In fact, online sales staff should pay more attention to the handling of direct customer inquiry. The above is the way of handling intermediary inquiry summarized in more than ten years of trade work. The skills here are very strong. Because of the time problem, I hope to have the opportunity to introduce to you again. Today, I will stop here and hope to introduce to the new online salespersons（ Website production ）A little help or enlightenment.
It is often seen that online sales salesmen are very busy answering customer inquiries all day long. In the practice of online sales management. Even the time for eating and sleeping is not enough, showing great enthusiasm; However, when summarizing the sales performance at the end of the month, the performance results are often not ideal or very ideal, so we often hear the saying: there are still many people who make online inquiries, but they often do little; As a result of a long time, many online sales staff become very bored with online inquiry customers, or do not know how to deal with them.
Internet marketing has become one of the mandatory marketing channels for most marketers. With the Internet coming into my work and life from time to time. Therefore, how to grasp online inquiry is often the key to improve the performance of online sales staff.
First, we need to make a clear classification of the customer objects of online RFQ: direct customer RFQ and intermediary customer RFQ. These two types of customer inquiries should be handled in an obvious way, and online inquiries should be handled correctly. If the online salesperson uses the same method to deal with the inquiry of these two types of customers, it will often happen that he wants to get half the result with twice the effort, leading to the complaint of the salesperson mentioned at the beginning of this article
I would like to analyze the inquiry processing methods of these two different types of customers.
How to effectively deal with middleman inquiry?
Then sell it to the direct customer or other middlemen. The quotation rule of the middlemen is to quote the bottom price at one time. The middleman usually sells the goods. Earned price difference; If the middleman has no competitive advantage in price, it is difficult for the middleman to receive orders. For the middleman, whether he can find the products of the cheapest or most cost-effective factory is often the key to determine whether his sales order can win. Therefore, an excellent middleman must be the most sensitive to the price of factory products. In order to find more favorable and competitive purchase prices, an excellent middleman often makes inquiries from more than three, five or even 10 factories, and then ranks the quotations from different factories from the lowest to the highest, Compare the performance and price of the factory's products from the lowest quotation. In this process, because the middlemen need to find many factories to inquire at the same time, this means that the middlemen have no good patience. If the quotation received is beyond the expectation, the middlemen will easily give up the factory that made the quotation. If the quotation received is within the expectation, the middlemen will further keep the factory quotation, even if the order is not certain to come down this time, The factory where the salesman works will also be regarded as one of the preferred suppliers for the next promotion of similar products. Based on this, it requires our online sales staff to make a clear one-time quotation and offer a competitive quotation when dealing with the quotation of intermediaries. Here I suggest that the general network operator should divide the factory's product quotation into two categories in advance, namely, the middleman quotation and the direct customer quotation. When confirming that the other party is a middleman, the factory's quotation to the middleman should be sent directly to the middleman customer at one time. Only in this way can we win as many middlemen as possible to cooperate with you in the online trade competition.
Most of the time, his own orders may not be followed by the middlemen, who often make inquiries from the factory and win orders from their customers at the same time; Generally speaking, the time for middlemen to quote is 5 minutes. The middleman is at the initial stage of inquiry. It is very good for intermediaries to make inquiries from suppliers for five times and finally successfully sign a contract with their customers. That is to say, no matter how well the online salesperson does the inquiry service for intermediaries, or no matter how patient and meticulous the online salesperson is with the intermediary customers, the probability of the final transaction is still very low. Therefore, as an online salesperson, When dealing with an inquiry from a middleman, we should learn to improve our efficiency. We should tell the middleman directly what he needs to know in the shortest time and in the simplest language. Generally, we would suggest our salesmen to send the quotation directly to the customer, pick up the phone, call the customer, make things clear in three words and two languages, and then carry out other online marketing work as soon as possible, Try not to spend too much time on one middleman. The processing time of a middleman's quotation should not exceed 5 minutes.
If there is no order coming down, the broker will follow up the inquiry: reminder greeting. After the middleman makes an inquiry. It depends on whether he can finally receive orders from customers, not on the middleman himself. Once the middlemen receive the order, they often take the initiative to negotiate with the supplier to continue the follow-up production. Therefore, as an online salesperson, it is not necessary to do a lot of follow-up work with the middlemen. Just say hello to the customers who have inquired about the price for a month or two, and a reminder greeting is enough.
This article was published by Beijing Website Construction Company Shangpin China //ihucc.com/
