In the process of communicating with customers, salespeople need to pay attention to details and avoid certain taboos, in addition to dressing appropriately. Otherwise, even if you are eloquent, your product is excellent, and your price is low, an inadvertent offense could make the deal slip away.
- Disorganization
Preparation before the visit should never be taken lightly, and you must not rely on luck. Customers' time is precious. How can you achieve your purpose in a short time, such as building a good impression, reaching consensus, or even facilitating a contract or introducing customers? Before the visit, set your own goals and plan what you should do, say, and express, so that you don't waste time on irrelevant talk and forget important matters. If you do, it will be difficult to get another chance.
- Untidy Appearance
When visiting customers, the first thing is to leave a deep and positive impression. In terms of clothing and grooming, dress appropriately. Women might wear a suit and light makeup, while men should wear formal attire like a suit. Appropriate dressing not only builds your image but also shows the customer that you value the meeting, making them feel respected. Inappropriate attire can easily give the impression of laziness, irresponsibility, or lack of respect for the customer. This must be avoided at all costs!
- Not Being Punctual
The most taboo thing when visiting customers is being late. Time is money, so you must plan for possible delays such as traffic jams or getting lost. Especially for the first visit, leave early. It's better to arrive early and calmly tidy up your appearance before meeting the customer. Also, remember not to schedule the meeting too close to other appointments to avoid wasting each other's time. Calling ahead to confirm the time can also remind the customer and give a good impression of punctuality and reliability.
- Making Promises You Can't Keep
When you agree on a meeting time with a customer, you must think it through carefully and arrange it properly. Unless absolutely necessary, never change the time. Even if you need to change the time or place, ask for their consent as early as possible. Otherwise, if you fail to show up on time, the chances of closing the deal will definitely decrease. When you promise something to a customer, you must keep it—"A word spoken is past recalling." This is the attitude of an excellent salesperson.
- Being Unable to Answer Questions
When customers ask professional questions about the product, that is the best opportunity for salespeople to show their expertise. Besides self-improvement on a daily basis, thorough preparation before the visit is also key. You can list all possible questions the customer might ask and simulate answers and techniques to perform well. If you cannot give satisfactory answers to the customer's questions, it will be extremely difficult to get them to sign the contract.
- Using the Customer's Belongings
Some salespeople, once they become familiar with the customer, casually use the customer's things, such as eating their snacks or even using their products. The customer may not refuse in front of you, but they will feel uncomfortable inside. One or two times is fine, but if it happens often, the customer will see you as someone who likes to take advantage of small favors. When you use these things, it is also a test for you. Over time, they will develop a dislike for you.
- Being Overly Familiar with the Customer
Some salespeople like to call the customer "brother" and act like close friends. On the surface, this seems beneficial to work, but in reality, it does more harm than good. The main reason is that once you become sworn brothers with the customer, your work will have to side with the customer. When the brother asks you to apply for improper expenses from the company, you will have to do as he says, with almost no room for negotiation, otherwise, you are not a good brother. Companies often have policies that not all customers should know. In such cases, can you keep secrets from your brother?
Generally, when a customer becomes sworn brothers with you, they often do so because of the power you hold. Once you leave the company, the brotherly relationship will probably end there. This is how many so-called brotherly relationships between customers and salespeople end.
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