Cold visits are a daunting obstacle for many salespeople; many feel at a loss, yet it is a necessary process and an important step! What items should a salesperson bring when visiting clients, and how should they be skillfully used? (1) Set Visit Goals Sales personnel should formulate monthly and weekly visit plans, then create daily customer visit schedules based on the plan. The plan for visiting customers should be made the day before, preferably as a habit before going to bed. Considerations for visiting clients: Purpose | Content | Time | Place | Interviewee | Visit Method (2) Prepare Sales Tools 1. Briefcase: Keep the contents organized, collect product catalogs and sales manuals, and include order forms, delivery notes, or receipt forms. 2. Essential sales tools for customer meetings: Business cards, customer lists, visit preparation cards, price lists, phone books, identification certificates, introduction letters, maps, product brochures, data bags, notebooks, etc. 3. Sales promotion tools: Calculators, samples, relevant newspapers and magazines, advertising and press materials, discount information, and other promotional materials. (3) Skillfully Use Samples Although samples are provided free of charge, it is essential for enterprises and marketing personnel to manage, use, and skillfully apply them. 1. Leverage their promotional role: Place company products and product brochures at the front desk so that visiting customers can browse them, achieving a good promotional effect. 2. Play the role of "gift": To enhance friendship, treat samples as gifts, but consider the occasion, place, and person; misuse can be counterproductive. 3. Let everyone perceive "her": When salespeople introduce product features, letting customers experience the packaging design is important; if they cannot see the sample, they often have a weak impression and the effect is poor. If you present the sample while introducing, letting customers touch, smell, taste, or try it, they will truly perceive it and accept it more easily. 4. Handle the relationship between "point" and "surface": Some samples are expensive and should not be given to everyone. Salespeople often find this difficult, but every product has its limitations and characteristics. Distinguish between primary and secondary, point and surface, and avoid unnecessary "expense." In summary, as long as you are good at analyzing product characteristics, summarizing carefully, and skillfully using samples, every sample can unlock broad potential, saving market development costs and marketing expenses. (4) Correct Use of Promotional Materials Before a visit, salespeople should bring a complete set of promotional materials, but they should not directly hand them to customers; instead, they must narrate while using them. When using materials, note: (1) The salesperson should keep them in hand, using a pen to point out important parts to the customer while narrating. (2) The salesperson should fold away irrelevant parts. (3) Before giving materials to customers, mark important parts with a pen. (4) After the conversation, hand the materials to the customer; do not hand them over before the conversation. These problems must never occur!

  1. Know nothing when asked. The more professional your knowledge, the shorter the customer's consideration time; conversely, the closing time will be prolonged, or even after spending a lot of time, you still cannot close the deal. So if you are not prepared, do not waste your time and the customer's time.
  2. Procrastination, constant procrastination. Procrastination is an avoidance method of "not wanting to face it." You keep delaying calls you should make to customers, struggling over whether to call or not, wasting minutes; at the customer's door, you struggle over whether to go in or not, wasting more minutes, eventually turning minutes into days.
  3. Physical fatigue. Vitality and enthusiasm are super lubricants for a pleasant interview process, so whether a person has good living habits directly affects work efficiency. A tired body causes lack of concentration, poor response, leaving a bad impression, and missing opportunities. At the request of many distributor friends, the third B-end e-commerce inspection class of this public platform will visit Wanshang Yizhan, Yunbao Shangmeng, and Weicheng Distribution from July 9-12. Distributor friends interested in transformation can join us for on-site inspections: Organization Format
  4. Company visits
  5. Actual market case visits
  6. On-site explanations
  7. One-on-one exchanges Participating distributor friends only need to pay a registration fee of 200 yuan. Time: July 9-12, 2016. Location: Changsha, Xiamen. Interested distributor friends can register by long-pressing the QR code below. When adding friends, please reply "Phase 3 Registration". Previous Inspection Enterprise Cases: Yishang Logistics Model Inspection (Second B-end E-commerce Inspection Group Yishang Logistics) Caiba Model Inspection Jinhuobao Model Inspection Beiquan Model On-site Inspection Piduoduo Model On-site Inspection -END- The best FMCG distributor learning platform in China Focusing on providing professional, practical, and actionable tutorials 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 Eighteen Skills | 013 KA Operation Methods and Strategies | 014 First Lesson for New Salespeople | 015 Internet, Brand | 016 Distributor B2B Transformation | [Long press QR code to follow]