House sales data for a

House sales data for a ,Lu Xun 's brilliant answer to the problem of puppy love

one, looking for the principle of potential customers:
A, in the process of finding potential customers, you can refer to the following (products, services) needs.
The selected object must have a certain purchasing power.
A: AUTHORITY, on behalf of buy The object of the purchasing behavior has decided to recommend for or against the authority.
N: NEED, on behalf of The object in this respect,Interpretation of life for a thinking, in practice, will encounter the following conditions should take specific measures based on specific conditions:
decision needs to buy the ability to purchase
M (a) A (a) N (large) m ( no) a (no) n (no)
including:
· M + A + N: is the expected customers, the ideal target group.
· M + A + n: to contact, coupled with skilled sales techniques, there is hope of success.
· M + a + N: you can touch and try to find the person with the A (power to decide who)
· m + A + N: you can contact the business situation to be investigated, given the credit conditions financing.
· m + a + N: you can contact, should be long-term observation, training, so that with the other conditions.
· m + A + n: you can contact, should be long-term observation, training, so that with the other conditions.
· M + a + n: you can contact, should be long-term observation, training, so that with the other conditions.
· m + a + n: non-customers, to stop contact.
This shows that potential customers sometimes lack a certain conditions (such as purchasing power, demand or buy decision) case, you can still develop, as long as the application of appropriate strategies, will be able to become new customers.
B, accurately determine the customers desire to buy
determine the size of customers desire to buy, there are five check points.
· level of interest in the product: such as buying a house the size of the compartment means, public facilities, the level of interest towards the other.
· level of interest on the purchase: the purchase of housing, such as whether the contract carefully read the contract provisions or requirements change; requested changes to interior compartment ... ... and so on.
· abilities to meet all needs: such as children go to school, adults to work is easy; supermarket near there; whether the expectations of quiet; have noisy neighbors and other business premises.
· whether the trust of the product: the brand of materials used for housing satisfaction, the construction is carefully adequacy of the foundations and so on.
· sales companies have a good impression: the customer sales staff about their good or bad impression with potential customers desire to buy.
C, accurately determine the ability of customers to buy
determine the purchasing power of potential customers, there are two check points.
· credit status: available from the occupation, status and other sources of income status, to determine whether there is purchasing power.
· payment plan: customers expect from a cash, or a request for installment payments, the amount was divided into the amount of down payment, etc.,A Frenchman an American and a Chinese, can determine the customer's purchasing power.
customers desire to buy and purchase by the two factors that determine the capacity, the customer can decide to buy time and plan to make the next step.
Second, how to get potential customers
1, potential customers approach potential customers
There are two common methods of data analysis first, second, general approach.
A, data analysis refers to analyzing a variety of information (statistical data, list type of information, press type of information, etc.), in order to find potential customers approach.
l Statistics: National Survey of relevant departments, industry, etc. in the newspaper or periodical published survey data above, a survey released by industry groups and other statistical data;
l list of categories of information: customer list (existing customers, old customers, lost customers), student directories, membership directories, association directory, staff directory, Who's Who,monster turbine headphones on sale, Yellow Pages, the company yearbooks, enterprise yearbooks, etc.;
l newspaper categories of information: newspapers (advertising, industrial or financial aspects of the news, retail news, relocation information, promotion or delegate messages,wholesale Power Bracelet, engagement or wedding news, construction news, the news of the birth or death, accidents,power balance wristband au, criminal records, relevant personal information, etc.), professional newspapers and magazines (Industry Trends , peer activities, situations, etc.).
B, the general method
l active access;
l introduction of others (customers, relatives, friends, seniors, alumni, etc.);
l various groups (social groups, clubs, etc.);
l Others: junk mail, using a variety of fairs and exhibitions, the family, often go to scenic areas and places of entertainment walking around the densely populated areas.
2,Listening. three in the afternoon, looking for potential customers from your channel
l
l know who started to explore business ties
l get to know the sales staff like you yourself as a consumer
l experience of value-added
l profit from short-term hunger cycle
l client list
l take advantage of technological advances the trend
l read a newspaper
l and technical staff understand the products and services
l five-step principles of practice (how to get to know the strangers around you, this is a professional sales staff must be trained in skills)
3, how to develop the most customer
u visit
u chain introduced a direct method
u Former sales personnel receiving customer data
u hard heart to your customers
u direct mail (DM)
u sales letter
u call
u exhibition
u expand your interpersonal relations
l Prepare a card attractive to participate in various community activities
l
l participate in a charity to participate in Alumni Association
l
Third, customer data collection
A, client background information
u customer organization
u contact telephone number, mailing address, website, e-mail
u distinguish between customers department, purchasing department and support
u client's business, customer industry, the main application
u understand customers with off-the use, maintenance, management and senior management level customers to install the product and the use of similar conditions
B, competition situation
u use a competitor's product to competitors
u customer satisfaction,
u the name of rival sales representative, sales features,
u competitor sales representatives and customers relationship.
C, sales opportunities and customer case
u procurement plan
u recent customer of this project is mainly to solve the problem
u procurement decision makers and influencers, who make decisions, who determine the purchase index
u Who is responsible for the terms of the contract, who is responsible for installation and maintenance, procurement time, budget
Fourth, the distinction between six types of customers
(1) the role of top executives
l: large-scale projects and procurement of the final project decision-makers.
l care about: return on investment projects, projects on the role of the overall operation.
(2) use of the role of departmental management
l: to determine the project's needs in the assessment and comparison, management, installation and implementation, planned and authorized the purchase of small orders.
l care: the system of daily work to help the system to what specific benefits to workers, and the system is easy to use.
(3) the role of technology department managers
l: participation in system design, evaluation and comparison, management, installation and implementation and services.
l concern: equipment can meet the project requirements and procurement after sales service.
(4) end-use and evaluation of user
, sometimes as staff involved in assessment and comparison of system design, although not made procurement decisions, but often can provide valuable information, and they views of procurement decisions.
(5) procurement financial-industrial sector
establishment and management of the procurement process for the negotiation and comparison, in the assessment and comparison.
(6) equipment and technical personnel
defenders, often involved in the design, evaluation and comparison, when involved in procurement, often assume an important role, responsible for product details of each plant, the design system program, development of specific tender, can provide you with valuable information.
Fifth, know your customer
u understand the customer's interests and hobbies (one way is to find common interests)
u understand the customer's administrative
u understand the customer's home
u know your customer internal political
u collected data:
l families (a lover? have children? What are they doing? have a car? live there?)
l Home
l University graduate and professional
l like sports, restaurants, food, pets (whether you like? what?)
l reading (books and magazines like what?)
l participate in other business organizations
l stroke
l with other colleagues in the relationship between client organizations
(on the one hand to come up with a good benefit programs to customers, while with clients to establish good personal relations.)