[問題] 業務人生的開始
8/1到職,之前是服務業沒有業務經驗,工作是販售實驗室、化學、生化相關耗材的行業,
到職至今1.5個月,發現舊有客戶資料不到200個,很快就拜訪完了,
這也意味著我自己必須去開發新客群,我不怕陌生拜訪、不怕被掛電話、不怕被拒絕,
現在覺得自己沒有方向~~~~~這才是我最怕的...
老闆帶過我跑業務約2個禮拜,然後放生我自己去跑了,
後來可能覺得我自己跑都沒跑出客戶詢價單、議價單(不想找藉口,但我真的沒經驗啊)
現在是老闆的女兒陪我跑,只到9月底她就會出國去了,
覺得只是在盯我,雖然深懂產品,
可是沒有什麼業務技巧、議價方式、追蹤斡旋、成交方法...可以分享的,
而我們這區有2個業務(同區,業務各自獨立),
另一個還比我晚來(8月底),但是有3年相關業務經驗,
但幾次開會下來,我知道他並不想分享經驗或討論,
也因為有經驗,含糊交代過客戶拜訪資料、案件,也沒關係...
而我卻是放大檢視,交代清清楚楚,一直被盯,但菜鳥業務,這我摸摸鼻子認了,
當作是成長、成熟、歷練,畢竟沒業績沒經驗就是這樣,
連申請客戶試用樣品也被擋下,很無力,老闆覺得客人沒有用錢買不會珍惜,
要客人用買的,買了才會認真試用,公司方面提供經銷價,試用樣品買一送一,
其實真正的原因我想並不是如此,若我同事申請一定會過...
現在老闆催單,我們這區遠落後於別區XX萬了,請趕快追上業績!
我心裡也是@#$%^&*(.........
自己整理了一下,
覺得業務工作大致就是拜訪認識→建立關係→產品介紹→詢價報價→追蹤詢問→是否成交
這方向我不知道對不對,也希望有人可以分享經驗~~~
目前自己卡在詢價報價→追蹤詢問這邊,並不是每次拜訪都一定會有詢價,
如何讓客戶想要詢價? 追蹤詢問的過程又應該怎麼去操作,進而提高成交機會?
絕對不是電話拿起來劈頭問客戶:你要不要買?
菜鳥業務請大家多多指教、多多指點~~~
舊有客戶「有效名單」已經快枯竭,拜訪得差不多了,
老闆又希望一個禮拜至少要拜訪10個客人,基本上目前都有達成,
有時候一天會拜訪到4個客人,一個禮拜約可拜訪12~15個,
但是事後的報價、追蹤,我已經有點吃不消了,
產品還不是很了解,一邊還在抓方向,一邊卻又不懂如何掌握客戶,一整個就是亂...
勤、肯學、敬業、耐操,這些方面我很有自信我做得很好!
但是...沒有業績,以上都是GG!
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※ icd296:轉錄至看板 Salesperson 09/16 23:45
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這個產業已經慣用舶來品,而我們是台製...,除非經費短缺甚至退而求其次的情況下
才會想到本公司...競爭對手是接電話就有訂單自己上門,業務忙到不見人影,也沒服務
本公司台灣還在打天下,只是外銷的部分有固定的客源。
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話術、手腕、技巧要怎麼養成?
※ 編輯: icd296 (114.46.48.72), 09/17/2017 00:30:38
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