1. Be Direct and State Your Purpose When meeting a customer for the first time, if they are not already attending to another visitor, we can briefly state the purpose of our visit directly. For example, introduce ourselves as the manufacturer (or agent) of a certain product, explain whether we are there to discuss supply cooperation, launch a promotion, sign a contract, check sales figures, or request cooperation and support in certain areas. Without this clear introduction, imagine if the person we are visiting is a terminal sales clerk. They might initially treat us as an ordinary consumer and provide attentive service. After they spend a lot of effort recommending products, explaining features, and reminding us of precautions, we then reveal our purpose with a sudden "I'm from a supplier, not here to buy but to run a promotion..." They will feel strongly that they have wasted their time or even been deceived, leading to immediate resentment and resistance. At that point, smoothly proceeding with the next steps becomes difficult.
  2. Stand Out and Win Attention Sometimes, we visit a company repeatedly, but few people there know which manufacturer we represent, what our name is, or which products we have cooperated on. In such cases, we must find ways to stand out and gain the attention of most people at the customer's site. First, do not be stingy with business cards. Every time you visit a customer, besides contacting the key person directly, you should also give business cards to the purchasing manager, financial staff, sales manager, store salespeople, and even warehouse personnel. This reinforces their impression of you. When distributing cards, you can be creative. For example, hand over the card with the back side facing up, using the "product range" printed on the back to attract attention, because customers are not really concerned about who they are dealing with, but what profitable products the person can bring them. Distribute cards once, twice, three times, until they remember your name and the products you handle. (Editor: Liquor Distributors College, bjjxsxy) Second, when distributing product catalogs or other promotional materials, it is necessary to clearly mark your name, contact number, and other key contact information in a visible place, highlighting it with different colored pens. Also emphasize to the customer: "As long as you call this number, we are ready to serve you at any time." Third, use the brand effect of successful, high-volume products to attract customer attention: "Look, our company's product XX sells so well and is so successful. Why hesitate to cooperate with us this time?" Fourth, appropriately show your "close relationship" with the customer's superiors or leaders (such as the general manager). For example, joke around, call them brothers, or discuss personal matters in front of the person you are visiting. Imagine, if you are a good friend of their boss, would they dare to offend you easily? Of course, this only works if you truly have an extraordinary relationship with their superior or leader. Also, this display must be moderate, so as not to give the impression that you are "using the leader to pressure them," which would backfire.
  3. Read the Situation and Cater to Their Interests When visiting customers, we often encounter situations where they say impatiently and unenthusiastically, "I'm busy right now, I have things to do. Come back another time." This can happen for several reasons: First, they are genuinely busy with other work or attending to other customers, and the content of their negotiations, rebate points, or selling prices may not be convenient for you to know. Second, they are engaged in recreational activities with colleagues or customers, such as playing cards, mahjong, watching football, or chatting about a hot topic. Third, they have nothing to do but are in a bad mood for some reason. In the first case, we must be patient, avoid intruding, or find the right moment to help. For example, if we are visiting a terminal store salesperson and a consumer is hesitating over a purchase, we can assist the salesperson by recommending the product, acting as a free "sales assistant" to encourage the customer to buy. In the second case, we can join their conversation, offering unique insights to spark discussion and avoid being ignored, or give them small gifts we carry, like playing cards, as entertainment tools. At such times, we should be ready to blend in and be part of the group, showing that we are knowledgeable and willing to share. In the third case, it is best to visit another day rather than invite rejection. (Editor: Liquor Distributors College, bjjxsxy)
  4. Identify the Right Person and Target Accordingly If we visit the same customer multiple times but see little results—prices not settled, agreements not reached, promotions not implemented, sales not increasing—we need to reflect: Have we been talking to the right person? That is, have we found the key person who can help us achieve our visit objectives? This requires us to handle the relationship between "handshakes" and "hugs" during visits: shake hands with general staff so they don't feel ignored, but hug tightly the key and core people to build close relationships. Therefore, we must clearly understand the true "identity" of the person we are dealing with—whether they are a purchasing manager, sales manager, store manager, financial supervisor, or just a regular buyer, salesperson, clerk, or promoter. Match the right person for different visit purposes. For example, to get the customer to stock new products, you must visit the purchasing staff; to collect payment, you need to see both purchasing and financial staff; to increase product promotion, it is best to talk to frontline sales and store personnel.
