The visiting customer, carries on the interview face-to-face with the customer is the sales personnels “wins” sells in the work to be most common, the most important link, is also mostly the sales personnels felt most has a headache link. Contact stage and when customer first meeting establish contact, visiting unearthed the customer the demand, to present the recommendation after the customer the service plan, the deal post-sale to pay a return visit and so on front to need the sales personnels to be able to utilize each kind of sales technique and the interview skill and the customer skilled communicates. The interview communication's effect is good, carries on with the customer concludes successes when conditions are ripe; Otherwise, then wasted effort, rejection again and again.

       At present the enterprise sales management personnel already realized the training sales personnels' customer visiting skill, the promotion customer visiting level importance, therefore how will arrange the visiting customer in the Underlying tissues or in the outsourcing sales training the training like to make visiting the preparation, how to ask a question to the customer, how with the customer communication and so on. What does not need to question, these training effective promotion will receive training student's visiting communication skill. However, the sales personnels not only need to grasp in visiting ask a question, listen attentively to and so on communication skills, needs to further grasp visiting the procedure or the pattern. This procedure or the pattern might be clear about the instruction sales personnels to beat open the customer the gate to start to visit go out the customer the gate conclusion visiting entire process.

       Has such visiting procedure or the pattern? If has, it in each “wins” sells the stage (according to the NeilRackham viewpoint, he will sell process to divide into four stages, according to order respectively for preliminary contact, demand survey, submission plan, wins pledge is successively) suitable? The answer is affirmative, it is “five steps” the visiting law! It is not only suitable in each different sales stage, but is also suitable for sales personnels' post-sale paying a return visit. Below only sales personnels after undergoing the appointment the first visiting customer's situation (preliminary contact stage) is an example, introduces “five steps” the visiting law in detail.

The first step:

       The name, thanks opposite party to meet. When the sales personnels beat open the customer the gate to see when soon visits the object after the appointment, calls opposite party immediately, carries on introduces oneself and expresses thanks immediately. Like “Manager Chen hello! I am the ABC Corporation's sales executives open three, thanks you to be able to extract the valuable time to accept my visiting.”At present sales personnels' universal performance neglected to the customer indicated immediately thanked this important detail. Because is the first visiting, leaves behind one to the customer politely, politeness image to have the favorable impression rapidly powerfully in the customer to you. Moreover to the customer expressed that thanks also do not need to spend to go to your any cost!

The second step:

        Exchanges greetings, indicates the visiting purpose in coming. After name, thanks, the customer will guide the sales personnels will enter the interview the conference room or other appropriate places, the period to exchange the name card mutually immediately. After taking a seat, interview both sides will put out the pen, the notebook, the portable computer, the company to introduce separately interviews and so on document will need the stationery and the material, will make the discussion the preparation. , The sales personnels want to propose rapidly exchange greetings the topic and the customer carry on exchange greetings. Exchanges greetings the goal is must build quite harmoniously, the relaxed discussion atmosphere, also avoids entering the towering feeling which immediately the discussion subject, the customer produce. Exchanges greetings the content may be all kinds, like the soccer game, the weather, the entertainment news, to visit the customer the company to feel and so on. Certainly “wins” sells the master to exchange greetings on the surface to look like is optional, in fact is undergoes the careful preparation and can cater to the customer the interest and the hobby, can rapid building relaxed, the harmonious discussion atmosphere, and can let the customer have the favorable impression very quickly to it. Exchanges greetings the time is much long is quite appropriate? This must regard visiting the object to decide. Generally the time which exchanges greetings with the foreign capital company's customer is short, exchanges greetings the time comparison with State-owned business's customer to be long; The time which exchanges greetings with the coastal economy developed area's customer is quite short, will owe the time which with the interior economy developed local the customer will exchange greetings to compare is long. Exchanges greetings the goal is the building atmosphere, lets the customer have the favorable impression to the sales personnels, so long as the goal has achieved, exchanged greetings on the natural conclusion, indicated that the visiting purpose in coming, entered the discussion subject.

The third step:

       The statement, the introduction inquiry listen attentively. This is the discussion main part, through the two-way communication, lets the customer understand probably own company and the product and the service, the understanding customer's present situation and tries hard to discover the customer the potential demand. In primary visiting, even if formerly already introduced through the facsimile or the mail to the customer their company and the product, the service, the sales personnels want to spend certain time to introduce simply again in front to the customer. Why? On the one hand was the customer formerly possibly careful had not looked you transmitted the material, to your company and the product, the service did not understand; On the other hand, even if the customer has understood, you must undergo rear area the short introduction to be able to transit to the inquiry customer present present situation, in order to discover the customer the potential demand. From this avoids lets the customer produce you are “the local police station staff” the feeling, thus avoids the customer the resistance. But the introduction time may not long, may not exaggerate excessively much in view of the product or the service superiority, because this time sales personnels have not understood the customer the demand, if your product or the service superiority cannot meet the customer specific benefit need, the customer how will care about and the approval? The introduction might by the enclosed question conclusion, like “Manager Chen, above introduce is our company general situation, you thought that I already introduced clearly?”After customer confirmation, the sales personnels may request the customer to introduce that his company's situation and at the right moment asked a question. how did about the sales personnels to the customer inquire, when customer reply when sales personnels how does positive listening attentively to, discover the question which in the customer present situation conceals and is discontented. This is “wins” sells the basic skill which the master must grasp. At present sells in the training this part of contents to be quite many, not detailed 11 introduced in here.

The fourth step:

       The summary, serves the visiting purpose. The sales personnels introduced oneself company's situation, had understood after the customer present situation and question, spent the appointment time and has served the anticipated visiting purpose, the sales personnels this time must on own initiative to this visiting achievement carry on the summary and with the customer confirmation. The summary is mainly aims at the customer the orientation lecture and the potential demand carries on, because customer in with sales personnels discussion time generally will not carry on the careful ahead of time preparation equally to the sales personnels, in before the sales personnels interview, the customer has not possibly realized its potential demand. The summary may further cause the customer to be clear about its present existence the question or discontented and may cause sales personnels' natural induction to under stage sales work. Like “Manager Chen, you mainly introduced today ......, you hope in ......The aspect has a look at me to take charge of whether can provide the help”, or “Manager Chen, you looked that my understanding is right? My understanding is ......”.