becomes an extraordinary salesperson, so he often has business to do it, and he can do it in subsequent work. The deduction is executed: “Our excellent sales staff never scattered and dragged. In fact, there are no particularly amazing places in sales, and some are just tissue and diligent work. A successful president said. Some of my friends, whether you and him go to the company, are familiar with it.
    In again.
    This point I put at the end because this can be gradually enhanced in business work. Excellent sales personnel always think about trying to reach the spirit of consensus and persist in the end.
    The believe that you will succeed, and you have to do every job carefully in your usual work.
    Excellent salespersons are always good at making detailed

  3. Go to the new building building construction site to find the person in charge and promote the products of your company’s agency!

  4. The old iron can try sohojoy to find the reference content, where it is in Excel format, so the efficiency will be several times higher. Don’t be polite

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