In actual sales work, we can often see that salespeople's retail visits have numerous problems, preventing the visits from achieving their intended effect. These issues are mainly manifested in the following aspects: 1. Visits without purpose 2. Visits without regularity 3. Inadequate preparation for visits 4. Lack of methods in retail visits 5. Too long intervals between visits 6. Lack of etiquette in retail visits 7. Visits that fail to solve problems

Therefore, for marketing personnel to make their retail visits highly effective, they must avoid the above problems. Combined with personal sales practice, here are some methods for retail visits for your reference:

1. Small favors method: As the saying goes, "Don't scold a smiling person, don't hit a gift-bringer." During retail visits, always carry some small corporate gifts and respectfully give them to the store staff. Also, on the staff's birthdays or holidays, give them unexpected surprises to show that you value them. During my time in the pharmaceutical industry, in addition to using this method at all times, I would sometimes buy a few popsicles in summer or a pack of gum in other seasons on the way to the retail point and give them to the staff. This method worked well in managing relationships at the retail point and narrowing the distance between both parties.

2. Catering to their interests method: Birds of a feather flock together. Similar preferences make it easiest for people to get close. By understanding the retail staff's personality, temperament, and hobbies, find common topics and preferences to break the disharmony between both parties, thereby narrowing the distance.

3. Praise method: Everyone likes to be praised, and customers are no exception. For example, sincerely praise the store staff's clothing or hairstyle, or compliment the store owner on their business, store decoration, or product variety. Through praise, this narrows the distance between each other, and the visit can also yield unexpected results.

4. Humor method: Use humorous language or exaggerated humorous actions to attract the retail point's attention and break the passive situation during the visit. For example, as soon as you enter the store, say exaggeratedly, "Oh, boss, your hands must be tired from counting money," or strike a distinctive pose. This will surely have an unexpected effect.

5. Direct approach method: On first meeting, since the retail point doesn't know the salesperson, this method is needed. As soon as you enter the store, explain who you are, which company's salesperson you are, and the purpose of your visit, to seek the retail point's support. This also avoids the retail point treating you as a consumer and doing unnecessary work.

6. Empathy method: That is, swap your identity with the retail point, consider issues from their perspective, and thus find more topics and points of resonance when communicating with the retail point, achieving mutual understanding and effective communication.

7. Smile infection method: A smile is a lubricant in interpersonal communication. The principles of interpersonal relationships tell us that no one will have a favorable impression of someone who is gloomy or preoccupied. So during retail visits, maintain your smile, let your emotions infect the retail point's emotions, make them feel that dealing with you is pleasant, and thus establish a connection with the retail point, laying a good foundation for future visits.

8. Self-effacement method: Some retail points often ignore visiting salespeople or consider themselves superior and like to boss others around. For such few retail points, the best method is to satisfy their vanity and sense of superiority, present yourself as weak, and if necessary, give them a ladder to climb.

In fact, there are many methods for retail visits. In actual work, sales personnel still need to continuously summarize and improve through practice. However, as frontline sales personnel in retail visit work, you also need to pay attention to the following details:

  1. Remember the customer's name. During the visit, be able to call them by name and greet them, giving them a good feeling.
  2. Sales personnel need to strive to improve their expression and communication skills, while mastering company information and being familiar with product knowledge.
  3. Understand retail needs, take them seriously, and respond to and resolve any objections or issues raised by the retail point in a timely manner.
  4. During retail visits, talk should be based on reality. Be a loyal listener, let the retail point speak, listen more and talk less, and seriously comprehend. Also, be diligent in thinking and good at learning.
  5. In retail visits, first be a good person, then do things well. Have less utilitarianism and more sincerity. It's better to be seen as foolish than as shrewd.

Finally, as marketing personnel, to ensure the success of retail visits and achieve the desired effect, you should do the following for each visit:

  1. Find an appropriate "opening line" for different retail points;
  2. Communicate with the retail point using topics they are interested in;
  3. Find topics and ideas to guide the other party;
  4. Let the other party narrate the problems to be solved during the visit;
  5. Summarize the visit work with appropriate praise or a conclusive statement and respond positively.

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