How do central air-conditioning salesmen find potential customers?

First, looking for home central air conditioning projects

1 target customers: villas, single-family houses, small entertainment places, office buildings and other buildings with more independent small spaces on the edge of the town.

2 How to find customers: I have cooperated with the corresponding real estate developers, had contact with sellers and property companies in high-end residential areas, and cooperated with home improvement companies, friends and colleagues of customers who have cooperated.

Competitors: air-cooled heat pump household central air conditioning and geothermal household central air conditioning. Understand the characteristics and weaknesses of competitors and then make countermeasures, strive to work near competitors' users, explore their weaknesses and strengthen our advantages. If there are many users, you can make a free sample first and pay after you are satisfied.

Second, find a small unit project

1 target customers: exhibition halls, clubs, hotel lobbies, large restaurants, warehouses, factory workshops, supermarkets and other large spaces.

Focus on guiding dealers to carry out their work, and the working methods should be easy to understand. If users are not at ease, depending on the impact, they can make samples for free and then pay. Generally, dealers are encouraged to take delivery and make samples. If they can't sell it, they can return it to make sure there is no risk.

Third, how to find potential customers fastest and best?

Pay attention to the billboards on the street and write down the contacts and telephone numbers;

Look through the phone book and make a phone call; Identify potential customers and record them;

Find a design institute and let the engineers of the design institute introduce customers to themselves;

Keep in touch with the drawing room and engineering copy center of the design institute and get information from them;

Get relevant information from newspapers, TV advertisements and magazines;

Develop distributors and partners; Find various engineering companies;

Looking for customers from government documents (for example, investment yearbook, investment project summary);

Inform friends and relatives that I am engaged in central air conditioning projects and mobilize them to provide customer information;

Looking for the Environmental Protection Bureau, the key unit they check may be our customers;

Participate in investment promotion associations;

Run projects under construction.

4. What are the procedures for selling central air conditioning units?

Generally speaking, the sales of central air-conditioning units should go through the following procedures: (1) find customers; (2) preparing materials; (3) Understand the needs of customers; (4) introduce the company's products; (5) looking for the decider; (6) Answer customers' questions, focusing on upfront investment, operating costs and early availability. (7); Look at the model project; (8) Enter substantive negotiations or attend bidding meetings; (9) Signing contracts; (10) Transfer the contract to the design and engineering department and enter the implementation stage.

5. What preparations should I make when I go out to meet the guests?

The first is physical preparation, grooming, dressing well, eating a full meal, saving your energy and going to see customers happily;

The second is psychological preparation, which predicts all possible results of the interviewer and makes a good response to each result. Adjust your mind to the most confident state, and be fully prepared for failure and unexpected results. Normal mind is the most important thing. If you feel tachycardia, you'd better settle down and go to see the client.

If you don't want visitors to come for nothing, it is very necessary to write the outline of the visitors in advance and meet them clearly. Generally speaking, the tourist outline should include the following contents: (1) tourist route arrangement: where to go first. Where to go and what means of transportation to use; (2) Who are you going to see? If that person is not there the first time, who will you meet the second time and how; (3) who to meet and how to meet; (4) What issues are concerned about, what are the procedures, what to say first, and what to say later; (5) What requirements customers may put forward and how to respond to each requirement; (6) The interviewer may have several results, and what countermeasures should be taken for each result.

The third is material preparation. It is best to bring the following items: (1) product information book; (2) User list; (3) Policy documents of relevant departments or governments, such as whether drilling wells is allowed; (4) pens and notebooks; (5) business cards;

Sixth, create a harmonious conversation atmosphere.

A harmonious conversation atmosphere is based on a deep understanding of human nature. Generally speaking, eight principles should be followed:

The first is the principle of doing what you like. If the atmosphere is not harmonious enough, don't talk about business at the beginning, talk about each other's work and topics of common interest first, which is of great benefit to a harmonious conversation atmosphere.

The second is the principle of listening more and speaking less (listening principle). An eloquent salesman is not the best salesman. Generally speaking, the more salesmen talk, the more mistakes they make. Therefore, smart salespeople will spend most of their time listening to customers. The more customers talk, the more you know their cards. However, it should be noted that talking less does not create silence. Salespeople should pay attention to threading the needle, don't talk too much, and get to the point.

