[China Glass Network] Description: Almost every salesperson knows that the basic knowledge of telemarketing skills is to grasp the crucial first 20 to 30 seconds. But the telemarketing skills are not so simple. Do you know the questioning skills in the telesales skills, and the more attractive questioning skills?
When you take the initiative to call a strange customer, your purpose is to enable this customer to purchase the product or service you introduce. However, most of the time, you will find that you have been politely or rudely rejected when you have just finished the beginning. Now, let's take a look at how to effectively organize the opening to improve the success rate of telemarketing.
In general, 20 seconds after the call is connected is crucial. You can hold on for 20 seconds, and you can use up to one minute to make your effective opening, including:
1. Introduce you and your company 2. Explain the reason for the call 3. Understand the customer's needs. Explain why the other party should talk to you, or at least listen to you.
It is more important to arouse the attention and interest of the customer by causing the attention of the customer at the other end of the phone. For people who don't know each other, the average person will not be ready to continue talking, and will leave the microphone at any time. You need to have a well-prepared script to get the attention of the other person through the charm of your language and sound.
[The introduction of telephone sales skills that can call customers' attention]:
1. A general explanation that can arouse interest. "I understand that your department's mobile phone bills exceed 10,000 yuan per month. The purpose of my call is to let you know that our tariff plan can reduce your expenses by half..."
2. Use the problem to get the attention of the other party. From the information you provided, your car insurance coverage is 5,000 yuan. The average repair and claim cost of the accident is 9300 yuan. If your insurance amount is not enough, you are How are you planning?"
3. Sincerely praise "As your company's leading position in the printer field far exceeds the competition, the travel time of the group customers provided by our company accounted for 38% of the industry last year, far higher than the second place 15%... ..."
4. Ask the seriousness of the problem. Mr. Zhang, 8 out of every 10 homeowners in the city can't rebuild if they are destroyed by natural disasters such as fire. If you are one of 8 people, I I suggest you can understand what we launched..."
5. In analogy, Mrs. Hu, 56% of the homes in Dong'an Community have installed anti-theft alarm devices. “The crime yield of the community has dropped by 10 percentage points. I believe that you are equally concerned about community safety..."
6. Referring to the well-known peers of the customer has adopted “Hello! Mr. Li. I am Wang Hongyan, a training consultant of Cinda. We are a professional company specializing in banking representative training in China. We are closer to ABC Bank. For three weeks, all the business personnel participated in the telephone skills training."
7. If none of the above applies, you will ask after saying your own name and company name: “Have you heard of our company?†Transfer for the next brief.
[The introduction of telephone sales skills, the way to call the purpose]:
1. Introduction by a third party "I am calling you because we are familiar with Mr. Huang Zhijun and you are looking for ways to reduce the peak power consumption..."
2. Direct mail follow-up "I want to know if the company description we sent according to your request is what you are interested in..."
3. Referring to the activity of the other party “The CEIBS CEIBS closer to the middle of the organization, the manager of the CEIBS demonstrates...â€
4. Link your product to the arguments of famous experts. “The academician of the marketing industry believes that the current marketing automation software needs to solve the problem of localization of the data format. Our new upgrade version of this version of the desktop material is completely solved……"
Standing in the perspective of providing value to customers
Even if your title is a sales representative, you should use the customer's name to be more likely to feel value. For example, if you sell insurance, call yourself a financial advisor, and if you sell furniture, call yourself an interior design consultant. The same is true when introducing companies and products. If you're a color printer manufacturer, emphasize "we help companies print high-quality color catalogs in less time and at lower cost" rather than simply "we produce X-brand color printers."
If your product or service can solve an industry-known phenomenon or bring a breakthrough in business, emphasize this: Our new generation of mobile phone XX has completely solved the phenomenon that the mobile phone will heat up for a long time, and the call quality is not at all. Affected……"
At the end of the opening, if you can help customers learn more about their value, the conversation will go smoothly: "If I show you how your company can immediately increase customer call waiting time below the industry average, you Will you be interested in discussing with me?"
Let us summarize the opening process: introduce yourself and your company after a courteous greeting. Then focus on the customer's high level of attention and interest, and bring the customer to the next stage of communication by explaining the purpose of the call and referring to the value to the customer.
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