Day 1: Harvest:
1, proficient in basic telemarketing skills.
2. Familiar with telemarketing process and basic principles of telemarketing.
3. Learn communication skills during telemarketing.
4. Master the strategy of effectively persuading customers and approaching customers quickly.
5. Master the golden mentality online.
Process:
First, the basic skills of telemarketing
(telemarketing: it is not difficult for people to participate, and it is not difficult for difficult people)
1, call every day, what are you selling on the phone?
2. Being rejected every day, have you ever thought about what customers buy?
What customers want is not cheap, but feel cheap.
4. Learn how to make a successful call (practical exercise)
Second, the self-cultivation of telemarketers.
1, telemarketing thinking promotion training
2. Telemarketing mentality training.
3, telemarketing habit promotion training
4, telemarketing voice enhancement training
Third, the preparation of telemarketing.
1, attitude, emotion, confidence
2. The goal of telemarketing and the purpose before calling.
3, customer data collection method training
4. Fill in the telephone record form and improve your skills.
Fourth, thirteen thoughts on successful telemarketing.
1. What are you selling?
2. What's your relationship with the product?
3. What's your relationship with customers?
4. What is the product?
5. Is it a product or a waste product?
6. Does the product need customers or customers need products?
7. What did the customer buy?
8. Which customers need your products most?
9. Why do your customers buy from you?
10. When will your customers buy?
1 1. Why don't your customers buy it?
12. Who is not your client?
13. What types of customers are there?
Fifth, the five standard processes and system terms of making a phone call.
Process 1: A perfect prologue is half the battle-miniskirt theory.
Process 2: the product should be introduced to the heart, not the ear.
Process 3: Clever use of questioning marketing method in communication to grasp or stimulate customer demand.
Process 4: How to turn the problem into a selling point and become a perfect objection handling model.
Process 5: Guidance, customer maintenance, late order addition and recommendation.
(Students' live drills, teachers' guidance and case analysis)
Sixth, the auxiliary skill of telemarketing-praise marketing
Communication begins with praise and encouragement.
Step 2 Seek resonance through praise
3. Convey happiness and feelings that the other person wants.
(Students' live drills, teachers' guidance and case analysis)
The next day:
Harvest:
1, telemarketing pre-sales analysis
2. Grasp the key to building customer trust.
3. Learn unique and novel telemarketing skills.
4. Master the skills of listening and asking questions effectively.
5, accurately find the needs of customers.
6. Learn to skillfully use FAB for product packaging.
Process:
First, two preparations for successful telemarketing.
First, the data analysis before telemarketing
1. Personal advantages and disadvantages analysis
2. Analysis of product strengths and weaknesses
3. Analysis of competitors
4. Customer pattern analysis
Second, the salesman's self-positioning.
1. You are a friend of the customer.
2. You are the client's consultant.
3. You are the customer's partner.
4. You are the customer's listener
Second, the establishment of affinity and trust between telemarketers and customers.
First, create a good communication and sales atmosphere.
1. A relaxed and pleasant communication atmosphere is the beginning of the transaction.
2. Only by gaining trust can we really influence others.
Design a relaxed and pleasant opening remarks.
Second, how to build trust?
1. What is the source of customers' trust in salespeople?
2. What is the source of customers' trust in the company?
Three or six steps to build a customer relationship
(Students' live drills, teachers' guidance and case analysis)
Third, the key to the success of telemarketing.
Design attractive opening remarks.
2. Trust building
3. Ask questions to stimulate customers' "four hearts"
4. ultimate interests's Law
5. Ten-minute principle
6. Control of pronunciation and intonation
(Students' live drills, teachers' guidance and case analysis)
Fourth, how to judge the real thoughts of customers-listen effectively.
First, stop acting and stop seven kinds of bad mentality and behavior.
Second, listen carefully and find out that customers want to express their true meaning in four ways.
Three ways to fully encourage customers to express themselves
5. Get the answer you want-how to design the problems at different stages of sales?
First, why do you want to "ask"? Why should we learn to ask questions?
1. Ask if you are dead, ask if you are dead, not hold your breath!
These questions must be designed in advance.
3. The customer's answer must be self-controllable.
4. Four purposes and eight ways of asking questions
Second, how to "ask" the seven main points of questioning
1. Key points to stimulate participation
2. The main points of arousing desire
3. Key points to convince customers
4. The main points of the guiding ideology
5. Find the main points of empathy
Key points to prevent customers from making a decision (refusal)
6. Guide the main points of the conversation topic
(Students' live drills, teachers' guidance and case analysis)
Sixth lecture, Apple theory-creating customers' purchase demand.
First, why do you need to understand the demand first?
Second, what are the needs of customers?
Third, explore the skills of customer needs.
Fourth, asking questions triggers demand.
Five, four strategies to stimulate demand
(Students' live drills, teachers' guidance and case analysis)
Summary:
First, the marketing wisdom of telemarketers.
1, (boss wisdom)
2. (Win-win wisdom)
3. (Positive wisdom)
4. (active wisdom)
5. (Insist on wisdom)
6. (Team Wisdom)
Second, the basic principles of communication with customers
1. Customer-centric
2. Customers are not necessarily the attitude you think.
3. The problems you encounter may not be encountered by others.
4. Will customers buy if they are interested?
5. Customers like the knowledge of experts, but they don't like the attitude of experts.
6. Consider the external factors of customers.
Third, the skills to eliminate any resistance and objection from customers (satisfaction is the reason for payment)
One, five kinds of resistance and treatment methods
Second, the skills to deal with resistance
Three, seven ways to deal with price resistance
Fourth, effective words to eliminate customer resistance.
(Taking the problems encountered by students in practical work as a case, the lecturer analyzes and gives solutions on the spot. )
Telemarketing elite training camp helps enterprises solve these problems:
Improve the skills of telemarketers and enhance their confidence in telemarketing.
Reduce the turnover rate of telemarketers in the company
Keep telemarketers in the best condition at work.
Let the telemarketers still have confidence after being rejected.
Enable telemarketers to quickly establish intimate relationships and trust with customers.
Accurately grasp the demand and close the interested customers quickly.
Promote the company's products and services on a large scale quickly.
Effectively use the reasons of customers' resistance and close customers directly and effectively.
So as to continuously improve the turnover rate of telemarketers.
Create a sales atmosphere that can create sales profits.
Do a good job in customer maintenance and cultivate loyal customers for the company.
Speaker: Teacher Lin.
Mr. Lin has rich practical experience and has always advocated innovative marketing models and broken conventional thinking.
Originated "questioning" marketing skills, moved the essence of foreign training into the classroom, and was the developer and promoter of the mode of combining internal and external training;
Be praised as sales team management consultant and sales training lecturer by the industry; Excellent workplace coach and trainer in telemarketing;
Rich training experience, involving financial insurance, Unicom 400, network promotion, international trade, global fund, network B2B,
More than 500 training hours in computer sales, beauty and other industries;