The third is the principle of no superiority or inferiority. The simplest way of communication between people is equal communication. Don't be arrogant just because the customer is nobody; And I won't feel humble because there are many customers.

The fourth is the principle of seeking truth from facts. Sweet words can only have a temporary effect, and honesty and frankness are always commendable qualities. Don't take chances and treat customers as fools. Knowing the questions asked by customers means knowing, and not knowing means not knowing; Introduce your products, one is one, the other is two, don't brag. In addition, remember, don't speak ill of your competitors unprincipled. It's disgusting. Unless you have evidence.

The fifth is the principle of transposition. Put yourself in the customer's shoes and even imagine that you are a customer. Only when you speak from the customer's standpoint can the customer speak from your standpoint.

The sixth is the principle of non-argument. Even if you have a good reason, even if the customer's point of view is extremely poor, you should not argue. Perhaps the customer's point of view is fragile, but don't forget that when you defeat the customer's point of view, you also crush the customer's self-esteem. In fact, you have won yourself, but the feelings of customers have also alienated you. What can you achieve when the interviewer has only a bunch of cold reasons left? For the dignity of the other party, the dispute should be terminated immediately, and then written materials should be provided for the other party to understand.

The seventh is the principle of improvisation. Only by talking about topics that customers are interested in can we create a harmonious atmosphere. This requires salespeople to observe carefully and react at any time. Customers take out cigarettes and put them down, which may make customers feel tired. You should suggest taking a rest. The customer's clenched fist suddenly sticks out, which may be a sign of maturity You should suggest signing the contract immediately. In short, you can grasp the psychological changes of customers, and you can take the initiative to talk to customers.

The eighth is the principle of moderation. Don't say it at once, and don't say it at once. Remember, nothing can be done at once. Rushing for success can only be haste makes waste. Pay special attention not to push customers too hard. Nobody likes marathon negotiation. You send too many things, which will only arouse customers' disgust.

7. What if I can't find the customer decision maker?

You can take the method of innuendo. When you call the other party, it is usually the clerk or secretary who answers the phone. It can be said that I can't find your boss or leader. I contacted him for a business. Why haven't I seen his reply for a long time? Under normal circumstances, if the clerk or secretary doesn't know the situation, the metropolis will put you through to the boss, or tell the boss that you really need to have business contact with the boss, and you don't have to bear the psychological condemnation of telling lies.

Eight, how to quote customers?

In general, if the customer asks about the investment cost, it proves that the customer doesn't know much about central air conditioning. It is best to start with the topic and talk more about the advantages of central air conditioning that the other party can understand. If the other party continues to ask about the price, then quote according to how many yuan per square meter, and emphasize that the specific cost will increase or decrease due to the level of system configuration. It is better to let users put forward detailed requirements, and our investment plan is more accurate.

Remember that salesmen who can meet customers' requirements are respected, while salesmen who try to meet customers are often not respected. Therefore, we should fully understand the difficulties of users and make suggestions.

9. What if the user asks us to guarantee the after-sales service for more than 2 years?

Our policy is to provide 1 year after-sales service. Customers ask us to guarantee after-sales service for more than two years, but we generally can't promise. In this regard, we can convince customers with the following reasons:

The warranty period of (1) 1 year is the rule of the central air-conditioning unit industry, and other major international companies also have the warranty period of 1 year; (2) The warranty period given by our supplier is 1 year, so we can only give you the warranty period of 1 year; (3) China Economic Law stipulates that the quality objection of mechanical and electrical products should be raised six months after installation and commissioning. We also stipulated the warranty period according to the economic law; (4) The products have undergone fatigue test and simulation test before leaving the factory, and basically belong to maintenance-free products. As long as it passes the running-in period of half a year, there is basically no quality problem. This is why famous brands stand out.

10. The customer is in urgent need of the goods, but what if we are temporarily out of stock?

(1) Investigate the customer's situation, and persuade the customer to increase or decrease the power on this basis, and persuade the customer to switch to other models that we have in stock; (2) Answer the customer: If you can pay the freight, we can do air transportation for you. The general cost is around 40 thousand, and we can bear half of it. (3) Help customers design computer rooms and provide technical guidance, so that customers can be fully prepared before entering the implementation stage. Perhaps, the time when the customer really uses the machine is not as urgent as he claims; (4) No matter how urgent the delivery time is, as long as the customer really wants the goods, he must promise first, and the transaction is the most important. In the case that the initiative of the market belongs to the buyer, we must firmly believe that as long as the customer pays the money, he will certainly meet his requirements.

