Phone marketing tips to help you understand your customer needs

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With the development of market economy, more and more enterprises use the telephone as the sales tool. Can be in the actual sales work, there are many telephone sales staff will not make sales calls, often very casually lost the opportunity to deal with the business. So how to master the phone sales skills to make sales calls?

The recent author of Ms Hu's China Telephone Marketing Network (www.telmk.com) says first, telemarketing staff can only rely on "hearing" to "see" All the responses of the prospective customers and to determine whether the sales direction is correct, as well, the prospective customers on the phone can not see the phone sales of body language, facial expression, A prospective client can only use the voice he hears and the message it transmits to determine whether he or she likes the salesperson, can trust the person, and decide whether to continue the call process.

Second, in the process of telemarketing, if there is no way for the prospective client to be interested in 20-30 seconds, the prospective customer may terminate the call at any time because they do not like to waste their time listening to something unrelated to them, unless the call gives them some kind of benefit. So, the best sales process is the phone sales people say 1/3 of the time, and let the prospective customer say 2/3 of the time, so that can maintain a good two-way communication mode.

The following recommendation of the Chinese Telephone Marketing network Hu Summary of the 5 points of telemarketing skills to everyone:

The 1th point of telemarketing skills, the telephone purpose is clear.

Many of our salespeople, before making a phone call, did not seriously think about it, did not organize the language, the results of the phone only to find that the words did not say that the achievement of the sales goal has not been achieved. For example: I would like to call a potential customer of their own products, my goal is to communicate through the telephone to make the other person more understand my products, have the opportunity to buy my products. With this purpose, I will design the most concise product introduction language, and then according to each other's needs to introduce the product performance and price. Finally give the other person a deep impression in order to achieve sales goals. Therefore, the use of telephone marketing must be clear purpose.

The 2nd point of telemarketing skills, smooth tone, clear articulation and concise language.

Many salespeople are afraid to be rejected, pick up the phone is nervous, tone agitated, speed too fast, articulate unclear, these will affect your communication with each other. I often received a call to the sales phone, not clear the company name, said not to please products, also do not know why, had to refuse. Sometimes it is to find out his purpose, it will take a few minutes, and then the patience to listen to his introduction, the results still do not understand what the product is? Therefore, in the telemarketing, must make their tone smooth, let the other party hear what you are saying, it is best to speak Standard Mandarin. Language to be as concise as possible, when it comes to products must be heavier tone, to attract the attention of customers.

For the 3rd point of telemarketing skills, it's important to know who your phone call is.

There are a lot of salespeople who haven't figured out who they're looking for, and they start introducing themselves and their products, and they say you're wrong or that I'm not so-and-so. There are sales staff, the customer's name is wrong, the customer's position, and some even put the customer's company name wrong, these errors so that you have not started when sales have lowered the integrity, serious will lose customers. Therefore, each of our salespeople, do not think that the phone is very simple one thing, in the telephone marketing, we must make clear the customer's information, but also to make it clear that you call the people who have the right to purchase decisions.

The 4th point of telemarketing skills, to introduce yourself and intention within 1 minutes.

This is very important, I often received the same person's sales phone, has not remembered his name and company. The reason, every time he called, only introduced himself is a small Zhang, the company name is very vague, I have a long time, do not remember. When telemarketing, be sure to make the name of the company, its name and the name of the product and the way of cooperation clear. At the end of the call, be sure not to forget to emphasize your own name. For example: XXX manager, and you know me very happy, hope we cooperate successfully, please remember my name is XXX. I will always contact you.

The 5th point of telemarketing skills, do a good job of telephone registration, immediate follow-up.

Telephone sales staff call, must do the registration, and do a summary, the customer divided into classes, Class A is the most promising, the shortest time to do a call back, to reach an agreement, Class B, is to be fought, or non-stop follow-up. Also dare to allow customers to order, such as: XXX Manager, after several communication, I have prepared for you five pieces of products, I hope today will be able to send you shipments, I hope you will remit as soon as possible. C, there is no intention to cooperate. This type of customer, you also do not regularly call him to see if he has a demand.

Telephone sales In addition to the above 5 points, there are many details must be noted. For example, beautiful voice, good wishes, customer's heart, timely service and so on, as long as the intention to do, will certainly be better.

Salespeople should always keep an enterprising, positive, passionate, and never admit defeat.