As a salesman, you must have invited a lot of customers to dinner. But have you ever seriously thought about what it means to treat customers to dinner? What is the purpose of inviting customers to dinner? What is the effect of inviting customers to eat?

Most salespeople don't seriously consider these issues. Because under normal circumstances, you don't need to think too much about these issues.

Invite customers to eat just to get the order. This is what most salespeople and many companies think. Many sales executives use inviting customers to dinner as an evaluation indicator, assessing how many customers the salesperson invites to dinner each week and how many times each customer has eaten.

This leads to distortions in the behavior of many salespeople. Sometimes they have dinner. When they see a customer, they pull them out to eat. If rejected by a client, they get frustrated and feel that their sales efforts are being held back.

In fact, when a customer comes out to eat, it does not mean that he will definitely place an order for you; if a customer does not come out to eat, it does not mean that he will not place an order for you. Eating is just one step on the way to ordering. It doesn't matter if you have it or not.

Let's think about the first question: why do customers come out to have dinner with you?

Now everyone's material life is very rich, and customers will not just come out to eat. Therefore, customers must go out to eat something else.

By providing more customer information, it helps you get to know more customers. and many more

All of these may be reasons for customers to come out to eat. When you invite customers out to eat, you should also figure out what the purpose is.

1. Why don't customers come out to eat with you? ================================================

There are many reasons why customers come out to eat, but there are even more reasons for not coming out.

Clients still don’t trust you and are reluctant to come out to eat; clients feel that the project is too small, and there is no need to eat; clients feel that the project is not sure to choose you, and are unwilling to come out to eat; clients feel that the project is too early and do not want to come out for the time being.

These are the reasons customers turn down your dinner invitations. All these reasons can be boiled down to two reasons: not worthwhile and unnecessary.

What is the purpose of the salesperson inviting customers to dinner?

It is extremely utilitarian and wrong to regard ordering as the purpose of entertaining guests.

Because once a customer rejects you, you think you're going to lose the order, which affects your mood and confidence. But if you re-set the right goals, you'll find more.

What is the correct purpose?

Two, treat this meal as a test of trust.

The process of selling is the process of building trust with customers. Only trust can have orders. Without trust, there is no command.

Then, eating can be used as a test to get customers to trust you. If you invite a customer to dinner, he will accept it quickly, which shows that he has a high degree of trust in you; if he refuses, it shows that he has a low degree of trust in you.

As trust levels are low, it is necessary to continue to build trust with customers through other means.

3. Make eating a process of deepening trust. ============================================

When customers come out to eat, they should pay attention not to discuss projects during the meal, and do not rush to ask customers for help. All of these actions will make the customer feel that your purpose is too strong and will turn the customer off.

Build customer trust when dining. Therefore, all topics at the dinner party should be set to deepen the trust between you and the client.

There are many topics to talk about, including family situations, hobbies, personal values, past experiences, and more.

After you've determined the purpose of your dinner, when you want to invite a customer to dinner, you can also ask yourself another question: Do you have to serve dinner to a customer?

If you've built a relationship of trust with your client, it's not important to have a dinner date. Dinner is only a form, the content is the most important.

If you don't trust your customers, is there any other way to build trust besides eating?

Therefore, salespeople need to think deeply about this issue.

There are many ways to build trust, such as sending a nice little gift, participating in a customer's hobby, conducting technical exchanges in public, etc.

Every salesman has his own method, and he should perfect these different methods. Only then will the salesman not be blindfolded. After all, refusing to invite customers to dinner is really a morale issue.