Eleven, salesman experience-know yourself and know yourself.

1, "Know yourself and know yourself, and fight every battle" is the motto of Sun Tzu's Art of War. Today, countless successful people admire this immortal idea. In fact, The Art of War not only shows Sun Tzu's military thoughts and methods, but also shows a high philosophical realm. He expounded the systematic dialectical thinking mode and scientific organization method.

In my work practice, I deeply feel that I really need the ability to know ourselves and ourselves. If a salesperson lacks this ability in his work, he will not have the minimum ability to persuade customers, so his work will lose its luster, let alone make any achievements. After I came to the company, I constantly cultivated this ability under the strict discipline of the company. Because I have a strong sense of enterprising, I gradually developed a habit. When I am in contact with customers, I first learn to control my emotions, keep a peaceful mind, judge each other's psychological activities through instant reactions, and then guide each other with my own thoughts. In the meantime, everything should be based on me, knowing that only a master can brake everything and create everything in this world; Only love in this world is the most effective weapon to open the human mind. In practical work, if sales can give more kindness and love to others, our customers will feel warm and feel that I want to help and support him, so they will trust me, expecting that only under my guidance can their final demands be solved. It can be seen that a very important psychological quality of knowing ourselves and knowing ourselves is also manifested in whether "I" has a passionate love for the world, for everything, and even for our enemies.

2. What are the drivers of success and failure? The former is firm and the latter is confused. In order to promote sales, salesmen often look for opportunities in a complex and chaotic environment, go through hardships, overcome all difficulties, and strive to promote sales. Finally, with indomitable work spirit, they sell goods to thousands of households together. Excellent salespeople are always worthy of praise, and people will never forget their lofty professional sentiments-loving their career, customers and the world. They are the driving force and the greatest messenger of the development of the commodity world today. On the other hand, those people with poor ideological and psychological quality often fail to show their image in front of guests and betray their words and deeds and will in the process of sales promotion. In actual sales promotion, any neglect or hypocrisy will be defeated. It can be said that the most fatal failure of a loser is that he is a salesman and doesn't know what the most fundamental job is.

The most fundamental shortcut for successful people is to have a strong ability to know yourself and yourself. Point out: Is there any way you can confidently solve inexperienced problems? Is there any way to achieve the best results for inexperienced negotiations? What methods do you have to ensure that your analysis, judgment and conclusion are as correct as possible? The completely correct answer is: we must look at the essence through the phenomenon of things, have a strong understanding and analysis ability of the essence of things, and the analysis, judgment and conclusion of anything are based on facts. Therefore, when we are faced with inexperienced problems or inexperienced negotiations, as long as we adhere to the principle of knowing ourselves and ourselves and are used to basing everything on facts when analyzing and judging problems, then we will confidently solve any problems and achieve the best work results.

To be a successful salesman, we should not only be eloquent, but also be a loyal listener, which is our highest praise and sincere respect for any type of customers as salesmen. Because in any case, we can learn knowledge from what customers say, and at the same time we can better understand customers. It is extremely important to pay attention to what customers say. Nothing makes people happy like that. I've had this experience before. When negotiating with customers, I either kept talking about the main points or directly asked the customers' needs, which destroyed the original harmonious atmosphere and became serious, and the positions of the two sides were completely opposite. At that time, there was nothing to do anyway.

4. Through several customer interviews recently, no matter which interview, if you think about it carefully, the ability to "know yourself and know yourself" has a new meaning. Persuading customers to use our products should absolutely avoid arguing with customers from different positions. Debate is like a plague, nine times out of ten. After the debate, everyone who debated was more convinced than before that he was absolutely right. Debate won't convince anyone, even if you are absolutely excellent. If your argument makes the other person useless, you will make him feel weak and hurt his self-esteem. He will oppose your victory without explaining any reason.

Be confident when negotiating with customers, but don't be stubborn. When we think something or a sentence is wrong, we should have the courage to admit it. If you know what others are thinking or want to say to you, say it yourself, and he will take a generous and tolerant attitude to alleviate your mistakes. This is the application of "know yourself and know yourself" in practice.

