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As a POS sales, will you keep track of your customers? What kind of strategy should you take during the tracking process? What are the misunderstandings? Sales are not tracked, everything is empty!
Customer tracking strategy · Take a more special tracking method to deepen the customer's impression of you;
· Find beautiful excuses for each track;
· Pay attention to the two tracking time intervals. Too short will make customers tired. Too long will make customers forget. The recommended interval is 2-3 weeks.
· Don't show your strong desires every time you follow, adjust your posture, try to help customers solve their problems, understand what your customers are thinking about recently, and how is the work going?
The relationship between the customer's psychological points and the main points 
· Whether to identify and be satisfied with the product;
· Whether there is a purchase requirement;
· Is there any purchase intention?
Relationship between the main points · The customer first understands the product, then recognizes the product, and finally the customer has the purchase demand. For product identification, there are also purchase needs, there will be purchase intention. (As shown below)
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The customer first has the purchase demand, then goes to understand the product, and after the product is recognized, there is a purchase intention.
Ways to judge the true and false customer problems
1. The hypothesis is to assume that the problem has been solved and the customer will not buy it.
For example: The customer said: "Your products do not have good after-sales service." I said: "If our after-sales service makes you satisfied, do you decide to buy?". If the customer's answer is yes, then the question is real.
2. The counter-question method is to let the customer solve the problem after the customer asks a question.
For example: The customer said: "Your products do not have good after-sales service." Then I said: "What kind of after-sales service do you think you can be satisfied with?" If the customer puts forward specific requirements, then this question is a real problem. .
3. The conversion method is to turn the problem raised by the customer into one of our selling points.
For example: The customer said: "Your products do not have good after-sales service." Then I said: "Your worry is right, our current after-sales service is not perfect. But you have to know that we are the least complaints from customers. This means that our quality is the most guaranteed, which one will you choose for quality and after-sales service?"
Several common sales mistakes
Misunderstanding 1: If you don't have the skills, you can't do sales. At the beginning, you can make sales. I feel that the skills are very important. I will study hard and learn the gestures and tone of others. The more you learn, the more tired you are.
In the past, some managers asked us to recite words and follow the words they gave, but I always felt like giving me a scorpion in my mouth. It’s not like my own words. I learned the last. I dare not speak. The two words are "uncomfortable."
On the surface, it seems that the honest salesman, the sales representative who does not speak very much, can do the same. Because many bosses like such people, I feel comfortable with them. In addition, most of these people are practical, hard work, and tough, and such quality is more suitable for sales.
Myth 2: Only by finding a high-level, can we make a business. We do promote sales to find decision-makers and find key people. But not all key people are bosses. Especially for some large companies, their department managers have certain decision-making power. And the bosses of big companies are very busy, and it is generally difficult to meet. Small companies are not all right. Nowadays, there are many family-owned enterprises in China, and the boss’s lover and relatives and friends are likely to influence the results of the list.
Therefore, sometimes the progress of the list is not smooth, you can consider starting from the people around the key people, indirectly to achieve the purpose. At the same time, we must pay close attention to these key people around the key people. If they have the conditions, they should strive for their support. Even if they don't support them, they should be neutral, and then they will end up suffering.
Myth #3: The customer's questions have fixed answers. There are many talented sales managers who have compiled their own experiences into brochures and distributed them to their subordinates. It is also said that this is what they have spent a lot of time to compile, and must be all down, at least 80%. Many sales representatives regard it as a Bible and think this is the best answer.
actually not. Because each customer's temperament culture background is different, the time of each visit and the surrounding environment are different, things are constantly changing, and only in certain occasions, some words are more effective.
Some people like you to talk to him as a joke or a friend, while others like professional rhetoric. If you only have one type of speech, you will not be flexible, and it will be very passive. So you can find out the answer to each question. These things are like your weapons. Which one is better when you go into battle.
Myth 4: Many praise customers can sign more than a single animal, not a robot, so if you feel that you can just win the order, you are wrong. Some people like to listen to you at some point and say something that sounds more real and euphemistically responds to their shortcomings. They feel that you are a true friend and you can pay more. Appropriately speaking, some of the objective shortcomings of the other party can help them improve and win the respect of customers.