Basic Sales: Collecting Information

Collecting data is like collecting intelligence in combat. Don't neglect this step. The most critical and important way is to get information from customers.

It is divided into four steps.

The first step is to develop the inner line, which is the recognition of our customers' value and the willingness to help our people.

People inside the customer always have the most information of customers. They can clearly get the use of related products, the organizational structure of customers, the personal data of key customers, the internal activities of competitors, etc.

The second step: collecting

Personal data is the most important part, including hobbies and interests, family situations, favorite sports and eating habits, itinerary, everything needs to be clear, and even a few mice at home must count.

The collection and analysis of personal data is often the key to developing an action plan.

The third step: right.

Analysis of the organizational structure, from the customer level, function and the role played in the procurement, will be selected with the purchasing related customers, from which to find the clue.

The fourth step:

Opportunity analysis determines whether sales can enter the next stage. If there is no sales opportunity, do not enter the next step, so that time and resources will not be spent on customers who will not produce orders.

By asking yourself four questions to determine whether there is a sales opportunity: is there a sales opportunity within this customer? Do we have products and programs? Can we win? Is it worth winning?

Like an ancient soldier, a salesman is a home and honor for every soldier. The weakness, despair and abandonment can only make him face the fate of being enslaved.