6, Sun Tzu's Art of War, "Know yourself and know yourself, and fight every battle. Knowing yourself, first of all, is a confidant, including knowing your products, how big your sales promotion ability is, how big your confidence in your products is, the advantages and disadvantages of your products, how to foster strengths and avoid weaknesses, how to win the trust of customers, whether customers are willing to accept themselves, how much love they have for customers and so on. Knowing each other refers to how much you know about customers, how much you know, as well as your understanding of the market and the current situation, the analysis of customers' psychology, and so on. I currently use the following methods:

(1) Love, influence customers with sincere attitude and enthusiastic help.

(2) Use confidence in brand-name products to influence customers.

(3) indirect persuasion, let new customers consult old customers, and let customers persuade customers, which will get twice the result with half the effort.

7. To improve the ability to "know yourself and know yourself", we must first improve the ability to "see", "ask", "listen" and "prove". "Look" is to observe how to see the actions and psychology of customers from their manners and expressions; "Ask" is to ask customers more questions, so as to know what customers are thinking, worrying and demanding. "Listening" means listening to the customer and understanding his views and attitudes towards things from his conversation; "Prove" is to make a logical reasoning and comparison according to the mastered situation after synthesizing "seeing", "asking" and "listening" and make your own correct judgment. Whether this judgment is correct still needs to be verified by practice. Conclusion: It is very important for visitors to get to know each other. The information you can learn on the phone is really limited. Only by talking face to face at the scene can we get to know each other better.

8. To be the greatest salesman in the world, you should have firm faith, tenacious perseverance, modest mind and love, and at the same time, you should always reflect on the real reasons for your success and failure. Keep asking yourself: why doesn't everyone listen to me? How to attract their attention? Why didn't they tell me to close the door before I finished five sentences? Why are they not interested in what I say and stay away from it? Why do many people ask me to come back in a few days? What are my fears? How to overcome it? Is the decisive factor affecting users quality or price?

9. If a person wants to become rich from poverty, there is no job that has more opportunities than a salesman. But a successful salesman must first prove that you can live a salesman's life. I don't think this is an easy job. If a person succeeds, the return is huge, but the return is huge because there are not many successful people. Many people fail, but they don't know that they have all the conditions to get rich. There are still many people who are afraid, hesitate and regard them as enemies when they encounter obstacles on their way to success. In fact, these obstacles are just friends and assistants. There are obstacles to success. Because, in the career of sales, just like in some important careers, only after many struggles and countless failures can we win. Every failure, every struggle, can hone your skills, increase your physical strength, improve your courage, test your endurance, cultivate your ability and improve your confidence. Therefore, every obstacle is a kind of motivation, forcing you to succeed, or you have to accept failure. Every setback is an opportunity to move forward. If you run away from them, you will lose your future.

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

A caring salesman is a successful salesman.

Praise your friends and make them brothers. Always find reasons to admire others, always find reasons to gossip. Remove the hatred around the hearts of the world with love and replace it with a bridge so that your love can enter their souls.

With love, it will increase cohesion by a hundredfold, increase sales by a hundredfold, and become a great salesman; Without love, you will fail even if you have great skills and knowledge.

A successful salesman should have a broad mind; I will learn from my failure and will not wander in the shadow of failure. Only in this way will I try my best to accomplish my goal. It is not important to surpass others' career, but to surpass yourself.

Thirteen. Let customers feel psychologically balanced.

In negotiation, customers often demand "reasonableness". "Reasonable" can be said to be a psychological feeling. Because the transaction is equal and mutually beneficial to both parties. How to make customers feel that there is no loss in doing this transaction and sign the contract satisfactorily? A very important point is how to grasp each other's strengths and how to give customers a psychological balance.

For example, on the price issue, it is not advisable to make concessions blindly or give customers the lowest price simply and neatly. Because customers always think you still have a price to talk about. You should make the customer feel that the discount of 1% is hard-won, which will be his psychological balance. Sometimes customers argue with you about the terms of payment just to get a certain discount (concession). If concessions are made properly at this time, not only the business will be successful, but also the other party will feel very satisfied psychologically and will get active cooperation in the implementation of the next project.

Central air conditioning system involves many professions and jobs. If there are relevant technicians in the process of business negotiation, we should praise their professional level, guide them to actively participate in it, and make them feel that they are experts, so as to actively cooperate with us unconsciously in scheme demonstration or project implementation.

Fourteen, sales staff self-training guide

1, prepare yourself

Purify your appearance: trim your hair, polish your shoes and dress neatly.

