Four steps to do a good job in business-to-business industry website Telemarketing Preparation

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As the saying goes, well-known know that, hundred war is not idle, we do anything before, must have sufficient preparation, the opportunity is to prepare people, telemarketing is no exception, we want to talk into a customer, we must do a full preparation. A few days ago, a person in Shanghai asked me: Xuejiang, our phone sales before the phone to prepare what, in fact, this aspect of the article on the Internet a lot, where I mainly for the business-to-business industry website phone sales, talk about the first time to call a customer, need to do those preparatory work. I am here summed up as: A look, two search, three think, four mind. For the second and above to the customer phone, it is not so complicated, generally look at what the last time said, this time to tell them what, direct telephone communication can be.

1: Look at all the company information provided in the Sales management system

Telemarketing target customers are enterprises, to understand the various aspects of the enterprise information, through the company profile or corporate website: To understand what the company provides products or services, the industry, the region, the customer is who, what the needs are, how they sell their products.

Products: Product name, the purpose of the product, the buyer is what kind of enterprise.

Industry relations: What kind of industry, and the main users of the site is what relationship, upstream, downstream, or midstream.

Region: is the coastal area or the Midwest, different regions, the customer's acceptance of the network is different.

The company's development: is just set up soon, or set up a long time, the company is large or small.

Who is the contact person: contact person is not with sales have direct or indirect relationship of people, if not, need to seek further.

This information, some all have, some may only have a part, if not, we still have to search, this is the next step to do.

22 Search: If the information is not comprehensive, it needs to be searched by search engine

We don't know much about a company profile or corporate website, and we need to see more information. For example, for brands or equipment companies, to search for the latest news reports, through the latest news reports, to learn more information, in the phone sales can have more topics to chat, rather than only to recommend our products. If information is available only to the general sales staff of the company, we also need to search to find out who their boss is and whether they can get in touch with their boss directly. Whether they have recently introduced new products, whether these new products need to be promoted. Whether the company has done a network promotion, you can understand their network to promote the degree of recognition, has been working with the opponents, such as: through Baidu and Alibaba or peer site search, you can understand whether these enterprises and Alibaba, Baidu, peer website has cooperated, This information can help to determine whether the customer needs to focus on tracking customers, whether or not to take appropriate language. Through the search, you can know their competitors have those, those who have cooperated with us, such as: if their opponents and we cooperate, we should tell them that your opponents have cooperated with us, if you do not cooperate with us, the customer was robbed by your opponents.

33 think: To understand the customer's greatest needs, we provide the core services

Through looking and searching, a more comprehensive understanding of the company's information, to quickly determine the user's customers who, the biggest demand is what, how they do sales, the site can provide them with the core services. As for the core services, I have said in the "Business Research Report on business-to-business portals" product planners, in fact, is the most aware of a website can provide the core services, in the sales training process, in addition to the sales manager to participate in, product planners also to the sales staff to tell a lesson. If it involves competitors, to be able to understand the customer service, our site and the opponent's site the biggest difference, and to make people convinced.

If you cannot provide services to your target customers, give up the customer in advance and do not waste phone charges and time. In telemarketing, be able to understand who to call and what to say. They are interested in what we are going to talk about, so-called Huarb. If you don't know exactly what a potential customer is interested in, the chance of being hung up by a customer, or being rejected with my busy, unwanted, will increase dramatically. No matter what you say, it will revolve around: You can bring real customers to them, get the visibility, let the potential customers take the initiative to find them, increase their sales for the purpose.

44: Record the important points in the sales speech, the customer may ask the answer to the question

By searching and thinking, trying to figure out what to say to the customer, take the important note down, especially for the novice, Sales manager in the training, must let the staff in the first few months, the telephone sales before the focus of writing down, at least an outline, unfamiliar time, can even be prepared to read the sales words. Slowly familiar with, you can not write, probably think about it, you know what to say, how to speak, skills are.

Different kinds of customers may ask questions, but also write down the approximate answer to the question, if the company has the corresponding customer troubleshooting documents, can turn the company ready to open the customer questions and answers to the document, more familiar with, or answer questions, while looking at the document, slowly familiar.

About the preparations, that's all. We have to prepare for work, the purpose is to let us seize every minute in the sale, do not let ourselves appear flustered, the customer to our call time is short, how we have a limited time to obtain good communication with customers, necessary preparation is required. There are some preparatory work, due to the length of the relationship, here has not been involved, such as: sometimes in order to and a company to call, we can and understand their business counterparts to communicate, the side of the company to understand the various realities. Welcome everyone through QQ and I exchange discussion.

This article original author: Xuejiang, welcome the Exchange guidance consultation, the Exchange qq:1580658565.