With the development of market economy, more and more companies use telephone as a sales tool. However, in actual sales work, many telemarketers do not know how to make sales calls, and often lose the opportunity to close business casually. So how to master telephone sales skills and make good sales calls?
Ms. Hu from China Telemarketing Network ( www.telmk.com ) recently wrote an article saying that first of all, telemarketers can only rely on "hearing" to "see" all the reactions of prospective customers and judge whether the sales direction is correct. Similarly, accurate Customers cannot see the body language and facial expressions of the salesperson on the phone. Prospective customers can only use the voice they hear and the messages they convey to judge whether they like the salesperson and whether they can trust this person. and decide whether to continue the call process.
Secondly, if there is no way to make the prospective customer feel interested within 20 to 30 seconds during the phone sales process, the prospective customer may terminate the call at any time because they do not like to waste time listening to things that have nothing to do with them unless the call is made. Make them produce some kind of good. Therefore, the best sales process is for the telephone salesperson to talk for 1/3 of the time, and for the prospective customer to talk for 2/3 of the time. This can maintain a good two-way communication model.
Here are the 5 telemarketing tips summarized by Ms. Hu from China Telemarketing Network:
The first point of telemarketing skills is to have a clear purpose of the call.
Many of our salespeople don't think carefully or organize their words before making a call. As a result, after the call, they realize that they didn't say what they should say, and the sales goal that should be achieved was not achieved. For example: I want to call a potential customer of my product. My purpose is to let the other party know more about my product through phone communication and have the opportunity to buy my product. With this purpose, I will design the most concise product introduction language, and then introduce the product's performance and price according to the needs of the other party. Finally, leave a deep impression on the other party in order to achieve the sales goal. Therefore, the purpose of using telemarketing must be clear.
The second key point of telemarketing skills is that the tone should be steady, the articulation should be clear, and the language should be concise.
Because many salespeople are afraid of being rejected, they are nervous when they pick up the phone, have a flustered tone, speak too fast, and have unclear enunciation. These will affect your communication with the other party. I often receive sales calls from people who cannot tell me the name of the company or do not want to buy products. I also cannot understand the purpose of the call, so I have to refuse. Sometimes just to understand his purpose, it takes a few minutes and then patiently listens to his introduction, but in the end, he still doesn’t understand what the product is? Therefore, when making sales calls, you must keep your tone steady so that the other party can hear clearly what you are saying. It is best to speak standard Mandarin. The language should be as concise as possible, and the tone must be emphasized when talking about the product to attract customers' attention.
The third important point in telemarketing skills is to know who you are calling.
There are many salespeople who have not figured out who they are looking for. As soon as the phone is called, they start to introduce themselves and their products. As a result, the other party says that you made a mistake or that I am not so-and-so. Some salesmen get the customer's name wrong, the customer's job title wrong, and some even get the customer's company name wrong. These mistakes reduce your integrity before you start selling, and in serious cases, even Will lose customers. Therefore, each of our salespeople should not think that making a phone call is a simple matter. Before making a marketing call, you must understand the customer's information, and you must also understand that the person you call has the right to make purchasing decisions.
The fourth point of telemarketing skills is to clearly introduce yourself and your intentions within 1 minute.
This is very important. I often receive sales calls from the same person and never remember his name or company. The reason is that every time he calls, he only introduces himself as Xiao Zhang. The name of the company is very vague. As time goes by, I can't remember it. When making sales calls, be sure to clearly state the company name, your own name, the name of the product, and the method of cooperation. At the end of the call, be sure to emphasize your own name. For example: Manager XX, it is a pleasure to meet you and I hope our cooperation will be successful. Please remember that my name is XX. I will contact you frequently.
The fifth point of telemarketing skills is to do a good job of phone registration and follow up immediately.
After the telemarketers make the call, they must register and make a summary, and divide the customers into categories. Category A is the most promising, and a return visit should be made within the shortest possible time to try to reach an agreement. Category B is the one that can be reached. What you strive for must be followed up uninterruptedly. You must also dare to ask customers to place orders, for example: Manager XX, after several communications, I have prepared five products for you. I hope to ship them to you today. I hope you will remit the money as soon as possible. Category C has no intention of cooperation. For this type of customer, you should also call him from time to time to see if he has any needs.
In addition to the above five points, there are many details that must be paid attention to during telephone sales. For example, beautiful voices, beautiful blessings, customers' hearts, timely services, etc., as long as you put your heart into it, you will definitely do better and better.
Salespeople should always maintain an enterprising, positive, passionate and unyielding heart.