First, telemarketing skills
1, summarizing the benefits of trading methods.
Show all the actual benefits brought by customers and their own transactions to customers, sort the matters that customers care about, and then closely combine the characteristics of products and the issues that customers care about, sum up all the benefits that customers care about most, and urge customers to reach an agreement finally.
2. Preferential trading methods
Also known as concession trading method, it refers to a method in which salespeople urge customers to buy immediately by offering preferential conditions. When using these preferential policies, salespeople should pay attention to three points:
Let the customer feel that he is special, and your discount is only given to him, so that the customer feels that he is distinguished and unusual.
Never discount casually, or customers will make further demands until you can't accept the bottom line.
To show that your power is limited, you need to ask the above: "I'm sorry, I can only give you this price within my processing authority." Then (turn, "however, since you are my old customer, I can ask the manager for instructions and give you an extra discount. But this kind of offer is hard to get, so I can only do my best. " In this way, customers' expectations will not be too high. Even if he doesn't get the discount, he will think that you have done your best and won't blame you.
3. Challenge method
The incentive method is to use customers' competitiveness and self-esteem to urge them to buy products. A prestigious Hong Kong couple went to the mall to buy jewelry. They are interested in an emerald ring, but they are hesitant because it is too expensive.
At this time, a salesperson who was watching came over. She told two guests that the wife of the president of a Southeast Asian country had seen this ring in the shop and liked it very much. She couldn't put it down, but she didn't buy it because the price was too high. After being provoked by the salesman in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife.
Salespeople should be calm and natural when challenging each other, so as not to let them see that you are "challenging" him.
II. Opening remarks
1, question type
Start like this and try to avoid answering "no" questions. Kelly is a salesman in a British book company. He always likes to approach customers by asking questions. If I lend you a book about personal work efficiency, and you find it interesting after opening it, will you read it patiently? If you like this book after reading it, will you buy it? If you don't find the pleasure in the book, can you put it back in this bag and send it to me?
Kelly's simple and clear opening remarks made it almost impossible for customers to find reasons to sayno. Later, these three questions became the standard opening remarks of the company's sales staff.
2. Storytelling style
Sometimes, telling an interesting and vivid story can also get good results. But remember, what you say should be related to your product, not to please customers aimlessly.
3. Gift style
People always like to accept small favors, starting with gifts, and often get the favor of customers. When you start giving gifts, the gifts you give must be related to the products, or you can mention your own products at the same time to promote sales.
Precautions for telemarketing:
1, avoid discussing business details.
Details should be discussed face to face with customers. You can briefly introduce the advantages of your company on the phone, but avoid talking about details. If the customer asks detailed questions such as product quotation, if you must answer them, try to be concise. In particular, don't bargain with customers on the phone, and discuss the terms of the transaction after confirming the customer's needs. Because in the case that customers do not fully understand, it is easy to lose the opportunity of cooperation because of the inconsistency of details.
2. Avoid asking trivial information from key people.
Asking for trivial information from key figures will often arouse the resentment of the other party and lead to the failure of the visit. For example, when you need to mail some information to the other party, don't ask the key person in charge for trivial information such as address and telephone number. You can get it through other channels, such as the customer's secretary.