  5. Highlight Advantages and Offer Benefits Businesspeople value profit. This "profit" includes two levels: "public benefit" and "private benefit." We can simply understand it as "benefits." As long as we can bring some kind of benefit to the customer, we will be accepted. First, clarify the "public benefit." This requires strong presentation skills to clearly explain the advantages that our company offers—such as a full product range, reasonable prices, attentive service, reliable quality, and standardized operations—that can bring temporary or long-term benefits to the customer. Make them and their company feel that doing business with us is safe, comfortable, and profitable. We should let as many people as possible know about this "public benefit." The more people who know, the smoother our future visits will be, because no one wants to neglect someone who brings profit and business opportunities to their company. Second, hint at "private benefit." In today's sales processes across industries, many manufacturers offer various rewards or incentives for key steps such as purchasing, invoicing, and terminal promotions. Buyers and sellers at all levels are well aware of this. Therefore, the more "rewards" a company offers, the more enthusiastic they will be toward that company's visitors. Compared to "public benefit," "private benefit" should be handled discreetly, ideally known only to "you and me" (except for publicly announced rewards like individual performance rankings).
  6. Break Through from a Point to the Whole If we want to gather information about similar products from a customer, they often evade or refuse to discuss prices, sales volumes, rebate policies, or promotional intensity, making it impossible to obtain true information about competitors. Breaking through this "united front" can be difficult. So, we must find a key breakthrough target. For example, find someone who is older or holds a higher position and has some prestige among the customer's staff. Based on their preferences, carry out appropriate public relations activities to build a personal relationship, and get them to "leak" the truth to us. We can even use this person's prestige, reputation, and recommendations to influence and persuade others, achieving our visit goals such as stocking, payment collection, or promotion.
  7. Maintain a Positive Attitude and Never Give Up Customer visits are a game of probability; success rarely comes on the first try, and it cannot be achieved overnight or once and for all. Salespeople should not only carry forward the "Four Thousand Spirit"—traveling thousands of miles, enduring countless hardships, speaking countless words, and thinking of countless ways—to strive for visit success, but also cultivate the highest state of mind: "It's all my fault." For example, "The customer's rejection is my fault because I lack sales skills, because I lack foresight, because I cannot provide good service..." Use these to learn from failures. As long as we can develop the "Four No's" attitude toward customer rejection—"not afraid, not avoiding, not complaining, not discouraged"—we will be one step closer to successful customer visits.

Quality Product Promotion Su 8 Taurine Vitamin Functional Drink Recruiting distributors for blank markets nationwide Reasons to Recommend: Superb taste and quality International superstar Donnie Yen as brand ambassador, precise and powerful Patented packaging design Strong corporate strength High profits, professional operation team and after-sales service Wealth Hotline: WeChat: lp780611 [Long press QR code to add WeChat for consultation] For more information, follow our WeChat official account: Tuba Ge Food Shandong Tuba Ge Group Co., Ltd. The best FMCG distributor learning platform in China Dedicated to providing professional, practical, and actionable training for enterprises and distributors Committed to helping Chinese FMCG distributors grow rapidly The most professional and practical knowledge base in the FMCG industry Reply with the red number below to get corresponding content Reply with number 1 to view the complete knowledge base | 001 Excellent Article Selection | 002 Distributor Market Operations | 003 Terminal Visit Management | 004 Sales Supervisor Skills | 005 Sales Improvement Techniques | 006 Channel Expansion | 007 Managing Distributors | 008 Distributor Development | 009 Distributor Internal Operations Management | 010 Team Management | 011 Efficient Distribution Techniques | 012 Sales Manager's 18 Skills | 013 KA Operation Methods and Strategies | 014 First Lesson for New Salespeople | 015 Internet, Brands | [Long press QR code to follow] To join QQ/WeChat groups, click: Read Original