Item of sale of 12 class serial 4.docVIP

 PAGE \* MERGEFORMAT 19 ‘Item of sale of 12 class’ serial 4 Project Sales third lesson: interview (Part One) First, pre-interview preparation 1, the development objectives of the interview The process of selling the project will involve interviews many times, and each time there with the ultimate success of the interview are not necessarily directly related to results. Therefore, the development of intermediate targets, and every interview program becomes particularly important. In the plan we must be clear: we want to visit whom? The call to achieve what goals? Where are we going to see the customers? Met with clients how we talk about? What strategies in order to talk about? Interview program can form the text, you can also verbally in the form of sales and executive leadership from the consultation, whether it is the kind of form, interview program must comply with the 5W1H principles: Who: Who visits? Why: Why is the purpose of the visit? What: with him were talking about content? Where: Where to talk about? When: What time to talk about? How: What strategies and skills to talk about? In addition to a comprehensive plan, we would also like to the special circumstances that may arise for planning and arrangements, for example, customer meetings, a sudden business trip and refused to visit and so on. 2, pre-visit preparation (1) marketing tool preparation Marketing tool for the sales force is equivalent to fighter weapons, commonly used marketing tools include: business cards, samples, performance tables, laptop computers, customer testimonials, product pictures, newspaper clippings, samples, charts, presentation tools. (2) psychological preparation for pre-sale Prior to the meet customer, sales staff should make themselves into a battle state, imagine the success of relax. (3) The preparation of dress and appearance Male salesman appearance lies ‘clean’: clean, neat, generous, healthy, and avoid excessive vicissitudes of life, lonely, wei