A novice salesman can get information from internal resources,public*** resources, rival resources, private resources four major channels.

Internal resources to obtain information

A novice salesman to the company, you can get information from within this company, so as to find ways and means to find prospective customers. The main methods are as follows:

1. Orphan Customers

For customers who have been sold before, due to the departure of the old salesman and so on, there is no one to serve them anymore, and no one cares to ask about them. Newcomers can make up for it, take the initiative to care for these customers, the customer is likely to purchase again or have the possibility of buying new products. Even he may also introduce you to new customers may be. Because after all, he had a transaction record with your company or unit, there is a corresponding trust in your unit.

2. Leaving the employee visit record

Many companies will require employees to visit customers and form a visit record, some companies do not require, but many of the old salesman have their own habit of taking notes. So, there is a lot of information in the visiting records of old employees.

3. The company's sales hotline

Many people go to a new environment, always like to sit in a less conspicuous position, the purpose is to facilitate the convenience of sneaking online, chatting on QQ. But it is important to sit in this position closest to the company's sales hotline. Because many companies will more or less online to promote their products and services. There are a lot of customers just call in through the sales hotline to understand the product, consulting price.

4. Existing old staff hand small customers

Newcomers to find opportunities to old staff to small customers, small single. For example, when the old sales pick up the phone, you listen carefully. The old sales to the phone said: "Brother ah, tomorrow can not, today I really can not go ah, I have an appointment with Mr. Zhang! I have an appointment with Mr. Zhang! If it's not possible today, I'll definitely send it over tomorrow or the day after tomorrow? What, it has to be today? Can you find a way to delay it?"

When the old sales put down the phone, take the initiative to go over, call a brother or sister, and ask him what difficulties he encountered, do you want to help run errands. By helping the old sales to solve some practical difficulties, to obtain its goodwill. When the old sales have too late to maintain the small customers, small single, will certainly think of you first.

5. Company website old information

Many companies have a website, some update faster, some update slower. There is time to look at the old information on the company's website, flip through the information a year or two ago to see if there is any news of customers signing up. Maybe you will find that this once with your company has cooperated with the customer, and now need to update the product.

6. Company after-sales service records

This article, many teachers' books have been written. In a word, usually with your company that is responsible for after-sales service guy (although you scold him hundreds of times a day behind his back) to get on good terms, so that he thinks you are good, he can provide you with a lot of valuable information.

7. Company meeting

Many newbies attend the meeting, see the boss and the old sales are talking about something, feel no relationship with their own, play the cell phone, brush the microblogging, look at the microblogging circle of friends. This phenomenon is not very common? In fact, the company meeting is too much information!

Public **** resources to obtain information

1. search engine

All people who will go online, will use, have used, this is a fact. But when it comes to search engines, I would say that many people are not really going to use them. First, everyone generally uses Baidu. The first thing I want to tell you is: use more than one together. The same off building words, with different engine search.

Second, the results of the search, a lot of people will look at the first page, some people will look at the first few pages, but I will turn to 20 pages later. I used to be in business and I would go to over 100 pages, making myself dizzy and wanting to throw up.

Third, the results you want are only available if you search in steps.

2. Yellow Pages

This is relatively simple. Suggestions for newcomers, responsible for which region, buy which region of the yellow pages. But there is a problem, many businessmen are responsible for the region is not fixed, flying all over the place, can not put all the yellow pages to buy it. Simple, when traveling, pick the yellow pages provided by the hotel to live. Do not ask: "How do I know this hotel has yellow pages?" Some people really don't know! Then ask when you book the hotel.

3. Industry websites

There is so much to learn when a salesperson comes to a new company or a new industry. Leaders, managers to teach you and training are very limited. I suggest that all of your industry's website collection to your browser favorites, you often have to see things, to learn things, in your most convenient place. To the industry website, you find information should be good to find it. For example, the purchase request column, such as product specifications, such as industry news ......

4. Industry exhibitions

If the exhibition is a little far away from you, you told the leadership that you want to go to the exhibition, the leadership is not approved, the fare is not reported, you worry. If your income is okay, don't count on it, go out of your own pocket! If it is not good, the basic salary to pay the rent will only be able to eat, accompanied by a girlfriend to watch a movie and chew a week bun, then you have to think of something else.

What way? The first thing you need to do is to go on a business trip.

The time and location of a trade show is usually known in advance. You have to consciously look for customers in the location of the exhibition, looking for sales opportunities, even if this opportunity is small. If you are afraid that your leadership is not approved, ask the customer to send you a letter ah, want you to go to explain the product what. Get it! Very black, very good at lying to company leaders. You do not cheat the company leadership, you do not have performance, the company leadership will flatten you.

5. News events

If you are doing security products, then "3-01 Kunming Railway Station incident" tells you that Kunming and the rest of the country's railway stations, security products, the demand for up.

Rival resources for information

Your competitors can also provide you with a lot of information. Of course, generally speaking, competitors are not going to volunteer information to you. Your competitors will accidentally provide you with valuable information if you are mindful of it.

1. Competitors' websites for information

Your company's website and the industry's website information you will use, the opponent's website information can not be used for you? Maybe you just haven't thought about it. Now that you know, use it.

2. rival salesmen to get information

This may not be very understandable. Let's put it this way, the rival businessman, in fact, in private is also a friend. Of course, what I am talking about here is that this friend is not going to sell out his own company. If the betrayal of their own company, that is another matter, counting the infernal.

3. Competitors within the infernal way to obtain information

This simple, good understanding, that is, to buy the opponent's people, but to pay the price. As this is not positive, so not much to say, today here to put forward, the main purpose is to remind you, beware of your competitors to use such tactics to deal with you.

4. Competitors external infernal access to information

This is also a bit scary, many people have not used, the book has seen. Speak to the salesman, you may not use, but you have to defend. Getting information at the same time, you have to guard against someone sneaking valuable information out. If following a big project, be aware of the people around you.

Your company building security is not a new face, come to your company cleaning aunt is not a new change, or demeanor is not a little abnormal, even to your company to deliver the courier is not parked in your company a lot longer.

Security guards, sweeping aunts, and cab drivers at the door near the customer's unit, you have to pay attention to. Bottom line, in high risk areas, keep your mouth shut. Small projects may not be necessary, but when you operate ten million large single, not to mention ten million, million large single you have to prevent. This is too scary to think about...?

Private resources to obtain information

1. family circle to obtain information

When we are looking for relations, we can go along with this approach to find. If you can't find them along the way, then look for them backwards. Look at that so difficult to deal with the customer, with your ancestors have no relationship, if so, move out. All the people you've known before, an offhand remark they made, could be a valuable piece of information. Keep in mind that corners relatives are also relationships.

2. Social platforms, industry business networking circle to get information

Social platforms, what is this thing?QQ group, micro letter circle, game war team and so on are. Chamber of Commerce, industry associations, etc. are all part of the industry business circle. The previous method to here can be touched, so the specific methods of social platform networking circle and industry business circle will not be expanded to explain.?

3. Personal hobby circle to get information

This is very powerful, people because there *** with hobbies, it's easier not to be defensive, and even directly tell you information. My friend had a customer before, this customer use this one to the extreme. He was a hobbyist badminton player, and he was good at it, and then he progressed to being a coach for such enthusiasts, and a referee for local badminton tournaments. Now, he does business in this circle and people offer to refer business to him.

Mixing circles, you must mix a little fame, people will respect you, trust you. Only then will they take the initiative to befriend you, and even flatter you.

Anything, the key is to do it by heart, usually pay more attention, more accumulation, thick and thin.

Reference: