The spirit of telephone sales for business-to-business websites

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In addition to having certain professional knowledge and sales skills, the telemarketing staff must have a certain spirit in order to be better qualified for telemarketing work.

1 business-to-business website Phone sales Spirit: thick-skinned, strong resistance to pressure, not to stop

The skin must be thick enough, can not say that others refuse you, you give up, to have perseverance, not to stop the spirit of the goal, to have a strong pressure, coupled with enough sales knowledge, product knowledge, business-to-business industry website sales can be successful.

Sales expertise, product expertise, relatively simple, hard, 2 months of learning can be fully dealt with, but the skin is thick, strong resistance to pressure, not to give up the spirit of the goal is sometimes 2 months of training may be enough, need more time to hone, we often say that a person is not suitable for sales, In fact, not to see how much you know about sales expertise, how much to understand the product, but to a person's personality, expression ability and other comprehensive quality judgments.

The author of this article is not Xuejiang before sales, after graduation has done technology, planning, promotion, and then do sales and sales management. Not all of them are born with a thick skin, strong resistance to pressure, with perseverance, these are the nurture, someone training, sales staff understanding ability, 2 months can also be an introvert, poor expression, resistance to the weak people to exercise into a qualified sales staff. Remember Pan in a program said, a person has passion, work only passion, he can achieve success! The same truth, no matter what we do, we need to continue to learn, only people full of passion, can be full of passion to do things, some people think that this can not be done to achieve success.

2 business-to-business Websites Most customers have been tracked 5-10 times, even more

First time: Let the customer know what products or services you have, there is a website to provide this product or service, a person and he said, he may remember to understand, maybe a few days after not to understand your product, because too busy or not necessarily. You are not his client, but his supplier, unless it is his first need, otherwise he can understand and can not understand, and our business-to-business Web site to provide services, for the vast majority of enterprises, not just need, not their production must.

Second: Remind the customer again, let him take time to seriously understand your product or service, he may also in the process of talking to you and you will talk about, said he will consider, some perhaps still don't want to spend too much time chatting with you, soon hang up the phone. The second goal is mainly to deepen understanding and impression, perhaps when talking about a website, can remember that the person contacted him. But some people may or lukewarm, we have to find a way, is the problem of sales skills, I am in the "Business-to-business Industry portal Sales Strategy", the fourth chapter of "business-to-business industry website Phone Sales" The first 12 section has spoken a lot. The second contact generally has a time interval of 3-7 days, except in exceptional circumstances.

The third time: The customer may tell you that he will consider when you can contact him again, or he will consult with someone. More people will reject you directly, tell you, he does not need. When we do sales, we often encounter the first call, a lot of people are interested in, confident, the second time most people may tell you, he reconsider, the third time, there will be a lot of people will directly reject you, and even most people make you feel hopeless. Don't be discouraged, find the reason for rejection, everyone has their reasons, you refute their reasons, and then tell them, So-and-so, so that you think again, I will come to contact you in a period of time. Or if you take a look at our website and understand our products and services, you may change your mind. or by fax, Courier, Mail and other ways to send them more information about the product, this is also a problem of sales skills. The third contact generally 7-15 days, with special circumstances, such as customer let you have 2 days, or even 1 months to contact him, according to customer requirements.

Fourth time: Contact the fourth time, the person who rejects will be more and more, the refusal may be more and more resolute, and we have to do is to do everything possible to make decisions for customers to provide more information for the next time can also provide more excuses and possible communication, do not give up, do not think I have contacted 4 times, the customer or not to cooperate, I will give up, as long as the customer also pick up our phone, attitude is not very bad, that means there are opportunities. Of course, if the customer told you directly, I have told you, do not cooperate, do not call me later, or hang your phone many times, it is necessary to keep track of the interval for a long time, such as six months or 1 years, you contact him again, perhaps his ideas will change, we will win a part of such customers, sometimes miracles, Previous attitude resolute even bad customer, 1 years later incredibly you cooperate. Fourth contact, the general interval of 15-25 days, except in exceptional circumstances.

Fifth time: Contact the fifth time, most people will tell you the cooperation, or not cooperation, generally will not talk to you, and so he considered, because the time has been considered very long, unless it is an excuse, normal decision-making should also be done. But does not mean that we do not contact after the fifth time, according to the customer situation to judge, some customers, contact 10 times after, we still feel very hopeful. For example, the customer tells you solemnly, we consider: do not need, then you have to talk to him, it does not matter, although there is no cooperation, we are still friends, after the appropriate customer I will recommend to you, what you need to help, although and I said, nothing more to go up and down our website, send point company products, articles, etc. Free for your company to bring promotion. The next time the communication, it may be a casual chat between friends, such as holidays send a little blessing SMS, QQ on the hair point of the industry posted on the industry's latest news to see him, do not mention cooperation, otherwise he may not be able to talk to you. Appropriate time, or more contact several times later, can be tactful to mention the matter of cooperation, sometimes they will take the initiative to find you to cooperate, such cases I met a lot.

Sometimes, we reached the month of cooperation, most of the customers are a few months ago, or even 1 years ago, 2 years ago contacted the customer, there are many not 5-10 times, is more than 10 times, 20 more than the communication to facilitate the cooperation.

six times

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As a business-to-business phone sales person, do not expect a phone call, the customer will reach a cooperation, unless it is their own initiative to find our cooperation, otherwise the possibility is very small. Every time a salesperson communicates with a customer on the phone, it's time to find a reason for the next communication. According to the relevant findings, most of the sales were made after 5-10 tracks, the phone sales of business-to-business websites are no exception, which is one of the important reasons why business-to-business websites are not suitable for personal operations, as I have said in the "Business Research Report on business-to-business portals": Sales Need a team , from tens of thousands of customers who are willing to pay the money to the website of customers to achieve profitability.