A: First of all, enough self-confidence, believe that you have the ability to do a good job, because sales involves negotiation, there is enough self-confidence in order to do a good job of their own negotiations.
B: When you call a customer, know what you want to do? What are you going to say?
C: The first thing you need to do when calling or answering the phone is to regulate your state of mind and not get too nervous.
D: voice, tone, tone of voice, enthusiasm, emotional state, infectious and so on.
E: control the phone time, simplify your conversation content, to ensure the effect of the conversation and good benefits.
In fact, in this process, your voice is very important, confidently imagine that you can control the whole process of conversation, the voice tone of the imitation and control is very important, and at the same time believe that the products and services they promote can really help their customers.
2, when to do a telephone visit is the most appropriate -
- no stereotypes, there is no most appropriate, the key is to look at your mood, when you feel appropriate on the appropriate.
3, before calling as a salesperson we must master the product knowledge.
-Of course, to understand the performance parameters and uses of the product and how to find the customer base requires a certain process.
4, should understand the nature of the customer, information
A: trade-based: business projects?
B: production type: production products-
5, how to make a good phone call to find the right person: should start from the decision maker
- but often our sales staff in telephone marketing suffered from the front desk or irrelevant personnel blocked and frustrated. The receptionist is always standing in the way of us making substantive contact with the decision maker. That's when you have to improvise based on the other person's reaction.
(Telemarketing breakthrough receptionist 6 strategies)
A: Overcome your internal obstacles
-Don't feel that the buyer's company is your food and clothing, you dare not easily offend, to remind themselves of the quality of our products is first-class, the best price, is to provide customers with good supply channels, good service.
B: pay attention to your tone of voice
-as if you were calling a good friend:
Hello! Is Mr. Zhang there? - Don't say: "I am XX" say the name of the company.
C: Avoid answering direct questioning
-The person answering the phone will usually ask you three questions: who are you - what company are you with - what's the matter - if you don't answer these questions directly, they won't know what to do. You should probably answer: I'd love to tell you, but it's important and I have to talk to him directly.
D: Do something weird and circuitous; catch the person who answers the phone off guard, don't sound like a salesman, do something weird to make them lose their guard.
-For example, you say, "This is so-and-so, hello!" You: "Hi! Mr. Zhang in it -" the other side: "May I ask you which company - looking for him what is the matter" at this point you are very confused and said: "I do not know, just now I was answering the phone is he gave me a phone call, only left the phone number said to be what the injectable equipment, so I called him
E: pose a high profile, the strong through the difficult times.
-"Is this the way you talk to strangers on the phone? Your boss told you to be like this?" "What else do you want to know about me personally before you transfer me to the phone
F: If the buyer isn't there or isn't available, don't leave your name and phone number with the person who answers the phone. Call again later
-Because the person who answers the phone will not give you the name of the person in charge when he knows you are selling a product, and the next time you call and it happens to be him, he will just make up an excuse and say that the person in charge is not available.
6, to find the person in charge of how to talk (4 points)
-The purpose of the phone call to yourself to say clearly, generally as long as the use of this area of the customer will be interested in your topic, at this time they are mainly concerned about is the price and the delivery time
-(offer is not easy to mess up the report to the other party through the phone conversation to understand the procurement of the company's procurement situation before giving a verbal offer, For example, whether they are used every month, how much is the amount of each time, whether the price including tax. Now who is the supplier, with us there is no competitive advantage 、、、、、、 and so on).
A: you call each other, the person in charge of the mouth refused to do -
- (in your confirmation of their company in the use of) after a period of time and then call again, may be at this moment he is in a bad mood, perhaps the next time you call, not the last one who answered. The two people could then have completely different attitudes!
-(It's really not possible to tell yourself that you should make the next call instead of staying too long on this one call that makes you feel frustrated and disappointed! Move on to the next client, the next one will be better!)
B: price and delivery issues
-I buy 3 yuan, why do you buy 5 yuan 、、、、 in the event that you understand the market price,,, self-play
C: with other brands, why do you want to use your brand, your price is good or not
-Introduction of the product's performance advantages, (the number of contact action) usually also need to collect more other The brand of some of the relevant information.
D: telemarketing, how to establish the degree of trust -
- general small and medium-sized companies are worried about being cheated lack of hair security, a heard that it is the field, he may be an excuse to say that it is too far away from the delay in the delivery of the problem, to solve the best is to more than one phone call, and the other party when communicating with each other to show sincerity, from the heart, it is especially important to learn to listen to, do not always think of themselves to be What to say.
7, as a salesperson, to do the psychological assessment of the customer at the right time and think differently
- stand in the customer's position to consider the issue, put your heart in the right place, if it is their own, will accept it -
8, telephone follow-up
- to draw closer to the relationship with the customer, not necessarily every phone call to talk about business, try to make friends with the other party first, but remember that is to make friends is to make hearts. is to make friends is to make friends, to make each other feel that they care about each other rather than looking for benefits.
9, as a salesperson, how to do a good job of extra work outside of working hours.
A: Each and a customer to complete a transaction, their own well organized records, and regular telephone follow-up, in order to understand the customer's next purchase plan.
B: Each employee should do their own weekly, monthly, quarterly and annual summary and weekly, monthly, quarterly and annual plan, the summary and the plan should be completed in accordance with their own ideas, and should not seek to cope with it, indiscriminate.
C: There should be time to read more books related to medical supplies to consolidate their professional knowledge.