You can best see a person's quality and inner world during a phone call. You can reveal it clearly during a phone call, no matter how you usually hide it. So, in every phone call we make, is it true? If you want to give the other party a warm feeling, or be cordial and friendly, your good image and the image of the company will be conveyed to the other party during the phone call.
Your career and your personal relationships will expand the future with every enthusiastic phone call you make. In writing, we usually have a popular saying: the writing is like the person. In fact, the truth is like the person, and the voice is like the person. You personally The charm will be revealed in every phone call you make.
In the fierce market competition, telemarketing, as a marketing model that can help companies obtain more profits, is being increasingly adopted by many companies and has a profound impact on social development.
As a marketing tool, telephone sales enable companies to quickly deliver information to target customers within a certain period of time and seize the target market in a timely manner. Telemarketing has become an effective sales model that helps companies increase profits. It saves time, effort, money, and can make quick profits.
When you take the initiative to call an unknown customer, your purpose is to enable this customer to purchase the product or service you introduced. However, most of the time, you will find that you are politely or rudely rejected as soon as you make an introduction. Now, let us take a look at how to effectively organize the opening to improve the success rate of telephone sales.
Telemarketing time:
Generally speaking, the 20 seconds after a call is connected are crucial. If you can seize these 20 seconds, you may spend up to one minute on your effective opening, which includes:
1. Introduce yourself and your company
2. Explain the reason for the call
3. Understand the customer's needs. Explain why the customer should talk to you, or at least be willing to listen to you.
Get the attention of the customer on the other end of the phone:
1) Essentials for telephone interviews - the importance of telephone interviews: improve work efficiency, save time, objects for telephone interviews (strangers, friends, introductions from friends), list types (guilds, relatives and friends, activities, magazines, associations, neighbors and classmates) Exchanging business cards, monthly phone books, former colleagues, newspaper recommendations, lists of familiar names);
2) Principles for telephone interviews:
"Hot", "like", "fine", "stable" - (enthusiasm, praise, simplicity, stability, joy, affirmation) The appointment does not mean an explanation, it is just an appointment on the time and place; - (short Powerful, no more than 3 minutes) Interview (content) 7%, tone, tone, emotion 38%, body movements 55% use phone script: Benefits - you can be 100% engaged when working and will not go off topic;
3) Warm-up exercises before the phone interview - do physiological warm-up exercises and self-affirmation words - act now, I love myself; psychological rehearsal - the feeling of success last time; pay attention to facial expressions - pay attention to facial expressions and body movements, think Feel the feeling of success last time; do not be disturbed - ask someone to answer the phone for you. Tools - mirror, list (100), script, pen, white paper, schedule, interview records;
4) Key points--short, powerful, creative, and attractive opening remarks; hot, complimentary, precise, and steady--enthusiastic, sincere, exciting, confident, professional, and relaxed; three-minute rule--don't talk about training on the phone, record the conversation; Three things to talk about—products, yourself, and the company; three things to talk about—increasing profitability, related industries, and family intimacy to arouse the other party’s curiosity—interest, humor, and laughter; the key points of the script—complete strangers, reasons, recommendation lists, and familiarity. Wait for the script; determine the time and place - the time and place of the meeting, finalize and confirm again; the climax ends - the expectations for the other party. Example: We have met, I believe you will be very happy! Praise during the interview - praise at this time, but ask for After making an appointment with someone sincerely and naturally, cheer, keep your mood, continue to invite, record the key points - customer information, appointment time and place, the person who will answer the phone can also make fifty calls in one go, and make an appointment to come to the company for negotiation.
5) Taboos - Do not use untrue words to deceive customers, do not exaggerate or overly praise, and never criticize colleagues.
The power of faith tells you. You won't get what you want, you'll only get what you believe in.
The most important thing to do proactively is to arouse customers' attention and interest. For people they have never met, most people are not prepared to continue the conversation and will put down the phone at any time. You need to prepare a careful script to attract the other person's attention through the charm of your language and voice.
Near the end of the opening, the conversation usually goes well if you can help the customer understand more about your value to him: "If I showed you how your company immediately improved customer call wait times below the industry average, you would Would you be interested in discussing it with me?"
Let’s summarize the opening process together: After a polite greeting, introduce yourself and your company. Then focus on the customer's high level of attention and interest, and take the customer to the next stage of communication by explaining the purpose of the call and mentioning the value to the customer.
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