What are the OTC sales processes?

OTC sales process a: 5 steps of sales call!

Step one: Say hello.

In order to achieve the set goals, the first thing to do in sales and visits is to say hello to customers. Pay attention to three points when greeting customers: warm eyes and a smile.

Enthusiasm: What we often say is to think about how others treat you, so you should treat others first. If we are indifferent when greeting others, the other party must be indifferent; We are enthusiastic, and the other party's response must be enthusiastic, because our emotions will affect the attitude and reaction of customers.

Eyes: People often say that "eyes are the windows to the soul". And the communication between eyes is also the communication between hearts. When you say hello, your glasses look into each other's eyes. The first is respect for customers.

Smile: A sincere smile will bring you closer to your customers. Because smile is the best communication language between people.

Step 2: Introduce yourself.

No matter to strangers or former customers, introducing yourself will deepen customers' impression of themselves and strengthen customers' memory. Pay attention to three points when introducing yourself: simplicity, clarity and confidence.

Simplicity: Simple introduction can make customers remember you in the shortest time and leave enough time for the next work.

Clear: let customers have a good impression on you in the shortest time and deepen their impression. Self-confidence: Self-confidence not only affects the effect of sales and visits, but also infects customers. Only by controlling the pace of visits can customers remember you.

B: The sales call at eight o'clock!

The first point: be prepared.

Getting ready is the first step to success.

Preparation is to let us come prepared in the process of sales and visits, so as not to be in a hurry and be at a loss.

For example, pre-planning in the process of sales and visit: regional selection, route planning, product information, samples, auxiliary sales tools, relevant information and understanding of the situation. These preparations can make you know well when you are selling or visiting.

Point two: punctuality.

Punctuality should include two levels: one is internal: one's own leaders and colleagues; One is external: own customers.

Punctuality is first of all a good living habit and working habit. Punctuality will make others think that you are a man of your word and an honest man. Punctuality includes starting and ending on time.

The third point: have a good attitude.

A good attitude is a prerequisite for success.

China's former national football coach said: Attitude is everything! Only by doing everything well with a good attitude can we get twice the result with half the effort. Whether doing the right thing or doing the right thing requires a good attitude throughout.

The fourth point: keep the area.

The superior will assign each person their own responsible area, and the maintenance area is actually to ensure the orderly operation of the whole system. Including personnel system, price system, product system, service system and management system.

Fifth, keep an attitude.

Because the essence of marketing determines that marketing is very monotonous and trivial, and the same process is repeated in 90% of cases. Therefore, it may not be difficult to have a good attitude for a while, but it is difficult to keep a good attitude all the time. Only by impressing customers with your passion and confidence can you infect yourself.

Sixth point: do it for 8 hours.

In fact, most working hours in China are eight hours a day, but who can say that eight hours are spent at work? Doing 8 hours means effective planning in advance, effective control in the event and effective summary afterwards; It also represents your 100% commitment to the work. Only in this way can I make continuous progress in my growth.

Seventh point: control the situation.

In fact, only when you control the overall situation can you make your sales and visits progress according to your own ideas. When we are selling and visiting, the scene can't always be as we expected, but always ever-changing, which requires us to improve our own quality and be good at handling, mastering and controlling various possible situations. We can't control others, but we can always control ourselves. We cannot predict tomorrow, but we can do our best in everything; We can't extend the length of life, but we can determine the width of life. We can't choose our looks, but we can show our smiles.

Eighth: Know what you are doing and why?

Know clearly what you are doing, know what you are doing! In fact, if you ask others what they are doing, you may get a hundred answers by asking a hundred people. But not many people really know what they are doing and clearly know their direction and goals. Only by knowing your own direction can you determine what to do, what not to do, what is right and what is wrong.

If you think about it carefully, it is not difficult to understand that these five steps and eight points are not only five steps and eight points in the process of sales and visits in the marketing process, but also five steps and eight points that run through our lives and bring us endless benefits.

Step 3: Introduce the product.

Whether it is a new product or an old product, customers are interested in products because of demand. Therefore, introducing products is a key step to decide whether this visit can go smoothly. Four points should be paid attention to when introducing products: simplicity, participation, comparison and price.

Concise: 1. For customers, there may be a lot of information every day. Only by using the simplest language can we leave a good impression on our customers. 2. The time left by customers is limited;

Participation: When introducing products, customers must be involved as much as possible. 1, to satisfy customers' curiosity; 2. Satisfy customers' thirst for knowledge and possession; 3. Strive for more time to introduce products for yourself.

Contrast: The present era is the era of homogeneous products, and the selectivity of customers is very great. We just need to compare our products with similar products.

Only through comparison can customers remember the products in the shortest time.

Price: Price is not the key factor in a transaction, but customers are often the most sensitive to it. So when introducing the price, try to make it clear and make a simple cost-effective evaluation.

Step 4: Deal.

If the first three steps are successful, it is only a matter of time before the transaction is completed. Whether the transaction is completed or not directly reflects the quality and efficiency of the marketing staff's sales and visits. Pay attention to three points in trading: specialization, answering questions and dreaming.

Specialization: In the process of trading, professional words and deeds will increase your confidence, and at the same time increase the determination of customers to choose to buy, so that customers firmly believe that their choices are correct.

Answer questions: answer customers' questions quickly and concisely, at the same time, take the initiative to put forward customers' possible doubts and questions and explain them quickly.

Dream: weave a beautiful dream for customers to use our products, focus on the benefits brought by customers' choice of our products, briefly state the benefits that similar customers have used and brought, and let customers feel the correctness of their choices.

Step 5: Expand the turnover.

As a continuation of the transaction, we should make good use of the customer's possessiveness and sense of ownership to facilitate the transaction as much as possible. In addition, expanding turnover has another meaning, that is, actively creating an atmosphere of "active consumption", including after-sales service, making customers feel happy and laying the foundation for the next transaction.

If you want others to be nice to you, be nice to others first. If we are indifferent when greeting others, the other party must be indifferent; We are enthusiastic, and the other party's response must be enthusiastic, because our emotions will affect the attitude and reaction of customers.

Eyes: People often say that "eyes are the windows to the soul". And the communication between eyes is also the communication between hearts. When you say hello, your glasses look into each other's eyes. The first is respect for customers.

Smile: A sincere smile will bring you closer to your customers. Because smile is the best communication language between people.