How can I ask customers questions during telemarketing?

How do telemarketers grasp the questioning skills when calling customers?

Tip 1: first ask a question and then ask another question.

When asking a question, the telemarketers can raise the first question first, and then continue to raise other questions based on the customer's response. For example, "Wang Zong, why do you think the current product quality problem of an enterprise is caused ?" Product quality is naturally the most important concern of the boss. This question by telemarketers may lead to discussions between telemarketers and Mr. Wang on improving product quality, which will undoubtedly guide Mr. Wang into a sales interview.

Tip 2: A series of questions are raised at the beginning

Of course, telemarketers can also raise a series of questions at the beginning, so that customers cannot avoid them. For example, a book telephone salesman always asks the customer the following questions calmly: "If I send you a set of books about personal efficiency, you can open the book and find the content interesting, can you read it?" "If I like this book very much after reading it, will you buy it ?" "If you haven't found any fun in it, can you pack the books into this bag and send them back ?" The book telemarketer's series of simple and clear questions left the customer with almost no chance to say "no.

Tip 3: Ask questions directly

Telemarketers can also directly ask questions to the customer, attract the customer's attention and interest, guide the customer to think, and smoothly transfer to the formal interview stage. This is also an effective sales method. For example, "What will you do in 2020 ?" This issue may lead to a discussion between telemarketers and customers about the retirement plan. Another example is that a company instructs its telemarketer to carry a thick Cart 2 feet in width and 3 feet in length. When he sees the customer, he opens it on the ground or on the counter. The paper says: "If I could tell you how to make this place earn $250 a year, you will be interested, right?"

In order to attract the customer's interest rather than get bored, the salesperson should pay attention to the following three points when making a call to ask the customer:

1. Notes

A telemarketer asked a lady a simple question: "Which year were you born ?" The results made the lady angry. This is a routine practice for telemarketers, but the lady is very dissatisfied with the fact that the year of birth is quite taboo and she is deeply frustrated with the passage of time. Later, the telemarketer accepted the lesson and asked in another way: "You must enter your age in this car registration form. Someone is willing to enter the age later than the actual one, how do you fill in?" In this way, we can say more. We can see the importance of the statement during the question. experience tells us that it is helpful to explain the truth before asking a question.

2. Seize the opportunity to ask questions

Is it because the telemarketer knows what to ask? No! Another question is the question of time. When reviewing the current situation, you may not only immediately attract the attention of the other party, but also keep both parties interested in the discussion and take the lead in the negotiation direction as you wish. Therefore, when asking questions, you must pay attention to the timing. The time to ask questions should be determined based on the customer's own, product sales, and the appointment time and place. A telemarketer can ask a question at the beginning, for example, "Do you need to improve the office efficiency in the factory ?" Or "do you have an Advanced Speaker ?" You can also ask questions based on the customer's production and operation conditions or household conditions.

3. understand customer needs

The question is to understand the customer's requirements, and the specific performance of the customer's requirements is the difference between what he has and what he wants. Therefore, the telemarketer deliberately asks the customer an "existing" question, for example, "What do you like about what you already have ?" Then, I asked, "What do you want", for example, "what do you want to get from nothing ?" And so on. If you listen carefully to the customer's answer, you can hear the difference between "he already has" and "he wants to have" to understand his needs.

How can I ask customers questions during telemarketing?