Psychological and physical preparation: refreshed and energetic, you must have a hearty breakfast when you go out in the morning.

Sales tools and materials: Prepare all kinds of materials in the briefcase.

2, close to the customer skills

Study techniques to make customers willing to be interviewed.

I hope this visit is entirely for the benefit of our customers.

The first visit should be as short as possible.

Be good at observing each other's faces and advance and retreat in time.

Study topics and cater to changing customer interests with rich topics.

Use more compliments.

Soften customers' feelings, relieve customers' wariness, smile and be cheerful and happy.

Don't feel inferior, visit customers with the same attitude and sit down when you have a chair.

Introduce yourself and the company immediately, and try to remember the customer's name and memorize it.

Please introduce as much as possible.

Find out the fellow villagers, friends and relatives who have the same points or * * * with customers.

When you have souvenirs or gifts, you must take them with you.

3. Matters needing attention in conversation

Arrange the order of speaking in advance.

Prepare the evidence and documents to be used.

When should I ask questions?

Who should I ask?

Arrange the opportunity to interrupt in advance

Plug in the phone

Consider whether to invite each other to dinner.

Divide the rest and meeting time.

Choose a negotiation place

How to pause the discussion

Use the power of machines to solve some things.

4. Self-review

Is information recorded immediately after the visit?

Do you want to review success or failure immediately?

Are you preparing for tomorrow or the next visit?

5. Attitude when leaving

No matter whether the interviewee has accepted the product you promoted, you should leave him with a deep impression.

No matter what attitude the other person has, thank him for giving you this opportunity to speak.

Even if the other party becomes your customer, you should show a supercilious attitude so as not to make others look down on you.

Leave at a steady pace, take a calm attitude and close the door quietly to show elegance and self-cultivation.

Step 6 get used to it

The habit of controlling time (the habit of planning)

The habit of controlling behavior (the habit of restraint)

The habit of cultivating ability (the habit of learning)

7. Problems that should be paid attention to when signing the contract

Don't worry, don't panic.

Try to decide things within your own authority.

The terms of the contract must be written down.

Be careful when gossiping, so as not to waste all your efforts.

The contract and deposit should be mutually confirmed.

Don't look happy or smug.

Try to dispel each other's anxiety.

If the conclusion fails, humbly review the reasons for the failure for future reference!

Fifteen, 80% of the sales come from the fourth to 1 1 tracking!

I remember 1995 when I was working in Europe, my former American boss said to me, hey, man, you have to learn to follow in sales.

To further illustrate the problem, the boss gave a vivid example: a person saw our job advertisement and submitted his resume to us on the last day of the application deadline (the purpose of submitting his resume on the last day was to put it at the top of a pile of application materials). A week later, he called to ask if we had received his resume (delivered safely, of course). This is stalking. Four days later, he called for the second time and asked if we were willing to accept his new recommendation letter (Westerners attach great importance to recommendation letters). Of course, our answer is yes. This is his second tracking. Two days later, he faxed a new recommendation letter to my office, and then he called to ask if the fax was clear. This is the third tracking. We were deeply impressed by his professional tracking work. He works in our American company now.

From then on, I realized the importance of tracking. Until a week ago, after I saw the statistical reports of American Professional Marketers Association and National Sales Executives Association, I reconsidered the tracking of sales. Please look at the vivid statistics:

Complete 2% sales after the first contact.

3% of the sales are completed after the first tracking.

After the second tracking, 5% of the sales were completed.

10% of the sales are completed after the third tracking.

80% of the sales were completed after the fourth visit to 1 1!

Almost in sharp contrast, in our daily work, we found that 80% of the sales staff did not follow it for the second or third time after tracking it once. Less than 2% of salespeople will stick to the fourth follow-up.

Tracking makes your customers remember you and think of you first when they take action.

The ultimate goal of tracking is to form sales, but the form is by no means what we often hear: "What do you think?"

In addition to paying attention to the continuity of the system, we should also pay attention to its correct strategy:

Use special tracking methods to deepen customers' impression of you; Find a beautiful excuse for each tracking; Pay attention to the interval between two follow-ups, too short will annoy customers, too long will make customers forget, we suggest an interval of 2-3 weeks; Don't show a strong desire to make this order every time you follow. Adjust your posture, try to help customers solve problems and understand what customers are thinking recently. How is the work going?