How to do a good job in SMT business sales?

How to do a good job in SMT business sales?

This article is some personal speculation on SMT sales business. Welcome to share it with us.

How to do a good job in SMT business sales is the first question that many new salespeople or business personnel think about. Before answering this question, I would like to ask if you have a thorough understanding of SMT business processes? It doesn't matter if no one introduces the SMT business for you or you haven't understood the SMT business carefully, because I will introduce the SMT business process in detail next. Of course, I will also tell you how to do a good job in SMT sales.

SMT business is the basic profitable business of PCB processing plants. SMT is surface packaging technology, so SMT business is also a win-win process after business personnel sell products in their own workshops and reach deals with customers.

As a SMT salesperson, you must be proficient in SMT business processes. The SMT business process can be divided into the following parts:

1. Understand the company's products.

Only when you know all the products of the company, can you tell which companies are suitable for your products and which companies are not. This will make it clear what kind of customer you are looking for.

2. Customer excavation.

This part should be the most troublesome part for many SMT salesmen. Why do you say that? It's too difficult to find customers. I've also been looking for customers before, but nothing has worked. The reason is very simple, because I did not insist for a long time. There are many channels to find customers. The way that is often used now is online mining. Like our electronic processing industry, there will be a lot of public customer information on official websites, Alibaba, China Yellow Pages and other websites. We only need to record the contact information and address of the company, so that we can have the first online communication and get a preliminary understanding of the company's status. Of course, we can also find all the electronic companies near our company through Baidu Maps, screen their information and addresses, and visit them directly after contact.

As a salesman, thick skin is the most basic requirement. Don't be afraid to communicate with strangers, don't be afraid to call, and don't be afraid to refuse. I know everyone doesn't like to be rejected. However, sales personnel must have a strong heart that is not afraid of rejection. After all, it is hard to find 10 potential customers from 100 customers and then close a deal with one customer. A lot of rejections are waiting for us. If every time we are rejected, our hearts will be filled with heartache. Then we should stop living and just kill ourselves. It's too sad to live like this.

3. The establishment of trust.

In order to publish this article, I specially consulted some SMT sales elites of my company. There is a view that the most important thing of SMT sales business is to build trust. The truth is that we should hook up with the purchasing staff of the customer. Another important point is that SMT sales personnel must establish good friendship with customers. We must always communicate with each other with a service attitude, not for the purpose of trading customers. Make friends with heart, talk about life and gossip. We must take the initiative to find them to chat and gossip, so as to build friendship and trust. Just let him know what you do, and let him know that he has such a friend who does SMT business. So, when their company has a board to send out, do you think of you as a friend first. In this way, the order will naturally come to you. Just in response to the words of the factory director of our company, don't be too anxious to do business. First, be friends instead of talking about work. Business orders will also come to you, and income will naturally come.

4. Invite the customer to review the factory.

When a customer wants to make a deal with us, don't forget to invite the customer to visit his own circuit board factory. This is also subconsciously telling customers that we are reliable and trusted. And have the ability to complete your order.

5. Quotation.

When customers are willing to give orders to us, the SMT business process has completed more than half. Later, the customer only needs to provide a sample, and then the company will quote. After both parties unify the price, the order is generated. The company can start processing products.

6. Shipment.

All finished boards will be tested in the factory before shipment. After ensuring a 100% pass rate, remind the customer to pick up the pcb board, or we can deliver the goods to the door ourselves. Before shipment, we as SMT salesmen must remember to let the customer settle the balance before we can ship all the goods. This is the potential rule of the industry. Of course, if the customer is our regular customer or loyal customer, we can also make a monthly settlement with them. Of course, batch settlement is also possible.