You already have a good product, a good value-added proposal and a good technique to connect with your customers. What’s next? Plan sales visits to take advantage of business opportunities and achieve success.
A good pre-visit planning is paramount if we want to achieve good results and end as many visits as possible with a sale. Visits are not a mechanical work, even though it may seem like it; the accomplishment of goals is based on a strategic planning.
Do you want to give a pleasant surprise to your users and accomplish profitable visits? In order to do this, you need to know your customer, follow a strategy and learn from it. In this article we will show you a few tips to prepare optimal sales visits in a few minutes.
If the salesperson organizes every visit better, he increases his trustworthiness and his control over the customer, which makes it easier for him to close orders and boost sales. In order to prepare profitable sales visits, we should know each user in-depth. For this, we should be able to compile certain strategic information:
What he does, which products he buys and to whom, who his competitors are and what his business model is, etc. Is he a busy person? What does he do in his free time? What does he appreciate in a supplier? All the information that helps us create a profile and a preliminary segmentation of the lead, as well as achieve a possible connection with him.
His tastes and needs
Which products have we shown to him in the past and which did he find interesting? What were his doubts and objections? These matters will help us determine his tastes and needs and tailor the offer accordingly.
For example, it would be very useful for us to know what the user bought last year during the same period and compare it with this year. In this way, we will know whether the customer is purchasing more or less products/services when compared to his purchase history.
Thanks to them, we will be able to determine the purchase frequency, amount of specific items, discounts obtained, etc., and prepare a final offer that is tailored to each customer that helps us increase the volume of his order and recommend him related products he may not remember.
Reasons for non-purchase/objections
We must treat the reasons for non-sales and objections as opportunities offered to us by the customer to better know his needs and concerns and, in consequently, to learn how to better address them. Furthermore, they can be useful to us to learn what our users’ recurring needs are and address them in future visits, even before the customer brings them up.
Sales tools such as inaCátalog include a set of functionalities and features that make pre-visit planning and the preparation of sales visits in a few minutes easier, with a lot of key information to know the customer better and sell more. They are:
In addition to take advantage of the tools and applications for salespersons such as inaCátalog, there are a number of tips related to the human factor that you should keep in mind when preparing sales visits: