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I. Preparation Before Going to the Countryside

  1. First, clarify the area you will visit today. Review the recent sales records and outstanding balances of customers in the area. Check whether products ordered by phone have been loaded onto the vehicle. Ask the boss if there are any promotional flyers, promotional items, or special policies for specific customers, as well as product marketing policies. Based on this, consider whether nearby customers might have similar product needs.
  2. When loading the vehicle, ensure products are intact, without leakage or dust. For seasonal products, load more stock. For newly arrived products, first create a customer planning table, then load the vehicle accordingly.
  3. Prepare necessary personal and work items, such as a water bottle, mobile phone, and sales order forms. Bring the contact list of relevant manufacturers' sales representatives.

II. Retail Store Visits

  1. Merchandising: At each retail store, first check the sales status of products left from the last visit. For products that sold well, remind the retailer to reorder promptly. For products that were left but haven't sold at all, especially new products, understand the reasons from the retailer and provide sales suggestions. If you cannot resolve the issue, report to the boss at the end of the day and ask for a solution. Check the placement of products on shelves to ensure they are in prominent positions. Replace any leaking or dirty products. For products on the floor, check if they are buried under other manufacturers' products, especially for products currently being sold. At each retail store, place and post product flyers and posters properly. If flyers and posters are not fully utilized, help the retailer arrange them.
  2. Business: If the retail store is busy, actively help out while observing which types of products are selling. If you have similar products, discuss them with the retailer at an appropriate time. If not, gather market information for future reference. If the store is not busy, sit down and chat about the market, life, etc., but keep the core purpose in mind: to gather information for your sales. If the retailer is not present, leave product flyers so you have something to discuss on the next visit. If the retailer says it's not time to restock, first check if they have similar products from other manufacturers. Even if it's truly not time, post the flyers and posters to leave an impression and facilitate future follow-up.

III. Answers to Common Questions

  1. "Your product is too expensive; it won't sell." This is a typical "price objection." Don't be led by the customer. Shift the focus from price to value. For example, say "Good things are never cheap" and use numerical analysis: Since the retailer says it's expensive, there must be cheaper products. Ask the retailer about the ingredients, content, specifications, price, cost, profit, and manufacturer of the cheaper product. Then analyze it for them. If our product is actually cheaper, explain that consumers don't want the cheapest product but the most cost-effective one. If our product is indeed more expensive, explain that the quality is different, using physical identification methods or brand value to demonstrate superior quality. If you can't articulate it, immediately ask the relevant manufacturer's sales rep for advice. You can lose one customer over a question, but don't let the same question stump you with a second customer. Also, mention our promotional measures to show that despite the higher price, promotion is easier.
  2. "I already have too many similar products in my store (I just took someone else's product, so I won't take yours)." The retailer's real intention is not to reject your product. If they have many similar products, it proves there is high demand in the area. Understand that the retailer is asking: "Give me a reason to take your product." So, first check which manufacturers' products they have, their contents, prices, and profits. Then summarize the shortcomings of their current products, such as low profit or poor efficacy. Then say: "Yes, I see you have many similar products, but our product differs from your current ones in this way (discuss from profit and promotion prospects). This difference is worth promoting." If all else fails, say: "Take a small quantity and try selling it. If it doesn't sell, I'll take it back."
  3. "Your product's pricing is chaotic; I'm not making money." This is an inevitable stage when a product moves from introduction to maturity. When this issue arises, focus on the interests of large retail stores. Ask what price they are selling at and which customer is disrupting the price. Then report the issue to the boss.

IV. Techniques for Discussing Products with Retailers

  1. When discussing a new product, first understand its unique selling points. Then identify the customer's needs, such as whether the product has market potential locally and whether they are satisfied with the efficacy or profit of existing similar products. If your product's features meet the customer's needs, the likelihood of them taking your product increases significantly.
  2. When facing a situation where a large store bullies suppliers, use the "Camel Strategy" (be patient and strategic).
  3. When discussing your product, be mindful of the psychological battle. Avoid attacking competitors' products. Instead, first acknowledge their products, then gently point out any shortcomings. Because "every potter praises his pot," retailers will think the same when you recommend your product.
  4. Use successful sales experiences from other retail stores as testimonials.
  5. If you encounter technical questions you don't understand, honestly tell the customer, then consult relevant personnel and provide an answer later.

V. Business Common Sense

  1. Customer size is relative; only customers who help us significantly are key accounts.
  2. Don't neglect large markets; even small customers can generate significant sales and deserve more effort.
  3. If a product doesn't sell due to high price, you can suggest the retailer take a smaller quantity, or conduct a trial to demonstrate the product's value. Additionally, report to the boss to develop a promotional plan (e.g., advertising, prize-based purchasing).